Career Growth

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

October 24, 2018 sonia Career Growth, Objections, Sales Management 0 Comments

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

September 12, 2018 sonia Career Growth 0 Comments

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!

3 Things Sellers Must Master to Consistently Close More Deals – Outside Sales Talk with Donald Kelly

September 5, 2018 sonia Career Growth, Closing 0 Comments

Donald Kelly is a sales trainer, award-winning speaker and host of “The Sales Evangelist” podcast. During his successful sales career, he has learned from the top sales leaders and is now sharing his expertise conducting workshops, keynote presentations and sales training for sales teams and executives. Donald believes that the key to success in sales is to master the fundamentals and keep it simple. In this episode, he shares 3 crucial sales skills and techniques and how you can master them to consistently close more deals.

Here are some of the topics covered in this episode:

  • 3 simple things you need to master to close more deals
  • How to learn and apply those 3 key skills in outside sales
  •  Dealing with rejection
  • Managing sales stress effectively
  • How to focus your schedule

 

Whether you’re a sales rep or manager, it’s important to keep learning and constantly optimize your sales processes. Check out these 10 ways that will help you sell more in less time and increase your sales productivity!

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

About the Guest: Donald Kelly is the Founder and Chief Sales Evangelist of “The Sales Evangelist”, a sales consulting firm that helps small to mid-size organizations drive sales and business growth. With his unparalleled ability to simplify complex sales and marketing concepts, Donald has motivated the way organizations sell all over the world.

His sales mentoring has allowed people to overcome their sales obstacles and reach their goals. “The Sales Evangelist” that has been recognized by multiple news outlets like Huffington Post, Entrepreneur Magazine, and Yahoo Finance.

Donald’s well-known podcast “The Sales Evangelist” is heard in over 155 countries and aims at educating and motivating salespeople. He interviews some of the best sales, business and marketing experts who provide invaluable training of how you can take your career, business and income to a top producer’s status.

Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan and Marc Maron. His mission is to evangelize the method of effective selling and motivate sellers of all levels DO BIG THINGS!

Website: https://thesalesevangelist.com

Exclusive content: https://thesalesevangelist.com/badgermaps

Linkedin: https://www.linkedin.com/in/donald-c-kelly

Twitter: @DonaldCKelly

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

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

How To Motivate Yourself in Sales – Outside Sales Talk with Everold Reid

August 29, 2018 sonia Career Growth 0 Comments

Everold Reid is a sales coach, speaker and the author of ‘The Reid Method – A Blueprint for Achieving Sales Mastery’. With over 28 years of sales experience, he shares his best tips and tricks about how you can motivate yourself in Field Sales and exceed your goals!

Here are some of the topics covered in this episode:

  • A 3-step daily ritual that helps you get motivated
  •  Goal setting strategies
  •  How to stop procrastinating
  • The 5-second-rule
  • Tips for successfully motivating your sales team

    Learn more strategies and tactics about developing sustainable motivation and get out of your comfort zone!

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

    About the Guest: From his earliest year in the retail car industry, Everold Reid has been a keen student of selling, eager to learn new strategies and techniques, to build his knowledge base and, more importantly, to expand his customer base.

    His sales mastery has led to top sales ranking at the dealerships where he has worked, as well as many awards for his performance. Along the way, Everold adopted the Kaizen philosophy of continuous improvement that remains central to his present-day sales, advertising and marketing efforts.

    Throughout his career in automotive sales, Everold developed a sales and marketing blueprint that has allowed him to perform at the highest level, year after year. This blueprint is outlined in Everold’s book, entitled ‘The Reid Method A Blueprint for Achieving Sales Mastery’.

    In addition to sales strategies and techniques, Everold draws on many years of marketing success in the retail automotive and advertising industry. He has initiated marketing partnerships and worked with celebrities and local non-profit groups. His advice and insights on automotive selling, advertising and marketing are sought after by some of the world’s top automotive brands including Toyota and Lexus.

    Everold is also the host of “The Reid Method Insider Podcast”, where he’s been interviewing successful leaders such as Les Brown, Tom Hopkins and Kevin Eickenberry about Sales Mastery, Business Development, Personal Development and technology.

    Website: https://www.thereidmethod.com

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

    Twitter: @TheReidMethod

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

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

    High-Profit Prospecting Strategies – Outside Sales Talk with Mark Hunter

    August 22, 2018 sonia Career Growth, Objections, Prospecting, Sales Hacks 0 Comments

    Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of the best-selling book “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results”. With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals. In this episode, Mark uncovers the biggest prospecting myths and shares his powerful tactics that will help you get the best leads and drive revenue.

    Here are some of the topics covered in this episode:

    • High-profit prospecting strategies: insights from Mark’s best-selling book
    • Writing cold emails that get your prospect’s attention
    • Prospecting myths and pitfalls
    • Prospecting role play with Mark and Steve
    • The best trick to actually start prospecting

     

    To make the most out of your time with prospects, it’s important to communicate the value of your product and map your solution to their needs. Learn how to deliver the perfect sales pitch and close more deals!

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

    About the Guest: Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of the two best-selling books “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.”

    Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, Mark has conducted thousands of training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations.

    He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation that requires strict criteria and is given to a small percentage of NSA speakers.

    Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. Mark has held sales management roles in teams ranging in size from 20 to 900 members. This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales, prospecting, negotiating, pricing, communication and leadership. Clients appreciate his specific strategies that yield measurable outcomes.

    Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.

    Website: https://thesaleshunter.com/

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

    Twitter: @TheSalesHunter

    Facebook: http://www.facebook.com/TheSalesHunter

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

    Best Ways to Deal with Competition in Sales – Outside Sales Talk with Anthony Iannarino

    August 1, 2018 sonia Career Growth, Closing, Objections, Popular, Sales Hacks 0 Comments

     

    Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.

    Here are some of the topics covered in this episode:

    • Why competition is important in sales
    • Key skills that will set you apart from the competition
    • The mindset you need to outsell your competitors
    • A secret productivity hack and best books to read for salespeople
    • Sales trends and how to stay competitive in the future

     

    Learn how you can differentiate yourself and outsell your competition with this killer territory plan!

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

    About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

    In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

    Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

    Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.

    Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!

    Sales Blog: http://www.thesalesblog.com/

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

    Twitter: @iannarino

    Check out more episodes here.