Future-Proof Selling

We are using our voice in Sales all the time but are we using it effectively? Using your time diligently and using your Voice effectively, were the two most overlooked areas of the sales profession according to sales legend Zig Ziglar. Denis Champagne is an expert on the voice and many aspects of sales and prospecting. We discuss using the Voice effectively and a range of other sales topics.

Denis Champagne hails from Montreal, Canada and is the Founder and President of Lotus Communications, Denis has helped many companies improve their sales and marketing performance.

Check Denis out at the links below.

https://www.linkedin.com/in/denis-champagne-47419a2/

https://lotuscomm.com

Jason Bay and his team have written hundreds of cold email sequences and sent thousands of emails for their clients. Their biggest challenge was always coming up with a process that was repeatable but effective.

Jason developed the REPLY Method that allows you to scale up and improve the effectiveness of your messaging.

The REPLY Method focuses on WHY prospects buy. What are their job responsibilities? What challenges do they experience on a regular basis that relate with your product or service? What do they need to see in an email or hear in a cold call to WANT to respond?

The majority of salespeople don't have a closing problem. They have an opening problem. The REPLY Method removes the mystery of what to say in your cold outreach so you can schedule more meetings and close more deals.

Check Jason out at :

https://blissfulprospecting.com

Customers buy from people they Know, Like and Trust.

Daniel Priestley is a super successful global entrepreneur, international speaker and best-selling author. He is an expert on personal branding and one of the founders of Dent Global. Daniel shares with us how customers connect with people much more than they connect with companies or brands. There is a huge opportunity for salespeople to become trusted in their industry by building up their personal brand and leveraging social media, video and other tools. Salespeople tend to underestimate their value and according to Daniel they are sitting on a mountain of value for their customer audience, it is matter of getting that value out there in front of the right people.

Check Daniel out here.

https://www.dent.global

http://www.keypersonofinfluence.com/author/daniel/

The massive shift to subscription-based SaaS solutions has totally changed the way customers buy technology but have sales leaders transformed themselves and their sales processes to effectively meet this challenge?

Winning By Design is a company that are experts on the SaaS sales model and were recently acknowledged as the #1 B2B Sales Consultancy by G2Crowd. We talk to the head of Winning By Design's European business, Andy Farquharson, about these changes and some of the best practices we should all be looking at.

David Shepherd is the ANZ Country Manager for HubSpot. He's had a remarkable career and progression with the company, he joined the company nine years ago when they only had 150 employees compared to 3000 now.

During that time David progressed from an entry level sales role through to sales management and is now running a substantial whole Country operation.

We talk to David about how he has navigated his career and overcome various challenges as the company exponentially grew, constantly transformed and continues to evolve. Surviving and thriving in this environment takes a lot of resilience, David' shares the learnings and wisdom he has picked up along the journey.

Buyer Enablement is a concept that has gained momentum in the past couple of years. It helps us develop strategies to deal with modern complex buying processes.

Buying committees are expanding and customers have more information than ever; but often they don't know how to get buying decisions through the approval process. If we can adapt our sales approach to helping the customer solve these challenges we will be much more effective.

Kevin Dixon is the founder and CEO of Boxxstep, a B2B sales buyer relationship management platform, and is a buyer enablement expert.

Please check out Boxxstep here

Thomas J. Williams is the founder and CEO of Strategic Dynamics Inc, a firm which helps sales organisations sell more effectively by markedly improving their new hire candidate assessment process, sales productivity and business acumen.

He is also the co-author of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Think of it as a "tactical field manual" about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning.

We discuss navigating the Buying Committee and Stakeholder Management at length, Tom has great experience and insight in this area.

We also dig into dealing with gatekeepers, who Tom calls 'VPs of Access', Tom recommends a professional and respectful approach and gives us some great straightforward tips.

Secrets to sales hiring, effective qualifying and the importance of ongoing self-development with Marcus Cauchi.

90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years.

Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content. Enjoy part 2 here and look out for the first instalment if you haven't listened already.

Please check Marcus out here.

https://www.sandler.com/blog/author/marcus-cauchi

https://www.linkedin.com/in/sandlerchannelsalesexpert/

90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years.

Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content. Enjoy part 1 here and look out for the second instalment.

Please check Marcus out here.

https://www.sandler.com/blog/author/marcus-cauchi

https://www.linkedin.com/in/sandlerchannelsalesexpert/

Jack Kosakowski is the CEO of Creation Agency(US Division), a B2B marketing agency helping fast growing tech companies and some big brands drive their business forward with innovative digital strategies.

Jack is an expert and pioneer of Social Selling and shares a framework for how B2B sellers should be approaching social.

All sales leaders need to be incorporating social into their plans and make sure their team is well-equipped to be effective social sellers.

To learn more about what Jack is up to, please check out Creation Agency and Jack's other venture skillslab.io, a hub with various resources for every hungry sales and marketing professional with a passion for expanding their knowledge in the ever-growing marketing and sales industry.

https://www.creationagency.com

https://www.skillslab.io