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The Art of Selling Value – Outside Sales Talk with Paul Reilly

Paul Reilly is a speaker, sales trainer, host of The Q and A Podcast, and co-author of the fourth edition of “Value-Added Selling.” He is currently the president of the Tom Reilly Training Company and faculty member at the University of Innovative Distribution. In this episode, Paul discusses how to sell value and steer the conversation away from price.

Here are some of the topics covered in this episode:

  • How to center the sales process around value and not price
  • Building better long-term customer relationships
  • How to keep value relevant after the initial sale
  • Creating an outward customer focus approach and guaranteeing you are adding value as a salesperson

About the Guest:Paul is the owner and president of Tom Reilly Training, a company that trains salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. Paul began his sales career at 16 and during his over 15-year sales career sold for companies such as Ferrellgas and the Hilti Organization. During his tenure at Hilti, he joined the Hilti Master’s Club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. He is the co-author of the fourth edition of “Value-Added Selling” and he credits his success as a salesperson to embracing the Value-Added Selling message.

Book: “Value-Added Selling”Website: tomreillytraining.comPodcast: The Q and A Sales Podcast

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

Selling Abroad – Tips to Sell in the the US vs Europe – Outside Sales Talk with Thibaut Souyris

Thibaut Souyris is the CEO and Founder of SalesLabs, a consulting company that trains and coaches B2B sales teams to start more conversations and close deals faster. He is also the co-host of The B2B Sales Podcast. In this episode, Thibaut shares his international experience and explains how to tackle sales in the European and American markets.

Here are some of the topics covered in this episode:

  • How to sell in Europe vs the US
  • Different selling styles across European countries
  • How to avoid and overcome cultural misunderstandings
  • Tips for Americans to work better with Europeans

About the Guest:

Thibaut is a B2B tech sales expert, with broad experience in North America and EMEA. He currently trains salespeople to run better discovery calls, build healthy habits around early qualification, and bring energy to their deals. He has helped 100+ founders building sales organizations and worked with companies like Techstars, Comtravo or Back, and many European tech companies. He’s also a regular contributor for Sales Hacker, G2, Demodesk, and various other blogs.

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

Website: https://www.saleslabs.io/

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

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

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

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

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

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!