Career Growth

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!

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!

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!