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Crafting a Predictable Sales Pipeline – Outside Sales Talk with Jason Bay

Jason Bay is the Co-founder of Blissful Prospecting, a company that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth. At Blissful Prospecting, he’s in charge of growing the company through marketing and sales efforts. His sales experience dates back to 2008, having worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. In this episode, Jason explains how to build a predictable pipeline from scratch and to convert your prospects into valuable clients.

Here are some of the topics covered in this episode:

  • The best ways to keep your sales pipeline full using effective prospecting
  • How to take advantage of segmentation to communicate with prospects
  • Tips to empathize better with prospects 
  • What is the R.E.P.L.Y method and how to use it to improve your outbound strategy

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

Contact the Guest:

Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales

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

Website: https://blissfulprospecting.com

Email: jasonbay@blissfulprospecting.com

Youtube: Check out  more episodes of the Outside Sales Talk here!

How to Win Mega Deals and Grow your Career – Outside Sales Talk with Jamal Reimer

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Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.

Here are some of the topics covered in this episode:

  • How sales reps can build a daily routine to get in the right mindset
  • What sales reps can do to break through mental barriers
  • How mentorship can help close mega deals
  • Leveraging senior level execs to close bigger deals
  • How to prepare for a mega deal meeting

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

About the Guest:

Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.

After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.

LinkedIn: https://www.linkedin.com/in/jamal-reimer/

The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/

Book recommendations:

Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne

How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke

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

How to Create a Gender Balanced Sales Team & Skyrocket Sales – Outside Sales Talk with Jamie Crosbie

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Jamie Crosbie is the CEO and Founder of ProActivate, a talent acquisition firm focused on sales and leadership talent. She is an active member of Women’s Business Enterprise National Council and Women Sales Pros among other business organizations. She is also the author of the book “The Power of 2, Exponential Sales Leadership”.  In this episode, Jamie explains how to build a gender diverse sales team to drive excellence.

Here are some of the topics covered in this episode:

    • The benefits of having a gender balanced sales team
    • Where to find top performing sales women and the best practices to recruit them
    • How to communicate and empathise with women in sales
    • Mentoring women to promote them into leadership positions
    • How to create a more inclusive culture for women in sales

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

About the Guest:

Jamie has more than 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 12 years ago to provide business leaders with the components to win and promote excellence among their teams.She started her career in traditional recruiting firms primarily in sales leadership positions. The following five years were spent within online recruitment where she served as Vice President of Sales at Career Builder. Jamie is a certified speaker in The High Performance Mindset ® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders.

Company website: https://proactivate.net/

Website: http://jamiecrosbie.com/

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

Twitter: @jmcrosbie

Phone number: +1 (214) 720-9922

Youtube: Listen to more episodes of the Outside Sales Talk here!

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

Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – Outside Sales Talk with Chris Voss

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Summary:

Chris Voss is the CEO of the Black Swan Group, a firm that works with companies and individuals to take their negotiation skills to the next level. He is a 24-year veteran of the FBI, and he retired as the lead international kidnapping negotiator. Chris is also the author of the national best-seller: “Never Split The Difference: Negotiating As If Your Life Depended On It,” which was named one of the seven best books on negotiation. In this episode, Chris explains how to apply high-stake negotiation techniques to never lose a sale.

Here are some of the topics covered in this episode:

  • How to get your prospects to talk and reveal what they’re holding back
  • The secret behind encouraging your prospects to show off
  • The power of getting your prospect to say NO
  • Triggering the right questions to get true information

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

About the Guest: 

Chris was trained in the art of negotiation not only by the FBI but also by Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Chris has lectured on negotiation at top business schools and universities across the US and has been seen on ABC, CBS, CNN, Fox News, and Forbes.

Website: https://blackswanltd.com/

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

Subscribe to weekly newsletter: Text ‘fbiempathy’ to 22828 and reply with your email

Youtube: Listen to more episodes of the Outside Sales Talk here!

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

Top Sales Engagement Tactics for Outside Salespeople – Outside Sales Talk with Max Altschuler

Max-Altschuler

Summary: 

Max Altschuler is the founder and CEO of Sales Hacker, a global digital media company for Sales professionals. He is also the Vice President of Marketing at Outreach, the leading Enterprise Sales Engagement platform. Max is the author of “Hacking Sales” and “Career Hacking for Millenials”. In this episode, he explains how salespeople can build engagement with a prospect to ‘be on the same team’.

Here are some of the topics covered in this episode:

  • How sales is becoming a science and how to take advantage of that 
  • What salespeople can do to optimize their field prospecting
  • How to measure the quality of the relationship with a prospect or customer
  • Tips for salespeoples to increase efficiency in the field

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

About the Guest: 

Max is an entrepreneur and salesman. With his interest in sales, psychology and technology, he is helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. Besides his managing roles at Outreach.io and Saleshacker, he is also the author of the bestselling book “Hacking Sales”. Max was also named one of LinkedIn Top Voices of 2018 for Sales.

Website: https://www.outreach.io

Educational resources: https://www.saleshacker.com/

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

Copy of his bestselling sales book:  https://salesengagement.com/

Youtube: Listen to more episodes of the Outside Sales Talk here!

https://www.outsidesalestalk.com/

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

Shift Selling: Turn Your Prospects into Customers – Outside Sales Talk with Craig Elias

Craig Elias is the creator of Trigger Event Selling™ and Chief Catalyst of SHiFT Selling, Inc. He is #1 in Canada and # 15 Globally on LinkedIn’s List of Top 50 B2B Sales Experts. He is also the author of the book “Shift!: Harness the Trigger Events That Turn Prospects into Customers”. In this episode, Craig explains how to be ‘first in” with decision-makers who are thinking of changing vendors to close all of your deals.

Here are some of the topics covered in this episode:

  • Leveraging sales opportunities through Shift Selling 
  • What are trigger events and how to take advantage of timing
  • How to make your solution the perfect fit with relationship building 
  • Tips to improve your credibility and reduce each customer’s risk

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

About the Guest:

Craig is an Entrepreneur in Residence at Bow Valley College and Advisory Board Member at SXSW and Nudge.ai. He is also the 15th on the Forbes list of the most social salespeople on the planet. For almost 20 years, Craig used Trigger Event strategies to become a top sales performer at every company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. He received a bachelor of arts in Business and Computer Science at the University of Western Ontario and an MBA in Technology Commercialization & New Venture Creation at The University of Calgary.

Website: shiftselling.com

LinkedIn: www.linkedin.com/in/craigelias

YouTube: https://buff.ly/32sLlTj

Free copy of his award-winning sales book: https://shiftselling.com/book/friends/

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