Sales Hacks

Prospect, Position, and Present Using Social Media – Outside Sales Talk with Tom Abbott

Tom Abbott is the author of ‘The SOHO Solution’ and ‘Social Selling’, creator of the online sales training platform SOCO Academy, and speaker on sales optimization. Through his proven solutions, Tom helps sales leaders build high performing sales teams that exceed their targets. In this episode, Tom discusses the importance of social selling, and what, you need to be doing online to close more deals.

Here are some of the topics covered in this episode:

  • Social media as a tool for salespeople
  • How to find the best platform to reach your target audience
  • How teams who use social media perform better
  • Conducting your sales cycle on social media, from lead generation to closing

About the Guest:

Tom Abbott is an author, speaker on sales optimization, and social selling expert. Tom has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries throughout Asia-Pacific and is a pioneer of optimizing the sales processes of organizations worldwide. He is the author of “The SOHO Solution” and “Social Selling,” and is a contributor to Singapore Business Review, Singapore Marketer and The Singapore Straits Times.

Download Tom’s Book for Free: https://bit.ly/SOCOoutsidesales

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

Facebook: Join the SOCO Selling Facebook Group

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

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5-Minute Selling: The Proven, Simple System That Can Double Your Sales – Outside Sales Talk with Alex Goldfayn

Alex Goldfayn is the CEO of the Revenue Growth Consultancy, a company that helps organizations to implement systems of remote and proactive selling, generating 10%-20% in new overall sales annually. He is also a best-selling author and he recently published his 4th book “5 Minute Selling: The Proven, Simple System That Can Double Your Sales…  Even When You Don’t Have Time”.

In this episode, Alex shares his tried and true simple daily actions that will help you double your sales.

Here are some of the topics covered in this episode:

  • How to get started on proactive phone calls
  • Tips to master silence and get prospects to reveal more information
  • The 3 musts of compelling referrals
  • How to ask powerful questions for effective cross-selling
  • Top advice and true stats to deal with sales rejection

About the Guest:

Alex is a top-rated speaker that motivates sales teams, managers, executives and owners to take simple action to grow their business. He has worked with top companies like Cisco, Logitech, Lenovo, and T-Mobile. He is also the author of the bestselling books: “Selling Boldly”, “The Revenue Growth Habit”, and “Evangelist Marketing”.

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

Website: https://goldfayn.com/  – Includes free downloads from 5-Minute Selling, Planners & Trackers

Alex’s Book on Amazon – 5-Minute Selling: The Proven, Simple System That Can Double Your Sales

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

Remote Selling through an Economic Crisis – Outside Sales Talk with Tiffani Bova

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce, author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, and host of the podcast What’s Next! with Tiffani Bova.

Tiffani’s time on the front line of innovation, combined with her insightful candor has resulted in her unique perspective that inspires businesses and individuals to get smarter about the choices they make and increase their growth IQ.

In this episode, Tiffani discusses how to succeed in sales during the current pandemic and economic crisis.

Here are some of the topics covered in this episode:

  • Understanding how customer habits have changed
  • Getting comfortable with feeling uncomfortable
  • Using emotional intelligence to better understand prospects and customers
  • Standing out as a field salesperson while working remotely

About the Guest:

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce and author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. She has contributed to publications such as Harvard Business Review, Forbes, Entrepreneur, and Huffington Post and has appeared on Bloomberg, BNN, MSNBC, and Yahoo Finance.

Prior to working with Salesforce Tiffani was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.

Tiffani has been recognized as one of the Most Powerful and Influential Women in California by the National Diversity Council, one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018 and 2019, a Top 100 Women in Tech.

She is also a highly sought after keynote speaker and has delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents.

Read Tiffani’s Book – Growth IQ

Listen to more episodes of the Outside Sales Talk here!

Why Athletes Win – Tactics to Become a Sales Superstar – Outside Sales Talk with Ian Altman

In today’s episode, Steve has a BIG announcement – The Sales Hall of Fame is here!

This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here!

(Hint: If you listen to today’s OST episode, you may find a very familiar face in there…)

Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics.

Here are some of the topics covered in this episode:

  • The secret tips salespeople must learn from athletes
  • How to identify the right prospects for your business
  • Tips for reps to overcome their resistance to practice
  • The key principles of a successful role-play session

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. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value.

Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian’s articles on Inc and Forbes.

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

Website – https://www.ianaltman.com/

Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/

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

Leveraging your Online Reputation to Increase Sales – Outside Sales Talk with George Leith

George is the CEO at Vendasta, an award-winning platform that helps companies sell digital marketing solutions to local businesses. With more than 30 years’ experience in sales, George helps businesses to adapt their sales and marketing strategies to the digital era. In this episode, George discusses how important a salesperson’s online presence has become and how to leverage it.

Here are some of the topics covered in this episode:

  • How the digital age has changed our relationship with customers
  • Tips on how to instantly improve your online presence
  • How to deal with negative online reviews
  • Where does your online strategy fits in your sales process

About the Guest:

Apart from his role at Vendasta, George is also the host of the Conquer Local podcast, where he aims to help organizations sell digital solutions to SMBs by providing them insider knowledge and best practices from industry experts.

LinkedIn – https://www.linkedin.com/in/georgeleith/

https://www.conquerlocal.com & https://www.conquerlocal.com/podcast/

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

Breaking Boundaries in Remote Work – Outside Sales Talk with Liam Martin

Liam Martin has founded multiple businesses and has turned into an advocate for remote work. He is passionate about learning how people work and thus created Running Remote, the world’s largest remote work conference. In this episode, Liam teaches us how to gain advantage of remote work, whether as a sales rep or a manager.

Here are some of the topics covered in this episode:

  • Remote work in its actual form
  • How to overcome the downsides remote work can generate
  • Why is remote work crucial for the future of salespeople
  • How to manage remote sales reps

About the Guest:

Liam Martin is the co-founder of Time Doctor, a tool that provides time-use analytics for companies. He also co-founded staff.com, a company that concentrates on providing companies with long-term outsourced labor relationships, and Running Remote, the world’s largest remote work conference.

Website: timedoctor.com

runningremote.com/liam

Youtube: youtube.com/runningremote

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