Closing

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!

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

 

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.

How to Overcome Price Objections – Outside Sales Talk with Steve Benson

In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question – what’s the best way to handle and overcome price objections in sales?

You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?

Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.

Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”

Here are some of the topics covered in this episode:

  • Identifying the 4 types of price objections
  • How to address and overcome different types of price objections
  • Giving discounts vs. making ‘price adjustments’

 

Steve is the host of the Outside Sales 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 selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.

Website: www.badgermapping.comLinkedin: www.linkedin.com/in/stevenbensonTwitter: @SteveBenson and @BadgerMapsFacebook: www.facebook.com/badgermapsYouTube: www.youtube.com/user/BadgerMapping

You can listen to more episodes here: https://www.badgermapping.com/podcast

Top Questions You Should Ask Every Prospect – Outside Sales Talk with John Barrows

John Barrows is a world-class sales trainer and owner of JBarrows LLC, where he’s providing customized sales training and consulting services for clients like Salesforce.com, Box, LinkedIn, and many others. John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, HBR & Fortune.

John is driving results with proven techniques and reinforcement tools that impact adoption and behavior change. He represents the MJHoffman & Associated (aka Basho) training techniques while layering on additional training, tools and resources as client’s needs evolve, working with a new online portal with video training.

JBarrows Sales Training offers individual and group online training, as well as in-person and remote training for corporate clients. JBarrows Sales Training was founded by John Barrows as a response to the incredibly limited amount of formal academic sales training that exists for this number one global profession. Through years of experience, he created his own sales training programs called ‘Filling the Funnel and Driving to Close’. The company offers sales trainings in-person and online and his website features a regularly updated blog where you can stay current on sales techniques and trends.

Here are some of the topics covered in this episode:

  • Top Questions You Should Ask Prospects
  • The Best Sales Books
  • How to Layer Questions During Your Sales Conversation
  • The Clarification Technique
  • Body Language in Sales
  • The Importance of Prospecting

 

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: John has experience with Black & Decker, Xerox, Thrive Network, Basho Technologies, The Jack Welch Management Institute, Kensei Partners, and now JBarrows. With experience in all of these different fields, he has the knowledge of a world-class trainer. John believes that although sales is the #1 profession in the world, there is not adequate teaching available. His ‘12 Guiding Principles to Sales Success’ outline exactly how to thrive in a sales career and can be a resource for anyone wishing to become more educated in sales.

John’s extensive knowledge has been formed from holding every position in sales including inside, outside/field, channel, executive management and ownership. He helps sales professionals in companies like Google, Salesforce, Okta, Box, and LinkedIn learn new tips and tricks to become more successful in their sales positions. He is still active in sales and has learned what works and doesn’t work when closing.

John’s main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work. He encourages engagement with the customer to boost revenue and show the customer that you care. In his opinion, success comes from those who are able to transfer their enthusiasm to their customer.

Website: https://jbarrows.com/

Linkedin: https://www.linkedin.com/company/jbarrows-sales-training

Snapchat: johnmbarrows

Twitter: @JohnMBarrows

YouTube: https://www.youtube.com/jbarrowssalestraining

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

FB Group ’Make It Happen’: https://www.facebook.com/groups/jbarrows/

Listen to other episodes of ‘Outside Sales Talk’ here!