Outside Sales Talk

How to Create a Gender Balanced Sales Team & Skyrocket Sales - Outside Sales Talk with Jamie Crosbie

 

Jamie Crosbie is the CEO and Founder of ProActivate, a talent acquisition firm focused on sales and leadership talent. She is an active member of Women’s Business Enterprise National Council and Women Sales Pros among other business organizations. She is also the author of the book “The Power of 2, Exponential Sales Leadership”.  In this episode, Jamie explains how to build a gender diverse sales team to drive excellence.

 

Here are some of the topics covered in this episode:

• The benefits of having a gender balanced sales team
• Where to find top performing sales women and the best practices to recruit them
• How to communicate and empathise with women in sales
• Mentoring women to promote them into leadership positions
• How to create a more inclusive culture for women in sales

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

 

About the Guest: 

 

Jamie has more than 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 12 years ago to provide business leaders with the components to win and promote excellence among their teams.She started her career in traditional recruiting firms primarily in sales leadership positions. The following five years were spent within online recruitment where she served as Vice President of Sales at Career Builder. Jamie is a certified speaker in The High Performance Mindset ® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders. 

 

Company website: https://proactivate.net/

 

Website: http://jamiecrosbie.com/

 

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

 

Twitter: @jmcrosbie

 

Phone number: +1 (214) 720-9922

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

Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales - Outside Sales Talk with Chris Voss

Chris Voss is the CEO of the Black Swan Group, a firm that works with companies and individuals to take their negotiation skills to the next level. He is a 24-year veteran of the FBI, and he retired as the lead international kidnapping negotiator. Chris is also the author of the national best-seller: "Never Split The Difference: Negotiating As If Your Life Depended On It," which was named one of the seven best books on negotiation. In this episode, Chris explains how to apply high-stake negotiation techniques to never lose a sale.

 

Here are some of the topics covered in this episode:

• How to get your prospects to talk and reveal what they’re holding back
• The secret behind encouraging your prospects to show off
• The power of getting your prospect to say NO
• Triggering the right questions to get true information
• How to get your prospects to say “That’s right” instead of “You’re right” 

 

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

 

About the Guest: 

Chris was trained in the art of negotiation not only by the FBI but also by Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Chris has lectured on negotiation at top business schools and universities across the US and has been seen on ABC, CBS, CNN, Fox News, and Forbes.

Website: https://blackswanltd.com/

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

Subscribe to weekly newsletter: Text ‘fbiempathy’ to 22828 and reply with your email

 

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

Top Sales Engagement Tactics for Outside Salespeople - Outside Sales Talk with Max Altschuler

Max Altschuler is the founder and CEO of Sales Hacker, a global digital media company for Sales professionals. He is also the Vice President of Marketing at Outreach, the leading Enterprise Sales Engagement platform. Max is the author of “Hacking Sales” and “Career Hacking for Millenials”. In this episode, he explains how salespeople can build engagement with a prospect to ‘be on the same team’.

 

Here are some of the topics covered in this episode:

• How sales is becoming a science and how to take advantage of that 
• What salespeople can do to optimize their field prospecting
• How to measure the quality of the relationship with a prospect or customer
• Tips for salespeoples to increase efficiency in the field

 

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

 

About the Guest: 

Max is an entrepreneur and salesman. With his interest in sales, psychology and technology, he is helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. Besides his managing roles at Outreach.io and Saleshacker, he is also the author of the bestselling book “Hacking Sales”. Max was also named one of LinkedIn Top Voices of 2018 for Sales. 

Website: https://www.outreach.io

Educational resources: https://www.saleshacker.com/

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

Copy of his bestselling sales book:  https://salesengagement.com/

Youtube: Listen to more episodes of the Outside Sales Talk here!

 

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

Shift Selling: Turn Your Prospects into Customers - Outside Sales Talk with Craig Elias

Craig Elias is the creator of Trigger Event Selling™ and Chief Catalyst of SHiFT Selling, Inc. He is #1 in Canada and # 15 Globally on LinkedIn's List of Top 50 B2B Sales Experts. He is also the author of the book “Shift!: Harness the Trigger Events That Turn Prospects into Customers”. In this episode, Craig explains how to be 'first in" with decision-makers who are thinking of changing vendors to close all of your deals.

 

Here are some of the topics covered in this episode:

• Leveraging sales opportunities through Shift Selling 
• What are trigger events and how to take advantage of timing
• How to make your solution the perfect fit with relationship building 
• Tips to improve your credibility and reduce each customer’s risk

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

 

About the Guest: 

 

Craig is an Entrepreneur in Residence at Bow Valley College and Advisory Board Member at SXSW and Nudge.ai. He is also the 15th on the Forbes list of the most social salespeople on the planet. For almost 20 years, Craig used Trigger Event strategies to become a top sales performer at every company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. He received a bachelor of arts in Business and Computer Science at the University of Western Ontario and an MBA in Technology Commercialization & New Venture Creation at The University of Calgary.

 

Website: shiftselling.com

 

LinkedIn: www.linkedin.com/in/craigelias

 

YouTube: https://buff.ly/32sLlTj

 

Free copy of his award-winning sales book: https://shiftselling.com/book/friends/

 

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

Using Co-Creation to Develop Better Relationships & Win Bigger Deals

David Nour is a growth strategist, thought leader, and global keynote speaker on Relationship Economics. As a speaker, Nour examines relationships to drive business growth. He is also the author of the book “Co-Create: How Your Business Will Profit from Innovative and Strategic Collaboration”. In this episode, David explains how salespeople can drive growth by co-creating and intertwining success.

 

Here are some of the topics covered in this episode:

• How salespeople can use co-create to improve
• Building and utilizing strategic relationships in Sales
• What a SUG list is and how it can help you get better every day
• How leaders can enable sales teams to co-create

 

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

 

About the Guest: 

 

As a thought leader, growth strategist & speaker, David Nour is focussed on leveraging the value of relationships. With his team at The Nour Group, he provides insight that transforms relationships into a strategic asset in which a company can invest. He has been featured in The Wall Street Journal, The New York Times, Fast Company, Mashable, The Huffington Post, Entrepreneur, Success magazine and many others. He also wrote several books, including the bestselling Relationship Economics. 

 

Website: NourGroup.com

 

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

 

Twitter: https://twitter.com/davidnour?lang=en

 

Instagram: https://www.instagram.com/davidnour/

 

YouTube: https://www.youtube.com/channel/UCdukMPf1_DtKsyd6fB087kA

 

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

How to Break out of a Sales Slump - Outside Sales Talk with Chris Spurvey

Chris Spurvey is an entrepreneur, consultant and keynote speaker. He hosts the “It’s Time To Sell” podcast, which profiles entrepreneurs who have learned to sell their offering in a way that feels good for them and delivers results. He is also the author of the bestselling business book “It’s Time to Sell: Cultivating the Sales Mind-Set”. In this episode, Chris explains how salespeople can work on themselves and strive towards change to get back to success. 

 

Here are some of the topics covered in this episode:

• Taking action to prevent falling into a sales slump
• How to achieve your goals by focusing on a vision
• Getting back into a good mindset when in a sales slump
• How sales managers can put a low-performing team back on track

 

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

 

About the Guest: 

 

As a consultant, speaker & coach, Chris Spurvey is focused on helping sales leaders and executive teams establish, refine and execute sales strategies and processes that get results. He is not only the author of  the bestselling book “It’s Time to Sell: Cultivating the Sales Mind-Set”, but has also published his work on major platforms such as Forbes, LinkedIn and Inc.  With his clients, he shares step-by-step strategies to close deals. 

 

Website: chrisspurvey.com - Reach out to have a conversation around growing a sales culture!

 

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

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

How to Become Hyper-Connected in Outside Sales - Outside Sales Talk with David Fisher

David Fisher is a sales expert, professional keynote speaker, and best-selling author. He delivers the Hyper-Connected Selling program that focuses on the convergence of social selling, networking, and old-school sales skills. He is also the author of the book “Hyper-Connected Selling: Winning Business Through Personal Influence and Human Connection”.

In this episode, David explains how to engage with your prospects and customers to help them make better buying decisions.

Here are some of the topics covered in this episode:

• How to keep in touch and stay top of mind with your prospects
• Creating multiple points of contact by using modern tools
• Providing your prospects with valuable insights instead of just information
• How to bring in human connections that today’s technology cannot replicate

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

 

About the Guest:

As a sales speaker, author & coach, David Fisher has made it his mission to ‘help professionals be better professionals’. Building on over 20 years of experience as an entrepreneur and sales professional, he focuses particularly on the area where social selling, relationship-building, and old-school sales skills converge.

He is the author of six best-selling books in the “Networking in the 21st century”- series.

 

Website: https://davidjpfisher.com

OST Landing Page: https://davidjpfisher.com/podcast/outsidesalestalk/

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

Twitter: https://twitter.com/dfishrockstar

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

Sales Improv: How to Get Past the Sales Script - Outside Sales Talk with Gina Trimarco

Gina Trimarco is the Founder of Pivot10 Results, a strategy and training company dedicated to help businesses shift from people problems to performance results. She is also the founder of the Carolina Improv Company, an improv comedy center for business training. Gina has developed a strong reputation as an expert sales & improv coach and is an official member of the Forbes Coaches Council. In this episode, Gina explains how to truly engage with your prospects utilizing improv.

 

Here are some of the topics covered in this episode:

• How to practice spontaneous selling and engage with your buyers
• The secret to deliver a successful pitch and connect better with customers
• Going off script to effectively build rapport
• Mastering silent moments to make the deal move forward
• How to use improv to overcome sales objections

 

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

 

About the Guest: Gina has a track-record of shifting businesses from low performance to outstanding revenue results. She has succeeded not only in Sales, but also in Marketing, Human Resources, and Operations. Besides managing the #1 Nightlife Attraction in Myrtle Beach - the Carolina Improv Company - Gina also hosts 2 successful podcasts: the Pivotal Leader Podcast & the Women Your Mother Warned You About Podcast.

 

Website: ginatrimarco.com

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

Twitter: https://twitter.com/GinaTrimarco

Call: (843)597-6393

Pivot10Results: pivot10results.com

Carolina Improv Company: carolinaimprov.com

Get the best improv exercises for you and your team -

Email Gina here: gina@pivot10results.com

 

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

Triangle Selling: Sales Fundamentals to Fuel Growth - Outside Sales Talk with Hilmon Sorey & Cory Bray

Hilmon Sorey and Cory Bray are the founders of ClozeLoop, a sales management consulting & training firm based in San Francisco. ClozeLoop shows executives how to apply frameworks which are rocket fuel for revenue growth. They have worked with thousands of salespeople and hundreds of companies worldwide to improve performance, process, and profitability. They have also written 4 best-selling books. In this episode, they reveal how to achieve long-term success in your sales team by using tactical frameworks that drive repeatable results.

 

Here are some of the topics covered in this episode:

• How to replicate top sales practices across your team
• The best time and way to ask for referrals
• Sales fundamental tips to move a deal towards the close
• How to keep momentum between meetings
• Scaling your team with a sales process methodology

 

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

 

Where to find the Guests:

Company’s Website: https://www.clozeloop.com/

Cory’s LinkedIn: https://www.linkedin.com/in/buy-triangleselling/

Hilmon’s LinkedIn: https://www.linkedin.com/in/hilmonsorey/

Their books on Amazon: https://buff.ly/2EFWFBz

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

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

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!