Prospecting

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!

Why Salespeople Should STOP Prospecting – Outside Sales Talk with Aaron Ross

Aaron Ross is the author of the award-winning, bestselling book Predictable Revenue. He has been teaching companies how to double or triple (and more) new sales since he helped Salesforce add an extra $100M+. In this episode, Aaron shares his breakthrough selling methods, key takeaways from his book and why salespeople should stop prospecting!

Here are some of the topics covered in this episode:

  • How to specialize your sales team and create predictable revenue
  • Sales metrics you need to track
  • How to effectively use the referral technique
  • How to structure your lead generation and closing funnel
  • Aaron’s 3-step lead generation strategy
  • The ‘Layer of the Onion’ principle

 

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

About the Guest: Aaron Ross is the Co-CEO at Predictable Revenue Inc., the “Outbound Success Company”. He is helping businesses build an outbound prospecting program that creates sales growth and scalable revenue.

Before starting his company, he worked at Salesforce where he built a new tele-prospecting inside sales team and process (Cold Calling 2.0) from scratch that sourced $100m in recurring revenue for the company. Now he’s turned his attention to building the software platform that will power the next wave of Cold Calling 2.0 teams.

Aaron is the author of the bestselling books “From Impossible to Inevitable” and “Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com”.

As a highly ranked international speaker, Aaron speaks at conferences, Sales Kickoffs and Private Equity events, known for combining ‘big picture’ breakthrough and inspirational ideas with giving audiences hyper-tactical actions to take with them after. His speaking topics include scalable sales teams, creating predictable revenue, growth and innovation.

Website: https://predictablerevenue.com

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

Twitter: @motoceo

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

How to Get More Qualified Sales Meetings – Outside Sales Talk with Tito Bohrt

Tito Bohrt is the founder and CEO of AltiSales, a global sales consultancy that provides services and solutions in technology, sales operations and development. As a sales trainer, Tito has helped many sales executives build world class sales teams, increase response rates and set more meetings. This episode is loaded with thought-provoking and actionable advice! Tito shares real life examples of how to make a great cold call, leave a voicemail that gets the prospects attention and more! Listen in and learn how to approach prospecting in a new and more efficient way and set more qualified meetings!

Here are some of the topics covered in this episode:

  • Quick prospecting hack to set yourself up for success
  • The most efficient way to get qualified leads
  • How to leave successful voicemails – example from Tito
  • How to make a cold call – role play with Tito and Steve
  • How to follow up after meetings – concrete email example

 

If you want more in-depth tips on how to follow up after a sales meeting, check out Steve’s training video here. He shares when and how you need to follow up with prospects and other helpful tricks that will help you close deals faster!

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

About the Guest:  As the CEO of AltiSales, Tito Bohrt works with CEOs, VPs of Sales & Marketing who want to increase cold outreach response rates and ultimately set more qualified meetings. With employees in 4 cities in the US and 3 other countries, AltiSales drives innovation to improve the way Sales Development is executed. Tito is also a keynote speaker, has given a TED Talk and is a passionate B2B SaaS Angel Investor.

Website: http://altisales.com

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

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

High-Profit Prospecting Strategies – Outside Sales Talk with Mark Hunter

Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of the best-selling book “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results”. With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals. In this episode, Mark uncovers the biggest prospecting myths and shares his powerful tactics that will help you get the best leads and drive revenue.

Here are some of the topics covered in this episode:

  • High-profit prospecting strategies: insights from Mark’s best-selling book
  • Writing cold emails that get your prospect’s attention
  • Prospecting myths and pitfalls
  • Prospecting role play with Mark and Steve
  • The best trick to actually start prospecting

 

To make the most out of your time with prospects, it’s important to communicate the value of your product and map your solution to their needs. Learn how to deliver the perfect sales pitch and close more deals!

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

About the Guest: Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of the two best-selling books “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.”

Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, Mark has conducted thousands of training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations.

He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation that requires strict criteria and is given to a small percentage of NSA speakers.

Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. Mark has held sales management roles in teams ranging in size from 20 to 900 members. This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales, prospecting, negotiating, pricing, communication and leadership. Clients appreciate his specific strategies that yield measurable outcomes.

Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.

Website: https://thesaleshunter.com/

Linkedin: https://www.linkedin.com/in/markhunter/

Twitter: @TheSalesHunter

Facebook: http://www.facebook.com/TheSalesHunter

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