Outside Sales Talk

Why Athletes Win - Tactics to Become a Sales Superstar - Outside Sales Talk with Ian Altman

In today's episode, Steve has a BIG announcement - The Sales Hall of Fame is here!

This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here!

(Hint: If you listen to today's OST episode, you may find a very familiar face in there...)

Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics.

Here are some of the topics covered in this episode:

• The secret tips salespeople must learn from athletes
• How to identify the right prospects for your business
• Tips for reps to overcome their resistance to practice 
• The key principles of a successful role-play session

About the Guest: 

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value.

Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian's articles on Inc and Forbes.

LinkedIn - https://www.linkedin.com/in/ianaltman/

Website - https://www.ianaltman.com/

Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/

 

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

Don't Panic! - Here's How you Can Still Close Deals While Remote - Outside Sales Talk with Tom Pisello

Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic. 

Here are some of the topics covered in this episode:

• How field salespeople can provide meaningful value during this time
• How to make the buyer's journey easier amidst tightening budgets
• Tips for reps to meet quota and show accountability 
• Daily habits and routines for working remotely
• Ways to maintain a winning mindset

 

About the Guest: 

Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.

 

LinkedIn - https://www.linkedin.com/in/tompisello/

Website - https://www.evolvedselling.com/ - Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time

 

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

P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.

 

Stay tuned to know more!

Leveraging your Online Reputation to Increase Sales - Outside Sales Talk with George Leith

George is the CEO at Vendasta, an award-winning platform that helps companies sell digital marketing solutions to local businesses. With more than 30 years’ experience in sales, George helps businesses to adapt their sales and marketing strategies to the digital era. In this episode, George discusses how important a salesperson’s online presence has become and how to leverage it.

Here are some of the topics covered in this episode:

• How the digital age has changed our relationship with customers 
• Tips on how to instantly improve your online presence
• How to deal with negative online reviews 
• Where does your online strategy fits in your sales process

About the Guest:

Apart from his role at Vendasta, George is also the host of the Conquer Local podcast, where he aims to help organizations sell digital solutions to SMBs by providing them insider knowledge and best practices from industry experts.

 

LinkedIn - https://www.linkedin.com/in/georgeleith/

https://www.conquerlocal.com & https://www.conquerlocal.com/podcast/

 

 

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

Coronavirus - How Your Sales Team Can Stay Successful - Outside Sales Talk with Jim Pancero

Jim Pancero has lived through five market disruptions and has mastered the art of leading a sales team through these unpredictable times. In this episode, Jim gives us some tips on how to navigate through the Coronavirus health crisis as sales professionals. 

Here are some of the topics covered in this episode:

• How to utilize this downtime to keep market share and even build a competitive edge 
• The way a manager can help their reps get proactive and work harder
• How to maintain a strong bond with existing customers 
• Why it is important to continue prospecting and how to do it 

About the Guest:

Jim Pancero is a Sales Speaker who has guided sales professionals in more than 80 different industries. He has been chosen to be part of the Speakers Hall of Fame of the National Speakers Association. Through his talks and workshops, Jim helps sales teams to increase their personal “Powerhouse Selling Advantage.” 

 

Pancero.com/virus

Pancero.com

LinkedIn - https://www.linkedin.com/in/jimpancero/

 

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

Building Influential Connections in Sales - Outside Sales Talk with Ron Carucci

Ron Carucci is the co-founder and managing partner at Navalent, a leadership development, and strategy consulting firm. He has a 30-year track record helping some of the world’s most influential executives tackle challenges of strategy, organization, and leadership. In this episode, Ron shares his own idea of selling and what part can a salesperson play exactly. 

Here are some of the topics covered in this episode:

• Why it is important to help first, then sell 
• How to view selling as a relationship and not a transaction
• The steps to take actively listen to your prospects and understand their perspective
• How to become a protagonist in your prospect’s story

About the Guest:

Ron is the co-founder and managing partner at Navalent, where he offers his guidance to some Fortune 10’s CEO, on topics such as business strategy, organization, and leadership. He is also a bestselling author of 8 books and regularly contributes to prestigious business publications such as HBR or Forbes.

 

Website: navalent.com - with a free e-book to download 

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

Twitter: https://twitter.com/RonCarucci 

Forbes article: https://www.forbes.com/sites/roncarucci/2017/05/22/deep-connections-like-these-will-make-you-very-influential/

 

 

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

Breaking Boundaries in Remote Work - Outside Sales Talk with Liam Martin

Liam Martin has founded multiple businesses and has turned into an advocate for remote work. He is passionate about learning how people work and thus created Running Remote, the world’s largest remote work conference. In this episode, Liam teaches us how to gain advantage of remote work, whether as a sales rep or a manager.  

Here are some of the topics covered in this episode:

• Remote work in its actual form 
• How to overcome the downsides remote work can generate
• Why is remote work crucial for the future of salespeople
• How to manage remote sales reps

About the Guest:

Liam Martin is the co-founder of Time Doctor, a tool that provides time-use analytics for companies. He also co-founded staff.com, a company that concentrates on providing companies with long-term outsourced labor relationships, and Running Remote, the world’s largest remote work conference.

 

Website: timedoctor.com

runningremote.com/liam

Youtube: youtube.com/runningremote 

 

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

Selling with Comedy - Using Humor to Seal the Deal - Outside Sales Talk with Jon Selig

Jon Selig has over 10 years of experience in sales. He now offers comedy writings for sales teams, training and workshops. In this episode, Jon digs on how humour can be used to overcome common difficulties encountered by salespeople. 

Here are some of the topics covered in this episode:

• How to use a good joke to capture your prospects’ attention 
• Why humour is one of the best way to break the ice 
• The best way to formulate a joke 
• Learn how to “roast your prospect’s pain” 

About the Guest:

Website: http://jonselig.com/

LinkedIn: https://www.linkedin.com/in/jonselig/?originalSubdomain=ca

 

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

 

The Green Rush: Sales in the Emerging Cannabis Industry - Outside Sales Talk with Francesca Vavala

Francesca is a cannabis entrepreneur, advocate, and speaker. She’s the co-founder and marketing director at Alias Cann, an on-demand cannabis sales and marketing agency founded in 2017 out of Delaware. In this episode, she explains the particularities of the sales process in the upcoming cannabis industry.

Here are some of the topics covered in this episode:

• The evolution and booming of the cannabis industry
• The role of outside sales in the cannabis industry
• The legal hurdles and other challenges concerning the cannabis industry
• The reputation around the cannabis industry

 

About the Guest:

Website: https://www.aliascann.com/

Email: francesca@aliascann.com

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

Actionable Customer Retention Tactics To Drive Repeat Sales - Outside Sales Talk with Alice Heiman

Alice Heiman is the founder and Chief Sales Officer at ‘Alice Heiman, LLC’, a sales consultancy, and has over 20 years of experience in sales strategy and coaching. She helps companies grow into profitable and powerful businesses using detailed strategies. In this episode, Alice delivers some of her best tactics to ensure healthy and strong relationships with customers and turn them into advocates for any business. 

Here are some of the topics covered in this episode:

• The steps to transform a satisfied customer into a loyal one 
• What are the right questions to ask to understand your customers’ needs
• Why team selling is better than assigning separate tasks to separate reps 
• How important it is to remember that buyers are human too

About the Guest:

Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ a sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales and helps them accelerate business growth. She is also the co-founder and CRO of TradeShow Makeover, a program that provides winning strategies for closing deals at trade shows.

Website: aliceheiman.com

LinkedIn: https://www.linkedin.com/in/aliceheiman/ Send her a message saying you heard her on the Outside Sales Talk podcast

 

 

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

How to Sell with Authenticity and Build Trust with Anyone - Outside Sales Talk with Shari Levitin

Shari is the founder of the Shari Levitin Group and the bestselling author of “Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know,” now in over four languages. As CEO of Levitin Group, she has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari has been awarded as one of LinkedIn’s Top Ten voices in sales in 2019, and was premiered in the Salesforce film “The Story of Sales”. In this episode, Shari shares her secrets to uncover customer’s emotions and sell more effectively.

 

Here are some of the topics covered in this episode:

• How to use stories to create a feeling of emotion and a sense of urgency
• The top skills salespeople need to master to get trust from customers
• How to use empathy, reliability, and integrity to sell with authenticity 
• How to ask the right questions to build rapport with customers

 

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

About the Guest: 

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

E-mail: shari@sharilevitin.com

 

"Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know" 

Get a free quiz to discover if you lead with empathy or courage: Text “Heart and Sell” to 31996 

 

 

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