Outside Sales Talk
Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them - Outside Sales Talk with Tim Wackel

Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them - Outside Sales Talk with Tim Wackel

May 15, 2019

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Tim Wackel is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win, and keep customers for life. Tim is an expert B2B sales trainer, keynote speaker and executive presentation coach. He combines more than 25 years of successful sales leadership with specific client research. In this episode, Tim shares his first-hand tips on how to develop and deliver winning presentations.

 

Here are some of the topics covered in this episode:

  • How to target your presentations and engage your audience
  • Catching your listeners' attention from the start  
  • The secret for a memorable presentation
  • Getting your audience to move forward to close the deal
  • Tips to create a visually compelling presentation

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: Tim Wackel’s success as a speaker and trainer is built upon a lifetime of accomplishments and experiences that include - being recognized as the number one producer in a 10,000 person sales organization, helping lead a Silicon Valley startup through a successful IPO, and directing a 50 million dollar sales organization for a Fortune 500 Company. His list of clients includes organizations like Allstate, Cisco, Dow Chemical, Toshiba, Philips Healthcare, Hewlett Packard, Wells Fargo as well as many professional and trade associations.

 

Website: https://timwackel.com/

LinkedIn: https://www.linkedin.com/in/timwackel/

Phone number: +1 214-369-7722

 

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Get Started in Sales - Outside Sales Talk with Bob Etherington

How to Get Started in Sales - Outside Sales Talk with Bob Etherington

May 8, 2019

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Bob Etherington has been developing his reputation for sales success since the 1970’s in a career that has spanned many key global markets and several recessions. He now leads strategic sales programs for all levels of the selling profession. He is also the author of “Selling Skills for Complete Amateurs”. In this episode, Bob explains how to make your next sales pitch so compelling that your prospects want to pay you for your time.

 

Here are some of the topics covered in this episode:

  • Why you should start your sales career in a company with a great training system
  • How to get your prospects to talk themselves into a sale
  • The importance of listening skills in sales
  • The benefits of asking your prospects powerful questions
  • Tips to create value and avoid becoming a talking brochure

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: During his career, Bob has sold products and services from Houston to Tokyo and from Norway to Johannesburg. He was a Main Board Director of Reuters Transactions Services Ltd and since 2001 has run his own training company. He was recently guest of honor and keynote speaker at the annual UK conference of the Society of Sales Innovation. Bob is also the author of several best selling books, like “Cold Calling for Chickens”, “Presentation Skills for Quivering Wrecks”, “Negotiating Skills for Virgins” and “Selling Skills for Complete Amateurs”.

 

Website: https://www.bobetheringtongroup.com

Book Resources: https://buff.ly/2vz1ebK

E-mail: bob@bobetherington.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Why Sales People Must Create Their OWN Brand - Outside Sales Talk with John Crowley

Why Sales People Must Create Their OWN Brand - Outside Sales Talk with John Crowley

April 24, 2019

OST John Crowley

John Crowley is the Co-founder and creator of the Knuckle Dragging Sales System. John started in pharmaceutical sales and rose through the ranks to VP of Sales for a Fortune 15 company. He now speaks to sales organizations helping other knuckle draggers as a sales coach and mentor. He is the author of ‘Knuckle Dragging Sales: Primitive process to make more money’. In this episode, John explains how to build a personal brand to take control of your career and make more money.

Here are some of the topics covered in this episode:

  • How to create a personal brand and involve it in all your interactions
  • Controlling the narrative around your brand and it’s evolution over time
  • Building a personal brand in alliance with the company’s goals to allow reps to sell more for the business
  • Tips to optimize your LinkedIn profile to get more sales
  • How to work with marketing to create content and customize it to your personal brand

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: John helps large sales organizations by delivering motivational and actionable keynotes and sales kickoff presentations so their salespeople leave excited to hit the field. He also guides mid-sized organizations to reorganize broken sales systems and create scalable sales infrastructures so they can scale and exit the business.

 

Another part of his work involves assisting sales professionals to avoid the Human Resources black hole and get in front of hiring managers so they can overcome their lack of experience. He advises sales professionals on how to develop an independent brand so they make more money and take back control of their career.

 

Get our exclusive eBook “How to Create a Killer LinkedIn Profile for Sales”: www.knuckledraggingsales.com/steve/

 

Website:www.knuckledraggingsales.com

Listen to more episodes of the Outside Sales Talk here

How to Become a Leader on your Sales Team - Outside Sales Talk with Jason Treu

How to Become a Leader on your Sales Team - Outside Sales Talk with Jason Treu

April 17, 2019

 

Jason Treu coaches executives, managers and their teams to maximize their leadership potential and operate at peak performance. He's the best-selling author of Social Wealth, a how-to-guide on, building extraordinary business relationships, which has sold more than 45,000 copies. In this episode, Jason reveals his tips on how to become an extraordinary leader.

Here are some of the topics covered in this episode:

 

  • What is self awareness and how it affects leadership
  • How to build trust and create psychological safety
  • Getting the most of your relationships through feedback
  • How to improve team performance and employee engagement

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: Jason Treu is a leadership, culture change, employee engagement, team building, and motivational keynote speaker. He provides coaching, speaking & workshops to develop great leaders and maximize employee engagement.

 

He had helped thousands of people achieving their most ambitious goals by becoming more self-aware, resilient, creative and confident. He advised leading organizations such as Google, Amazon, Southwest Airlines, Microsoft, Blue Cross Blue Shield, CareHere, E&Y, Worldwide Express, Gillette, Oracle & SMBs on how to improve leadership.

 

He was a featured speaker at TEDxWilmington 2017, where he debuted his breakthrough team building game “Cards Against Mundanity”

Get ‘Cards against Mundanity’ free game to build trust and team engagement: http://www.cardsagainstmundanity.com/

 

Website:Jasontreu.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

 

Spear Selling: Tackling Account Based Sales - Outside Sales Talk with Jamie Shanks

Spear Selling: Tackling Account Based Sales - Outside Sales Talk with Jamie Shanks

April 3, 2019

 

Jamie Shanks is CEO of Sales for Life, the world's definitive social selling training and coaching company. He is a world leading social selling expert responsible for pioneering the space. Jamie is also the author of ‘SPEAR Selling’, the ultimate Account-Based Sales guide for the modern digital sales professional. In this episode, Jaime reveals the best ways to implement an account based selling strategy. 

Here are some of the topics covered in this episode: 

 

  • How to build a relationship with your customers by using account based selling
  • What is SPEAR Selling and how it helps you to effectively use account based selling
  • New ways to prospect to be ahead of your competition
  • Tips to activate your accounts faster by using videos

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: Jamie Shanks is a world-leading Social Selling expert and CEO of Sales for Life, the world's definitive social selling training and coaching company.  He has trained over 10,000's of sales professionals and leaders all around the world.

 

Jamie is the author of ‘SPEAR Selling’, the ultimate Account-based guide for the modern, digital seller and sales leader. The S.P.E.A.R. process helps companies to increase sales pipeline in key accounts.

 

He has also written the book "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer", which was #1 Amazon Hot New Release in Sales. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures.

 

Linkedin: linkedin.com/in/jamestshanks

Website: salesforlife.com

‘SPEAR Selling’ on Amazon : https://goo.gl/b9HYHL

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Elevate your Sales Team with Sales Enablement - Outside Sales Talk with Dave Lichtman

Elevate your Sales Team with Sales Enablement - Outside Sales Talk with Dave Lichtman

March 27, 2019

Dave Lichtman is the CEO & Founder of Enablematch,  a boutique recruitment firm laser-focused on the highly-specialized and emerging field of Sales Enablement. Dave is a sales professional with over 20 years of experience and an acute understanding of the growing challenges employers face in recruiting top enablement talent. In this episode, Dave Lichtman shares his knowledge on sales enablement best practices and pushing excellence across the whole team.

Here are some of the topics covered in this episode:

 

  • The key responsibility of a sales enablement professional
  • The benefits of implementing a sales enablement process in your organization
  • The main things to look for when hiring for sales enablement
  • How to level-up your sales enablement team and measure your program

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: Dave Lichtman is currently the CEO and founder of Enablematch, a company that uses its network and deep domain knowledge to carefully match companies with candidates who are a culture fit and have a track record of driving results.

 

He has had a successful track-record of transforming companies through technology. His deep background in sales and corporate training gave him the foundation to coach companies to re-imagine their sales enablement strategy. He was sales director at SalesHood during three and a half years.

 

Prior to SalesHood, Dave spent nine years at salesforce.com as a sales professional and a sales manager. He previously spent seven years as a buyer at the May Department Stores (now Macy’s Inc.); and five years QRS (now GXS) training its sales teams.

Linkedin: https://www.linkedin.com/in/davelichtman/

Email: dave@enablematch.com

Listen to more episodes of the Outside Sales Talk here and watch the video here!

The Secrets to Building Relationships in Outside Sales - Outside Sales Talk with John Chapin

The Secrets to Building Relationships in Outside Sales - Outside Sales Talk with John Chapin

March 13, 2019

OST John Chapin

John Chapin is an award winning sales speaker, author, trainer, and coach with over 31 years of extensive sales, customer service, and sales management experience.

In addition to being a number one sales rep for most of his 31+ years in sales, John also authored the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). In this episode, John Chapin shares tips on building relationships with prospects and customers.

 

Here are some of the topics covered in this episode:

 

  • How to make connections with the people you’re selling to
  • Tips on making the best first impression
  • How to build relationships when multiple decision makers are involved
  • Repairing relationships that have weakened

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: John Chapin is a sales speaker and trainer at Complete Selling Inc. As a number one sales rep in three industries, John has sold products, services, tangibles, and intangibles locally, nationally, and internationally. His vast know-how is in both face-to-face and telemarketing sales. His market experience spans both business-to-business and individual consumers. John has sold both established and completely new, first-time-ever products and services for companies both large and small. Voted the second best public speaker in Massachusetts and Rhode Island and a member of the National speakers Association, John has delivered hundreds of presentations on sales, sales management, and motivation.

Double your sales in 12 month with John Chapin

 

Email: Johnchapin@competeselling.com

 

Website: https://www.completeselling.com/

 

Blog - Learn Sales Tips: https://www.completeselling.com/blog/

Listen to more episodes of the Outside Sales Talk here and watch the video here

Deal Killing Obstacles in B2B Sales - Outside Sales Talk with Thomas Williams & Thomas Saine

Deal Killing Obstacles in B2B Sales - Outside Sales Talk with Thomas Williams & Thomas Saine

February 27, 2019

OST Tom Williams and Tom Saine

Tom Williams and Tom Saine are the authors of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.

 

Here are some of the topics covered in this episode:

 

  • Top challenges in B2B sales today
  • Stakeholder mapping
  • How to sell to large groups or committees
  • Getting past the gatekeeper

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.

 

Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.

Website: https://strategicdynamicsfirm.com/

 

LinkedIn - Tom Williams: https://www.linkedin.com/in/thomasjwilliams/

 

LinkedIn - Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/

 

Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029

 

Listen to more episodes of the Outside Sales Talk here!

How Ultra-High Performers Use Time Management - Outside Sales Talk with Jeb Blount

How Ultra-High Performers Use Time Management - Outside Sales Talk with Jeb Blount

February 13, 2019

 

Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.

 

Here are some of the topics covered in this episode:

 

  • Organize your calendar to optimize certain activities
  • Prioritize the most important sales tasks
  • Use Golden Hours to their full advantage
  • How to coach your team on time management

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

 

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.

Website: Salesgravy.com

 

Youtube: www.youtube.com/user/salesgravy

 

LinkedIn: www.linkedin.com/in/jebblount

 

Twitter: @SalesGravy

 

Facebook: @SalesGravy

 

Instagram: @SalesGravy

Listen to more episodes of the Outside Sales Talk here and watch the video here.

How to Close Larger Sales - Outside Sales Talk with Terry Hansen

How to Close Larger Sales - Outside Sales Talk with Terry Hansen

January 30, 2019

Terry Hansen is the president of the Hansen Group and has been helping organizations increase their sales success for over a decade. His strategies for improving Sales Performance have been used by organizations in many B2B industries. As a keynote speaker and workshop presenter, he conducts hundreds of presentations each year for businesses all over the country. In this episode, Terry shares how you can increase your deal size.

 

Here are some of the topics covered in this episode:

  • Customer expectations
  • Warning signs a prospect might not close
  • How to use the PIMAT system
  • Tips to closing larger deals more consistently

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

 

About the Guest: Terry is the President of Hansen Group Company, a sales performance improvement firm, and the creator of Hansen University. For over a decade, Terry Hansen has helped startups, non-profits and seasoned businesses in many industries find more prospects, close more sales and retain customers longer.  

Terry conducts about 300 lectures, trainings and speeches each year and has recognized with several awards for his outstanding achievements.  He has authored several articles for industry magazines and produced over 60 hours online training courses for sales professionals and sales managers.

LinkedIn: https://www.linkedin.com/in/terrylhansen/

 

Get access to B2B Sales Training courses http://bit.ly/B2BSellingCourse

 

Take a FREE comprehensive Sales Performance Assessment: https://hansenuniversity.outgrow.us/Gap

 

Website: hansengroupcompany.com

 

Email: Terry@HansenGroupCompany.com

Listen to more episodes of the Outside Sales Talk here  and watch the episode here