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How to Master your Sales Presentations – Outside Sales Talk with Victor Antonio

Ep-31-with-Victor-Antonio

Victor Antonio is an author of 13 books on sales and motivation and recently launched the Sales Mastery Academy learning platform with 300+ videos. He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank),  Rudy Giuliani, Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). In this episode, Victor shares tactics for sales presentations that actually close.

Here are some of the topics covered in this episode:

  • Understand the entire sales presentation process
  • How to get in front of any objection
  • The Hero Story & how to gain the confidence of your prospect
  • Why salespeople are value merchants
  • Close from the start

 

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

About the Guest: Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420Million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.

Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation.  He recently published his new book, “Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling”.

Youtube: https://www.youtube.com/user/salesinfluence/featured

Website: Victorantonio.com – Sales Mastery Academy

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

The Art of the Slow – Outside Sales Talk with Brandon Bruce

Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Brandon has grown Cirrus as a lightly-funded distributed company with scrappy tactics in the same industry as billion-dollar software companies and competitors with tens of millions in funding! From his sales experience at Cirrus, Brandon wrote the book The Slow Sale. In this episode, Brandon shares how salespeople can win sales with context rather than speed.

Here are some of the topics covered in this episode:

  • Time can also deliver and save deals
  • Learning about the “Quiet Period” to close more deals
  • How to best document your sales process
  • Understanding when to be patient and when to move on

 

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

About the Guest: Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Since launching in 2011, it’s been a roller coaster of success and setbacks, and Brandon’s philosophy for operating Cirrus is similar to his love of competing in 500+ mile ultra-endurance races – you aren’t going to win at the start or in a sprint at the end. Success is a war of consistency and persistence, and he has always enjoyed that.

Today, Cirrus is in the middle of their biggest challenge yet – pivoting for the first time in seven years after losing their primary marketing channel as the #1app on the Salesforce AppExchange.

Email: brandon@cirrusinsight.com

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

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

How to Master Sales Follow-Ups – Outside Sales Talk with Steve Benson

Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!

Here are some of the topics covered in this episode:

  • What to say in a follow-up via email vs. over the phone
  • The best times to follow-up
  • Steve’s 3 follow-up tricks
  • Follow-up do’s and don’ts

 

For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!

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!

Tactics that Win The Complex Sale – Outside Sales Talk with Alice Heiman

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients’ business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!

Here are some of the topics covered in this episode:

  • The 8 elements of the complex B2B sale
  • Tactics to conquer the complex sale – from prospecting to closing
  • How to deal with multiple decision makers and gatekeepers
  • Ways to shorten the sales cycle for complex sales
  • How you need to position yourself to close the deal

 

Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!

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

About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies.

‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.

Website: http://aliceheiman.com

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

Twitter: @aliceheiman

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

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!

Actionable Ways to Use Linkedin for B2B Sales – Outside Sales Talk with Kurt Shaver

Kurt Shaver is a LinkedIn Trainer and Keynote speaker, helping B2B inside and outside sales teams win more business with digital sales techniques. If you want to grow your professional network of customers, prospects and partners, connect with more decision makers through introductions and referrals, and increase your visibility and value online, Kurt is the guy!

Kurt carried a bag as a sales rep, led teams as VP of Sales and is now helping sales teams increase revenue through adopting the right sales tools and strategies. On this episode, he is sharing his in-depth knowledge and actionable tips about the most important social selling tool LinkedIn, and how you can use it to become more successful in outside sales.

Here are some of the topics covered in this episode:

  • Why LinkedIn is crucial for Field Salespeople
  • How to use LinkedIn to grow your network and build relationships
  • 3 tips to make initial contact with a prospect on LinkedIn
  • How to make a powerful LinkedIn profile that stands out and attracts your buyers
  • What NOT to do on LinkedIn

 

Learn more about how to generate more leads with LinkedIn!

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

About the Guest: Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso, a digital sales transformation company focusing on sales and marketing alignment. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications.

Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

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

Twitter: @KurtShaver

Website: https://vengreso.com/

Listen to more episodes of the Outside Sales Talk here!