Outside Sales Talk

Where Sales Experts Meet

Category: Sales Hacks

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!
September 2, 2020
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!
April 23, 2020
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!
April 8, 2020
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!
March 4, 2020
Actionable Customer Retention Tactics To Drive Repeat Sales – Outside Sales Talk with Alice Heiman
Alice Heiman is the founder and Chief Sales Officer at ‘Alice Heiman, LLC’, a sales consultancy, and has over 20 years of experience in sales strategy and coaching. She helps companies grow into profitable and powerful businesses using detailed strategies. In this episode, Alice delivers some of her best tactics to ensure healthy and strong relationships with customers and turn them into advocates for any business.
Here are some of the topics covered in this episode:
- The steps to transform a satisfied customer into a loyal one
- What are the right questions to ask to understand your customers’ needs
- Why team selling is better than assigning separate tasks to separate reps
- How important it is to remember that buyers are human too
About the Guest:
Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ a sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales and helps them accelerate business growth. She is also the co-founder and CRO of TradeShow Makeover, a program that provides winning strategies for closing deals at trade shows.
Website: aliceheiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/ Send her a message saying you heard her on the Outside Sales Talk podcast
Listen to more episodes of the Outside Sales Talk here!
February 5, 2020
How to Sell with Authenticity and Build Trust with Anyone – Outside Sales Talk with Shari Levitin
Shari is the founder of the Shari Levitin Group and the bestselling author of “Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know,” now in over four languages. As CEO of Levitin Group, she has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari has been awarded as one of LinkedIn’s Top Ten voices in sales in 2019, and was premiered in the Salesforce film “The Story of Sales”. In this episode, Shari shares her secrets to uncover customer’s emotions and sell more effectively.
Here are some of the topics covered in this episode:
- How to use stories to create a feeling of emotion and a sense of urgency
- The top skills salespeople need to master to get trust from customers
- How to use empathy, reliability, and integrity to sell with authenticity
- How to ask the right questions to build rapport with customers
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
LinkedIn: https://www.linkedin.com/in/sharilevitin/
E-mail: shari@sharilevitin.com
“Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know”
Get a free quiz to discover if you lead with empathy or courage: Text “Heart and Sell” to 31996
Listen to more episodes of the Outside Sales Talk here and watch the video here!
January 22, 2020