Episodes
Remember when the thought of having sales conversations and collaborating from home made your stomach turn? How do you make a good sales pitch when you’re in your kitchen? What if everyone’s laptops stopped working? Would talking to a prospect through a screen feel weird? Well, virtual selling became a reality for sales reps when COVID-19 forced the selling workforce to go remote. But now, working from home is welcomed (perhaps even preferred). Case in point: * 63% of the sales...
Published 10/18/21
Any salesperson worth their salt knows using the right words in a pitch means the difference between a monumental win and a colossal failure. But only the best sellers understand that there’s far more at play here than just words. There are plenty of other ways to subtly nudge buyers towards a yes decision. And using neuro-linguistic programming is one framework for tapping into those techniques. But what is neuro-linguistic programming (NLP)? Does it work? And how can you use NLP in...
Published 10/15/21
On this episode of the Salesman Podcast, Christian Kinnear (SVP of International Sales, HubSpot) explains how the buyer journey has changed since the pandemic and what you need to do to take advantage of these changes. Coming soon. Resources: * Christian on LinkedIn * HubSpot.com * Announcement: HubSpot’s EMEA MD on UK expansion and what it really means to ‘grow better’ Transcript: Coming soon.
Published 10/14/21
Every sales professional has one aim: more sales. Without sales, growth stagnates—which won’t bode well for your organization’s bottom line. And while securing deals is no easy feat, finding a sales framework that can be rinsed and repeated to ensure scalable, predictable, and measurable growth is entirely different. To be at the top of your selling game, you need a scalable sales process—a proven sales methodology that best represents your product, values, goals, and market. But how do...
Published 10/13/21
On this week in sales we’ll be looking at: spaced learning, the Netflix of cars sales, “inclusive” sales training and much more! Sales news: CRM Marketing Company Optimove Secures $75 Million The funding will support continued investment in strategic hiring and M&A, expansion of the company’s Customer Relationship Management (CRM) Marketing platform, and rapid growth. Optimove’s SaaS technology combines a Customer Data Platform (CDP) with a Multichannel Marketing Hub (MMH) designed...
Published 10/12/21
On this episode of the Salesman Podcast Justin Michael and Tony Hughes explain how technology fits into the modern sales process and why you need to start leveraging tech sales to win more deals. Audio: Resources: * Book: Tech-Powered Sales : Achieve Superhuman Sales Skills * Justin on LinkedIn * Tony on LinkedIn Transcript: Coming soon.
Published 10/12/21
50% of salespeople are using LinkedIn to beat sales quota. Social selling is the new name of the game. In fact, 90% of C-level executives ignore cold calls altogether, especially since 84% prefer consulting social media before making purchasing decisions. As a result, cold calling to fill your pipeline is on its last legs. On the flip side, three-quarters of all sales representatives are not getting any social selling training, and you can see why I wrote this article. So how do you...
Published 10/11/21
Only 19% of sales close, so you can have lots of selling conversations and the best closing skills but still not win new business consistently. That’s because there is more to closing a sale than asking for the business. Not all prospects are a good fit for your product or service. And if your potential buyer isn’t ready to make a purchase, then your odds of successfully closing the deal is dead. That’s why you need to recognize your prospects’ buying signals. But this isn’t only about...
Published 10/08/21
With each new iPhone, self-driving car, and AI assistant that’s released, it’s clear that technology is advancing. And it’s advancing fast. In fact, Moore’s Law observes that the number of transistors (a.k.a. computing power) that can fit in a given space doubles every two years. But what does that mean for you, a B2B salesman? It means it’s time to get into tech sales. Technology sales can be a highly lucrative and surprisingly fulfilling role for the right candidate. And if you’re from a...
Published 10/06/21
So many skills, so little time! This may be what you are thinking regardless of where you are in your journey as a sales rep. Since sales is continually evolving, there will always be new information and skills to learn. If you seek ways to improve your sales skills, you may have typed “how to master the art of selling” in your browser. Unfortunately, a lot of the results were probably related to a best selling book by the same name written by Tom Hopkins (one of the greatest sales trainers)...
Published 10/04/21
On this week in sales we’ll be looking at; the counter intuitive science behind why salespeople avoid big opportunities, real-time virtual sales assistants on Zoom calls, the cutest dog in the world and much more! News: Defy Partners leads $3M round into sales intelligence platform Aircover The company aims to give sales teams insights relevant to closing the sale as they are meeting with customers. Aircover’s conversational AI software integrates with Zoom and automates parts of the sales...
Published 10/03/21
Sales is a popular career choice, with over 14 million of the 147.7 million employed US citizens holding Sales and Related Occupations. That’s almost 9.5% of US workers! Of course, there are a wide variety of sales positions available. These include retail, automobile, insurance, real estate, advertising, and inside sales. And there are many different sales titles too, such as – * Sales development rep (SDR) * Account executive (AE) * Account manager (AM) If you’re considering...
Published 10/01/21
We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn’t about tricking people into buying. Instead, it’s about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a good fit for their buyer’s needs. Is that buyer actually struggling with a problem you can solve? Do their needs align with what you can provide? Are they equipped with...
Published 09/29/21
Learning about your customer, asking discovery questions , scoring leads… you already know the basics of sales qualification. You’re past that; you want more. You need an effective sales methodology—one that can help you find more qualified buyers, quicker. MEDDPICC can help you achieve just that. We’re talking 30% growth rates in saturated markets and 250%+ in start-ups. If you are struggling to qualify quality leads, try out the MEDDPICC sales methodology and set your organization up for...
Published 09/27/21
On this week in sales we’ll be looking at; Brainshark (allegedly) being in violation of bio-metric privacy rights, revenue intelligence, salespeople being suck in the past and much more! News: Sales training software company charged with privacy breaches Tech firm Brainshark has been hit by proposed federal-class claims that the company is using artificial intelligence to analyze facial biometric data of sales employees and rating their sales presentation videos in violation of the...
Published 09/23/21
Let’s say that on paper, you have everything you need to blow past your quota. Your pipeline’s packed to the brim with leads. Your product solves a legitimate buyer problem. Plus, everyone who gets on the phone with you is happy to chat. And yet, you’re still struggling to close. Even worse, your sales leads seem to be going cold the minute you start the conversation. So, what’s the problem? The problem is, you’re not building rapport before popping the closing question. And your monthly...
Published 09/22/21
On this episode of the Social Selling Show Daniel and Will explore the value of being authentic when social selling and generating new sales leads on LinkedIn. Coming soon.
Published 09/17/21
On this episode of the Salesman Podcast Robbie answers the question “what is strategic communication” and we learn how to implement it to help us close more sales. Coming soon. Resources: * RobbieCrabtree.com * Robbie on LinkedIn Transcript: Coming soon.
Published 09/15/21
On this week in sales we’ll be looking at; RFP management, self service for Salesforce and how long it’ll take before Victor crashes his new bike. Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams Loopio, the leader in RFP response software, has announced advanced updates to its unique-to-the-market integration with Seismic, the global leader in sales enablement. Together, Loopio and Seismic offer the only complete, end-to-end solution for sales content...
Published 09/12/21
Jonathan L.S. Byrnes, Senior Lecturer at MIT, is an acknowledged authority on profitability management. On this episode of the Salesman Podcast Jonathan explains how to uncover your most profitable customers. Coming soon. Resources: * JLByrnes.com * Book: Choose Your Customer: How to Compete Against the Digital Giants and Thrive Transcription: Coming soon.
Published 09/07/21
On this week in sales we’ll be looking at Flockjay pivoting from sales training, Pipeliner including experts in it’s CRM, the convergence of sales tech and much more! News: Flockjay cuts at least half of its workforce as it pivots away from bootcamps into B2B SaaS Flockjay’s core offering is a 10-week sales training bootcamp that helps place graduates into sales jobs across tech companies — about 80% of the company’s students find a job within the first six months of graduation, the...
Published 09/05/21
Kent Billingsley is a business transformation and revenue growth optimization expert who has delivered over 10,000 hours of Revenue Growth content in 36 countries. Coming soon. Resources: * Book: Entrepreneur to Millionaire: How to Build a Highly Profitable, Fast-Growth Company and Become Embarrassingly Rich Doing It * RevenueGrowthCompany.com Transcription: Coming soon.
Published 09/01/21
Coming soon. Resources: Erica on LinkedIn Book: Digital Body Language: How to Build Trust and Connection, No Matter the Distance  Transcription: Coming soon.
Published 08/31/21
Skip Miller is President of M3 Learning, a ProActive Sales Management and Sales Training Company based in the heart of Silicon Valley. On this episode of the Salesman Podcast Skip explains how to connect with c-suite executives and win business from them.   * Full show notes coming soon. Resources: * M3Learning.com * Skip on LinkedIn * Book: Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads Transcript: Coming soon.
Published 08/26/21