Pitching

Secrets to Standing out and Selling on LinkedIn – Outside Sales Talk with Viveka von Rosen

Viveka von Rosen, internationally known as the “LinkedIn Expert,” works with B2B companies and executives helping them achieve business success through the use of LinkedIn. She is also the co-founder of Vengreso, a platform that delivers digital sales transformation for increased revenue results. Viveka has been listed as a Top Social Media Influencer in Forbes for the past four years, and is author of “LinkedIn Marketing: An Hour a Day” for Wiley and “LinkedIn: 101 Ways to Rock Your Personal Brand.” In this episode, Viveka explains how you can use LinkedIn to amplify your brand as a salesperson.

Here are some of the topics covered in this episode:

  • How to prospect effectively from home
  • Which hidden LinkedIn features you should be using
  • The common mistakes you should avoid
  • How to make your profile stand out from the crowd
  • Viveka’s 2-step referral method

About the Guest:

Viveka von Rosen is co-founder and CVO (Chief Visibility Officer) of Vengreso. She is a contributor to LinkedIn’s official Sales and Marketing blogs, and their “Sophisticated Marketer’s” Guide. She is also a contributor to publications such as Fast Company, Forbes, Money, Entrepreneur, and The Social Media Examiner to name a few. Viveka uses the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training. Through her training, she has provided over 100,000 people with the tools and strategies they need to succeed on LinkedIn.

LinkedIn – https://www.linkedin.com/in/linkedinexpert

Twitter – https://twitter.com/LinkedInExpert

Email – Viveka@vengreso.com

Website – https://vengreso.com/

Course: http://moresalescalls.com/

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

Collaborative Selling – Working with Buyers to Sell your Best – Outside Sales Talk with Tim Sullivan

Tim has over 30 years of experience in increasing sales organizations’ performance. He has developed processes to refine the buyer-seller relationship and maximize the chances of selling. In this episode, Tim delivers some of his top tips to understand and suit present-day buyer needs.

Here are some of the topics covered in this episode:

  • How buying behavior is changing
  • What is expected of the modern seller
  • The need for salespeople to create their own brand to succeed
  • Why the “one strategy fits all” selling strategy is overrated

About the Guest:

Tim Sullivan is Corporate Vice President of Business Development at Sales Performance International.  He authored several books on sales practices, including “The Collaborative Sale” and “The Solution Selling Fieldbook”. Tim has over three decades of experience working to improve the performance of sales organizations.

The Collaborative Sale – https://www.amazon.com/Collaborative-Sale-Solution-Selling-Driven/dp/1118872428

www.spisales.com – blog & white papers

tsullivan@spisales.com

704-227-6500

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

Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them – Outside Sales Talk with Tim Wackel

Tim Wackel is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win, and keep customers for life. Tim is an expert B2B sales trainer, keynote speaker and executive presentation coach. He combines more than 25 years of successful sales leadership with specific client research. In this episode, Tim shares his first-hand tips on how to develop and deliver winning presentations.

Here are some of the topics covered in this episode:

  • How to target your presentations and engage your audience
  • Catching your listeners’ attention from the start  
  • The secret for a memorable presentation
  • Getting your audience to move forward to close the deal
  • Tips to create a visually compelling presentation

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

About the Guest: Tim Wackel’s success as a speaker and trainer is built upon a lifetime of accomplishments and experiences that include – being recognized as the number one producer in a 10,000 person sales organization, helping lead a Silicon Valley startup through a successful IPO, and directing a 50 million dollar sales organization for a Fortune 500 Company. His list of clients includes organizations like Allstate, Cisco, Dow Chemical, Toshiba, Philips Healthcare, Hewlett Packard, Wells Fargo as well as many professional and trade associations.

Website: https://timwackel.com/

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

Phone number: +1 214-369-7722

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

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!

Key Steps for Successful Discovery Calls – Outside Sales Talk with Victor Adefuye

Victor Adefuye is the founder and CEO of Dana Consulting, a firm that functions as an outsourced VP of Sales for SMBs and startups. As a sales coach with over 10 years of experience, Victor has helped many companies build a repeatable and scalable sales process and trained their sales teams to close more deals with best practices. Listen in and learn what specific questions you should ask your prospects to make more successful discovery calls and close deals faster!

Here are some of the topics covered in this episode:

  • How to prepare for a discovery call
  • Discovery over phone vs. face-to-face
  • The 3 types of questions you need to ask
  • Tips & tricks to get the answers you need from the prospect
  • How to close out the call strong
  • Why sales scripts are critical to your sales team’s success and what elements they should entail

 

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

About the Guest: As the founder and CEO of Dana Consulting, Victor Adefuye helps entrepreneurs and their sales teams to employ best practices as they pursue clients – avoiding the emotional roller coaster of chasing deals that either take too long to close or never close at all.

Victor is particularly skilled at identifying sales and partnership opportunities, effective communication of technical ideas (through writing and public speaking), relationship building and navigating complex individual and B2B sales from needs development to close.

He also acts as a management consultant offering guidance on B2B sales to Fortune 500 clients as they bring innovative products and services to market. Victor is a graduate of Duke University and the George Washington University Law School, where he first honed his presentation and persuasion skills.

Website: http://www.dana-consulting.com

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

Twitter: @dana_growth

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

The Perfect Pitch: Storytelling in Sales – Outside Sales Talk with Dominick Cappuccilli

Dominick Cappuccilli is the founder and CEO of The Clean Sell consulting firm which has helped hundreds of executives tell a better sales story and build their sales efforts from the ground up. Dom demystifies what really goes into a successful sales pitch and shares how he closed every deal for 2 years in his previous sales job. Learn his 4 step strategy to craft your sales story and deliver the perfect pitch!

Here are some of the topics covered in this episode:

  • The power of storytelling in sales
  • How to craft your sales story
  • 4 steps to deliver the perfect pitch
  • Questions to ask to find out the prospect’s pain points

 

Storytelling is one of many skills that salespeople must master to be successful. Learn more essential sales skills here that will make you stand out and become more confident in your job!

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

About the Guest: Dom Cappuccilli is the founder and CEO of The Clean Sell, a sales consulting firm focused on helping small businesses develop a structured and scalable sales strategy with a customized sales playbook.

Dom combines the power of a trained storyteller with the real world experience of an elite salesperson. In fact, he became an elite salesperson because he was a trained storyteller.

After 10 years as a reporter, author and screenwriter, Dom found his calling when he rewrote the sales story of a fast-growing healthcare company and doubled their revenue in six months. From there, he quickly rose to be a sales leader at unicorn startup ZocDoc – currently valued at $1.8B – before he went to Arches Technology and created and sold an entirely new healthcare technology product to health systems.

During his career, Dom was amazed that almost all of the companies he saw were succeeding in spite of their sales story and strategy, not because of it. In 2016, he decided it was time to change that and The Clean Sell has been helping startups and small businesses ever since.

Website: http://www.thecleansell.com

LinkedIn: https://www.linkedin.com/in/dom-cappuccilli-0604853a

Twitter: @TheCleanSell

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

Get Dom’s book recommendations:

Story by Robert McKee

The Challenger Customer

Save The Cat! by Blake Snyder

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