September 2018 – Outside Sales Talk

Implementing Successful Sales Operations Processes – Outside Sales Talk with Enrico Nebbia

September 26, 2018 sonia 0 Comments

Enrico Nebbia is an international sales consultant, speaker and the founder of Ekselia Partners, a business consultancy specialized in sales transformation initiatives. He helps B2B companies implement successful sales operations strategies and adopt the right tools and methodologies to improve their sales effectiveness. He is passionate about sales operations and shares how you can strengthen your sales process and enable your field sales team to perform at its best!

Here are some of the topics covered in this episode:

The key responsibilities of sales operations
How to succeed in sales operations
Actionable steps to develop a successful sales operations strategy
Proven methodology to implement structured processes
How to get the most out of your CRM

Implementing the right tools for your sales team is an important responsibility of sales operations. Many sales companies are using artificial intelligence tools (AI) to increase their sales and automate busy work. Increase your team’s selling hours and learn how you can grow your revenue with AI here!

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

About the Guest: Enrico Nebbia is an IT and electronics engineer by education, and started his professional career as a software developer. After his MBA, he transitioned into international strategy consulting in the Telco sector, and from there went into more operational consulting in industrial companies.

In 2007, Enrico co-founded Sendas Value, a business consultancy, where he focussed on helping customers boosting their sales results through better sales operations and sales enablement.

Enrico has founded Ekselia Partners, a sales consultancy exclusively specialised in sales transformation, where he helps CxOs to better manage their sales efforts. Over the years, Enrico has developed and refined a salesforce management methodology that has proven to be very effective in many industrial sectors. He has therefore founded the company ExecutionPro which is building a software around this management methodology. The software supports sales managers and reps in their analysis of the sales situation, planning and follow-up of sales activities. Ultimately, it allows salespeople to receive automatic recommendations about specific actions to undertake with their customers and prospects.

On the side, Enrico is an adjunct professor in sales and marketing at EADA and TBS business schools in Barcelona, Spain.

Websites: http://www.executionpro.com, http://www.ekselia.com

LinkedIn: https://www.linkedin.com/in/masventasb2b

Twitter: @NebbiaEnrico

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

Tactics that Win The Complex Sale – Outside Sales Talk with Alice Heiman

September 19, 2018 sonia 0 Comments

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients’ business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!

Here are some of the topics covered in this episode:

The 8 elements of the complex B2B sale
Tactics to conquer the complex sale – from prospecting to closing
How to deal with multiple decision makers and gatekeepers
Ways to shorten the sales cycle for complex sales
How you need to position yourself to close the deal

Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!

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

About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies.

‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.

Website: http://aliceheiman.com

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

Twitter: @aliceheiman

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

How to Achieve Peak Performance in Sales – Outside Sales Talk with Gerhard Gschwandtner

September 12, 2018 sonia 0 Comments

Gerhard Gschwandtner is the Founder and CEO of ‘Selling Power Magazine’, the world’s leading sales management magazine. He is well known for his ‘Peak Performance Mindset’ workshop, which is designed to help salespeople achieve their highest level of performance and reach their goals. Gerhard shares valuable insights and exercises that will help you overcome any challenges, grow professionally and personally and ultimately be more successful.

Here are some of the topics covered in this episode:

Actionable tips and exercises to develop a winning mindset
The importance of self-encouragement in sales
What holds you back from reaching peak performance
A simple meditation exercise
How to make the most out of a sales conference: Dos and Don’ts

Having a morning routine that helps you be more productive, focus on what’s important and set your goals is crucial to reach peak performance. Try this simple routine made especially for outside salespeople and start your day right!

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

About the Guest: Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.

Special offers for Outside Sales Talk listeners:

Get 12 months of Selling Power magazine for FREE (save $29)! Go to www.SellingPower.com, click on magazine and use the special code badger18

Workshop: www.MindsetScience.com – Test the online mindset program for one month for free!

Sales conference: www.Sales30conf.com/Vegas2018 – Attend at 50% off using code ggvip50

LinkedIn: www.linkedin.com/in/gerhard20/

Twitter: @gerhard20

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

3 Things Sellers Must Master to Consistently Close More Deals – Outside Sales Talk with Donald Kelly

September 5, 2018 sonia 0 Comments

Donald Kelly is a sales trainer, award-winning speaker and host of “The Sales Evangelist” podcast. During his successful sales career, he has learned from the top sales leaders and is now sharing his expertise conducting workshops, keynote presentations and sales training for sales teams and executives. Donald believes that the key to success in sales is to master the fundamentals and keep it simple. In this episode, he shares 3 crucial sales skills and techniques and how you can master them to consistently close more deals.

Here are some of the topics covered in this episode:

3 simple things you need to master to close more deals
How to learn and apply those 3 key skills in outside sales
Dealing with rejection
Managing sales stress effectively
How to focus your schedule

Whether you’re a sales rep or manager, it’s important to keep learning and constantly optimize your sales processes. Check out these 10 ways that will help you sell more in less time and increase your sales productivity!

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

About the Guest: Donald Kelly is the Founder and Chief Sales Evangelist of “The Sales Evangelist”, a sales consulting firm that helps small to mid-size organizations drive sales and business growth. With his unparalleled ability to simplify complex sales and marketing concepts, Donald has motivated the way organizations sell all over the world.

His sales mentoring has allowed people to overcome their sales obstacles and reach their goals. “The Sales Evangelist” that has been recognized by multiple news outlets like Huffington Post, Entrepreneur Magazine, and Yahoo Finance.

Donald’s well-known podcast “The Sales Evangelist” is heard in over 155 countries and aims at educating and motivating salespeople. He interviews some of the best sales, business and marketing experts who provide invaluable training of how you can take your career, business and income to a top producer’s status.

Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan and Marc Maron. His mission is to evangelize the method of effective selling and motivate sellers of all levels DO BIG THINGS!

Website: https://thesalesevangelist.com

Exclusive content: https://thesalesevangelist.com/badgermaps

Linkedin: https://www.linkedin.com/in/donald-c-kelly

Twitter: @DonaldCKelly

Facebook: https://www.facebook.com/thesalesevangelist

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