Outside Sales Talk

Where Sales Experts Meet

All Episodes

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

    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 iTunes, Stitcher, Google 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

    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