Kandra Vu, Head of Global Inside Sales Adjust, and Greg Reffner discuss the different types of leaders for different stages of companies, and what it takes to be successful …
Warren Zenna, Founder of the CRO Collective and Zenna Consulting Group gets into the critical role of CRO. He gets into how to tackle the problem of…..
Park Howell, Volunteer for City of Phoenix, Environment Quality and Sustainability Commissioner, Professor of Storytelling at ASU, Corporate Social Responsibility Advisor at Walgreens and also the author of “Brand BeWitchery. Where do we begin?” talks about critical ….
Mario Martinez, CEO of Vengreso, talks through the newly released “Definitive Guide to Prospecting” and share high-level results around new approaches to prospecting and ditching the mono-channel prospecting approach. Listen to the Podkast to learn about how ….
Julie Hansen, actor, business degree in marketing, sales trainer, author of “Look Me in the Eye” names the top 3 things needed to be able to control and/or do to be successful in the world of acting, and how those skills are completely relatable to sales. Listen to this podkast and learn what leaders can do to …
Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?
I value what I would call the three P’s: the people, their processes, and their pain points. And understanding that second, is work with your account management team or whoever maintains that relationship with your customers.
Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team?
“I would say you can’t afford *not* to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It’s very easy to say “Hey Greg, I was talking to John who’s just like you were right down the road in Arizona. John and I were speaking about this challenge… have you faced that at all?” Now I’m able to relate now that I’m sharing this story. I’m giving the intro and I’m trying to pique your interest and from there it’s either “hey tell me more” or “I pity the fool”.”
This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer’s needs are early in the process, rather than “showing up and throwing up”. Mike has been training business development teams across the globe for about 20 years.
The discussion centered on “closing deals”; the goal of every sales leader, wanting their team to close deals, bringing in revenue for the company. Mike teaches from looking at the selling perspective, and helping the sales representative learn to hear the customer, and be able to get the customer to articulate what it is that they like about your product, diving into selling themselves on the product, helping to ease the way toward the close. Part of this critical technique is sincerely listening and not talking. Once a sales representative learns how to listen and not talk, business increases naturally.
Mike talks about he used a Manila folder when he was selling books. His was a unique idea and tactic that ended up onboarding new clients. It wasn’t a “technique”; it came out of his sincerely listening and reading what the customers were saying, uncovering desires.
Salespeople should be taught how to discover what differentiates products and articulate the value proposition in a way that helps them translate to uncovering and solving their customer’s needs.
Listen as Greg & Mike discuss the merits and pains of requiring sales reps to be fully trained on their organizations’ products and the importance of having emotional intelligence.
This podkast will have sales reps wanting to rewind and listen again!