Outside Sales Talk

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!

Multiplying Success with Sales Career Growth - Outside Sales Talk with Mark Roberge

Mark Roberge is the former CRO of Hubspot, a marketing enablement company to which he contributed a revenue increase of over 6,000%. He now delivers his Sales Acceleration Formula at Harvard, in his book, and in this podcast. 

Here are some of the topics covered in this episode:

• Why we should all dedicate time to personal development 
• How to fit your buyer’s needs and be a better seller
• The step to follow to draft an efficient sales process
• The impact of technology in the sales funnel 

About the Guest:

Mark Roberge is the former CRO of Hubspot, and now a lecturer at Harvard BS and MD of Stage 2 Capital, a venture capital fund. He is also the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. He was named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010. 

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

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

 

 

 

Seeking Success in the Modern Sales World - Outside Sales Talk with Kim Orlesky

Kim Orlesky is the president of KO Advantage group where she delivers valuable sales tips for B2B businesses. She is also a three-time author and a motivational speaker. 

Here are some of the topics covered in this episode:

• How to avoid burn-out as sales reps
• Why it is important to switch to a new paradigm in sales
• The importance of remaining curious and staying far from assumptions 
• Why we shouldn’t focus on the clients’ problems, but rather on their aspiration. 

 

About the Guest:

Kim is a leading sales coach, three-time author, international speaker, and podcast host. She is the president of KO Advantage group, the fastest growing sales training company focused on high-value B2B services.  

 

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

Sell More Faster: https://www.amazon.com/Sell-More-Faster-Premium-Solution/dp/0998890529

Podbean: Listen to more episodes of the Outside Sales Talk here

Collaborative Selling - Working with Buyers to Sell your Best - Outside Sales Talk with Tim Sullivan

Tim has over 30 years of experience in increasing sales organizations' performance. He has developed processes to refine the buyer-seller relationship and maximize the chances of selling. In this episode, Tim delivers some of his top tips to understand and suit present-day buyer needs. 

Here are some of the topics covered in this episode:

• How buying behavior is changing
• What is expected of the modern seller 
• The need for salespeople to create their own brand to succeed
• Why the “one strategy fits all” selling strategy is overrated

About the Guest:

Tim Sullivan is Corporate Vice President of Business Development at Sales Performance International.  He authored several books on sales practices, including “The Collaborative Sale” and “The Solution Selling Fieldbook”. Tim has over three decades of experience working to improve the performance of sales organizations.

The Collaborative Sale - https://www.amazon.com/Collaborative-Sale-Solution-Selling-Driven/dp/1118872428

www.spisales.com - blog & white papers

tsullivan@spisales.com

704-227-6500

 

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