High Tech Freedom Sales Podcast

High Tech Freedom Sales Podcast

By Chris FreemanBusinessMarketingCareers
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High Tech Freedom Sales Podcast episodes

  • 124 - Harvey Berman - Building Trust Beyond Email and Text in Business

    Harvey Berman is the executive vice president at Abi Research, a global intelligence research firm. Based in Austin, Texas, Harvey heads up the global sales group and focuses on forward-looking transformative technologies such as AI, AR VR industrial manufacturing, electric vehicles, and metaverse.

     

    Key Takeaways:

    - Build strong relationships and outwork everyone to succeed in sales

    - Embrace AI to become more efficient and effective

    - Share AI knowledge with the team to improve overall success

    - Continuous self-improvement is the key to success and inspiring others

    - Trust is crucial in business today

    - Making personal connections and having face-to-face conversations is still important despite the need for technology.

     

    You can connect with Harvey through linkedin: linkedin.com/in/harvey-r-berman-9b802215

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

    38 min
  • 123 - How the 7-38-55 Rule Applies to Sales

    Albert Mehrabian's research, which started back in the 1950s, led to the development of the 7-38-55 Rule. The rule suggests that communication can be broken down into three components:

    1. Words (Verbal): This aspect includes the actual spoken or written words used during a conversation. In Mehrabian's study, it accounts for only 7% of the total impact of a message.
  • Tone of Voice (Vocal): The tone, pitch, and inflection of one's voice fall under the vocal component. It contributes to 38% of the overall impact in a message.
  • Body Language (Nonverbal): The most influential part of communication is nonverbal cues, such as facial expressions, gestures, posture, and eye contact. This component makes up a significant 55% of the total impact in a message.

    • In this episode, we share some examples of how this applies to sales, especially in the more virtual world of selling.

     

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

    12 min
  • 122 - The Importance of Conversation in Leadership and Change - Marsha Acker

    Marsha Acker is a coach who specializes in executives and leadership teams. She has a background in tech and software engineering as well as degrees in those fields. Her career eventually led to increasing leadership positions where she struggled with the people side of leadership. About 20 years ago, Marsha began a process to become a better leader and eventually transitioned into working with leadership teams and coaching.

     

    Key Takeaways:

    • Leaders should take the time to hear different viewpoints, even if it may be a lot of work. It can shape and shift the thinking of all parties involved and lead to a shared understanding of the business picture.
  • No one person can have the full picture, and it's valuable for everyone to hear one another's perspectives.
  • Individuals can feel like change is being done to them and that their voice doesn't matter. Effective leaders listen for all four actions in a conversation and prompt for any missing action.
  • Having a structural language to analyze conversations can help leaders understand what is happening differently.
  • Conversations can be looked at in a morally neutral language to see what is happening differently. There are four actions that can happen in a conversation - follow, oppose, bystand, and support.
  • Effective conversations have all four actions voiced. Ineffective conversations leave one or more of these actions out.

    • You can connect with Marsha through linkedin: linkedin.com/in/keeleyhubbard

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461 

    24 min
  • 121 - Taking Extreme Ownership in Sales

    Are you feeling stuck in your sales success?

    Do you feel that you are not where you want to be?

    Are you seeing other sales pros experiencing success around you and wondering why you are not having the same success?

    If your response looks towards anything external, that most likely is your challenge.

    Taking 100% ownership of every aspect of your life is the secret to success.

    Most people spend their time denying their mistakes, complaining about their circumstances, and giving excuses for their lack of results.

    In this short episode we discuss the importance of taking ownership, being a great leader, and being a great follower.

     

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461 

    5 min
  • 120 - Success in Sales: Learning from Mentors, Networking, and Effective Communication - Jeremy Laynor

    Jeremy Laynor is a senior vice president of global sales for Providence Medical Technology, a medical device company that focuses on treatments for degenerative spine disease, specifically cervical spine disease. With 22 years of experience in the commercial side of early, mid-stage, and large established businesses, Laynor began his career in Major League Soccer and then ventured into sports marketing before joining a large Fortune 16 company, Cardinal Health, to work in medical sales and field management for six years. He then moved on to work in early stage medtech startups, with one stint in software sales with a startup called Fat Cloud. In recent years, he has returned to medical sales and now advises individuals on career progression and sales techniques based on his extensive experience. He is also the author of a book about how basketball principles apply to the business world called "Point Guard Sales Leadership."

     

    Episode Summary:

    • Keys to success in sales, including learning from mentors, networking, and effective communication. 
  • Importance of finding a mentor who is already successful in the area you want to pursue. They share a personal anecdote about one host who wanted to move into a different type of sales role and found an older colleague to mentor him. By learning from the mentor and accompanying him on sales calls, he gained experience and built relationships that eventually led to a promotion.
  • Taking on responsibilities of the desired role, seeking opportunities to act like the desired role, and developing the mindset and skills needed for the role.
  • The importance of social media, specifically LinkedIn, for networking and generating leads.
  • The evolving nature of pipeline building in a post-pandemic world. T

    • You can connect with Jeremy through linkedin: linkedin.com/in/jeremy-laynor22

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461 

    31 min
  • 119 - How to Research an Account Before a Sales Meeting

    How do you quickly do your account research before a meeting?

    In today’s episode we talk about the need to build a checklist so you can go fast!

    In addition, we cover topics that include:

     

    • Customer’s target market
  • Information on how they are competing and where they are getting beat 
  • What makes them unique? 
  • Look at the company’s Twitter account. 
  • Read their press releases
  • Competitors press releases. 
  • The company’s blog is a great way to get real time insight vs. what they post on their website. 
  • Don’t forget to search your own internal CRM. 
  • Search for 3rd party reports 

    •  

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

    13 min
  • How Not to Be Desperate Sales - Aaron Cullip

    BIO: Aaron Cullip is the head of tax research for Walters Klure, where he oversees tax and accounting software for the US and Canada. His area of expertise lies in providing a web-based tax research subscription service and ensuring firms and corporations have access to state and federal laws and codes, as well as Canadian rules and regulations around tax filing. With a background in technical software solutions, Aaron now focuses solely on the tax research side of the company. In addition to his full-time job, he also teaches business negotiations at Clemson University's graduate program.

     

    Episode Summary:

    • Keeping a professional journal
  • Focus on relationship-based sales
  • Common interview issues
  • Being vulnerable and authentic in interviews
  • Boardroom presence as an essential quality
  • Importance of being transformational in sales
  • Being transformational instead of transactional



    • You can connect with Aaron through linkedin: linkedin.com/in/aaron-david-cullip-7a6b46191

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

    31 min
  • 117 - How to Uplevel Your Virtual Sales Meetings

    In this episode we talk about how you can improve and enhance your virtual sales meeting so that you can build more pipeline and sell more!

    Topics include:

    • Preparation tips
  • Addressing tools to avoid delays
  • Tipis to use chat to keep the customer engaged
  • How to get your customer to turn on video
  • Recording and editing out video clips for follow up
  • Leveraging breakout rooms to separate leadership from the tech team

    • Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

    14 min
  • The Future of Sales: From Quantity Over Quality to Creative Storytelling

    Bio: Peter Steube started his career in sales on Wall Street, where he created community events to share information with customers. He then evolved his career to focus on the tech industry, running a research business where he interviewed IT professionals and founders of tech companies. He ultimately joined Gartner, where he is now building out the Gartner peer community, which aims to provide a networking experience that combines industry groups with social media platforms.

     

    Topics covered:

    - The importance of cooperation over competition in the world

    - Prioritizing learning from each other and creating a safe space for it on the community platform

    - The effectiveness of the platform for getting fast answers for precise and specific questions

    - The power of instant feedback from a peer group and input from people outside of one's close circle for formulating a thesis or gut checking ideas

    - Overview of the Gartner community platform and its features for verified users

    - The evolving nature of sales as a role, requiring creativity and storytelling for success

    - The speaker's background in sales and community building

    - The importance of storytelling for salespeople



    You can connect with Peter through linkedin: linkedin.com/in/petersteube

    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

    20 min
  • 115 - How to Find Personal Pain in Sales

    We cover:

     

    1. Why spend time trying to uncover the personal pain of your customer contacts?
  • How can you uncover personal pain and some example questions to ask. 

    •  

    We touch on topics that include:

    • Motivation
  • Competition
  • Building long-term sales relationships
  • Using your own CRM
  • Thoughtful follow up



    • Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461 

     

    19 min

About High Tech Freedom Sales Podcast

From the publisher's feed

The High Tech Freedom Sales Podcast provides tech sales people access to some of the top tech sales professionals in the business. In addition, we bring in top sales professionals from other industries, entrepreneurs, thought leaders, consultants, & authors. These experts share their stories, tips and advice on how they built a successful careers. We will also learn how they have invested along the way to create financial freedom to pursue the passions and hobbies that are important to them.