Year: 2020

Deadly Assumptions that are Killing your B2B Sales – Outside Sales Talk with George Brontén

July 1, 2020 badger Coaching 2474 0 Comments

George Brontén is the CEO & Founder of Membrain.com, a SaaS company that enables B2B sales teams to execute their sales process, coach for higher results, and build predictable growth. He is also the author of the book “Stop Killing Deals: How to Gain Competitive Advantage by Viewing Sales through the Lens of Human Nature”. In this episode, George explains how to root out deadly assumptions and find sales success.

Here are some of the topics covered in this episode:

  • What are the 3 deadly assumptions
  • How emotions affect decision-making
  • Ways to identify top sales performers
  • How to motivate reps towards discipline
  • Tips to find the best technology stack for you

About the Guest:

George is the “Sales Effectiveness Pioneer” at Membrain.com,  his mission is to learn from top salespeople how technology is either hurting or helping sales productivity. He builds software to bridge the gap between sales strategy and execution.

Book: https://www.amazon.com/Stop-Killing-Deals-assumptions-excellence/dp/9151941821

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

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

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

5 Step Formula – Every Job Is a Sales Job – Outside Sales Talk with Cindy McGovern

June 18, 2020 badger Career Growth 2875 0 Comments

Dr. Cindy McGovern is a top-rated speaker, best selling author, and consultant at Orange Leaf Consulting.  After years of consulting companies and helping them grow their business, she had an epiphany: every job really is a sales job.  And every person is a salesperson. With these experiences, she wrote the book, “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work.” In this episode, Cindy shares her 5 Step formula to help anyone become a better salesperson.

Here are some of the topics covered in this episode:

  • Creating a plan for success
  • How to effectively listen
  • Ways to build trust, not just rapport
  • How to give to get
  • Following up with gratitude

About the Guest:

Dr. Cindy McGovern is known as the “First Lady of Sales.” She is a highly sought after speaker and consultant across the globe. She is an expert in sales, interpersonal communication, and leadership. “Dr. Cindy” holds a doctorate in organizational communication and has worked as a professor of communication before starting Orange Leaf Consulting, a sales management and consulting firm headquartered in San Francisco. She has helped hundreds of companies and individuals to create dramatic and sustainable growth. Dr.Cindy regularly coaches both professional sales employees and those whose jobs are not sales-related in an effort to help them both take advantage of opportunities to bring more business to their companies.

Website: Drcindy.com

Email: Drcidy@drcindy.com

Find Cindy on social media: @1stladyofsales or @drcindy

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

Maximize your sales team’s growth with CRM – Outside Sales Talk with Wes Schaeffer

June 3, 2020 badger Coaching 3269 0 Comments

In today’s episode, Steve announces something really exciting!

After all the nominations you sent us for the Sales Hall of Fame, we’re presenting 6 new inductees! Each of them has given us their #1 sales tip on an exclusive video.

Check out the Sales Hall of Fame to find out who they are and get their actionable advice!

Wes is the CEO and founder of “The Sales Whisperer” a platform in which he shares knowledge in sales and marketing. He also established himself as a CRM guru as he helps companies choose the CRM that fits their sales cycle best. In this episode, Wes discusses how CRMs have evolved and how to maximize their utilization.

Here are some of the topics covered in this episode:

  • Why the stand-alone CRM is dead
  • What to consider when choosing a CRM
  • How to make sure sales reps actually utilize the company’s CRM
  • In what situations you might need a CRM consultant

About the Guest:

Wes is CEO and founder of “The Sales Whisperer”, a sales training, marketing, and consulting firm. He established himself as a CRM guru through books and talks he gave. Wes is a certified partner on HubSpot, Ontraport, and Infusionsoft. He put his knowledge of the field to use by helping businesses choose and implement CRMs.

Take the free quiz to find out what CRM would be best for you – bestcrmforme.com

Website – https://www.thesaleswhisperer.com/

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

Distance Learning: Ultimate Benefits of Online Sales Training – Outside Sales Talk with Richard Harris

May 27, 2020 badger Coaching 0 Comments

Richard Harris is an expert Sales Consultant, he has over 20 years of technology and SaaS experience in sales training, operations, and sales leadership. Richard is the Director of Sales Consulting and Training for Sales Hacker. He is also the co-host of the Surf & Sales podcast. In this episode, Richard explains how salespeople can benefit from online sales training.

Here are some of the topics covered in this episode:

  • Richard’s secret formula for a winning online sales training program
  • How to successfully integrate coaching into your online training plan
  • Top tips to keep reps motivated during an online sales training session
  • The best tools salespeople can use to improve their training experience

About the Guest: Richard Harris has built, led, and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Some of the companies that he consults for include Mashery, Spanning, Outbound Engine, TopOpps, Village Voice Media, Riverdeep, DotNext Inc., Telecom Inc., and many more. Richard is also a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference.

LinkedIn: https://www.linkedin.com/in/rharris415/Phone number: 4155969149 Email: richard@theharrisconsultinggroup.com

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

Secrets to Standing out and Selling on LinkedIn – Outside Sales Talk with Viveka von Rosen

May 20, 2020 badger Pitching 4039 0 Comments

Viveka von Rosen, internationally known as the “LinkedIn Expert,” works with B2B companies and executives helping them achieve business success through the use of LinkedIn. She is also the co-founder of Vengreso, a platform that delivers digital sales transformation for increased revenue results. Viveka has been listed as a Top Social Media Influencer in Forbes for the past four years, and is author of “LinkedIn Marketing: An Hour a Day” for Wiley and “LinkedIn: 101 Ways to Rock Your Personal Brand.” In this episode, Viveka explains how you can use LinkedIn to amplify your brand as a salesperson.

Here are some of the topics covered in this episode:

  • How to prospect effectively from home
  • Which hidden LinkedIn features you should be using
  • The common mistakes you should avoid
  • How to make your profile stand out from the crowd
  • Viveka’s 2-step referral method

About the Guest:

Viveka von Rosen is co-founder and CVO (Chief Visibility Officer) of Vengreso. She is a contributor to LinkedIn’s official Sales and Marketing blogs, and their “Sophisticated Marketer’s” Guide. She is also a contributor to publications such as Fast Company, Forbes, Money, Entrepreneur, and The Social Media Examiner to name a few. Viveka uses the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training. Through her training, she has provided over 100,000 people with the tools and strategies they need to succeed on LinkedIn.

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

Twitter – https://twitter.com/LinkedInExpert

Email – Viveka@vengreso.com

Website – https://vengreso.com/

Course: http://moresalescalls.com/

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

Driving Sales Momentum with Effective Prospecting – Outside Sales Talk with Dave Kurlan

May 13, 2020 badger Prospecting 2564 0 Comments

Dave Kurlan is the founder and CEO of Objective Management Group, the leading developer of sales assessment tools. He is also the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm.

Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”. In this episode, Dave explains how salespeople can prospect effectively to generate sales momentum.

Here are some of the topics covered in this episode:

  • Dave’s secret tip to break the ice with prospects during cold-calls
  • Top tips to make prospect qualification meetings more enjoyable and natural
  • The best ways to establish emotional connections during cold-calls
  • How to shift prospects from thinking of your solution as a “nice to have” to a “must-have”

About the Guest:

Dave Kurlan is a best selling author, top-rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015.  He was inducted into the Sales & Marketing Hall of Fame in 2012. Dave’s company, Objective Management Group, was named the Top Sales Assessment Tool for 2011 – 2015.

He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching, and consulting.

Dave has been a top-rated speaker at Inc. Magazine’s Conference on Growing the Company, the Fortune Sales & Marketing Summit, the Sales & Marketing Management Magazine’s Sales Management Conference, Sales 2.0 Conference, Inbound 2014, and hundreds of other events.

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

Dave’s Award-Winning Blog – http://www.omghub.com/salesdevelopmentblog

Email – dkurlan@objectivemanagement.com

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