Warning to Salespeople: This might hurt - just a bit

In this week's podcast, Mark Edwards talks to Ari Galper, the World No1 authority on "trust-based selling". 

Some 20 years ago, Ari was a sales manager in a software company, selling an innovative tracking solution. 

It was after an hour-long, online demo - which Ari describes as a "Lovefest on the phone" - that Ari had an epiphany that changed the way he saw and approached selling from that moment forward.

After that demo, Ari realised that somewhere over the years, it had become socially acceptable to lie to salespeople; he realised that you need to remove pressure from sales conversations and replace it with trust or you'll never get to the truth of what they need - And you'll be forever chasing 'ghosts'.

Ari explains the importance and the subtle nuances of the language you use - with a list of phrases and words to avoid. 

He also explains when and how the sale is lost - and it's not when and how you may think...

Links:
linkedin.com/in/australiatrustsalestraining
https://unlockthegame.com
Book: Unlock the Game

Mark Edwards Talks with Gordon Ho, founder and Head Rainmaker at Rainmakerdots.

The main problems Gordon sees with lead generation are lack of time and consistency

He says, sales prospecting never sleeps – so therefore, you have to commit the time and be consistent with it – Otherwise the pipeline will fall off.

Nobody likes to do prospecting but it has to be done.

https://www.rainmakerdots.com/

Simon Grosse, CEO at "Great Place to Work", award-winning company, Foundation-SP, talks to Mark Edwards. 

We learn how his company has evolved from a services model to being a provider of Pulse 360 software that assists organisations in managing their employee culture, communications, expectations and well-being.

Simon explains how he and his colleagues have fostered a very direct & open culture of communicating the things that are going well as well as things that aren't. 

He goes on to describe how this two-way communication is invaluable for enterprises in gauging employee engagement & satisfaction and how his organisation strives to make work a place where people are 'in flow' and where they are empowered to do their best work.

Links:

• https://www.pulse360.io/
• https://foundation-sp.com/
• linkedin.com/in/simon-grosse-7324b61
• [email protected]

With a background as an M&A lawyer in Israel, and several successful start ups to his name, Dan Ziv is now CEO of TouchNote. 

Dan describes TouchNote as a creative platform for personal communication, where people upload their own images and send them as postcards, greetings cards etc. 

TouchNote's primary differentiator is that they are a “Mobile first” platform, optimised for ease of use, with a particular focus on personalisation.

Amongst a range of topics, Dan explains how they have pivoted to rapidly scale the business by offering memberships.

Links:

• @Danziv
• [email protected]