Sales Hacks

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

November 28, 2018 sonia Sales Hacks 0 Comments

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

November 7, 2018 sonia Coaching, Prospecting, Sales Hacks 0 Comments

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!

How to Master Sales Follow-Ups – Outside Sales Talk with Steve Benson

October 17, 2018 sonia Closing, Objections, Sales Hacks 0 Comments

Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!

Here are some of the topics covered in this episode:

  • What to say in a follow-up via email vs. over the phone
  • The best times to follow-up
  • Steve’s 3 follow-up tricks
  • Follow-up do’s and don’ts

 

For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!

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

About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

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

Twitter: @SteveBenson, @BadgerMaps

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

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

Listen to more episodes of the Outside Sales Talk here!

How to Get More Qualified Sales Meetings – Outside Sales Talk with Tito Bohrt

October 3, 2018 sonia Prospecting, Sales Hacks 0 Comments

Tito Bohrt is the founder and CEO of AltiSales, a global sales consultancy that provides services and solutions in technology, sales operations and development. As a sales trainer, Tito has helped many sales executives build world class sales teams, increase response rates and set more meetings. This episode is loaded with thought-provoking and actionable advice! Tito shares real life examples of how to make a great cold call, leave a voicemail that gets the prospects attention and more! Listen in and learn how to approach prospecting in a new and more efficient way and set more qualified meetings!

Here are some of the topics covered in this episode:

  • Quick prospecting hack to set yourself up for success
  • The most efficient way to get qualified leads
  • How to leave successful voicemails – example from Tito
  • How to make a cold call – role play with Tito and Steve
  • How to follow up after meetings – concrete email example

 

If you want more in-depth tips on how to follow up after a sales meeting, check out Steve’s training video here. He shares when and how you need to follow up with prospects and other helpful tricks that will help you close deals faster!

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

About the Guest:  As the CEO of AltiSales, Tito Bohrt works with CEOs, VPs of Sales & Marketing who want to increase cold outreach response rates and ultimately set more qualified meetings. With employees in 4 cities in the US and 3 other countries, AltiSales drives innovation to improve the way Sales Development is executed. Tito is also a keynote speaker, has given a TED Talk and is a passionate B2B SaaS Angel Investor.

Website: http://altisales.com

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

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

Tactics that Win The Complex Sale – Outside Sales Talk with Alice Heiman

September 19, 2018 sonia Closing, Objections, Popular, Prospecting, Sales Hacks 0 Comments

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients’ business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!

Here are some of the topics covered in this episode:

  • The 8 elements of the complex B2B sale
  • Tactics to conquer the complex sale – from prospecting to closing
  • How to deal with multiple decision makers and gatekeepers
  • Ways to shorten the sales cycle for complex sales
  • How you need to position yourself to close the deal

 

Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!

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

About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies.

‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.

Website: http://aliceheiman.com

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

Twitter: @aliceheiman

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

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!