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Elevate your Sales Team with Sales Enablement – Outside Sales Talk with Dave Lichtman

March 27, 2019 badger Sales Hacks 0 Comments

Dave Lichtman is the CEO & Founder of Enablematch,  a boutique recruitment firm laser-focused on the highly-specialized and emerging field of Sales Enablement. Dave is a sales professional with over 20 years of experience and an acute understanding of the growing challenges employers face in recruiting top enablement talent. In this episode, Dave Lichtman shares his knowledge on sales enablement best practices and pushing excellence across the whole team.

Here are some of the topics covered in this episode:

  • The key responsibility of a sales enablement professional
  • The benefits of implementing a sales enablement process in your organization
  • The main things to look for when hiring for sales enablement
  • How to level-up your sales enablement team and measure your program

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

About the Guest: Dave Lichtman is currently the CEO and founder of Enablematch, a company that uses its network and deep domain knowledge to carefully match companies with candidates who are a culture fit and have a track record of driving results.

He has had a successful track-record of transforming companies through technology. His deep background in sales and corporate training gave him the foundation to coach companies to re-imagine their sales enablement strategy. He was sales director at SalesHood during three and a half years.

Prior to SalesHood, Dave spent nine years at salesforce.com as a sales professional and a sales manager. He previously spent seven years as a buyer at the May Department Stores (now Macy’s Inc.); and five years QRS (now GXS) training its sales teams.

Linkedin: https://www.linkedin.com/in/davelichtman/

Email: dave@enablematch.com

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

The Secrets to Building Relationships in Outside Sales – Outside Sales Talk with John Chapin

March 13, 2019 badger Sales Management 0 Comments

John Chapin is an award-winning sales speaker, author, trainer, and coach with over 31 years of extensive sales, customer service, and sales management experience.

In addition to being a number one sales rep for most of his 31+ years in sales, John also authored the 2010 sales book of the year: Sales Encyclopedia (Axiom Book Awards). In this episode, John Chapin shares tips on building relationships with prospects and customers.

Here are some of the topics covered in this episode:

  • How to make connections with the people you’re selling to
  • Tips on making the best first impression
  • How to build relationships when multiple decision makers are involved
  • Repairing relationships that have weakened

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

About the Guest: John Chapin is a sales speaker and trainer at Complete Selling Inc. As a number one sales rep in three industries, John has sold products, services, tangibles, and intangibles locally, nationally, and internationally. His vast know-how is in both face-to-face and telemarketing sales. His market experience spans both business-to-business and individual consumers. John has sold both established and completely new, first-time-ever products and services for companies both large and small. Voted the second best public speaker in Massachusetts and Rhode Island and a member of the National Speakers Association, John has delivered hundreds of presentations on sales, sales management, and motivation.

Double your sales in 12 months with John Chapin

Email: Johnchapin@competeselling.com

Website: https://www.completeselling.com/

Blog – Learn Sales Tips: https://www.completeselling.com/blog/

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

Deal Killing Obstacles in B2B Sales – Outside Sales Talk with Thomas Williams & Thomas Saine

February 27, 2019 badger Sales Hacks 0 Comments

Tom Williams and Tom Saine are the authors of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.

Here are some of the topics covered in this episode:

  • Top challenges in B2B sales today
  • Stakeholder mapping
  • How to sell to large groups or committees
  • Getting past the gatekeeper

 

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

About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.

Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.

Website: https://strategicdynamicsfirm.com/

LinkedIn – Tom Williams: https://www.linkedin.com/in/thomasjwilliams/

LinkedIn – Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/

Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029

Listen to more episodes of the Outside Sales Talk here!

How Ultra-High Performers Use Time Management – Outside Sales Talk with Jeb Blount

February 13, 2019 badger Popular, Sales Hacks 0 Comments

Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.

Here are some of the topics covered in this episode:

  • Organize your calendar to optimize certain activities
  • Prioritize the most important sales tasks
  • Use Golden Hours to their full advantage
  • How to coach your team on time management

 

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

About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.

Website: Salesgravy.com

Youtube: www.youtube.com/user/salesgravy

LinkedIn: www.linkedin.com/in/jebblount

Twitter: @SalesGravy

Facebook: @SalesGravy

Instagram: @SalesGravy

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

How to Close Larger Sales – Outside Sales Talk with Terry Hansen

January 30, 2019 badger Objections 0 Comments

Terry Hansen is the president of the Hansen Group and has been helping organizations increase their sales success for over a decade. His strategies for improving Sales Performance have been used by organizations in many B2B industries. As a keynote speaker and workshop presenter, he conducts hundreds of presentations each year for businesses all over the country. In this episode, Terry shares how you can increase your deal size.

Here are some of the topics covered in this episode:

  • Customer expectations
  • Warning signs a prospect might not close
  • How to use the PIMAT system
  • Tips to closing larger deals more consistently

 

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

About the Guest: Terry is the President of Hansen Group Company, a sales performance improvement firm, and the creator of Hansen University. For over a decade, Terry Hansen has helped startups, non-profits and seasoned businesses in many industries find more prospects, close more sales and retain customers longer.

Terry conducts about 300 lectures, trainings and speeches each year and has recognized with several awards for his outstanding achievements.  He has authored several articles for industry magazines and produced over 60 hours online training courses for sales professionals and sales managers.

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

Get access to B2B Sales Training courses http://bit.ly/B2BSellingCourse

Take a FREE comprehensive Sales Performance Assessment: https://hansenuniversity.outgrow.us/Gap

Website: hansengroupcompany.com

Email: Terry@HansenGroupCompany.com

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

How to Create a High-Performing Sales Culture – Outside Sales Talk with Keith Rosen

January 16, 2019 badger Coaching 0 Comments

Keith Rosen is the CEO of ‘Profit Builders’, an award-winning talent development organization focused on supporting and training salespeople and managers.

With his proven methods, he is helping them transform into elite coaches and develop top performing cultures. He is also a keynote speaker and author of several books, including his latest one called “Sales Leadership”. In this episode, Keith shares tips on creating the best sales culture for your company.

Here are some of the topics covered in this episode:

  • How to turn managers & reps into coaches
  • What is broken with coaching
  • Learn to use field observation
  • Why you should lead with questions
  • Build a culture of coaches

 

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

About the Guest: Keith Rosen is a globally recognized authority on sales and leadership and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. He has delivered his programs to hundreds of thousands of people in practically every industry in over 75 countries.

Keith has written several best-sellers, including Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of five international best book awards and the #1 best-selling sales management book on Amazon since 2010. Inc. and Fast Company named Rosen one of the five most influential executive coaches. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.

Company Website: Coachquest.com

Website: Keithrosen.com – Blogs, Templates, and Podcasts

Email: keithr@keithrosen.com

Listen to more episodes of the Outside Sales Talk here