High-Profit Prospecting Strategies – Outside Sales Talk with Mark Hunter
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!
Actionable Ways to Use Linkedin for B2B Sales – Outside Sales Talk with Kurt Shaver
Kurt Shaver is a LinkedIn Trainer and Keynote speaker, helping B2B inside and outside sales teams win more business with digital sales techniques. If you want to grow your professional network of customers, prospects and partners, connect with more decision makers through introductions and referrals, and increase your visibility and value online, Kurt is the guy!
Kurt carried a bag as a sales rep, led teams as VP of Sales and is now helping sales teams increase revenue through adopting the right sales tools and strategies. On this episode, he is sharing his in-depth knowledge and actionable tips about the most important social selling tool LinkedIn, and how you can use it to become more successful in outside sales.
Here are some of the topics covered in this episode:
- Why LinkedIn is crucial for Field Salespeople
- How to use LinkedIn to grow your network and build relationships
- 3 tips to make initial contact with a prospect on LinkedIn
- How to make a powerful LinkedIn profile that stands out and attracts your buyers
- What NOT to do on LinkedIn
Learn more about how to generate more leads with LinkedIn!
Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest: Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso, a digital sales transformation company focusing on sales and marketing alignment. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications.
Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.
LinkedIn: https://www.linkedin.com/in/kurtshaver/
Twitter: @KurtShaver
Website: https://vengreso.com/
Listen to more episodes of the Outside Sales Talk here!
The Key to Successful Sales Leadership – Outside Sales Talk with Bernadette McClelland
Bernadette McClelland is the CEO of the Sales Performance Agency ‘3 Red Folders’, a recognized sales authority, keynote speaker and executive coach, well known for her expertise in B2B Sales Leadership. She has over 20 years of sales experience working for top companies like Xerox and Kodak.
On this episode she’ll share her advice and insights about what it takes to become a successful leader in Outside Sales. Bernadette talks about what conversations you need to have with your customers and prospects to get to the top in today’s noisy sales environment.
Here are some of the topics covered in this episode:
- How to have successful sales conversations
- The mindset and skill-set you need to become a sales leader
- 3 key areas sales leaders need to focus on
- The best management style for Outside Sales
To be a successful Outside Sales Manager, you need to manage your team effectively and enable them to perform at their best. One aspect is to balance your sales reps’ territories to increase their productivity and drive results.
Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.
About the Guest: For many years, Bernadette worked on the front line for world class technology companies as a quota bearing sales executive, responsible for business development, product launches, client relationships and profitable negotiations ranging from tens of thousands to multi million dollars.
She now works in those same environments helping CEOs and their sales teams increase their sales results and performance by building a realistic and qualified pipeline.
Her business, 3 Red Folders, ensures their customers create solid results by focussing on sales strategy, sales process, target market, ratios and numbers, message to market, prospecting strategies and mindset shifts that encompass a successful and sustainable sales environment.
Having recently published her fifth book, ‘The Art of Commercial Conversations – When It’s Your Turn To Make A Difference’, Bernadette has highlighted the 9 commercial leadership skills and conversations needed for B2B sales executives, leaders and business owners in today’s world.
What differentiates Bernadette’s approach and her business offering is found at the intersection of ‘sales process (business)’ + ‘sales psychology (behaviour)’ + ‘sales science (brain)’ and is underpinned by a proven science backed and evidence based evaluation tool, specific to the selling field.
Website: http://bernadettemcclelland.com
3 Red Folders: http://3redfolders.com
LinkedIn: https://www.linkedin.com/in/bernadettemcclelland
Twitter: @b_mcclelland
Listen to more episodes of the Outside Sales Talk here!
Best Ways to Deal with Competition in Sales – Outside Sales Talk with Anthony Iannarino
Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.
Here are some of the topics covered in this episode:
- Why competition is important in sales
- Key skills that will set you apart from the competition
- The mindset you need to outsell your competitors
- A secret productivity hack and best books to read for salespeople
- Sales trends and how to stay competitive in the future
Learn how you can differentiate yourself and outsell your competition with this killer territory plan!
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.
About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.
In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.
Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.
Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.
Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!
Sales Blog: http://www.thesalesblog.com/
LinkedIn: https://www.linkedin.com/in/iannarino
Twitter: @iannarino
Check out more episodes here.
How to Overcome Price Objections – Outside Sales Talk with Steve Benson
In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question – what’s the best way to handle and overcome price objections in sales?
You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?
Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.
Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”
Here are some of the topics covered in this episode:
- Identifying the 4 types of price objections
- How to address and overcome different types of price objections
- Giving discounts vs. making ‘price adjustments’
Steve is the host of the Outside Sales 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 selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.
Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.
Website: www.badgermapping.comLinkedin: www.linkedin.com/in/stevenbensonTwitter: @SteveBenson and @BadgerMapsFacebook: www.facebook.com/badgermapsYouTube: www.youtube.com/user/BadgerMapping
You can listen to more episodes here: https://www.badgermapping.com/podcast
Attracting the Modern Buyer with Digital Sales – Outside Sales Talk with Mario Martinez Jr.
Mario Martinez Jr. is a former VP of Sales, Keynote Speaker & Digital Sales Evangelist. He has spent 82 consecutive quarters in sales and leadership helping to grow revenues for small to large fortune 100 sales teams. He was in the 100%+ Club for 15 out of 18 years! Mario talks about the modern buyer that is influenced by the Digital Sales Transformation. As sales and marketing professionals we must be aligned with our understanding of the buyer’s needs. We must meet the buyer in their digitally connected, socially engaged, mobile attached, video-hungry preferences. Today’s modern buyer requires a modern seller, and Mario shares how you can become that seller!
Here are some of the topics covered in this episode:
- What is Digital Sales and how has it changed the Sales landscape?
- The 4 characteristics of the “Modern Buyer”
- Keys to being a successful Salesperson in today’s digital world
- How to approach Digital Prospecting
- Using video messaging to get your prospect’s attention
LinkedIn is an important tool to have in your sales arsenal. Learn how you can generate more leads with LinkedIn!
About the Guest: Mario is the CEO and founder of Vengreso, the only full spectrum provider of digital sales transformation services helping business professionals from small business to the enterprise accelerate growth through marketing and sales alignment, the mindset to be persistent and the toolset to scale.
He is a keynote speaker, sharing his strategies with companies such as SAP, ADP, Cisco, LinkedIn, + others. Fun fact – he is known to open a speech with a Salsa dance!
Mario has received the LinkedIn Social Selling Index (SSI) score of 99/100.
He is one of 20 sales influencers invited to appear in the Salesforce documentary film The Story of Sales launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.
As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and the Huffington Post.
During the episode, Mario mentions his podcast, Selling with Social, and the episode about 10 Steps to Launching a Digital Selling Program with Brynne Tillman. Check it out!
Website: https://vengreso.com/
Linkedin: https://www.linkedin.com/in/mthreejr/
YouTube: https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1
Twitter: @M_3jr and @GoVengreso
Listen to other episodes of ‘Outside Sales Talk’ here!
Outside Sales Talk
Where Sales Experts Meet
