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Leveraging Storytelling to Close More Sales – Outside Sales Talk with Ed Bilat

Ed Bilat is a sales speaker, trainer, podcast host, and President of Beyond Consulting Canada, a global sales training and consulting company. Ed is also the author of, “Storytelling for Sales Playbook.” Throughout his career, Ed has helped organizations such as Microsoft, HP, and Walmart, improve their sales through storytelling.

In this episode, Ed discusses the power of using stories in your sales cycle.

Here are some of the topics covered in this episode:

  • The STAR-model for storytelling
  • How to stay flexible and move with your client
  • Getting decision makers to listen to you
  • Overcoming price objections through storytelling

About the Guest:

With over 23 years of experience, Ed has helped organizations such as Microsoft, HP, Walmart, TELUS, and TD Canada Trust, empower their sales teams to define and leverage their unique brand stories. Ed believes that through storytelling, salespeople can dictate not only the direction of the story, but also the path sales reps want their prospects to take. Ed is passionate about storytelling and he is author of the book, “Storytelling for Sales Playbook” and host of the podcast, “Storytelling for Sales.”

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

Website: https://storytellingsales.com/ – Get his book for free

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

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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!

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!

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!

Selling with Comedy – Using Humor to Seal the Deal – Outside Sales Talk with Jon Selig

Jon Selig has over 10 years of experience in sales. He now offers comedy writings for sales teams, training and workshops. In this episode, Jon digs on how humour can be used to overcome common difficulties encountered by salespeople.

Here are some of the topics covered in this episode:

  • How to use a good joke to capture your prospects’ attention
  • Why humour is one of the best way to break the ice
  • The best way to formulate a joke
  • Learn how to “roast your prospect’s pain”

About the Guest:

Website: http://jonselig.com/

LinkedIn: https://www.linkedin.com/in/jonselig/?originalSubdomain=ca

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!

Powerful Personal Branding the Boosts Sales – Outside Sales Talk with Elinor Stutz

Elinor is a best-selling author, motivational speaker, and Sales blogger. Her book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an international best-seller featured in TIME Magazine and on CBS news. In this episode, Elinor describes the importance of personal branding when it comes to your sales career.

Here are some of the topics covered in this episode:

  • What your personal brand is and how to develop it
  • How being “personably professional” can create more sales opportunities
  • The importance of treating everyone you meet with respect
  • How to stand out in a sales industry filled with bold personalities

About the Guest:

Elinor is a motivational speaker and sales trainer for Smoothsale.net, a website dedicated to teaching others how to achieve their own success through sales, entrepreneurial, and marketing communication skills combined. Elinor has written 3 books, including her most recent “HIRED!”, which explains the best practices for selling yourself in sales interviews.

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

Website: https://smoothsale.net/

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