Prospecting

Powerful Sales Techniques To Win More Deals – Outside Sales Talk with Deb Calvert

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals!

Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.

Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.

Here are some of the topics covered in this episode:

  • How to buy time, evaluate real objections and determine the best way to move forward
  • Tips and tricks to overcome pricing objections
  • How to Stop Selling & Start Leading® – Key takeaways from Deb’s book
  • Seller behaviors – how they affect the sale and your relationship with the customer
    The best way to start a conversation with new leads

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness.

Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.

Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.

Website: www.peoplefirstps.com

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

Book: www.stopsellingstartleading.com

Sales Experts Channel: http://www.thesalesexpertschannel.com/

Twitter: @PeopleFirstPS

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

Mastering Social Selling for Field Sales – Outside Sales Talk with Matt Heinz

Matt Heinz focuses on delivering measurable results for his clients in the way of greater sales, revenue growth, product success and customer loyalty. He held various sales positions at companies like Microsoft and Boeing before starting his own business ‘Heinz Marketing’ to help clients scale revenue and customer growth.

Matt is an expert in Social Selling and shares hands-on advice on how Field Salespeople can use and leverage Social Media to nurture and grow their network, and build long-term relationships with prospects.

Here are some of the topics covered in this episode:

  • How you can use Social Media in Field Sales
  • How to listen to and engage with potential buyers on Social Media
  • Increasing trust and credibility as a seller through Social Media
  • Finding out which Social Media channels are most effective for you
  • Tips and best practices on how to use different Social Media channels successfully
  • How you can stand out and get your prospect’s attention on social platforms

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.

He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth.

Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  He is living through the renovation of a 105 year old historic farmhouse in Kirkland, Washington with his wife, Beth, three young children, dog, two rabbits, and seven chickens.

Blog: https://www.heinzmarketing.com/blog/

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

Books: https://www.heinzmarketing.com/resources/#books

Twitter: @HeinzMarketing

Targeting Leads that Actually Close – Outside Sales Talk with Ian Altman

Ian Altman discusses qualification tactics you can use to guarantee you’re focusing on the right opportunities.

He gives hands-on advice on how to move from a blind selling mindset to becoming a trusted advisor to your prospect. You’ll learn best practices and specific questions you can use to open deals the right way and keep them moving forward.

Business leaders call on Ian to modernize their sales and marketing to align with how today’s customers actually make buying decisions. Organizations around the world have relied on his guidance and inspiration to double their business growth with an integrity-based approach from his bestselling book, Same Side Selling.

Ian draws on decades of experience as a former CEO of technology businesses that he founded, sold, and ultimately grew to over $1 billion in value. This business success backed by years of research that Ian conducted to understand how customers make decisions, provides audiences invaluable insights to help them become more successful in business. Through his energetic and interactive talks, he engages audiences of sales professionals, subject matter experts, and executives alike from beginning to end with an approach to selling that everyone can embrace, even your customer.

As a two-time bestselling author and weekly columnist for Inc. and Forbes, Altman’s latest book, Same Side Selling, is “one of two intriguing books you should read on B2B consultative selling” according to business luminary, Seth Godin. Ian also hosts his popular weekly podcast, Grow My Revenue Business Cast, available on iTunes.

Here are some of the topics covered in this episode:

  • How to get into the right mindset to achieve greater results in Field Sales
  • The best tricks and tips to enhance your prospecting skills and target the right leads
  • Qualifying prospects: What questions should you ask?
    Key takeaways from Ian’s bestselling book “Same Side Selling” – how to entice, disarm and discover

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest:

Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. He’s a keynote speaker, bestselling author of “Same Side Selling”, and CEO. His business helps B2B companies improve their sales strategy and achieve strategic growth.

Seth Godin, recommends Ian’s latest book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988.

You can read his columns each week in Forbes and Inc. He also has a fantastic podcast, “Grow My Revenue Business Cast” which you can find on iTunes.

Website: https://www.ianaltman.com

Books: https://www.ianaltman.com/store/

Same Side Selling Academy: https://samesidesellingacademy.com

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

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

Twitter: @IanAltman