Month: September 2019

The Compelling Proposal: Make the Customer Choose You – Outside Sales Talk with Steve Thompson

 

Steve Thompson is the founder and managing partner at Value Lifecycle, a B2B deal training and consulting firm. Over the course of his career, he has helped close more than $15 billion in B2B deals in over 120 different industries. Steve is also the author of multiple books guiding salespeople through the “Value Lifecycle”. His latest book, “The Compelling Proposal”, focuses on how to deliver actual value to your prospects. In this episode, he explains how salespeople can close more deals by creating the perfect proposal. 

 

Here are some of the topics covered in this episode:

  • Why most proposals do not help the buyer make an informed decision
  • What salespeople should focus on when writing a proposal
  • Tips to build long-term relationships between buyers and sellers
  • How to create a great proposal in 7 slides

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

 

About the guest:  

Steve Thompson is a sales consultant, coach, and author. He holds an MBA degree from the Kellogg School of Management, has over 30 years of experience in Sales and has helped closed more than $15 billion in deals. As the CEO and founder of Value Lifecycle, Steve works with buying and selling programs around the globe. With his company, he helps organizations develop and present great value propositions to customers, and navigates them through negotiations. 

 

Contact the Guest: 

Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales

 

LinkedIn: https://www.linkedin.com/in/steve-thompson-61913b17/ Check out Steve’s LinkedIn profile and articles!

 

Website: https://valuelifecycle.com

 

Email: Contact steve@valuelifecylce.com for questions about sales or help with deals!

 

Youtube: Check out more episodes of the Outside Sales Talk here!

 

Crafting a Predictable Sales Pipeline – Outside Sales Talk with Jason Bay

 

Jason Bay is the Co-founder of Blissful Prospecting, a company that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth. At Blissful Prospecting, he’s in charge of growing the company through marketing and sales efforts. His sales experience dates back to 2008, having worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. In this episode, Jason explains how to build a predictable pipeline from scratch and to convert your prospects into valuable clients.

 

Here are some of the topics covered in this episode:

  • The best ways to keep your sales pipeline full using effective prospecting
  • How to take advantage of segmentation to communicate with prospects
  • Tips to empathize better with prospects 
  • What is the R.E.P.L.Y method and how to use it to improve your outbound strategy

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

 

Contact the Guest: 

Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales

 

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

 

Website: https://blissfulprospecting.com

 

Email: jasonbay@blissfulprospecting.com

 

Youtube: Check out  more episodes of the Outside Sales Talk here!