Sales Hacks

Strategies For Successful Referral Selling – Outside Sales Talk with Joanne Black

Joanne Black is America’s leading authority on referral selling. She shares her actionable strategies that help you get more qualified leads through referrals in Field Sales.

A referral program is the best prospecting approach to reach decision-makers, close B2B sales at an unprecedented 70% rate, shorten the sales process, and ace-out the competition. Joanne believes that in B2B sales, relationships still count. People still crave that interpersonal connection in today’s digital world. According to Nielsen, network recommendations trump all forms of advertising by 92%. That’s why asking for referrals produces better-qualified leads and longer-lasting client relationships. Ditch the cold calling scripts for a strategic sales plan designed for the 21st century modern buyer. Learn how to seed and grow without the awkward close.

Referrals work whether you’re:

  • Looking for a job
  • Want a promotion
  • Need more clients
  • Or are looking for a date

 

Joanne is a contrarian thinker who believes no salesperson should ever have to cold call, send cold emails, or send sales pitches to strangers on social media. She founded her business in 1996 when she discovered that even though referrals are the #1 way to generate quality sales leads, no organization had a disciplined, systematic referral program with skills, metrics, and accountability for results.

Here are some of the topics covered in this episode:

  • How referral selling can help you get more qualified leads
  • The best ways to ask for a referral and when to ask for it
  • Leveraging LinkedIn to manage customer relationships & engage with prospects
  • First steps to start integrating referrals in your sales strategy today

 

Check out this blog post about how referrals can help you generate more leads!

About the Guest: Joanne has more than 30 years of experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. She is the author of two books, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust, and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Her company, No More Cold Calling, is the #1 company in the U.S. for Referral Sales & Lead Generation. Joanne is working with account-based sellers to leverage referrals for lead generation.

Website: www.nomorecoldcalling.com

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

YouTube: https://www.youtube.com/channel/UCDvwNESCLVo6CXo8mGhapJQ

Twitter: @ReferralSales

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

How to Optimize Your Selling Time in the Field – Outside Sales Talk with Wes Schaeffer

Wes Schaeffer is a Business Owner, Founder, Doer, and Author. Known as “The Sales Whisperer®,” he is a keynote speaker, inbound marketing expert, copywriter, and longtime HubSpot and Infusionsoft Consultant.

Schaeffer is the author of the books “The Definitive Guide To Infusionsoft: How Mere Mortals Increase Traffic, Leads, Prospects, Sales, Testimonials, Online Orders & Referrals With the World’s Most Powerful Small Business Sales & Marketing Automation Software” and “It Takes More Than a Big Smile, a Good Idea, & a Twitter Account To Build a Business That Lasts.”

Rated the top sales & CRM trainer during Dell’s Sales Process Transformation, Schaeffer helps businesses automate their sales and marketing to drive revenue.

Here are some of the topics covered in this episode:

  • How to work better and be more efficient while travelling
  • Tips to become the top sales rep on the team
  • How to optimize your time with a daily routine
  • Being “ruthlessly pragmatic” in sales
  • How to keep control of the conversation

Check out some more tips here on how to focus your schedule and crush your quota!

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: Wes Schaeffer is the The Sales Whisperer®, HubSpot and Infusionsoft Consultant, and Keynote Speaker. Since 2008, he has helped small business owners automate their sales and marketing. Schaeffer helps you launch your Inbound Marketing plan based on his proprietary ABCDE Sales & Marketing System, which ties together Email Marketing, eCommerce, Affiliate Marketing, Landing Pages, and Direct Response Marketing.

His focus is on technology sales, lead generation, professional sales training, copywriting, email marketing systems, Infusionsoft CRM, internet marketing, new hire assessments, affiliate marketing, and Salesforce automation. Schaeffer is a husband and father of 7, as well as a podcaster. He has two podcasts,the Sales Podcast, which has more than 300 episodes, and the CRM Sushi Podcast.

Website: https://www.thesaleswhisperer.com

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

Twitter: @SalesWhisperer

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

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

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

Top Questions You Should Ask Every Prospect – Outside Sales Talk with John Barrows

John Barrows is a world-class sales trainer and owner of JBarrows LLC, where he’s providing customized sales training and consulting services for clients like Salesforce.com, Box, LinkedIn, and many others. John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, HBR & Fortune.

John is driving results with proven techniques and reinforcement tools that impact adoption and behavior change. He represents the MJHoffman & Associated (aka Basho) training techniques while layering on additional training, tools and resources as client’s needs evolve, working with a new online portal with video training.

JBarrows Sales Training offers individual and group online training, as well as in-person and remote training for corporate clients. JBarrows Sales Training was founded by John Barrows as a response to the incredibly limited amount of formal academic sales training that exists for this number one global profession. Through years of experience, he created his own sales training programs called ‘Filling the Funnel and Driving to Close’. The company offers sales trainings in-person and online and his website features a regularly updated blog where you can stay current on sales techniques and trends.

Here are some of the topics covered in this episode:

  • Top Questions You Should Ask Prospects
  • The Best Sales Books
  • How to Layer Questions During Your Sales Conversation
  • The Clarification Technique
  • Body Language in Sales
  • The Importance of Prospecting

 

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: John has experience with Black & Decker, Xerox, Thrive Network, Basho Technologies, The Jack Welch Management Institute, Kensei Partners, and now JBarrows. With experience in all of these different fields, he has the knowledge of a world-class trainer. John believes that although sales is the #1 profession in the world, there is not adequate teaching available. His ‘12 Guiding Principles to Sales Success’ outline exactly how to thrive in a sales career and can be a resource for anyone wishing to become more educated in sales.

John’s extensive knowledge has been formed from holding every position in sales including inside, outside/field, channel, executive management and ownership. He helps sales professionals in companies like Google, Salesforce, Okta, Box, and LinkedIn learn new tips and tricks to become more successful in their sales positions. He is still active in sales and has learned what works and doesn’t work when closing.

John’s main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work. He encourages engagement with the customer to boost revenue and show the customer that you care. In his opinion, success comes from those who are able to transfer their enthusiasm to their customer.

Website: https://jbarrows.com/

Linkedin: https://www.linkedin.com/company/jbarrows-sales-training

Snapchat: johnmbarrows

Twitter: @JohnMBarrows

YouTube: https://www.youtube.com/jbarrowssalestraining

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

FB Group ’Make It Happen’: https://www.facebook.com/groups/jbarrows/

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

How to Accelerate Your Sales Process with Responsiveness – Outside Sales Talk with Andy Paul

Andy Paul isn’t a stranger to thinking differently about sales training. He’s well known as a high performance growth coach for sales teams across industries. If you need tips on accelerating the growth of your sales pipeline, with real tactics you can implement today, Andy is the coach you need.

Andy almost didn’t make it past the sales training class in his first job out of college. The bosses didn’t think he’d make it in sales because he wasn’t “salesy” enough. They thought he was too introverted and analytical.

And yet, over three decades Andy has built a successful career as a sales leader, author, speaker and consultant by thinking differently and selling differently.

He has helped boost the performance of teams selling products and services as diverse as complex multi-million dollar communications networks to collectible professional sports memorabilia. Andy has worked with raw technology start-ups and Fortune 1000 companies and everything in between. He has worked with nearly every channel ranging from franchise networks to retailers, dealers, distributors, VAR and OEMs and sold in nearly every corner of the globe.

Now, Andy is doing what he loves best—sharing his powerful game-changing sales strategies and building successful sales teams with companies, business owners, executives and sales professionals to help them reach their goals.

Here are some of the topics covered in this episode:

  • How to help your prospect make fast and favorable decisions and close more deals
  • The best questions to ask prospects to move them through the sales process faster
  • How to follow up when prospects ‘go dark’
  • How to provide value in every interaction
  • How to be more responsive to accelerate your sales process in Field Sales

 

    The keys to success in Field Sales

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: Andy knows what it takes for companies and sales teams to power growth. He offers insights as a proven sales leader, speaker, top-rated podcaster, consultant and award-winning author of “AMP Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions” and “Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales”.

Website: http://www.andypaul.com

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

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

Twitter: @realAndyPaul

Targeting Leads that Actually Close – Outside Sales Talk with Ian Altman

Ian Altman discusses qualification tactics you can use to guarantee you’re focusing on the right opportunities.

He gives hands-on advice on how to move from a blind selling mindset to becoming a trusted advisor to your prospect. You’ll learn best practices and specific questions you can use to open deals the right way and keep them moving forward.

Business leaders call on Ian to modernize their sales and marketing to align with how today’s customers actually make buying decisions. Organizations around the world have relied on his guidance and inspiration to double their business growth with an integrity-based approach from his bestselling book, Same Side Selling.

Ian draws on decades of experience as a former CEO of technology businesses that he founded, sold, and ultimately grew to over $1 billion in value. This business success backed by years of research that Ian conducted to understand how customers make decisions, provides audiences invaluable insights to help them become more successful in business. Through his energetic and interactive talks, he engages audiences of sales professionals, subject matter experts, and executives alike from beginning to end with an approach to selling that everyone can embrace, even your customer.

As a two-time bestselling author and weekly columnist for Inc. and Forbes, Altman’s latest book, Same Side Selling, is “one of two intriguing books you should read on B2B consultative selling” according to business luminary, Seth Godin. Ian also hosts his popular weekly podcast, Grow My Revenue Business Cast, available on iTunes.

Here are some of the topics covered in this episode:

  • How to get into the right mindset to achieve greater results in Field Sales
  • The best tricks and tips to enhance your prospecting skills and target the right leads
  • Qualifying prospects: What questions should you ask?
    Key takeaways from Ian’s bestselling book “Same Side Selling” – how to entice, disarm and discover

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

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. He’s a keynote speaker, bestselling author of “Same Side Selling”, and CEO. His business helps B2B companies improve their sales strategy and achieve strategic growth.

Seth Godin, recommends Ian’s latest book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988.

You can read his columns each week in Forbes and Inc. He also has a fantastic podcast, “Grow My Revenue Business Cast” which you can find on iTunes.

Website: https://www.ianaltman.com

Books: https://www.ianaltman.com/store/

Same Side Selling Academy: https://samesidesellingacademy.com

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

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

Twitter: @IanAltman