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Episode 62: Mike Scher — Engaging Your B2B Buyer
Mike Scher is the Founder of Frontline Selling, a company that focuses on teaching salespeople the top strategies to more effectively engage B2B buyers. With over 14 years of experience in the industry under his belt, Mike and his company have come up with new methodologies that amalgamate human, digital, and social sales strategies into a comprehensive, multi-pronged approach that yields the best results. Tune in to this episode to hear Mike’s insights into how best to engage your B2B buyer and achieve the success you want!
Key Takeaways:
[:22] John introduces his guest for this episode — Mike Scher.
[1:36] What is Mike’s company and what does he do?
[3:33] How is what Mike is doing differently from other sales techniques and strategies?
[5:10] Many salespeople simply guess their way through the sales process. John and Mike discuss some of the changes in sales methodologies over the years and some of the offerings of Frontline Selling.
[9:30] The Staccato methodology employs a mix of human, digital, and social points of contact to establish that first meaningful contact.
[14:00] Mike talks about the difficulties of A/B testing.
[15:20] Sales is art and science, but far more art. Mike and John share their views on the art of sales that makes it successful.
[17:44] There are a lot of businesses doing what Mike is doing, but not really. He explains what that means.
[19:35] How can Mike help John sell his product? They discuss some of the challenges John faces in his business when it comes to selling his product, and how to overcome them.
[27:30] Mike’s company takes traditional sales techniques and modifies them to work in today’s world. He elaborates on what kind of metrics should be used to assess success.
[32:35] There is a difference between social selling inside an organization and outside an organization.
[35:01] Get in touch with Mike for more information via his website, LinkedIn, or just give him a call!
Mentioned in This Episode:
Mike Scher on LinkedIn
Frontline Selling
Call Mike Scher at (770) 262-3009
“The Rise of the ‘Silent Sales Floor’ is Killing Business,” by Tony Hughes on LinkedIn
Staccato Methodology
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By Financial GravityMike Scher is the Founder of Frontline Selling, a company that focuses on teaching salespeople the top strategies to more effectively engage B2B buyers. With over 14 years of experience in the industry under his belt, Mike and his company have come up with new methodologies that amalgamate human, digital, and social sales strategies into a comprehensive, multi-pronged approach that yields the best results. Tune in to this episode to hear Mike’s insights into how best to engage your B2B buyer and achieve the success you want!
Key Takeaways:
[:22] John introduces his guest for this episode — Mike Scher.
[1:36] What is Mike’s company and what does he do?
[3:33] How is what Mike is doing differently from other sales techniques and strategies?
[5:10] Many salespeople simply guess their way through the sales process. John and Mike discuss some of the changes in sales methodologies over the years and some of the offerings of Frontline Selling.
[9:30] The Staccato methodology employs a mix of human, digital, and social points of contact to establish that first meaningful contact.
[14:00] Mike talks about the difficulties of A/B testing.
[15:20] Sales is art and science, but far more art. Mike and John share their views on the art of sales that makes it successful.
[17:44] There are a lot of businesses doing what Mike is doing, but not really. He explains what that means.
[19:35] How can Mike help John sell his product? They discuss some of the challenges John faces in his business when it comes to selling his product, and how to overcome them.
[27:30] Mike’s company takes traditional sales techniques and modifies them to work in today’s world. He elaborates on what kind of metrics should be used to assess success.
[32:35] There is a difference between social selling inside an organization and outside an organization.
[35:01] Get in touch with Mike for more information via his website, LinkedIn, or just give him a call!
Mentioned in This Episode:
Mike Scher on LinkedIn
Frontline Selling
Call Mike Scher at (770) 262-3009
“The Rise of the ‘Silent Sales Floor’ is Killing Business,” by Tony Hughes on LinkedIn
Staccato Methodology