Winning Complex B2B Deals – Outside Sales Talk with John Smibert
John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.
In this episode, John talks about the challenges small businesses face when selling to large organizations.
Here are some of the topics covered in this episode:
- How larger organizations identify a need and eventually buy
- The best strategy for outside salespeople to get past potential gatekeepers
- Tips for getting past or working with a gatekeeper
- How salespeople can lower their client’s perceived risk when selling higher priced items
More From the Guest
LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au
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An AE’s Secret Weapon: Automated Client Gifting – Outside Sales Talk with Kris Rudeegraap
Kris is the CEO of Sendoso, a Sending Platform for corporate gifting that’s been growing rapidly over the last few years. He is a California native with around 10 years of sales experience. As a former salesperson, he really understands how to interact with clients and what really makes the sale.
In this episode, Kris talks about his experience as an AE and how AEs can create the ultimate sending strategy.
Here are some of the topics covered in this episode:
- The number one thing that differentiates a good salesperson from a great salesperson
- Why giving gifts to your customer keeps them happy
- How corporate sending and gifting has changed over the past few years
- Things that salespeople should avoid while creating a sending strategy
More From the Guest
LinkedIn: https://www.linkedin.com/in/rudeegraap/
Website: www.sendoso.com
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The Mindset of a Sales Warrior – Outside Sales Talk with Jason Forrest
Jason is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and “Best Place to Work” cultures. He’s also an award-winning author and has won 5 international Stevie Awards for his training programs.
In this episode, Jason talks about some of the topics from his recent book: The Mindset of a Sales Warrior.
Here are some of the topics covered in this episode:
- What the mindset of a sales warrior is
- How great sales training can work to change behavior
- The four limiting beliefs that hold salespeople back
- The #1 key to differentiate yourself from competitors
More From the Guest
LinkedIn: https://www.linkedin.com/in/jasonforrest/
Website: www.fpg.com
The Mindset of a Sales Warrior (Paperback): https://www.amazon.com/Mindset-Sales-Warrior-Jason-Forrest/dp/1646691423
The Mindset of a Sales Warrior (Audiobook): https://www.amazon.com/Mindset-Sales-Warrior/dp/B082HJLK3J/ref=tmm_aud_swatch_0?_encoding=UTF8&qid=&sr=
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Badger Maps – The #1 Route Planner for Field Sales
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Creating a Win-Win Solution with Consultative Selling – Outside Sales Talk with Melinda Emerson
Melinda Emerson, also known as the SmallBizLady, is a sales expert who has dedicated her career to end small business failure. Using her 20 years of experience as an entrepreneur, She has taken all that she’s learned to educate people on all things small business. Melinda is also a bestselling author and runs a consulting firm.
In this episode, Melinda talks about the essence of understanding your customers and tailoring your solutions to their needs to create win-win solutions.
Here are the topics covered in this episode:
- How salespeople should protect their relationship with customers
- Focus on existing customers because they’re going to keep your retention rate high
- Sales and marketing should work together in order to build a strong customer base
- Work to learn and understand your customer’s challenges and roadmap
More From the Guest
SmallBizLady on social media
LinkedIn: https://www.linkedin.com/in/melindaemerson/
Book: https://succeedasyourownboss.com/products/
Listen to more episodes of the Outside Sales Talk here!
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Get Paid to Be Real – Being Authentic in Sales – Outside Sales Talk with Darren Reinke
Darren is the founder and managing director of GROUP SIXTY, an executive training and coaching company. Additionally, Darren has a popular book and podcast both titled “The Savage Leader.”
In this episode, Darren talks about how you stay vulnerable and authentic with customers while being professional.
Here are some of the topics covered in this episode:
- How core values come into play when dealing with authenticity in sales
- The value customers see in an authentic salesperson
- How a salesperson can use their authenticity to connect deeply with customers
- The most common mistake salespeople make when they try to connect to their customers
More From the Guest
LinkedIn: https://www.linkedin.com/in/darrenreinke
Book: The Savage Leader – https://www.amazon.com/Savage-Leader-Principles-Become-Better/dp/1736117904
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
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Badger Maps – The #1 Route Planner for Field Sales
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Sell From Love – Eliminating Fear to Master the Sale – Outside Sales Talk with Finka Jerkovic
Finka is the founder of FINKA Communications. She’s also a speaker, coach, and host of the “Sell From Love” Podcast. Finka has spent 20 years in Corporate Canada in the financial services industry, and is now consulting clients with a focus on personal branding, leadership, sales, and client experience. Additionally, she is the author of the Amazon bestselling book, “Sell From Love: Love Yourself, Love your Client, Love your Offer.”
In this episode, Finka shares her strategy of selling from love and how it improves client relationships and sales revenue.
Here are some of the topics covered in this episode:
- Selling from a place of love instead of fear
- The three pillars of selling from love
- Tips for being a great coach to your team
- How learning to listen helps you close more deals
More From the Guest
LinkedIn: https://www.linkedin.com/in/finka-jerkovic/
Website: https://sellfromlove.com/discoverycall/
The Sell From Love Book: https://www.amazon.com/Sell-Love-yourself-client-offer-ebook/dp/B08MTGC1P9/ref=sr_1_1?dchild=1&keywords=finka+jerkovic&sr=8-1
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps – The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Outside Sales Talk
Where Sales Experts Meet
