Craig Elias is the creator of Trigger Event Selling™ and Chief Catalyst of SHiFT Selling, Inc. He is #1 in Canada and # 15 Globally on LinkedIn’s List of Top 50 B2B Sales Experts. He is also the author of the book “Shift!: Harness the Trigger Events That Turn Prospects into Customers”. In this episode, Craig explains how to be ‘first in” with decision-makers who are thinking of changing vendors to close all of your deals.

Here are some of the topics covered in this episode:

• Leveraging sales opportunities through Shift Selling 
• What are trigger events and how to take advantage of timing
• How to make your solution the perfect fit with relationship building 
• Tips to improve your credibility and reduce each customer’s risk

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

About the Guest:

Craig is an Entrepreneur in Residence at Bow Valley College and Advisory Board Member at SXSW and Nudge.ai. He is also the 15th on the Forbes list of the most social salespeople on the planet. For almost 20 years, Craig used Trigger Event strategies to become a top sales performer at every company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. He received a bachelor of arts in Business and Computer Science at the University of Western Ontario and an MBA in Technology Commercialization & New Venture Creation at The University of Calgary.

Website: shiftselling.com

LinkedIn: www.linkedin.com/in/craigelias

YouTube: https://buff.ly/32sLlTj

Free copy of his award-winning sales book: https://shiftselling.com/book/friends/

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

Hilmon Sorey and Cory Bray are the founders of ClozeLoop, a sales management consulting & training firm based in San Francisco. ClozeLoop shows executives how to apply frameworks which are rocket fuel for revenue growth. They have worked with thousands of salespeople and hundreds of companies worldwide to improve performance, process, and profitability. They have also written 4 best-selling books. In this episode, they reveal how to achieve long-term success in your sales team by using tactical frameworks that drive repeatable results.

Here are some of the topics covered in this episode:

• How to replicate top sales practices across your team
• The best time and way to ask for referrals
• Sales fundamental tips to move a deal towards the close
• How to keep momentum between meetings
• Scaling your team with a sales process methodology

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

Where to find the Guests:

Company’s Website: https://www.clozeloop.com/

Cory’s LinkedIn: https://www.linkedin.com/in/buy-triangleselling/

Hilmon’s LinkedIn: https://www.linkedin.com/in/hilmonsorey/

Their books on Amazon: https://buff.ly/2EFWFBz

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

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!