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What it Takes to Be a Virtual Selling Hero – Outside Sales Talk with Craig Wortmann

Craig Wortmann, the Founder and CEO of Sales Engine, has been a professional sales person for 25 years. He is the author of What’s Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Craig is also a Clinical Professor of Entrepreneurship at Northwestern University’s Kellogg School of Management and the Founder of the new Kellogg Sales Institute. Craig designed, developed and teaches the award-winning course called “Entrepreneurial Selling,” ranked by Inc. Magazine as one of the “Top Ten” courses in the country. In this episode, Craig explains how salespeople can become exceptional virtual sellers.

Here are some of the topics covered in this episode:

  • Why prospecting should be increased during this time
  • Tips for keeping virtual meetings with prospects snappy
  • How to stop a prospect from ghosting you
  • The secret ingredients in a great virtual presentation

About the Guest:

Over the last twenty-five years, Craig has developed a set of sales and leadership tools critical to delivering results. This became the cornerstone of  Sales Engine Inc. At Northwestern University’s Kellogg School of Management, Craig won the Faculty Excellence Award, given to the professor who has had the most positive impact on the students.

In May 2018, Craig launched The Art of Sales: Mastering the Selling Process, a four-part Massive Open Online Course (MOOC) Specialization with Coursera. The purpose of the online MOOC is to become as efficient and effective at selling as possible. In addition, he serves as an Operating Partner at Pritzker Group Venture Capital where he helps grow the sales engines of its portfolio companies.

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

Twitter – https://twitter.com/craigwortmann

Instagram – https://www.instagram.com/craigwortmann/

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

Why Athletes Win – Tactics to Become a Sales Superstar – Outside Sales Talk with Ian Altman

In today’s episode, Steve has a BIG announcement – The Sales Hall of Fame is here!

This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here!

(Hint: If you listen to today’s OST episode, you may find a very familiar face in there…)

Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics.

Here are some of the topics covered in this episode:

  • The secret tips salespeople must learn from athletes
  • How to identify the right prospects for your business
  • Tips for reps to overcome their resistance to practice
  • The key principles of a successful role-play session

About the Guest:

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value.

Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian’s articles on Inc and Forbes.

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

Website – https://www.ianaltman.com/

Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/

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

Don’t Panic! – Here’s How you Can Still Close Deals While Remote

Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic.

Here are some of the topics covered in this episode:

  • How field salespeople can provide meaningful value during this time
  • How to make the buyer’s journey easier amidst tightening budgets
  • Tips for reps to meet quota and show accountability
  • Daily habits and routines for working remotely
  • Ways to maintain a winning mindset

About the Guest:

Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.

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

Website – https://www.evolvedselling.com/ – Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time

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

P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.

Stay tuned to know more!

Leveraging your Online Reputation to Increase Sales – Outside Sales Talk with George Leith

George is the CEO at Vendasta, an award-winning platform that helps companies sell digital marketing solutions to local businesses. With more than 30 years’ experience in sales, George helps businesses to adapt their sales and marketing strategies to the digital era. In this episode, George discusses how important a salesperson’s online presence has become and how to leverage it.

Here are some of the topics covered in this episode:

  • How the digital age has changed our relationship with customers
  • Tips on how to instantly improve your online presence
  • How to deal with negative online reviews
  • Where does your online strategy fits in your sales process

About the Guest:

Apart from his role at Vendasta, George is also the host of the Conquer Local podcast, where he aims to help organizations sell digital solutions to SMBs by providing them insider knowledge and best practices from industry experts.

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

https://www.conquerlocal.com & https://www.conquerlocal.com/podcast/

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

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!