Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics’ Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.

In this episode, Stephen and Melody talk about the key concepts of insight-led selling that field salespeople can use to skyrocket their numbers. 

Here are some of the topics covered in this episode:

• The origin of Insight-Led Selling and how it relates to the buyer’s journey
• What are “executive insights” and how can we use them to improve our pitch
• What does it mean to “communicate with impact” and how can salespeople approach this as a team
• What can sales reps do to discover how their buyers think

More From the Guest

LinkedIn: https://www.linkedin.com/company/finlistics-solutions/

Twitter: https://twitter.com/finlistics

Website: https://www.finlistics.com/

Listen to more episodes of the Outside Sales Talk here!

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John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.

In this episode, John talks about the challenges small businesses face when selling to large organizations.

Here are some of the topics covered in this episode:

• How larger organizations identify a need and eventually buy
• The best strategy for outside salespeople to get past potential gatekeepers
• Tips for getting past or working with a gatekeeper
• How salespeople can lower their client’s perceived risk when selling higher priced items

More From the Guest

LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au 

Book: https://www.amazon.com/Wentworth-Prospect-novel-guide-success/dp/1922628522/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr= 

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

https://www.badgermapping.com/podcast  

Start Selling More Today with

Badger Maps – The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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Kris is the CEO of Sendoso, a Sending Platform for corporate gifting that’s been growing rapidly over the last few years. He is a California native with around 10 years of sales experience. As a former salesperson, he really understands how to interact with clients and what really makes the sale.

In this episode, Kris talks about his experience as an AE and how AEs can create the ultimate sending strategy.

Here are some of the topics covered in this episode:

• The number one thing that differentiates a good salesperson from a great salesperson
• Why giving gifts to your customer keeps them happy
• How corporate sending and gifting has changed over the past few years
• Things that salespeople should avoid while creating a sending strategy

More From the Guest

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

Website: www.sendoso.com 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

Start Selling More Today with

Badger Maps – The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/