Month: July 2018

How to Overcome Price Objections – Outside Sales Talk with Steve Benson

July 18, 2018 sonia Closing, Objections, Pitching 0 Comments

In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question – what’s the best way to handle and overcome price objections in sales?

You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?

Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.

Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”

Here are some of the topics covered in this episode:

  • Identifying the 4 types of price objections
  • How to address and overcome different types of price objections
  • Giving discounts vs. making ‘price adjustments’

 

Steve is the host of the Outside Sales Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.

Website: www.badgermapping.comLinkedin: www.linkedin.com/in/stevenbensonTwitter: @SteveBenson and @BadgerMapsFacebook: www.facebook.com/badgermapsYouTube: www.youtube.com/user/BadgerMapping

You can listen to more episodes here: https://www.badgermapping.com/podcast

Attracting the Modern Buyer with Digital Sales – Outside Sales Talk with Mario Martinez Jr.

July 11, 2018 sonia Prospecting, Sales Hacks 0 Comments

Mario Martinez Jr. is a former VP of Sales, Keynote Speaker & Digital Sales Evangelist. He has spent 82 consecutive quarters in sales and leadership helping to grow revenues for small to large fortune 100 sales teams. He was in the 100%+ Club for 15 out of 18 years! Mario talks about the modern buyer that is influenced by the Digital Sales Transformation. As sales and marketing professionals we must be aligned with our understanding of the buyer’s needs. We must meet the buyer in their digitally connected, socially engaged, mobile attached, video-hungry preferences. Today’s modern buyer requires a modern seller, and Mario shares how you can become that seller!

Here are some of the topics covered in this episode:

  • What is Digital Sales and how has it changed the Sales landscape?
  • The 4 characteristics of the “Modern Buyer”
  • Keys to being a successful Salesperson in today’s digital world
  • How to approach Digital Prospecting
  • Using video messaging to get your prospect’s attention

 

LinkedIn is an important tool to have in your sales arsenal. Learn how you can generate more leads with LinkedIn!

About the Guest: Mario is the CEO and founder of Vengreso, the only full spectrum provider of digital sales transformation services helping business professionals from small business to the enterprise accelerate growth through marketing and sales alignment, the mindset to be persistent and the toolset to scale.

He is a keynote speaker, sharing his strategies with companies such as SAP, ADP, Cisco, LinkedIn, + others. Fun fact – he is known to open a speech with a Salsa dance!

Mario has received the LinkedIn Social Selling Index (SSI) score of 99/100.

He is one of 20 sales influencers invited to appear in the Salesforce documentary film The Story of Sales launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and the Huffington Post.

During the episode, Mario mentions his podcast, Selling with Social, and the episode about 10 Steps to Launching a Digital Selling Program with Brynne Tillman. Check it out!

Website: https://vengreso.com/

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

YouTube: https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

Twitter: @M_3jr and @GoVengreso

Listen to other episodes of ‘Outside Sales Talk’ here!

Strategies For Successful Referral Selling – Outside Sales Talk with Joanne Black

July 5, 2018 sonia Career Growth, Prospecting, Sales Hacks 0 Comments

Joanne Black is America’s leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

Referrals work whether you’re:

  • Looking for a job
  • Want a promotion
  • Need more clients
  • Or are looking for a date

 

Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

Here are some of the topics covered in this episode:

  • How referral selling can help you get more qualified leads
  • The best ways to ask for a referral and when to ask for it
  • Leveraging LinkedIn to manage customer relationships & engage with prospects
  • First steps to start integrating referrals in your sales strategy today

 

Check out this blog post about how referrals can help you generate more leads!

About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.

Website: www.nomorecoldcalling.com

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

YouTube: https://www.youtube.com/channel/UCDvwNESCLVo6CXo8mGhapJQ

Twitter: @ReferralSales

Listen to other episodes of ‘Outside Sales Talk’ here!