Decision Point

Like so many businesses, Belay Solutions had some big problems to solve when the COVID-19 pandemic arrived in March. Fortunately, Lisa Seal and her sales team were prepared. As a company with a wealth of experience working together remotely, Belay made a quick transition in their sales approach. And it all began with asking, "How can we help?"

Lisa is the Vice President of Revenue at Belay, the leading Virtual Staffing Solutions company. Belay's unique "servant sales" approach allowed them to craft helpful resources for companies that were scrambling to transition to a remote working environment, and opened new doors for conversations with their prospects and customers. Learn how Belay's pivot impacted their business and how your sales team can learn to look for ways to help before they start to sell. Take a listen!

Learn More About Belay Solutions: https://belaysolutions.com/

Follow Lisa: https://www.linkedin.com/in/lisa-seal

Learn More About MonsterConnect: https://www.monsterconnect.com

As we think about the lasting impact 2020 will have on our sales teams and sales strategies, one might wonder if there is another moment in history that we can learn from. We asked Todd Caponi, author of The Transparency Sale, and a self-proclaimed sales history buff, for an example of how an event or cultural pivot from the past may give us insight into how sales teams can adapt to today's challenges.

As it turns out, there are no shortage of examples from history, but the key takeaway may surprise you. Listen in!

It's our nature as salespeople to sell prospects on what's good about our service or product. But what if you started the sales conversation by sharing what isn't? It sounds counterintuitive, but Todd Caponi, author of The Transparency Sale, believes that being open about the things you're giving up in order to be great at your "core" is the key to sales success.

While serving as the Chief Revenue Officer of Chicago's PowerReviews, Todd learned how reviews & feedback are changing the world of B2B selling - you can no longer hide your flaws and expect to get away with it. Todd joined us on Decision Point to share how transparency is the key to winning today's customers who want to understand the full experience they'll have when using your product - the good and the bad. How can you train your sales reps to sell with transparency, quickly qualifying more deals in your pipeline in the process? Listen in to find out!

Learn More About The Transparency Sale: https://www.transparencysale.com

Follow Todd: http://linkedin.com/in/toddcaponi/

Learn More About MonsterrConnect: https://www.monsterconnect.com

How can you effectively sell to someone when they can't see you and you can't see them? This year has provided an avalanche of challenges to businesses, but for salespeople specifically, the days of meeting in person and closing the deal feel like eons ago. That's why Margaret Henney believes in video - and its power as a selling tool.

She's the Director of Marketing at Covideo, the easiest way to record, send, and track personalized video emails through your favorite channels. Margaret joined us on Decision Point to share some helpful tips for salespeople when it comes to creating personalized videos for prospects and clients, as well as some insight into how video calls have changed the way we're building trust and relationships with each other. Take a listen!

Learn More About Covideo: https://www.covideo.com/

Follow Margaret: https://www.linkedin.com/in/margaret-henney-566b769/

Learn More About MonsterConnect: https://www.monsterconnect.com

As we all know, the best kinds of gifts are those that are given with the receiver in mind - not the giver. In sales, the concept of gifting is no different. We asked Chris Belli, VP of Marketing and Business Development at Studio Science, about his opinion on gifting as a sales strategy.

According to Chris, a thoughtful and intentional gift at the right time can have a huge impact. But it all starts with building a real relationship with your prospects and getting to know them on a human level. Listen in as Chris shares what's worked for him and how that can apply to your business.

Why is a relationship-driven approach to sales becoming a lost art, particularly in the tech industry? Chris Belli has some ideas. As Vice President of Marketing and Business Development at Studio Science, a design and innovation agency, Chris and his team are helping their clients create great customer experiences that are anything but transactional.

Chris joined us on Decision Point to share how the expectations of new Account Executives have shifted and what we lose when we rely on a list of cold prospects instead of building relationships in our communities. Chris explains his approach to the sales process and how building lasting relationships can lead to business that keeps coming back. Listen in!

Learn More About Studio Science: https://www.studioscience.com/

Follow Chris: https://www.linkedin.com/in/cbelli/

Learn More About MonsterConnect: https://www.monsterconnect.com

Last week on Decision Point, we heard Bob Kreisberg, President of OPUS Productivity Solutions, share how the profile of the salesperson has evolved over the past 20 years. Today we hear how you can pinpoint the right personalities to add to your sales team and ensure that the right people are filling the right seats.

OPUS Productivity Solutions is a consulting firm that specializes in improving the people productivity of their clients. Bob's expertise in helping companies make more effective hiring decisions is changing the way OPUS customers are thinking about structuring their teams and maximizing their potential.

Learn More About OPUS Productivity Solutions: https://www.opusproductivity.com/ Follow Bob: https://www.linkedin.com/in/bobkreisberg/ Learn More About MonsterConnect: https://www.monsterconnect.com

What are the traits of a great salesperson? And are those traits the same today as they were 20 years ago? As a leading authority on helping companies make more effective hiring decisions, it's Bob Kreisberg's job to know the answers.

Bob is the President of OPUS Productivity Solutions, a consulting firm that specializes in improving the people productivity of their clients. He joined us on Decision Point to discuss how the role - and the personality - of great salespeople has changed over the years and how companies can find the right people to fill the right role.

Bob also shares some insights on how the information age has created a more knowledgeable and thorough buyer, which has changed the sales landscape and required individual salespeople and sales teams to evolve.

Learn More About OPUS Productivity Solutions: https://www.opusproductivity.com/ Follow Bob: https://www.linkedin.com/in/bobkreisberg/ Learn More About MonsterConnect: https://www.monsterconnect.com

In a special bonus episode, Brandon Steiner, founder and president of The Steiner Agency and Collectible Xchange, shares a story of the time he took the court with Michael Jordan - and walked away victorious. Talk about overcoming adversity!

In 2000, Steiner attended a basketball camp with Jordan and challenged him to a game of 4-on-4. What follows is a story of unexpected triumph and an encouragement to tackle any and every mountain that lies in front of you.

Learn More About MonsterConnect: https://www.monsterconnect.com

Brandon Steiner is someone that understands how to make the most of an opportunity. He's the founder and president of The Steiner Agency and Collectible Xchange and the author of multiple books on leadership in business.

Growing up as a poor kid in Brooklyn, Brandon turned his paper route into a certified business by adding value to the customers he served. He learned early on that if you understand someone's true needs, and truly care about serving them, almost anything is possible.

I had Brandon on the show to talk about what drives him to give back to those around him and how his upbringing instilled core values of mental toughness. He also shares some stories from his journey that highlight the importance of being ready to make big decisions and how to maximize opportunities once those decisions are made.

Learn More About The Steiner Agency: https://brandonsteiner.com/

Follow Brandon: https://www.linkedin.com/in/brandonsteiner/