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Sales Influence - Why People Buy!

I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given access to more information. This means buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How People Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
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Sales Influence - Why People Buy!
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Now displaying: Page 1
Jan 15, 2025

Strategic Targeting

  1. 🎯 Target high-level executives like directors, VPs, and CEOs as they are typically more open to new ideas and willing to listen, despite being harder to reach.

  2. 🧠 Create an ideal client persona based on specific roles (e.g., VP of Sales) and their motivations and pain points to tailor your approach effectively.

Empathy and Alignment

  1. 🤝 Empathize with executive challenges, such as a VP of Sales needing to generate an additional $5 million while hitting a $50 million target, to build rapport and address concerns.

  2. 📊 Understand the pressures and thought processes of executives, like a VP of Sales analyzing pipeline and forecast to achieve a 10% revenue increase, to align your product or service with their goals.

Decision-Making Focus

  1. 🔑 Connect with the right decision-maker who has the authority to make high-level decisions, enabling you to bypass gatekeepers and have more impactful conversations.
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