Outside Sales Talk

Spear Selling: Tackling Account Based Sales - Outside Sales Talk with Jamie Shanks

 

Jamie Shanks is CEO of Sales for Life, the world's definitive social selling training and coaching company. He is a world leading social selling expert responsible for pioneering the space. Jamie is also the author of ‘SPEAR Selling’, the ultimate Account-Based Sales guide for the modern digital sales professional. In this episode, Jaime reveals the best ways to implement an account based selling strategy. 

Here are some of the topics covered in this episode: 

 

• How to build a relationship with your customers by using account based selling
• What is SPEAR Selling and how it helps you to effectively use account based selling
• New ways to prospect to be ahead of your competition
• Tips to activate your accounts faster by using videos

 

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

 

About the Guest: Jamie Shanks is a world-leading Social Selling expert and CEO of Sales for Life, the world's definitive social selling training and coaching company.  He has trained over 10,000's of sales professionals and leaders all around the world.

 

Jamie is the author of ‘SPEAR Selling’, the ultimate Account-based guide for the modern, digital seller and sales leader. The S.P.E.A.R. process helps companies to increase sales pipeline in key accounts.

 

He has also written the book "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer", which was #1 Amazon Hot New Release in Sales. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures.

 

Linkedin: linkedin.com/in/jamestshanks

Website: salesforlife.com

‘SPEAR Selling’ on Amazon : https://goo.gl/b9HYHL

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

Elevate your Sales Team with Sales Enablement - Outside Sales Talk with Dave Lichtman

Dave Lichtman is the CEO & Founder of Enablematch,  a boutique recruitment firm laser-focused on the highly-specialized and emerging field of Sales Enablement. Dave is a sales professional with over 20 years of experience and an acute understanding of the growing challenges employers face in recruiting top enablement talent. In this episode, Dave Lichtman shares his knowledge on sales enablement best practices and pushing excellence across the whole team.

Here are some of the topics covered in this episode:

 

• The key responsibility of a sales enablement professional
• The benefits of implementing a sales enablement process in your organization
• The main things to look for when hiring for sales enablement
• How to level-up your sales enablement team and measure your program

 

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

 

About the Guest: Dave Lichtman is currently the CEO and founder of Enablematch, a company that uses its network and deep domain knowledge to carefully match companies with candidates who are a culture fit and have a track record of driving results.

 

He has had a successful track-record of transforming companies through technology. His deep background in sales and corporate training gave him the foundation to coach companies to re-imagine their sales enablement strategy. He was sales director at SalesHood during three and a half years.

 

Prior to SalesHood, Dave spent nine years at salesforce.com as a sales professional and a sales manager. He previously spent seven years as a buyer at the May Department Stores (now Macy’s Inc.); and five years QRS (now GXS) training its sales teams.

Linkedin: https://www.linkedin.com/in/davelichtman/

Email: dave@enablematch.com

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

The Secrets to Building Relationships in Outside Sales - Outside Sales Talk with John Chapin

John Chapin is an award winning sales speaker, author, trainer, and coach with over 31 years of extensive sales, customer service, and sales management experience.

In addition to being a number one sales rep for most of his 31+ years in sales, John also authored the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). In this episode, John Chapin shares tips on building relationships with prospects and customers.

 

Here are some of the topics covered in this episode:

 

• How to make connections with the people you’re selling to
• Tips on making the best first impression
• How to build relationships when multiple decision makers are involved
• Repairing relationships that have weakened

 

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

 

About the Guest: John Chapin is a sales speaker and trainer at Complete Selling Inc. As a number one sales rep in three industries, John has sold products, services, tangibles, and intangibles locally, nationally, and internationally. His vast know-how is in both face-to-face and telemarketing sales. His market experience spans both business-to-business and individual consumers. John has sold both established and completely new, first-time-ever products and services for companies both large and small. Voted the second best public speaker in Massachusetts and Rhode Island and a member of the National speakers Association, John has delivered hundreds of presentations on sales, sales management, and motivation.

Double your sales in 12 month with John Chapin

 

Email: Johnchapin@competeselling.com

 

Website: https://www.completeselling.com/

 

Blog - Learn Sales Tips: https://www.completeselling.com/blog/

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

Deal Killing Obstacles in B2B Sales - Outside Sales Talk with Thomas Williams & Thomas Saine

Tom Williams and Tom Saine are the authors of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.

 

Here are some of the topics covered in this episode:

 

• Top challenges in B2B sales today
• Stakeholder mapping
• How to sell to large groups or committees
• Getting past the gatekeeper

 

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

 

About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.

 

Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.

Website: https://strategicdynamicsfirm.com/

 

LinkedIn - Tom Williams: https://www.linkedin.com/in/thomasjwilliams/

 

LinkedIn - Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/

 

Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029

 

Listen to more episodes of the Outside Sales Talk here!

How Ultra-High Performers Use Time Management - Outside Sales Talk with Jeb Blount

 

Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.

 

Here are some of the topics covered in this episode:

 

• Organize your calendar to optimize certain activities
• Prioritize the most important sales tasks
• Use Golden Hours to their full advantage
• How to coach your team on time management

 

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

 

About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

 

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.

Website: Salesgravy.com

 

Youtube: www.youtube.com/user/salesgravy

 

LinkedIn: www.linkedin.com/in/jebblount

 

Twitter: @SalesGravy

 

Facebook: @SalesGravy

 

Instagram: @SalesGravy

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

How to Close Larger Sales - Outside Sales Talk with Terry Hansen

Terry Hansen is the president of the Hansen Group and has been helping organizations increase their sales success for over a decade. His strategies for improving Sales Performance have been used by organizations in many B2B industries. As a keynote speaker and workshop presenter, he conducts hundreds of presentations each year for businesses all over the country. In this episode, Terry shares how you can increase your deal size.

 

Here are some of the topics covered in this episode:

• Customer expectations
• Warning signs a prospect might not close
• How to use the PIMAT system
• Tips to closing larger deals more consistently

 

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

 

About the Guest: Terry is the President of Hansen Group Company, a sales performance improvement firm, and the creator of Hansen University. For over a decade, Terry Hansen has helped startups, non-profits and seasoned businesses in many industries find more prospects, close more sales and retain customers longer.  

Terry conducts about 300 lectures, trainings and speeches each year and has recognized with several awards for his outstanding achievements.  He has authored several articles for industry magazines and produced over 60 hours online training courses for sales professionals and sales managers.

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

 

Get access to B2B Sales Training courses http://bit.ly/B2BSellingCourse

 

Take a FREE comprehensive Sales Performance Assessment: https://hansenuniversity.outgrow.us/Gap

 

Website: hansengroupcompany.com

 

Email: Terry@HansenGroupCompany.com

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

 

 

How to Create a High-Performing Sales Culture - Outside Sales Talk with Keith Rosen

Keith Rosen is the CEO of ‘Profit Builders’, an award-winning talent development organization focused on supporting and training salespeople and managers.

With his proven methods, he is helping them transform into elite coaches and develop top performing cultures. He is also a keynote speaker and author of several books, including his latest one called “Sales Leadership”. In this episode, Keith shares tips on creating the best sales culture for your company.

Here are some of the topics covered in this episode:

 

• How to turn managers & reps into coaches
• What is broken with coaching
• Learn to use field observation
• Why you should lead with questions
• Build a culture of coaches

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

 

About the Guest: Keith Rosen is a globally recognized authority on sales and leadership and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. He has delivered his programs to hundreds of thousands of people in practically every industry in over 75 countries.

Keith has written several best-sellers, including Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of five international best book awards and the #1 best-selling sales management book on Amazon since 2010. Inc. and Fast Company named Rosen one of the five most influential executive coaches. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.

 

Company Website: Coachquest.com

 

Website: Keithrosen.com - Blogs, Templates, and Podcasts

 

Email: keithr@keithrosen.com

 

Listen to more episodes of the Outside Sales Talk here

How to Master your Sales Presentations - Outside Sales Talk with Victor Antonio

 

Victor Antonio is an author of 13 books on sales and motivation and recently launched the Sales Mastery Academy learning platform with 300+ videos. He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank),  Rudy Giuliani, Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). In this episode, Victor shares tactics for sales presentations that actually close.

Here are some of the topics covered in this episode:

• Understand the entire sales presentation process
• How to get in front of any objection
• The Hero Story & how to gain the confidence of your prospect
• Why salespeople are value merchants
• Close from the start

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

About the Guest: Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420Million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.

Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation.  He recently published his new book, "Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling".

Youtube: https://www.youtube.com/user/salesinfluence/featured

Website: Victorantonio.com - Sales Mastery Academy

 

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

The Art of the Slow Sale - Outside Sales Talk with Brandon Bruce

Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Brandon has grown Cirrus as a lightly-funded distributed company with scrappy tactics in the same industry as billion-dollar software companies and competitors with tens of millions in funding! From his sales experience at Cirrus, Brandon wrote the book The Slow Sale. In this episode, Brandon shares how salespeople can win sales with context rather than speed.

 

Here are some of the topics covered in this episode:

• Time can also deliver and save deals
• Learning about the “Quiet Period” to close more deals
• How to best document your sales process
• Understanding when to be patient and when to move on

 

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

 

About the Guest: Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Since launching in 2011, it's been a roller coaster of success and setbacks, and Brandon's philosophy for operating Cirrus is similar to his love of competing in 500+ mile ultra-endurance races - you aren't going to win at the start or in a sprint at the end. Success is a war of consistency and persistence, and he has always enjoyed that.

Today, Cirrus is in the middle of their biggest challenge yet - pivoting for the first time in seven years after losing their primary marketing channel as the #1app on the Salesforce AppExchange.

Email: brandon@cirrusinsight.com

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

 

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

The Selling Formula: 5 Steps for Instant Sales Improvement - Outside Sales Talk with Brian Robinson

Brian Robinson is a sales coach and expert with over two decades of sales experience at companies like Coca-Cola and Johnson & Johnson. Over the years, he developed a 5-step process, The Selling Formula, that has proven to increase his sales dramatically. Brian is sharing his valuable insights, how you can implement the 5 steps into your sales cycle and other powerful tips and tricks to improve your sales results!

 

Here are some of the topics covered in this episode:

• 5 steps to boost your sales
• How to develop your set of questions for your prospects
• 4 powerful sales phrases you need to start using
• Brian’s secret tip to doubling your sales NOW
• The closing question that will seal the deal

 

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

 

About the Guest: Brian W. Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful startup where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months - entirely by phone.

He has over two-decades of in-the-trenches, battle-tested, face-to-face and phone-presentation experience that can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.

Brian is the author of the Amazon #1 Best-Seller, THE SELLING FORMULA: 5 Steps for Instant Sales Improvement.

 

Get the first three chapters of the Audiobook FREE: https://www.BrianRobinsonBook.com

Other FREE resources: https://www.TheSellingFormula.com

Website: http://www.works24.com

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

 

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