Month: February 2019

Deal Killing Obstacles in B2B Sales – Outside Sales Talk with Thomas Williams & Thomas Saine

Tom Williams and Tom Saine are the authors of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.

Here are some of the topics covered in this episode:

  • Top challenges in B2B sales today
  • Stakeholder mapping
  • How to sell to large groups or committees
  • Getting past the gatekeeper

 

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

About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.

Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.

Website: https://strategicdynamicsfirm.com/

LinkedIn – Tom Williams: https://www.linkedin.com/in/thomasjwilliams/

LinkedIn – Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/

Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029

Listen to more episodes of the Outside Sales Talk here!

How Ultra-High Performers Use Time Management – Outside Sales Talk with Jeb Blount

Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.

Here are some of the topics covered in this episode:

  • Organize your calendar to optimize certain activities
  • Prioritize the most important sales tasks
  • Use Golden Hours to their full advantage
  • How to coach your team on time management

 

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

About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.

Website: Salesgravy.com

Youtube: www.youtube.com/user/salesgravy

LinkedIn: www.linkedin.com/in/jebblount

Twitter: @SalesGravy

Facebook: @SalesGravy

Instagram: @SalesGravy

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