Prospecting

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

August 22, 2018 sonia Career Growth, Objections, Prospecting, Sales Hacks 0 Comments

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

August 15, 2018 sonia Closing, Prospecting, Sales Hacks 0 Comments

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!

Attracting the Modern Buyer with Digital Sales – Outside Sales Talk with Mario Martinez Jr.

July 11, 2018 sonia Prospecting, Sales Hacks 0 Comments

Mario Martinez Jr. is a former VP of Sales, Keynote Speaker & Digital Sales Evangelist. He has spent 82 consecutive quarters in sales and leadership helping to grow revenues for small to large fortune 100 sales teams. He was in the 100%+ Club for 15 out of 18 years! Mario talks about the modern buyer that is influenced by the Digital Sales Transformation. As sales and marketing professionals we must be aligned with our understanding of the buyer’s needs. We must meet the buyer in their digitally connected, socially engaged, mobile attached, video-hungry preferences. Today’s modern buyer requires a modern seller, and Mario shares how you can become that seller!

Here are some of the topics covered in this episode:

  • What is Digital Sales and how has it changed the Sales landscape?
  • The 4 characteristics of the “Modern Buyer”
  • Keys to being a successful Salesperson in today’s digital world
  • How to approach Digital Prospecting
  • Using video messaging to get your prospect’s attention

 

LinkedIn is an important tool to have in your sales arsenal. Learn how you can generate more leads with LinkedIn!

About the Guest: Mario is the CEO and founder of Vengreso, the only full spectrum provider of digital sales transformation services helping business professionals from small business to the enterprise accelerate growth through marketing and sales alignment, the mindset to be persistent and the toolset to scale.

He is a keynote speaker, sharing his strategies with companies such as SAP, ADP, Cisco, LinkedIn, + others. Fun fact – he is known to open a speech with a Salsa dance!

Mario has received the LinkedIn Social Selling Index (SSI) score of 99/100.

He is one of 20 sales influencers invited to appear in the Salesforce documentary film The Story of Sales launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and the Huffington Post.

During the episode, Mario mentions his podcast, Selling with Social, and the episode about 10 Steps to Launching a Digital Selling Program with Brynne Tillman. Check it out!

Website: https://vengreso.com/

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

YouTube: https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

Twitter: @M_3jr and @GoVengreso

Listen to other episodes of ‘Outside Sales Talk’ here!

Strategies For Successful Referral Selling – Outside Sales Talk with Joanne Black

July 5, 2018 sonia Career Growth, Prospecting, Sales Hacks 0 Comments

Joanne Black is America’s leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

Referrals work whether you’re:

  • Looking for a job
  • Want a promotion
  • Need more clients
  • Or are looking for a date

 

Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

Here are some of the topics covered in this episode:

  • How referral selling can help you get more qualified leads
  • The best ways to ask for a referral and when to ask for it
  • Leveraging LinkedIn to manage customer relationships & engage with prospects
  • First steps to start integrating referrals in your sales strategy today

 

Check out this blog post about how referrals can help you generate more leads!

About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.

Website: www.nomorecoldcalling.com

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

YouTube: https://www.youtube.com/channel/UCDvwNESCLVo6CXo8mGhapJQ

Twitter: @ReferralSales

Listen to other episodes of ‘Outside Sales Talk’ here!

Top Questions You Should Ask Every Prospect – Outside Sales Talk with John Barrows

June 13, 2018 sonia Closing, Pitching, Prospecting, Sales Hacks 0 Comments

John Barrows is a world-class sales trainer and owner of JBarrows LLC, where he’s providing customized sales training and consulting services for clients like Salesforce.com, Box, LinkedIn, and many others. John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, HBR & Fortune.

John is driving results with proven techniques and reinforcement tools that impact adoption and behavior change. He represents the MJHoffman & Associated (aka Basho) training techniques while layering on additional training, tools and resources as client’s needs evolve, working with a new online portal with video training.

JBarrows Sales Training offers individual and group online training, as well as in-person and remote training for corporate clients. JBarrows Sales Training was founded by John Barrows as a response to the incredibly limited amount of formal academic sales training that exists for this number one global profession. Through years of experience, he created his own sales training programs called ‘Filling the Funnel and Driving to Close’. The company offers sales trainings in-person and online and his website features a regularly updated blog where you can stay current on sales techniques and trends.

Here are some of the topics covered in this episode:

  • Top Questions You Should Ask Prospects
  • The Best Sales Books
  • How to Layer Questions During Your Sales Conversation
  • The Clarification Technique
  • Body Language in Sales
  • The Importance of Prospecting

 

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

About the Guest: John has experience with Black & Decker, Xerox, Thrive Network, Basho Technologies, The Jack Welch Management Institute, Kensei Partners, and now JBarrows. With experience in all of these different fields, he has the knowledge of a world-class trainer. John believes that although sales is the #1 profession in the world, there is not adequate teaching available. His ‘12 Guiding Principles to Sales Success’ outline exactly how to thrive in a sales career and can be a resource for anyone wishing to become more educated in sales.

John’s extensive knowledge has been formed from holding every position in sales including inside, outside/field, channel, executive management and ownership. He helps sales professionals in companies like Google, Salesforce, Okta, Box, and LinkedIn learn new tips and tricks to become more successful in their sales positions. He is still active in sales and has learned what works and doesn’t work when closing.

John’s main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work. He encourages engagement with the customer to boost revenue and show the customer that you care. In his opinion, success comes from those who are able to transfer their enthusiasm to their customer.

Website: https://jbarrows.com/

Linkedin: https://www.linkedin.com/company/jbarrows-sales-training

Snapchat: johnmbarrows

Twitter: @JohnMBarrows

YouTube: https://www.youtube.com/jbarrowssalestraining

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

FB Group ’Make It Happen’: https://www.facebook.com/groups/jbarrows/

Listen to other episodes of ‘Outside Sales Talk’ here!

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

May 23, 2018 sonia Objections, Prospecting, Sales Management 0 Comments

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 iTunes, Stitcher, Google 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/