Key Steps for Successful Discovery Calls – Outside Sales Talk with Victor Adefuye
Victor Adefuye is the founder and CEO of Dana Consulting, a firm that functions as an outsourced VP of Sales for SMBs and startups. As a sales coach with over 10 years of experience, Victor has helped many companies build a repeatable and scalable sales process and trained their sales teams to close more deals with best practices. Listen in and learn what specific questions you should ask your prospects to make more successful discovery calls and close deals faster!
Here are some of the topics covered in this episode:
- How to prepare for a discovery call
- Discovery over phone vs. face-to-face
- The 3 types of questions you need to ask
- Tips & tricks to get the answers you need from the prospect
- How to close out the call strong
- Why sales scripts are critical to your sales team’s success and what elements they should entail
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: As the founder and CEO of Dana Consulting, Victor Adefuye helps entrepreneurs and their sales teams to employ best practices as they pursue clients – avoiding the emotional roller coaster of chasing deals that either take too long to close or never close at all.
Victor is particularly skilled at identifying sales and partnership opportunities, effective communication of technical ideas (through writing and public speaking), relationship building and navigating complex individual and B2B sales from needs development to close.
He also acts as a management consultant offering guidance on B2B sales to Fortune 500 clients as they bring innovative products and services to market. Victor is a graduate of Duke University and the George Washington University Law School, where he first honed his presentation and persuasion skills.
Website: http://www.dana-consulting.com
LinkedIn: https://www.linkedin.com/in/victoradefuye
Twitter: @dana_growth
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
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 I Left My Sales Career to Start Badger Maps
In this episode, host Steve Benson is being interviewed by the producer of the show, Anna Bolender, about how he started his outside sales career, why he left Google to start Badger Maps and the most important lessons he learned along the way. Steve shares valuable advice from his successful field sales career and talks about his entrepreneurial journey!
Here are some of the topics covered in this episode:
- Sales lessons from working at IBM, Autonomy and Google
- Steve’s experience as sales manager at Google
- Hardware vs. software sales industry
- How to decide if you should take the leap and start a business
- Bootstrapping or raising VC money?
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 and watch the video here!
How Emotional Intelligence Affects Your Sales – Outside Sales Talk with Colleen Stanley
Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!
Here are some of the topics covered in this episode:
- How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
- Daily exercises to improve specific EI skills such as emotional self-awareness
- How to emotionally connect with prospect and create bigger conversations
- How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions
Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a ‘bag carrying’ rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.
Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.
Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.
Website: http://www.salesleadershipdevelopment.com
LinkedIn: https://www.linkedin.com/in/colleenstanleysli
Twitter: @EiSelling
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
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!
The Perfect Pitch: Storytelling in Sales – Outside Sales Talk with Dominick Cappuccilli
Dominick Cappuccilli is the founder and CEO of The Clean Sell consulting firm which has helped hundreds of executives tell a better sales story and build their sales efforts from the ground up. Dom demystifies what really goes into a successful sales pitch and shares how he closed every deal for 2 years in his previous sales job. Learn his 4 step strategy to craft your sales story and deliver the perfect pitch!
Here are some of the topics covered in this episode:
- The power of storytelling in sales
- How to craft your sales story
- 4 steps to deliver the perfect pitch
- Questions to ask to find out the prospect’s pain points
Storytelling is one of many skills that salespeople must master to be successful. Learn more essential sales skills here that will make you stand out and become more confident in your job!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Dom Cappuccilli is the founder and CEO of The Clean Sell, a sales consulting firm focused on helping small businesses develop a structured and scalable sales strategy with a customized sales playbook.
Dom combines the power of a trained storyteller with the real world experience of an elite salesperson. In fact, he became an elite salesperson because he was a trained storyteller.
After 10 years as a reporter, author and screenwriter, Dom found his calling when he rewrote the sales story of a fast-growing healthcare company and doubled their revenue in six months. From there, he quickly rose to be a sales leader at unicorn startup ZocDoc – currently valued at $1.8B – before he went to Arches Technology and created and sold an entirely new healthcare technology product to health systems.
During his career, Dom was amazed that almost all of the companies he saw were succeeding in spite of their sales story and strategy, not because of it. In 2016, he decided it was time to change that and The Clean Sell has been helping startups and small businesses ever since.
Website: http://www.thecleansell.com
LinkedIn: https://www.linkedin.com/in/dom-cappuccilli-0604853a
Twitter: @TheCleanSell
Facebook: https://www.facebook.com/thecleansell
Get Dom’s book recommendations:
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Outside Sales Talk
Where Sales Experts Meet
