Deal Killing Obstacles in B2B Sales – Outside Sales Talk with Thomas Williams & Thomas Saine
Tom Williams and Tom Saine are the authors of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.
Here are some of the topics covered in this episode:
- Top challenges in B2B sales today
- Stakeholder mapping
- How to sell to large groups or committees
- Getting past the gatekeeper
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.
Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales.
Website: https://strategicdynamicsfirm.com/
LinkedIn – Tom Williams: https://www.linkedin.com/in/thomasjwilliams/
LinkedIn – Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/
Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029
Listen to more episodes of the Outside Sales Talk here!
How Ultra-High Performers Use Time Management – Outside Sales Talk with Jeb Blount
Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. In this episode, Jeb shares tips on using time management to become a top salesperson.
Here are some of the topics covered in this episode:
- Organize your calendar to optimize certain activities
- Prioritize the most important sales tasks
- Use Golden Hours to their full advantage
- How to coach your team on time management
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Jeb Blount is the bestselling Author and among the world’s most respected thought leaders on sales, leadership, and customer experience. He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.
Through his global training organizations, including Sales Gravy, Channel EQ, and Innovate Knowledge, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities, and delivers training to thousands of participants in both public and private forums.
Website: Salesgravy.com
Youtube: www.youtube.com/user/salesgravy
LinkedIn: www.linkedin.com/in/jebblount
Twitter: @SalesGravy
Facebook: @SalesGravy
Instagram: @SalesGravy
Listen to more episodes of the Outside Sales Talk here and watch the video here.
How to Close Larger Sales – Outside Sales Talk with Terry Hansen
Terry Hansen is the president of the Hansen Group and has been helping organizations increase their sales success for over a decade. His strategies for improving Sales Performance have been used by organizations in many B2B industries. As a keynote speaker and workshop presenter, he conducts hundreds of presentations each year for businesses all over the country. In this episode, Terry shares how you can increase your deal size.
Here are some of the topics covered in this episode:
- Customer expectations
- Warning signs a prospect might not close
- How to use the PIMAT system
- Tips to closing larger deals more consistently
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Terry is the President of Hansen Group Company, a sales performance improvement firm, and the creator of Hansen University. For over a decade, Terry Hansen has helped startups, non-profits and seasoned businesses in many industries find more prospects, close more sales and retain customers longer.
Terry conducts about 300 lectures, trainings and speeches each year and has recognized with several awards for his outstanding achievements. He has authored several articles for industry magazines and produced over 60 hours online training courses for sales professionals and sales managers.
LinkedIn: https://www.linkedin.com/in/terrylhansen/
Get access to B2B Sales Training courses http://bit.ly/B2BSellingCourse
Take a FREE comprehensive Sales Performance Assessment: https://hansenuniversity.outgrow.us/Gap
Website: hansengroupcompany.com
Email: Terry@HansenGroupCompany.com
Listen to more episodes of the Outside Sales Talk here and watch the episode here
How to Create a High-Performing Sales Culture – Outside Sales Talk with Keith Rosen
Keith Rosen is the CEO of ‘Profit Builders’, an award-winning talent development organization focused on supporting and training salespeople and managers.
With his proven methods, he is helping them transform into elite coaches and develop top performing cultures. He is also a keynote speaker and author of several books, including his latest one called “Sales Leadership”. In this episode, Keith shares tips on creating the best sales culture for your company.
Here are some of the topics covered in this episode:
- How to turn managers & reps into coaches
- What is broken with coaching
- Learn to use field observation
- Why you should lead with questions
- Build a culture of coaches
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Keith Rosen is a globally recognized authority on sales and leadership and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. He has delivered his programs to hundreds of thousands of people in practically every industry in over 75 countries.
Keith has written several best-sellers, including Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of five international best book awards and the #1 best-selling sales management book on Amazon since 2010. Inc. and Fast Company named Rosen one of the five most influential executive coaches. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.
Company Website: Coachquest.com
Website: Keithrosen.com – Blogs, Templates, and Podcasts
Email: keithr@keithrosen.com
How to Master your Sales Presentations – Outside Sales Talk with Victor Antonio
Victor Antonio is an author of 13 books on sales and motivation and recently launched the Sales Mastery Academy learning platform with 300+ videos. He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank), Rudy Giuliani, Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). In this episode, Victor shares tactics for sales presentations that actually close.
Here are some of the topics covered in this episode:
- Understand the entire sales presentation process
- How to get in front of any objection
- The Hero Story & how to gain the confidence of your prospect
- Why salespeople are value merchants
- Close from the start
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420Million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.
Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation. He recently published his new book, “Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling”.
Youtube: https://www.youtube.com/user/salesinfluence/featured
Website: Victorantonio.com – Sales Mastery Academy
Listen to more episodes of the Outside Sales Talk here and watch the video here!
The Art of the Slow – Outside Sales Talk with Brandon Bruce
Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Brandon has grown Cirrus as a lightly-funded distributed company with scrappy tactics in the same industry as billion-dollar software companies and competitors with tens of millions in funding! From his sales experience at Cirrus, Brandon wrote the book The Slow Sale. In this episode, Brandon shares how salespeople can win sales with context rather than speed.
Here are some of the topics covered in this episode:
- Time can also deliver and save deals
- Learning about the “Quiet Period” to close more deals
- How to best document your sales process
- Understanding when to be patient and when to move on
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Brandon Bruce is the Cofounder and COO of Cirrus Insight, the highest rated sales platform that connects Gmail & Outlook with Salesforce. Since launching in 2011, it’s been a roller coaster of success and setbacks, and Brandon’s philosophy for operating Cirrus is similar to his love of competing in 500+ mile ultra-endurance races – you aren’t going to win at the start or in a sprint at the end. Success is a war of consistency and persistence, and he has always enjoyed that.
Today, Cirrus is in the middle of their biggest challenge yet – pivoting for the first time in seven years after losing their primary marketing channel as the #1app on the Salesforce AppExchange.
Email: brandon@cirrusinsight.com
LinkedIn: https://www.linkedin.com/in/brandonbruce/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Outside Sales Talk
Where Sales Experts Meet
