Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Sep 09, 2020
Wednesday Sep 09, 2020
Alex Goldfayn is the CEO of the Revenue Growth Consultancy, a company that helps organizations to implement systems of remote and proactive selling, generating 10%-20% in new overall sales annually. He is also a best-selling author and he recently published his 4th book “5 Minute Selling: The Proven, Simple System That Can Double Your Sales… Even When You Don’t Have Time”.
In this episode, Alex shares his tried and true simple daily actions that will help you double your sales.
Here are some of the topics covered in this episode:
- How to get started on proactive phone calls
- Tips to master silence and get prospects to reveal more information
- The 3 musts of compelling referrals
- How to ask powerful questions for effective cross-selling
- Top advice and true stats to deal with sales rejection
About the Guest:
Alex is a top-rated speaker that motivates sales teams, managers, executives and owners to take simple action to grow their business. He has worked with top companies like Cisco, Logitech, Lenovo, and T-Mobile. He is also the author of the bestselling books: “Selling Boldly”, “The Revenue Growth Habit”, and “Evangelist Marketing”.
LinkedIn: https://www.linkedin.com/in/alexgoldfayn/
Website: https://goldfayn.com/ - Includes free downloads from 5-Minute Selling, Planners & Trackers
Alex's Book on Amazon - 5-Minute Selling: The Proven, Simple System That Can Double Your Sales
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Sep 02, 2020
Wednesday Sep 02, 2020
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce, author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, and host of the podcast What’s Next! with Tiffani Bova.
Tiffani’s time on the front line of innovation, combined with her insightful candor has resulted in her unique perspective that inspires businesses and individuals to get smarter about the choices they make and increase their growth IQ.
In this episode, Tiffani discusses how to succeed in sales during the current pandemic and economic crisis.
Here are some of the topics covered in this episode:
- Understanding how customer habits have changed
- Getting comfortable with feeling uncomfortable
- Using emotional intelligence to better understand prospects and customers
- Standing out as a field salesperson while working remotely
About the Guest:
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce and author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. She has contributed to publications such as Harvard Business Review, Forbes, Entrepreneur, and Huffington Post and has appeared on Bloomberg, BNN, MSNBC, and Yahoo Finance.
Prior to working with Salesforce Tiffani was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.
Tiffani has been recognized as one of the Most Powerful and Influential Women in California by the National Diversity Council, one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018 and 2019, a Top 100 Women in Tech.
She is also a highly sought after keynote speaker and has delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents.
Read Tiffani’s Book - Growth IQ
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Aug 19, 2020
Wednesday Aug 19, 2020
Michelle Tillis Lederman is a connection creator and CEO of Executive Essentials, a company that provides customized communications and leadership programs. She is also one of Forbes Top 25 Networking Experts, and the author of four books including the internationally known, “The 11 Laws of Likability”, and her latest book “The Connectors Advantage”. In this episode, Michelle explains how being a connector helps you get what you want.
Here are some of the topics covered in this episode:
- Why salespeople need to connect on top of networking
- How to become a better connector and build trust
- Actionable tips to repurpose unutilized time to connect
- Ways to say “no” to a customer without jeopardizing the relationship
About the Guest:
Michelle is an accomplished speaker, trainer, coach, and author. She is an expert on workplace communications and relationships, her mission is to help people work better together and advance their individual impact. Her clients include JPMorgan, J&J, Deutsche Bank, Michigan State University, MetLife, Sony, Ernst & Young, the Department of Environmental Protection, and Madison Square Garden. A former finance executive and NYU Professor, Michelle appears regularly in top media outlets such as NBC, CBS, Fox, NPR, the Wall Street Journal, NY Times, CNBC, and others.
Website: https://michelletillislederman.com/
LinkedIn:https://www.linkedin.com/in/communicationexpertspeaker/
Discover what level of connector you are answering this quiz: https://michelletillislederman.com/connector-quiz/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Aug 12, 2020
Wednesday Aug 12, 2020
Cameron Brown is a musician, speaker, and motivational coach. Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his videos and music have been streamed millions of times in 195 countries. Through his work, Cameron empowers people to create lasting change. In this episode, Cameron discusses how to stay inspired and maximize your potential as a salesperson.
Here are some of the topics covered in this episode:
- Habits of top-performing salespeople
- How to use inspiration to stay motivated
- Actionable tips to increase your productivity
- Strategies to create your own high-performing sales team
About the Guest:
Cameron empowers people to create lasting change. He does this through executive coaching & training for c-level executives, sales leaders, and their teams, delivering experiential talks with a grand piano live on stage, and writing music about human behavior and the world we live in. As a result, Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his music has been streamed millions of times across 195 countries and been featured in a range of short films and documentaries.
Website: cameronbrown.co
LinkedIn: https://www.linkedin.com/in/cameronbrownreal/ - Send a personal note to connect
YouTube, Instagram, and Facebook: @cameronbrownreal
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Jul 29, 2020
Wednesday Jul 29, 2020
Rachael O’Meara is a transformation leadership and executive coach. She empowers professionals to learn and build emotional intelligence skills to thrive at work and beyond.
Her book “Pause” was named one of 2017's top business books for your career and was featured in the New York Times and on WSJ.com. In this episode, Rachael explains how pausing can actually benefit your sales results.
Here are some of the topics covered in this episode:
- How can pausing help salespeople avoid burnout
- The 5 signs that reveal you need to take a pause
- Tips to create an active pause plan
- How to develop an effective pause mindset
About the Guest:
Rachael is a speaker and coach dedicated to helping teams and leaders turn overwhelm, stress, and even burnout into thriving to be more aligned and take their lives back using the latest tools in emotional intelligence, neuroscience, and mindfulness. She leads workshops and speaks regularly on the practice of pause or intentionally shifting your behavior to lead a more satisfied and meaningful life. She has a MA in Transformational Leadership & Coaching from Wright Graduate University (2020), and an MBA from Fordham University (2004).
Her book on Amazon: Pause: Harnessing the Life-Changing Power of Giving Yourself a Break
Website: https://www.rachaelomeara.com/
Podcast: The Pausecast
TEDxTalks: https://youtu.be/aSGCdwJqObI
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Jul 22, 2020
Wednesday Jul 22, 2020
Paul Reilly is a speaker, sales trainer, host of The Q and A Podcast, and co-author of the fourth edition of “Value-Added Selling.” He is currently the president of the Tom Reilly Training Company and faculty member at the University of Innovative Distribution. In this episode, Paul discusses how to sell value and steer the conversation away from price.
Here are some of the topics covered in this episode:
- How to center the sales process around value and not price
- Building better long-term customer relationships
- How to keep value relevant after the initial sale
- Creating an outward customer focus approach and guaranteeing you are adding value as a salesperson
About the Guest:
Paul is the owner and president of Tom Reilly Training, a company that trains salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. Paul began his sales career at 16 and during his over 15-year sales career sold for companies such as Ferrellgas and the Hilti Organization. During his tenure at Hilti, he joined the Hilti Master’s Club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. He is the co-author of the fourth edition of “Value-Added Selling” and he credits his success as a salesperson to embracing the Value-Added Selling message.
Book: “Value-Added Selling”
Website: tomreillytraining.com
Podcast: The Q and A Sales Podcast
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
Thibaut Souyris is the CEO and Founder of SalesLabs, a consulting company that trains and coaches B2B sales teams to start more conversations and close deals faster. He is also the co-host of The B2B Sales Podcast. In this episode, Thibaut shares his international experience and explains how to tackle sales in the European and American markets.
Here are some of the topics covered in this episode:
- How to sell in Europe vs the US
- Different selling styles across European countries
- How to avoid and overcome cultural misunderstandings
- Tips for Americans to work better with Europeans
About the Guest:
Thibaut is a B2B tech sales expert, with broad experience in North America and EMEA. He currently trains salespeople to run better discovery calls, build healthy habits around early qualification, and bring energy to their deals. He has helped 100+ founders building sales organizations and worked with companies like Techstars, Comtravo or Back, and many European tech companies. He’s also a regular contributor for Sales Hacker, G2, Demodesk, and various other blogs.
LinkedIn: https://www.linkedin.com/in/thibautsouyris/
Website: https://www.saleslabs.io/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Jul 01, 2020
Wednesday Jul 01, 2020
George Brontén is the CEO & Founder of Membrain.com, a SaaS company that enables B2B sales teams to execute their sales process, coach for higher results, and build predictable growth. He is also the author of the book “Stop Killing Deals: How to Gain Competitive Advantage by Viewing Sales through the Lens of Human Nature”. In this episode, George explains how to root out deadly assumptions and find sales success.
Here are some of the topics covered in this episode:
- What are the 3 deadly assumptions
- How emotions affect decision-making
- Ways to identify top sales performers
- How to motivate reps towards discipline
- Tips to find the best technology stack for you
About the Guest:
George is the “Sales Effectiveness Pioneer” at Membrain.com, his mission is to learn from top salespeople how technology is either hurting or helping sales productivity. He builds software to bridge the gap between sales strategy and execution.
Book: https://www.amazon.com/Stop-Killing-Deals-assumptions-excellence/dp/9151941821
LinkedIn: https://www.linkedin.com/in/georgebronten/
Blog: https://www.membrain.com/blog
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Jun 17, 2020
Wednesday Jun 17, 2020
Dr. Cindy McGovern is a top-rated speaker, best selling author, and consultant at Orange Leaf Consulting. After years of consulting companies and helping them grow their business, she had an epiphany: every job really is a sales job. And every person is a salesperson. With these experiences, she wrote the book, “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work.” In this episode, Cindy shares her 5 Step formula to help anyone become a better salesperson.
Here are some of the topics covered in this episode:
- Creating a plan for success
- How to effectively listen
- Ways to build trust, not just rapport
- How to give to get
- Following up with gratitude
About the Guest:
Dr. Cindy McGovern is known as the "First Lady of Sales." She is a highly sought after speaker and consultant across the globe. She is an expert in sales, interpersonal communication, and leadership. "Dr. Cindy" holds a doctorate in organizational communication and has worked as a professor of communication before starting Orange Leaf Consulting, a sales management and consulting firm headquartered in San Francisco. She has helped hundreds of companies and individuals to create dramatic and sustainable growth. Dr.Cindy regularly coaches both professional sales employees and those whose jobs are not sales-related in an effort to help them both take advantage of opportunities to bring more business to their companies.
Website: Drcindy.com
Email: Drcidy@drcindy.com
Find Cindy on social media: @1stladyofsales or @drcindy
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Wednesday Jun 03, 2020
Wednesday Jun 03, 2020
In today's episode, Steve announces something really exciting!
After all the nominations you sent us for the Sales Hall of Fame, we're presenting 6 new inductees! Each of them has given us their #1 sales tip on an exclusive video.
Check out the Sales Hall of Fame to find out who they are and get their actionable advice!
Wes is the CEO and founder of “The Sales Whisperer” a platform in which he shares knowledge in sales and marketing. He also established himself as a CRM guru as he helps companies choose the CRM that fits their sales cycle best. In this episode, Wes discusses how CRMs have evolved and how to maximize their utilization.
Here are some of the topics covered in this episode:
- Why the stand-alone CRM is dead
- What to consider when choosing a CRM
- How to make sure sales reps actually utilize the company’s CRM
- In what situations you might need a CRM consultant
About the Guest:
Wes is CEO and founder of “The Sales Whisperer”, a sales training, marketing, and consulting firm. He established himself as a CRM guru through books and talks he gave. Wes is a certified partner on HubSpot, Ontraport, and Infusionsoft. He put his knowledge of the field to use by helping businesses choose and implement CRMs.
Take the free quiz to find out what CRM would be best for you - bestcrmforme.com
Website - https://www.thesaleswhisperer.com/
Listen to more episodes of the Outside Sales Talk here and watch the video here!