2018 – Page 5 – Outside Sales Talk

How to Modernize Your Field Sales Team – Outside Sales Talk with Tony Hughes

June 6, 2018 sonia 0 Comments

Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn.

Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association.

Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.

Here are some of the topics covered in this episode:

Biggest trends in B2B Sales and how to adapt successfully
Top tools every modern sales rep needs
The winning strategy to modernize your sales process
How to create your own narrative
The most important sales skills you need to be successful in the new era of B2B Sales

About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.

Website: www.RSVPselling.com

Speaker Website: www.TonyHughes.com.au

Twitter: @TonyHughesAU and @RSVPselling

Linkedin: www.linkedin.com/in/hughestony

How to Drive Career Growth in Outside Sales – Outside Sales Talk with Carson Heady

May 30, 2018 sonia 0 Comments

Carson Heady is a top performing outside sales leader, speaker and management consultant. He’s the author of the ‘Birth of a Salesman’ series, which details the art of sales – from interviewing through preparation, pitching, closing and advancing your career in sales.

During his career, he has served at multiple levels of leadership at Microsoft, AT&T, Verizon and T-Mobile. In his role he’s overseeing partner relationships and leading strategic sales planning to grow revenue. He has a strong social media following of over 330K followers, has hosted the Smart Biz Show on EG Radio, and has been interviewed by a number of sales gurus including Jeffrey Gitomer and Jeb Blount.

Here are some of the topics covered in this episode:

Key skills you need to develop a successful career in Field Sales
How to ask for a promotion
How to approach your boss about career development opportunities
How to set up your career plan
How to know when it’s time to move on
Tips for a successful job search

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Carson entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but his desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide anyone to the level of success he achieved.

He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. Carson lives in St. Louis, MO, with his 2-year old daughter.

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

Blog & Books: https://carsonvheady.wordpress.com/

YouTube: http://www.youtube.com/user/cvheady007

Twitter: @cvheady007

Facebook: www.facebook.com/CARSONVHEADY.BIRTHOFASALESMAN

Powerful Sales Techniques To Win More Deals – Outside Sales Talk with Deb Calvert

May 23, 2018 sonia 0 Comments

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals!

Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.

Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.

Here are some of the topics covered in this episode:

How to buy time, evaluate real objections and determine the best way to move forward
Tips and tricks to overcome pricing objections
How to Stop Selling & Start Leading® – Key takeaways from Deb’s book
Seller behaviors – how they affect the sale and your relationship with the customer

The best way to start a conversation with new leads

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness.

Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.

Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.

Website: www.peoplefirstps.com

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

Book: www.stopsellingstartleading.com

Sales Experts Channel: http://www.thesalesexpertschannel.com/

Twitter: @PeopleFirstPS

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

Mastering Social Selling for Field Sales – Outside Sales Talk with Matt Heinz

May 17, 2018 sonia 0 Comments

Matt Heinz focuses on delivering measurable results for his clients in the way of greater sales, revenue growth, product success and customer loyalty. He held various sales positions at companies like Microsoft and Boeing before starting his own business ‘Heinz Marketing’ to help clients scale revenue and customer growth.

Matt is an expert in Social Selling and shares hands-on advice on how Field Salespeople can use and leverage Social Media to nurture and grow their network, and build long-term relationships with prospects.

Here are some of the topics covered in this episode:

How you can use Social Media in Field Sales
How to listen to and engage with potential buyers on Social Media
Increasing trust and credibility as a seller through Social Media
Finding out which Social Media channels are most effective for you
Tips and best practices on how to use different Social Media channels successfully
How you can stand out and get your prospect’s attention on social platforms

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.

He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth.

Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. He is living through the renovation of a 105 year old historic farmhouse in Kirkland, Washington with his wife, Beth, three young children, dog, two rabbits, and seven chickens.

Blog: https://www.heinzmarketing.com/blog/

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

Books: https://www.heinzmarketing.com/resources/#books

Twitter: @HeinzMarketing

How to Accelerate Your Sales Process with Responsiveness – Outside Sales Talk with Andy Paul

May 10, 2018 sonia 0 Comments

Andy Paul isn’t a stranger to thinking differently about sales training. He’s well known as a high performance growth coach for sales teams across industries. If you need tips on accelerating the growth of your sales pipeline, with real tactics you can implement today, Andy is the coach you need.

Andy almost didn’t make it past the sales training class in his first job out of college. The bosses didn’t think he’d make it in sales because he wasn’t “salesy” enough. They thought he was too introverted and analytical.

And yet, over three decades Andy has built a successful career as a sales leader, author, speaker and consultant by thinking differently and selling differently.

He has helped boost the performance of teams selling products and services as diverse as complex multi-million dollar communications networks to collectible professional sports memorabilia. Andy has worked with raw technology start-ups and Fortune 1000 companies and everything in between. He has worked with nearly every channel ranging from franchise networks to retailers, dealers, distributors, VAR and OEMs and sold in nearly every corner of the globe.

Now, Andy is doing what he loves best—sharing his powerful game-changing sales strategies and building successful sales teams with companies, business owners, executives and sales professionals to help them reach their goals.

Here are some of the topics covered in this episode:

How to help your prospect make fast and favorable decisions and close more deals
The best questions to ask prospects to move them through the sales process faster
How to follow up when prospects ‘go dark’
How to provide value in every interaction
How to be more responsive to accelerate your sales process in Field Sales

The keys to success in Field Sales

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Andy knows what it takes for companies and sales teams to power growth. He offers insights as a proven sales leader, speaker, top-rated podcaster, consultant and award-winning author of “AMP Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions” and “Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales”.

Website: http://www.andypaul.com

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

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

Twitter: @realAndyPaul

Targeting Leads that Actually Close – Outside Sales Talk with Ian Altman

April 30, 2018 sonia 1763 0 Comments

Ian Altman discusses qualification tactics you can use to guarantee you’re focusing on the right opportunities.

He gives hands-on advice on how to move from a blind selling mindset to becoming a trusted advisor to your prospect. You’ll learn best practices and specific questions you can use to open deals the right way and keep them moving forward.

Business leaders call on Ian to modernize their sales and marketing to align with how today’s customers actually make buying decisions. Organizations around the world have relied on his guidance and inspiration to double their business growth with an integrity-based approach from his bestselling book, Same Side Selling.

Ian draws on decades of experience as a former CEO of technology businesses that he founded, sold, and ultimately grew to over $1 billion in value. This business success backed by years of research that Ian conducted to understand how customers make decisions, provides audiences invaluable insights to help them become more successful in business. Through his energetic and interactive talks, he engages audiences of sales professionals, subject matter experts, and executives alike from beginning to end with an approach to selling that everyone can embrace, even your customer.

As a two-time bestselling author and weekly columnist for Inc. and Forbes, Altman’s latest book, Same Side Selling, is “one of two intriguing books you should read on B2B consultative selling” according to business luminary, Seth Godin. Ian also hosts his popular weekly podcast, Grow My Revenue Business Cast, available on iTunes.

Here are some of the topics covered in this episode:

How to get into the right mindset to achieve greater results in Field Sales
The best tricks and tips to enhance your prospecting skills and target the right leads
Qualifying prospects: What questions should you ask?

Key takeaways from Ian’s bestselling book “Same Side Selling” – how to entice, disarm and discover

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest:

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. He’s a keynote speaker, bestselling author of “Same Side Selling”, and CEO. His business helps B2B companies improve their sales strategy and achieve strategic growth.

Seth Godin, recommends Ian’s latest book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988.

You can read his columns each week in Forbes and Inc. He also has a fantastic podcast, “Grow My Revenue Business Cast” which you can find on iTunes.

Website: https://www.ianaltman.com

Books: https://www.ianaltman.com/store/

Same Side Selling Academy: https://samesidesellingacademy.com

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

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

Twitter: @IanAltman