Career Growth

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 Break out of a Sales Slump – Outside Sales Talk with Chris Spurvey

Chris-Spurvey

Chris Spurvey is an entrepreneur, consultant and keynote speaker. He hosts the “It’s Time To Sell” podcast, which profiles entrepreneurs who have learned to sell their offering in a way that feels good for them and delivers results. He is also the author of the bestselling business book “It’s Time to Sell: Cultivating the Sales Mind-Set”. In this episode, Chris explains how salespeople can work on themselves and strive towards change to get back to success.

Here are some of the topics covered in this episode:

  • Taking action to prevent falling into a sales slump
  • How to achieve your goals by focusing on a vision
  • Getting back into a good mindset when in a sales slump
  • How sales managers can put a low-performing team back on track

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

About the Guest:

As a consultant, speaker & coach, Chris Spurvey is focused on helping sales leaders and executive teams establish, refine and execute sales strategies and processes that get results. He is not only the author of  the bestselling book “It’s Time to Sell: Cultivating the Sales Mind-Set”, but has also published his work on major platforms such as Forbes, LinkedIn and Inc.  With his clients, he shares step-by-step strategies to close deals.

Website: chrisspurvey.com – Reach out to have a conversation around growing a sales culture!

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

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

How to Get Started in Sales – Outside Sales Talk with Bob Etherington

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Bob Etherington has been developing his reputation for sales success since the 1970’s in a career that has spanned many key global markets and several recessions. He now leads strategic sales programs for all levels of the selling profession. He is also the author of “Selling Skills for Complete Amateurs”. In this episode, Bob explains how to make your next sales pitch so compelling that your prospects want to pay you for your time.

Here are some of the topics covered in this episode:

  • Why you should start in your sales career in a company with a great training system
  • How to get your prospects to talk themselves into a sale
  • The importance of listening skills in sales
  • The benefits of asking your prospects powerful questions
  • Tips to create value and avoid becoming a talking brochure

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

About the Guest: During his career, Bob has sold products and services from Houston to Tokyo and from Norway to Johannesburg. He was a Main Board Director of Reuters Transactions Services Ltd and since 2001 has run his own training company. He was recently guest of honor and keynote speaker at the annual UK conference of the Society of Sales Innovation. Bob is also the author of several best selling books, like “Cold Calling for Chickens”, “Presentation Skills for Quivering Wrecks”, “Negotiating Skills for Virgins” and “Selling Skills for Complete Amateurs”.

Website: https://www.bobetheringtongroup.com

Book Resources: https://buff.ly/2vz1ebK

E-mail: bob@bobetherington.com

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

How I Left My Sales Career to Start Badger Maps

In this episode, host Steve Benson is being interviewed by the producer of the show, Anna Bolender, about how he started his outside sales career, why he left Google to start Badger Maps and the most important lessons he learned along the way. Steve shares valuable advice from his successful field sales career and talks about his entrepreneurial journey!

Here are some of the topics covered in this episode:

  • Sales lessons from working at IBM, Autonomy and Google
  • Steve’s experience as sales manager at Google
  • Hardware vs. software sales industry
  • How to decide if you should take the leap and start a business
  • Bootstrapping or raising VC money?

 

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

About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

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

Twitter: @SteveBenson, @BadgerMaps

Facebook: https://www.facebook.com/badgermaps

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

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

How Emotional Intelligence Affects Your Sales – Outside Sales Talk with Colleen Stanley

Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!

Here are some of the topics covered in this episode:

  • How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
  • Daily exercises to improve specific EI skills such as emotional self-awareness
  • How to emotionally connect with prospect and create bigger conversations
  • How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions

 

Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!

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

About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a ‘bag carrying’ rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.

Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.

Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.

Website: http://www.salesleadershipdevelopment.com

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

Twitter: @EiSelling

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

How to Achieve Peak Performance in Sales – Outside Sales Talk with Gerhard Gschwandtner

Gerhard Gschwandtner is the Founder and CEO of ‘Selling Power Magazine’, the world’s leading sales management magazine. He is well known for his ‘Peak Performance Mindset’ workshop, which is designed to help salespeople achieve their highest level of performance and reach their goals. Gerhard shares valuable insights and exercises that will help you overcome any challenges, grow professionally and personally and ultimately be more successful.

Here are some of the topics covered in this episode:

  • Actionable tips and exercises to develop a winning mindset
  • The importance of self-encouragement in sales
  • What holds you back from reaching peak performance
  • A simple meditation exercise
  • How to make the most out of a sales conference: Dos and Don’ts

 

Having a morning routine that helps you be more productive, focus on what’s important and set your goals is crucial to reach peak performance. Try this simple routine made especially for outside salespeople and start your day right!

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

About the Guest: Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.

Special offers for Outside Sales Talk listeners:

Get 12 months of Selling Power magazine for FREE (save $29)! Go to www.SellingPower.com, click on magazine and use the special code badger18

Workshop: www.MindsetScience.com – Test the online mindset program for one month for free!

Sales conference: www.Sales30conf.com/Vegas2018 – Attend at 50% off using code ggvip50

LinkedIn: www.linkedin.com/in/gerhard20/

Twitter: @gerhard20

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