Year: 2019

How to Triple your Qualified Leads While on the Road – Outside Sales Talk with Shawn Finder

October 23, 2019 badger Prospecting 0 Comments

Shawn Finder is the founder and CEO of Autoklose, a revolutionary outbound sales automation platform. He is also the author of “The B2B Sales Handbook” and has been named a Top 25 Sales Engagement influencer. In this episode, Shawn explains how to use automation tools to get more qualified leads and keep your sales process ongoing!

Here are some of the topics covered in this episode:

  • How sales reps can find time to generate qualified leads
  • The best tools to save time and automate your tasks
  • How to ensure a great follow-up with your prospects
  • Tips to get in front of decision makers and identify their pain points

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

About the Guest:

Shawn was one of North America’s top tennis players before getting his MBA and starting a career in sales. He stepped into the entrepreneurial world at the age of 24 and discovered that selling was his passion. In 2013, Shawn founded ExchangeLeads, a list-building company that helps salespeople build quality lists for reaching out to new prospects. He created Autoklose in 2018 to help salespeople save time and automate their tasks.

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

E-mail: shawn@autoklose.com

Website: www.autoklose.com

Download for free “The B2B Sales Handbook”: https://autoklose.com/books/b2bsales

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

Insider Tips on Being a Successful Sales Leader – Outside Sales Talk with Bill Caskey & Bryan Neale

October 9, 2019 badger Coaching, Popular 0 Comments

Bill Caskey and Bryan Neale are Sales coaches and speakers, they co-hosts the Advanced Selling Podcast, a Top 30 Business Podcast on iTunes and one of the “19 podcasts worth more than an MBA” according to Inc. In this episode, Bill and Bryan show how to be a great leader and drive your team for success.

Here are some of the topics covered in this episode:

  • How to develop a leadership mindset and become a “follow-able” leader
  • The secrets to build a healthy and successful team culture
  • The best ways to encourage reps to take on leadership roles
  • How to shift focus from your customer to your team

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

About the Guests:

Bryan Neale is a sales trainer and coach, who has helped B2B teams, managers, and CEOs for over 20 years. He is the CEO of Blind Zebra, a company that helps people take action on things they “say” they want to do but haven’t actually “done” anything yet. Bryan is also an NFL referee and loves training teams about the similarities between sales and football.

Bryan’s LinkedIn: https://www.linkedin.com/in/bryanneale/

Bill Caskey is a sales coach leader who has written several books, including Same Game New Rules. He is also the creator of the 2X Group and World Class Sales Leader Masterminds. Bill is currently the president and founder of Caskey Achievement Strategies, a company which focused solely on developing B2B sales and leadership teams.

Bill’s LinkedIn: https://www.linkedin.com/in/billcaskey/

Listen to Bill and Bryan’s podcast: https://advancedsellingpodcast.com/

Listen to more episodes of the Outside Sales Talk here and watch all videos here

Building Your Sales Dream Team – Outside Sales Talk with Mike Fossi

October 2, 2019 badger Coaching 0 Comments

Mike Fossi is the Head of Sales at Rainmakers, a career marketplace for salespeople. With Rainmakers, he is aiming to fix the hiring process in Sales. Mike helps clients use software to find candidates that are top in their field, and are currently interested in new opportunities. In this episode, he shares how companies can source the best talent in Sales.

Here are some of the topics covered in this episode:

  • What to look for in a salesperson’s resume
  • How to interview candidates for a sales position
  • How salespeople can increase the chances of landing their dream job 
  • Tips to discover sales talent

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

About the guest:

Mike Fossi is the Head of Sales at Rainmakers. After studying at the University of California, Santa Barbara, he focused on Sales and now has more than 10 years of experience in the area. Mike has managed accounts for companies such as LinkedIn, Salesforce, or Hired. He is specialized on Account and People Management, as well as identifying and retaining top talent.

Contact the Guest:

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

Email: mike.fossi@rainmakers.co

Website: https://www.rainmakers.co/

Check out the video and more episodes of the Outside Sales Talk here!

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

September 19, 2019 badger Prospecting 0 Comments

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.

Website: www.valuelifecycle.com

LinkedIn: www.linkedin.com/in/steve-thompson-61913b17/ – check out his articles

Email: steve@valuelifecycle.com – questions about sales, need 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

September 11, 2019 badger Prospecting 0 Comments

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!

How to Win Mega Deals and Grow your Career – Outside Sales Talk with Jamal Reimer

August 28, 2019 badger Career Growth 0 Comments

OST-Ep-52-With-Jamal-Reimer (1)

Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.

Here are some of the topics covered in this episode:

  • How sales reps can build a daily routine to get in the right mindset
  • What sales reps can do to break through mental barriers
  • How mentorship can help close mega deals
  • Leveraging senior level execs to close bigger deals
  • How to prepare for a mega deal meeting

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

About the Guest:

Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.

After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.

LinkedIn: https://www.linkedin.com/in/jamal-reimer/

The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/

Book recommendations:

Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne

How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke

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