Jon Ferrara is the Founder and CEO of Nimble, an industry leading CRM with contact management solutions for teams and individuals for social selling.

Prior to Nimble, Jon co-founded GoldMine Software Corporation, an early pioneer in SFA and CRM software tools which was later acquired in 1999. During those years, Ferrara continued to watch the CRM market and saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved, leading him to create Nimble.

In this episode, Jon discusses the importance of being passionate about what you’re selling and to take time to understand your prospect and their needs before you meet with them.

Here are some of the topics covered in this episode:

• Finding a job that aligns with your passions
• Use the five Fs to connect with prospects
• Share your knowledge on how you can help your prospect be better, smarter, and faster
• Utilize CRM to keep track of important customer information

More from the Guest:

Website: https://www.nimble.com/

Email: jon@nimble.com

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

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Lynn Whitbeck is a sales trainer, strategic sales consultant, and international speaker. She specializes in sales planning and reviving stagnant sales. Lynn is also the founder and CEO of Petite2Queen and Future Forward Sales.

In this episode, Lynn discusses how to keep customer relationships healthy and repair them when things go wrong.

Here are some of the topics covered in this episode:

• How to have an ideal client relationship
• Ways to make sure your clients are the best fit
• Understanding your client’s “why”
• Mending the relationship after something goes wrong

About the Guest:

Building on her 30 year successes and experiences as Vice President of Business Development and COO of direct consumer technology start-ups, Lynn transitioned to executive consulting providing strategic expertise for the development and management of client programs. With this real-world background, Lynn brings marketing, sales, business development, and operations management cross-sector experience to Petite2Queen.

More from the Guest:

FutureForwardSales.com

You can find: How to Answer Weird Questions with Strength and Grace

at – FutureForwardSales.com/Pickle

LinkedIn –  linkedin.com/in/LynnWhitbeck

petite2queen.com

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Richard Duggal is an international sales keynote speaker, sales coach, and sales trainer. He’s worked with agents across North America and Europe guiding them to success with his dynamic, proactive marketing approach to selling real estate.

In this episode, Richard discusses the different personality types of buyers and how to adapt your pitch to each personality.

Here are some of the topics covered in this episode:

• The different buyer personality types
• How to identify your prospects personality type
• Ways to engage with different types of buyers
• Building rapport through tone and body language

More from the Guest:

Richardduggal.com

Persuasionmaster.com

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Chris Smith is the co-founder of Curaytor, an Inc. 500 fastest growing SaaS business that builds marketing and sales tools. In less than five years, Chris used the blueprint in his book The Conversion Code to grow Curaytor to nearly $15 million in annual recurring revenue, without raising any venture capital. In this episode, Chris shares tips from his book – “The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales”.

Here are some of the topics covered in this episode:

• How to have the perfect 1st minute with a prospect
• Tips on using the “Digging Deeper Technique” to gain information
• Techniques to build trust while you pitch
• Ways to uncover objections that will help you close

More from the Guest:

Book – https://www.curaytor.com/conversion

Audio book – https://www.audible.com/pd/The-Conversion-Code-Audiobook/B01MZG5006

Search “Chris Smith Curaytor” to find Chris

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Scott Sambucci is the founder of SalesQualia, a company focused on improving sales performance. He’s also the host of the Startup Selling Podcast, and the author of the book Stop Hustling, Start Scaling: Ramp Up Your B2B Startup’s Repeatable Revenue with The Q Framework. In the last 20 years, Scott has built sales teams, sales processes, and products for three successful start-ups.

In this episode, Scott shares his secrets to scale sales success.

Here are some of the topics covered in this episode:

• Understanding you prospects’ problems
• Leveraging happy customers to improve your process
• Controlling the outcome of meetings
• Utilizing checkpoints to monitor your strategy

Website: Salesqualia.com

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

Download the ENTIRE Book here: https://salesqualia.com/book

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Tony Morris is a sales expert, author, trainer, and motivational keynote speaker who has helped over 29,000 sales professionals across 62 industries for the last 22 years. Tony has created a 3-step framework called A.S.K. Philosophy Principles to help salespeople attract the right prospects, convert them into customers, and keep those customers for life.

In this episode, Tony discusses the strategies as well as key traits any salesperson should have to effectively prospect.

Here are some of the topics covered in this episode:

• Building an effective prospecting mindset
• Providing value for both prospects and clients
• Asking for feedback from successful and unsuccessful prospects
• Leveraging what you know about your prospect

About the Guest:

Through his vast experiences, Tony has discovered the most common mistakes salespeople make as well as the key traits that the top 1% of sales professionals utilizes to sell more – more easily and more often. Tony helps people convert prospects into “raving fans” by focusing on their needs. Send him an email with the subject line ‘book’ to get a free copy of his e-book!

Website: tonymorrisinternational.com

LinkedIn: https://www.linkedin.com/in/tonymorrismd/?originalSubdomain=uk

Email: tony@tonymorrisinternational.com

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Jon Dwoskin is an author, public speaker, and sales coach who has mentored thousands of salespeople to step away from their comfort zones and become better leaders. He is the host of the Think Business podcast, which interviews thought leaders who think big, as well as the 7 Minutes Sales podcast, a bit-sized guide to jumping your sales career.

In this episode, Jon discusses how mentorship can be an effective tool to master your craft, grow your business, and stay relevant in the industry.

Here are some of the topics covered in this episode:

• Why having a mentor is so important not only for your career, but also for your personal life
• How to have a healthy pipeline through consistent prospecting
• Tips for achieving goals by breaking them down into small, bite-sized segments
• The importance of staying relevant in the cutthroat industry of sales

About the Guest:

Jon is a private coach for budding leaders in sales and business. As a master of reinvention, he has worked in marketing, real estate, operations, and more. He now specializes in shifting people’s mindsets and helping them grow their businesses through group coaching sessions and one-on-one private coaching. He believes that accountability, mindfulness, building consistent habits, and continuous prospecting are key to exploding your pipeline and closing more sales.

Website: jondwoskin.com

Phone: 2485357796

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Starting off his career in B2B sales in the 1980’s, Tibor Shanto has been in the industry for years now, having held almost every possible sales role at some point. Branded as a ‘brilliant sales tactician,’ he has worked with companies of various sizes, helping increase their growth and achieve revenue goals.

In this episode, Tibor emphasizes the importance of actively prospecting to maximize sales growth and attain all your goals.

Here are some topics covered in this episode:

• Focusing on customer motivation
• Leading prospect conversations
• Building trust through stories
• Finding solutions for pain points

About the Guest:

Tibor is currently the Chief Value Officer of Renbor Sales Solutions Inc, where he helps organizations carry out their strategies and achieve their sales goals efficiently. As the Director of Sales Bloggers Union, his article “How to Shorten your Sales Cycle” was voted #1 by readers of Top Ten Sales articles and his work has been published on many leading sales websites. Tibor is also the Advisory Board Member to Zero Emissions World where he helps battle climate change and strengthen our environment.

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

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Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade, she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Brynne is also the author of “The LinkedIn Sales Playbook, a Tactical Guide to Social Selling”.

In this episode, Brynne shares her proven LinkedIn selling tips to help you turn your connections into sales.

Here are some of the topics covered in this episode:

• How to optimize your LinkedIn profile for sales
• Actionable tips to start conversations with your connections
• Top techniques to leverage referrals on LinkedIn
• How to curate content to boost engagement

About the Guest:

As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers.

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

Follow #sslinsights on LinkedIn to get Brynne best social selling tips

Website: socialsaleslink.com

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Tom Abbott is the author of ‘The SOHO Solution’ and ‘Social Selling’, creator of the online sales training platform SOCO Academy, and speaker on sales optimization. Through his proven solutions, Tom helps sales leaders build high performing sales teams that exceed their targets. In this episode, Tom discusses the importance of social selling, and what, you need to be doing online to close more deals.

Here are some of the topics covered in this episode:

• Social media as a tool for salespeople
• How to find the best platform to reach your target audience
• How teams who use social media perform better
• Conducting your sales cycle on social media, from lead generation to closing

About the Guest:

Tom Abbott is an author, speaker on sales optimization, and social selling expert. Tom has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries throughout Asia-Pacific and is a pioneer of optimizing the sales processes of organizations worldwide. He is the author of “The SOHO Solution” and “Social Selling,” and is a contributor to Singapore Business Review, Singapore Marketer and The Singapore Straits Times.

Download Tom’s Book for Free: https://bit.ly/SOCOoutsidesales

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

Facebook: Join the SOCO Selling Facebook Group

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