Sales Management

How Emotional Intelligence Affects Your Sales – Outside Sales Talk with Colleen Stanley

Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!

Here are some of the topics covered in this episode:

  • How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
  • Daily exercises to improve specific EI skills such as emotional self-awareness
  • How to emotionally connect with prospect and create bigger conversations
  • How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions

 

Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!

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

About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a ‘bag carrying’ rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.

Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.

Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.

Website: http://www.salesleadershipdevelopment.com

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

Twitter: @EiSelling

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

Implementing Successful Sales Operations Processes – Outside Sales Talk with Enrico Nebbia

Enrico Nebbia is an international sales consultant, speaker and the founder of Ekselia Partners, a business consultancy specialized in sales transformation initiatives. He helps B2B companies implement successful sales operations strategies and adopt the right tools and methodologies to improve their sales effectiveness. He is passionate about sales operations and shares how you can strengthen your sales process and enable your field sales team to perform at its best!

Here are some of the topics covered in this episode:

  • The key responsibilities of sales operations
  • How to succeed in sales operations
  • Actionable steps to develop a successful sales operations strategy
  • Proven methodology to implement structured processes
  • How to get the most out of your CRM

 

Implementing the right tools for your sales team is an important responsibility of sales operations. Many sales companies are using artificial intelligence tools (AI) to increase their sales and automate busy work. Increase your team’s selling hours and learn how you can grow your revenue with AI here!

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

About the Guest: Enrico Nebbia is an IT and electronics engineer by education, and started his professional career as a software developer. After his MBA, he transitioned into international strategy consulting in the Telco sector, and from there went into more operational consulting in industrial companies.

In 2007, Enrico co-founded Sendas Value, a business consultancy, where he focussed on helping customers boosting their sales results through better sales operations and sales enablement.

Enrico has founded Ekselia Partners, a sales consultancy exclusively specialised in sales transformation, where he helps CxOs to better manage their sales efforts. Over the years, Enrico has developed and refined a salesforce management methodology that has proven to be very effective in many industrial sectors. He has therefore founded the company ExecutionPro which is building a software around this management methodology. The software supports sales managers and reps in their analysis of the sales situation, planning and follow-up of sales activities. Ultimately, it allows salespeople to receive automatic recommendations about specific actions to undertake with their customers and prospects.

On the side, Enrico is an adjunct professor in sales and marketing at EADA and TBS business schools in Barcelona, Spain.

Websites: http://www.executionpro.com, http://www.ekselia.com

LinkedIn: https://www.linkedin.com/in/masventasb2b

Twitter: @NebbiaEnrico

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

Coaching Successful Field Sales Teams – Outside Sales Talk with Keenan

 

Keenan is A Sales Guy Inc.’s CEO, President, and Chief Antagonist. He’s been selling something to someone for his entire life, teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

Keenan’s passion for problem solving reaches well beyond the sales and business world. He is the celebrated author of “Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You.” The 21st Century has ushered in the information age, and with it a new set of rules for success. Not Taught shares how the rules of the industrial age no longer work and that if you want to be successful, you must learn the new rules for success.

Father of 3 crazy girls, PSIA Certified Level 2 ski instructor and avid Boston Sports fan, Keenan keeps crazy busy when he’s not focused on A Sales Guy.

Here are some of the topics covered in this episode:

  • Coaching your Field Sales team using critical success criteria
  • How to set up a repeatable coaching cadence
  • The keys to successful team collaboration
  • How to build and maintain a great culture with a Field Sales team

 

Get more in-depth tips on how to successfully coach your field sales team!

About the Guest: With 20 years of experience, Keenan is a keynote speaker, Forbes Contributor and Award winning sales blogger. He has been named one of the Top 30 Social Sellers in the World and one of the Top 50 Most Influential Sales and Marketing People by ‘Top Sales World Magazine’ every year running, since 2012.

Keenan has been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, Inc., and Forbes. His consulting company, A Sales Guy operates within strategy, structure, people, and process. They help businesses increase sales, create more deals, improve team effectiveness, establish a healthy pipeline, close more deals, resolve problems and make sure you continually make your numbers.

Website: http://www.asalesguy.com

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

YouTube: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?pbjreload=10

Twitter: @asalesguy and @keenan

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

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

How to Modernize Your Field Sales Team – Outside Sales Talk with Tony Hughes

Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn.

Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association.

Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.

Here are some of the topics covered in this episode:

  • Biggest trends in B2B Sales and how to adapt successfully
  • Top tools every modern sales rep needs
  • The winning strategy to modernize your sales process
  • How to create your own narrative
  • The most important sales skills you need to be successful in the new era of B2B Sales

About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.

Website: www.RSVPselling.com

Speaker Website: www.TonyHughes.com.au

Twitter: @TonyHughesAU and @RSVPselling

Linkedin: www.linkedin.com/in/hughestony

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/