Selling With A Story – Outside Sales Talk with Paul Andrew Smith
Paul Andrew Smith is a world-leading expert on organizational storytelling and one of Inc. Magazine’s Top 100 Leadership Speakers of 2018. He is a national bestselling author of several books that revolve around storytelling – his work has been featured in the Wall Street Journal, Time Magazine, Forbes, and more.
In this episode, Paul discusses the importance of storytelling in the sales process and how stories can get people’s attention, build trust, and close a sale.
Here are some of the topics covered in this episode:
- Making a ‘wish list’ of the stories you need to solve different issues
- Answering specific questions to create a great story
- Structuring a story and utilizing the right type of emotional engagement
- Building trust through authentic stories
About the Guest:
Before becoming a storytelling coach, Paul was an executive at Procter & Gamble for 20 years. Paul held leadership positions in both research and finance functions, and most recently served as director of consumer and communications research. Fast forward to today, he has written multiple bestselling books including The 10 Stories Great Leaders Tell, Lead with a Story, Sell with a Story, and Parenting with a Story. His keynote speaking and training clients include international giants like Google, Hewlett Packard, Bayer Medical, Walmart, Kaiser Permanente, Ford Motor Company, Luxottica, and Procter & Gamble among dozens of others.
Website: leadwithastory.com
Email: paul@leadwithastory.com
Twitter: @LeadWithAStory
LinkedIn: www.linkedin.com/in/smithpa9
Facebook: www.facebook.com/leadwithastory
Instagram: www.instagram.com/leadwithastory
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Restoring Your Win Rate – Outside Sales Talk with Kendra Lee
Kendra Lee is the founder of KLA Group, a company that specializes in lead generation, sales prospecting, hiring, and onboarding. After starting her sales career with IBM, Kendra founded her company on the philosophy that sales is not an art, but a learned skill. Kendra is also a strategy expert, speaker, author of several books.
In this episode, Kendra shares her tips on how to restore your win rate by overcoming challenges and reflecting on past sales.
Here are some of the topics covered in this episode:
- Following through on each step of the sales process
- How to adapt for selling strategy to changing times
- Demonstrating your ROI to your prospects to get them to act
- Performing a win/loss analysis after each sale
More from the Guest:
https://www.klagroup.com/blog/
https://www.linkedin.com/in/kendralee/
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Increase Sales by Speaking to Your Prospect’s Subconscious Mind – Outside Sales Talk with Patrick Ryan
Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching. He’s also the creator of the Solutions to the TOP 4 Sins of a Salesperson.
In this episode, Patrick discusses how to appeal to your prospect’s subconscious mind and make the sale.
Here are some of the topics covered in this episode:
- The 4 Sins of Salespeople
- How to prepare for conversations with prospects
- Using The Conversation Flow
- Key phrases to unlock your prospect’s subconscious mind
More from the Guest:
916-956-8628 – Feel free to text or call Patrick
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Strengthening Relationships Through Passion, Plan, & Purpose – Outside Sales Talk with Jon Ferrara
Jon Ferrara is the Founder and CEO of Nimble, an industry leading CRM with contact management solutions for teams and individuals for social selling.
Prior to Nimble, Jon co-founded GoldMine Software Corporation, an early pioneer in SFA and CRM software tools which was later acquired in 1999. During those years, Ferrara continued to watch the CRM market and saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved, leading him to create Nimble.
In this episode, Jon discusses the importance of being passionate about what you’re selling and to take time to understand your prospect and their needs before you meet with them.
Here are some of the topics covered in this episode:
- Finding a job that aligns with your passions
- Use the five Fs to connect with prospects
- Share your knowledge on how you can help your prospect be better, smarter, and faster
- Utilize CRM to keep track of important customer information
More from the Guest:
Website: https://www.nimble.com/
Email: jon@nimble.com
LinkedIn: https://www.linkedin.com/in/jonvferrara/
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The Art of Feminine Selling – Outside Sales Talk with Julia Andrews
Julia Andrews is the Pacific Northwest regional president for the National Association of Women Sales Professionals. She is also the founder of Connect2Close and the creator of The Art of Feminine Selling. Julia’s work is centered around empowering women in sales to break through the limitations of traditional thinking and expectations to achieve next-level results.
In this episode, Julia shares the importance of tapping into your emotional strengths to help you be authentic by using her framework, The Art of Feminine Selling.
Here are some of the topics covered in this episode:
- The importance of being persuasive, compelling, and influencing
- The 3 pillars of her framework
- Being vulnerable and building trust
- Networking to find a mentor
About the Guest:
Julia Andrews is a performance sales coach, specializing in private client coaching and sale delivery, who’s sold over $215M in sales and brings her corporate financial services expertise into her process. She leverages her decades-long insight as a top-tier performer in corporate financial services, asset protection, insurance and direct sales to help women realize their potential and achieve the success they envision for themselves.
Website: https://www.juliaandrews.com/
LinkedIn: https://www.linkedin.com/in/juliaandrewscom/
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Selling Through Partnering Skills – Outside Sales Talk with Fred Copestake
Fred Copestake is the Founder of Brindis, a sales training consultancy. He is the author of the book, “Selling Through Partnering Skills.” His book uses the innovative VALUE framework to use Partnering Intelligence with more traditional sales methodologies to create a modern approach to winning business.
In this episode, Fred discusses the importance of Partnering Intelligence and shares key insights to sell more effectively.
Here are some of the topics covered in this episode:
- The evolution of sales throughout the decades
- Understanding that people partner, not companies
- The 6 elements of Partnering Intelligence
- Having the right skills at the right time with hybrid selling
About the Guest:
Fred Copestake is an experienced consultant specializing in the field of sales, leadership and performance. His unique style allows him to release the potential from his clients through the ability to understand context and generate insight as well as stimulate and encourage active participation. Over the last 22 years, he has traveled around the world, working with 10,000 salespeople in over 200 companies.
Website: https://www.throughpartnering.co.uk/pq-self-audit-2/
Rocky: www.rocky.ai
Social: https://www.linkedin.com/in/fredcopestake/
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Outside Sales Talk
Where Sales Experts Meet
