Prospecting

The Compelling Proposal: Make the Customer Choose You – Outside Sales Talk with Steve Thompson

September 19, 2019 badger 0 Comments

Steve Thompson is the founder and managing partner at Value Lifecycle, a B2B deal training and consulting firm. Over the course of his career, he has helped close more than $15 billion in B2B deals in over 120 different industries. Steve is also the author of multiple books guiding salespeople through the “Value Lifecycle”. His latest book, “The Compelling Proposal”, focuses on how to deliver actual value to your prospects. In this episode, he explains how salespeople can close more deals by creating the perfect proposal.

Here are some of the topics covered in this episode:

* Why most proposals do not help the buyer make an informed decision

* What salespeople should focus on when writing a proposal

* Tips to build long-term relationships between buyers and sellers

* How to create a great proposal in 7 slides

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

About the guest:

Steve Thompson is a sales consultant, coach, and author. He holds an MBA degree from the Kellogg School of Management, has over 30 years of experience in Sales and has helped closed more than $15 billion in deals. As the CEO and founder of Value Lifecycle, Steve works with buying and selling programs around the globe. With his company, he helps organizations develop and present great value propositions to customers, and navigates them through negotiations.

Website: www.valuelifecycle.com

LinkedIn: www.linkedin.com/in/steve-thompson-61913b17/ – check out his articles

Email: steve@valuelifecycle.com – questions about sales, need help with deals

Youtube: Check out more episodes of the Outside Sales Talk here!

Crafting a Predictable Sales Pipeline – Outside Sales Talk with Jason Bay

September 11, 2019 badger 0 Comments

Jason Bay is the Co-founder of Blissful Prospecting, a company that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth. At Blissful Prospecting, he’s in charge of growing the company through marketing and sales efforts. His sales experience dates back to 2008, having worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. In this episode, Jason explains how to build a predictable pipeline from scratch and to convert your prospects into valuable clients.

Here are some of the topics covered in this episode:

The best ways to keep your sales pipeline full using effective prospecting
How to take advantage of segmentation to communicate with prospects
Tips to empathize better with prospects
What is the R.E.P.L.Y method and how to use it to improve your outbound strategy

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

Contact the Guest:

Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales

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

Website: https://blissfulprospecting.com

Email: jasonbay@blissfulprospecting.com

Youtube: Check out more episodes of the Outside Sales Talk here!

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

November 14, 2018 sonia 0 Comments

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

November 7, 2018 sonia 0 Comments

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

October 3, 2018 sonia 0 Comments

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

September 19, 2018 sonia 0 Comments

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!