Sales Hacks

Elevate your Sales Team with Sales Enablement – Outside Sales Talk with Dave Lichtman

Dave Lichtman is the CEO & Founder of Enablematch,  a boutique recruitment firm laser-focused on the highly-specialized and emerging field of Sales Enablement. Dave is a sales professional with over 20 years of experience and an acute understanding of the growing challenges employers face in recruiting top enablement talent. In this episode, Dave Lichtman shares his knowledge on sales enablement best practices and pushing excellence across the whole team.

Here are some of the topics covered in this episode:

  • The key responsibility of a sales enablement professional
  • The benefits of implementing a sales enablement process in your organization
  • The main things to look for when hiring for sales enablement
  • How to level-up your sales enablement team and measure your program

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

About the Guest: Dave Lichtman is currently the CEO and founder of Enablematch, a company that uses its network and deep domain knowledge to carefully match companies with candidates who are a culture fit and have a track record of driving results.

He has had a successful track-record of transforming companies through technology. His deep background in sales and corporate training gave him the foundation to coach companies to re-imagine their sales enablement strategy. He was sales director at SalesHood during three and a half years.

Prior to SalesHood, Dave spent nine years at salesforce.com as a sales professional and a sales manager. He previously spent seven years as a buyer at the May Department Stores (now Macy’s Inc.); and five years QRS (now GXS) training its sales teams.

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

Email: dave@enablematch.com

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

Deal Killing Obstacles in B2B Sales – Outside Sales Talk with Thomas Williams & Thomas Saine

Tom Williams and Tom Saine are the authors of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.

Here are some of the topics covered in this episode:

  • Top challenges in B2B sales today
  • Stakeholder mapping
  • How to sell to large groups or committees
  • Getting past the gatekeeper

 

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

About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.

Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.

Website: https://strategicdynamicsfirm.com/

LinkedIn – Tom Williams: https://www.linkedin.com/in/thomasjwilliams/

LinkedIn – Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/

Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029

Listen to more episodes of the Outside Sales Talk here!

How Ultra-High Performers Use Time Management – Outside Sales Talk with Jeb Blount

Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.

Here are some of the topics covered in this episode:

  • Organize your calendar to optimize certain activities
  • Prioritize the most important sales tasks
  • Use Golden Hours to their full advantage
  • How to coach your team on time management

 

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

About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.

Website: Salesgravy.com

Youtube: www.youtube.com/user/salesgravy

LinkedIn: www.linkedin.com/in/jebblount

Twitter: @SalesGravy

Facebook: @SalesGravy

Instagram: @SalesGravy

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

How to Master your Sales Presentations – Outside Sales Talk with Victor Antonio

Ep-31-with-Victor-Antonio

Victor Antonio is an author of 13 books on sales and motivation and recently launched the Sales Mastery Academy learning platform with 300+ videos. He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank),  Rudy Giuliani, Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). In this episode, Victor shares tactics for sales presentations that actually close.

Here are some of the topics covered in this episode:

  • Understand the entire sales presentation process
  • How to get in front of any objection
  • The Hero Story & how to gain the confidence of your prospect
  • Why salespeople are value merchants
  • Close from the start

 

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

About the Guest: Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420Million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.

Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation.  He recently published his new book, “Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling”.

Youtube: https://www.youtube.com/user/salesinfluence/featured

Website: Victorantonio.com – Sales Mastery Academy

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

The Selling Formula: 5 Steps for Instant Sales Improvement – Outside Sales Talk with Brian Robinson

Brian Robinson is a sales coach and expert with over two decades of sales experience at companies like Coca-Cola and Johnson & Johnson. Over the years, he developed a 5-step process, The Selling Formula, that has proven to increase his sales dramatically. Brian is sharing his valuable insights, how you can implement the 5 steps into your sales cycle and other powerful tips and tricks to improve your sales results!

Here are some of the topics covered in this episode:

  • 5 steps to boost your sales
  • 4 powerful sales phrases you need to start using
  • Brian’s secret tip to doubling your sales NOW
  • How to develop your set of questions for your prospects
  • The closing question that will seal the deal

 

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

About the Guest: Brian W. Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful startup where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months – entirely by phone.

He has over two-decades of in-the-trenches, battle-tested, face-to-face and phone-presentation experience that can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.

Brian is the author of the Amazon #1 Best-Seller, THE SELLING FORMULA: 5 Steps for Instant Sales Improvement.

Get the first three chapters of the Audiobook FREE: https://www.BrianRobinsonBook.com

Other FREE resources: https://www.TheSellingFormula.com

Website: http://www.works24.com

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

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

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!