Month: October 2018

How I Left My Sales Career to Start Badger Maps

October 31, 2018 sonia Career Growth, Coaching, Sales Management 0 Comments

In this episode, host Steve Benson is being interviewed by the producer of the show, Anna Bolender, about how he started his outside sales career, why he left Google to start Badger Maps and the most important lessons he learned along the way. Steve shares valuable advice from his successful field sales career and talks about his entrepreneurial journey!

Here are some of the topics covered in this episode:

  • Sales lessons from working at IBM, Autonomy and Google
  • Steve’s experience as sales manager at Google
  • Hardware vs. software sales industry
  • How to decide if you should take the leap and start a business
  • Bootstrapping or raising VC money?

 

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

About: Steve is the host of the Outside Sales Talk 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 named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

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

Twitter: @SteveBenson, @BadgerMaps

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

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

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

How Emotional Intelligence Affects Your Sales – Outside Sales Talk with Colleen Stanley

October 24, 2018 sonia Career Growth, Objections, Sales Management 0 Comments

Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!

Here are some of the topics covered in this episode:

  • How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
  • Daily exercises to improve specific EI skills such as emotional self-awareness
  • How to emotionally connect with prospect and create bigger conversations
  • How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions

 

Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!

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

About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a ‘bag carrying’ rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.

Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.

Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.

Website: http://www.salesleadershipdevelopment.com

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

Twitter: @EiSelling

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

How to Master Sales Follow-Ups – Outside Sales Talk with Steve Benson

October 17, 2018 sonia Closing, Objections, Sales Hacks 0 Comments

Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!

Here are some of the topics covered in this episode:

  • What to say in a follow-up via email vs. over the phone
  • The best times to follow-up
  • Steve’s 3 follow-up tricks
  • Follow-up do’s and don’ts

 

For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!

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

About: Steve is the host of the Outside Sales Talk 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 named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

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

Twitter: @SteveBenson, @BadgerMaps

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

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

Listen to more episodes of the Outside Sales Talk here!

The Perfect Pitch: Storytelling in Sales – Outside Sales Talk with Dominick Cappuccilli

October 10, 2018 sonia Pitching 0 Comments

Dominick Cappuccilli is the founder and CEO of The Clean Sell consulting firm which has helped hundreds of executives tell a better sales story and build their sales efforts from the ground up. Dom demystifies what really goes into a successful sales pitch and shares how he closed every deal for 2 years in his previous sales job. Learn his 4 step strategy to craft your sales story and deliver the perfect pitch!

Here are some of the topics covered in this episode:

  • The power of storytelling in sales
  • How to craft your sales story
  • 4 steps to deliver the perfect pitch
  • Questions to ask to find out the prospect’s pain points

 

Storytelling is one of many skills that salespeople must master to be successful. Learn more essential sales skills here that will make you stand out and become more confident in your job!

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

About the Guest: Dom Cappuccilli is the founder and CEO of The Clean Sell, a sales consulting firm focused on helping small businesses develop a structured and scalable sales strategy with a customized sales playbook.

Dom combines the power of a trained storyteller with the real world experience of an elite salesperson. In fact, he became an elite salesperson because he was a trained storyteller.

After 10 years as a reporter, author and screenwriter, Dom found his calling when he rewrote the sales story of a fast-growing healthcare company and doubled their revenue in six months. From there, he quickly rose to be a sales leader at unicorn startup ZocDoc – currently valued at $1.8B – before he went to Arches Technology and created and sold an entirely new healthcare technology product to health systems.

During his career, Dom was amazed that almost all of the companies he saw were succeeding in spite of their sales story and strategy, not because of it. In 2016, he decided it was time to change that and The Clean Sell has been helping startups and small businesses ever since.

Website: http://www.thecleansell.com

LinkedIn: https://www.linkedin.com/in/dom-cappuccilli-0604853a

Twitter: @TheCleanSell

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

Get Dom’s book recommendations:

Story by Robert McKee

The Challenger Customer

Save The Cat! by Blake Snyder

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

How to Get More Qualified Sales Meetings – Outside Sales Talk with Tito Bohrt

October 3, 2018 sonia Prospecting, Sales Hacks 0 Comments

Tito Bohrt is the founder and CEO of AltiSales, a global sales consultancy that provides services and solutions in technology, sales operations and development. As a sales trainer, Tito has helped many sales executives build world class sales teams, increase response rates and set more meetings. This episode is loaded with thought-provoking and actionable advice! Tito shares real life examples of how to make a great cold call, leave a voicemail that gets the prospects attention and more! Listen in and learn how to approach prospecting in a new and more efficient way and set more qualified meetings!

Here are some of the topics covered in this episode:

  • Quick prospecting hack to set yourself up for success
  • The most efficient way to get qualified leads
  • How to leave successful voicemails – example from Tito
  • How to make a cold call – role play with Tito and Steve
  • How to follow up after meetings – concrete email example

 

If you want more in-depth tips on how to follow up after a sales meeting, check out Steve’s training video here. He shares when and how you need to follow up with prospects and other helpful tricks that will help you close deals faster!

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

About the Guest:  As the CEO of AltiSales, Tito Bohrt works with CEOs, VPs of Sales & Marketing who want to increase cold outreach response rates and ultimately set more qualified meetings. With employees in 4 cities in the US and 3 other countries, AltiSales drives innovation to improve the way Sales Development is executed. Tito is also a keynote speaker, has given a TED Talk and is a passionate B2B SaaS Angel Investor.

Website: http://altisales.com

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

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