Year: 2018

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!

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

September 26, 2018 sonia Sales Management 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 Closing, Objections, Popular, Prospecting, Sales Hacks 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 Career Growth 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!