Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Episodes
Wednesday Jul 17, 2019
Wednesday Jul 17, 2019
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!
Wednesday Jul 10, 2019
Wednesday Jul 10, 2019
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!
Wednesday Jun 26, 2019
Wednesday Jun 26, 2019
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!
Wednesday Jun 19, 2019
Wednesday Jun 19, 2019
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!
Wednesday Jun 05, 2019
Wednesday Jun 05, 2019
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!
Wednesday May 29, 2019
Wednesday May 29, 2019
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!
Wednesday May 15, 2019
Wednesday May 15, 2019
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!
Wednesday May 08, 2019
Wednesday May 08, 2019
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!
Wednesday Apr 24, 2019
Wednesday Apr 24, 2019
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
Wednesday Apr 17, 2019
Wednesday Apr 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!