Month: March 2020

Coronavirus – How Your Sales Team Can Stay Successful – Outside Sales Talk with Jim Pancero

Jim Pancero has lived through five market disruptions and has mastered the art of leading a sales team through these unpredictable times. In this episode, Jim gives us some tips on how to navigate through the Coronavirus health crisis as sales professionals.

Here are some of the topics covered in this episode:

  • How to utilize this downtime to keep market share and even build a competitive edge
  • The way a manager can help their reps get proactive and work harder
  • How to maintain a strong bond with existing customers
  • Why it is important to continue prospecting and how to do it

About the Guest:

Jim Pancero is a Sales Speaker who has guided sales professionals in more than 80 different industries. He has been chosen to be part of the Speakers Hall of Fame of the National Speakers Association. Through his talks and workshops, Jim helps sales teams to increase their personal “Powerhouse Selling Advantage.”

Pancero.com/virus

Pancero.com

LinkedIn – https://www.linkedin.com/in/jimpancero/

Listen to more episodes of the Outside Sales Talk here!

Building Influential Connections in Sales – Outside Sales Talk with Ron Carucci

Ron Carucci is the co-founder and managing partner at Navalent, a leadership development, and strategy consulting firm. He has a 30-year track record helping some of the world’s most influential executives tackle challenges of strategy, organization, and leadership. In this episode, Ron shares his own idea of selling and what part can a salesperson play exactly.

Here are some of the topics covered in this episode:

  • Why it is important to help first, then sell
  • How to view selling as a relationship and not a transaction
  • The steps to take actively listen to your prospects and understand their perspective
  • How to become a protagonist in your prospect’s story

About the Guest:

Ron is the co-founder and managing partner at Navalent, where he offers his guidance to some Fortune 10’s CEO, on topics such as business strategy, organization, and leadership. He is also a bestselling author of 8 books and regularly contributes to prestigious business publications such as HBR or Forbes.

Website: navalent.com – with a free e-book to download

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

Twitter: https://twitter.com/RonCarucci

Forbes article: https://www.forbes.com/sites/roncarucci/2017/05/22/deep-connections-like-these-will-make-you-very-influential/

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

Breaking Boundaries in Remote Work – Outside Sales Talk with Liam Martin

Liam Martin has founded multiple businesses and has turned into an advocate for remote work. He is passionate about learning how people work and thus created Running Remote, the world’s largest remote work conference. In this episode, Liam teaches us how to gain advantage of remote work, whether as a sales rep or a manager.

Here are some of the topics covered in this episode:

  • Remote work in its actual form
  • How to overcome the downsides remote work can generate
  • Why is remote work crucial for the future of salespeople
  • How to manage remote sales reps

About the Guest:

Liam Martin is the co-founder of Time Doctor, a tool that provides time-use analytics for companies. He also co-founded staff.com, a company that concentrates on providing companies with long-term outsourced labor relationships, and Running Remote, the world’s largest remote work conference.

Website: timedoctor.com

runningremote.com/liam

Youtube: youtube.com/runningremote

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