High Tech Freedom Sales Podcast

High Tech Freedom Sales Podcast

By Chris FreemanBusinessMarketingCareers
Download on the App Store

High Tech Freedom Sales Podcast episodes

  • 114 - Chris White - Why Sales and SEs Need to Work Together More Effectively

    Chris White graduated from college in the early 90s as an IT professional and spent 15 years as an IT consultant in enterprise architecture. Feeling miserable in his job, Chris discovered sales and specifically presales as a sales engineer. He became the number one sales engineer within his organization and later became a manager, creating training for his team and turning things around. He then took an account executive role for several years before finding his passion in coaching and teaching in sales enablement. Chris published a book in 2019, which soon became required reading for new hires at Salesforce. 

     

    Key Takeaways:

    • The importance of personalizing demos to the audience's needs.
  • The partnership between AEs and SEs in approaching sales deals.
  • The significance of mutual understanding and empathy between sales counterparts.
  • The importance of focusing on demonstrating outcomes and solutions, not just presenting a product.
  • The significance of balancing efficiency and effectiveness in the sales process.

    •  

    You can connect with Chris through linkedin: linkedin.com/in/chris-white-six-habits

    The Six Habits of Highly Effective Sales Engineers Booi - https://a.co/d/doaOxnw

    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

    36 min
  • 113 Latent vs Real Pain - Why Does it Matter?

    What is latent pain?

    What is real pain?

    Why do they matter?

     

    1. Why does finding latent pain in the sales matter?
  • Some strategies to find latent pain.
  • How to bridge the gap between latent pain and real pain.

    •  

    We also cover the incredible advantages to the sales professional.

     

    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

    11 min
  • How to Unleash Yourself from Mental Barriers and Achieve Sales Success - Jason Forest

    Guest Bio: Jason Forest is a sales guru who wants to make selling the most honorable profession in the world. He believes that most salespeople don't choose sales as their plan A career due to the lack of education in professional selling. This, coupled with the bad reputation some salespeople have, has created a negative perception of the profession. Jason Forest wants to change this by teaching salespeople how to be truly great and by focusing on their mindset, process, and language. He wants salespeople to earn the respect they deserve by being the best trained and the most professional in their field. Jason Forest's ultimate goal is to ignite the pride, purpose, and respect of professional selling.

     

    Topics include:

    • Fear in Sales
  • Sales leashes & NLP
  • Sales as a Profession
  • Warrior Selling
  • Reluctance and fear are highly contagious

    •  

    You can connect with Jason through linkedin: linkedin.com/in/jasonforrest

    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

    34 min
  • 111 - The Say to Do Ratio: Building Trust, Amplifying Success

    Episode Summary

     

    Incremental Changes and Personal Growth

    - Emphasizes the importance of monitoring one's progress in achieving a high say to do ratio

    - Invites listeners to share their experiences and thoughts on the topic or recommend others who excel in this area

     

    Networking and Personal Branding

    - Starting with small commitments and building up the habit of networking can lead to bigger opportunities

    - Personal brands and reputations are built over time and are based on past behavior and ability to consistently fulfill commitments

    - Sales professionals often focus on deals and performance, but personal brand is important for future opportunities

     

    Reflecting on Past Commitments and Building Accountability

    - Poor time management, overcommitment, or resource issues may have contributed to missed commitments

    - Reflecting on these factors can help individuals make more accurate commitments in the future

     

    Delivering on Promises and Building Reputation

    - Small incremental improvements and deliverables add up over time

    - Our actions or the lack thereof leave a lasting impression on others and influence how they perceive us

     

    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
  • 110 - How To Stay Out Of The Zone Of Sales Resistance - Michael Hammelburger

    Michael shared Interesting story of going from an account to a sales rep, which was an intentional progression for him.

     

    In this episode, we discussed:

    • Talked about being authentic with your sales approach and how that plays out in your sales process. 
  • Examples of being vulnerable with your clients and how that lowers the customer’s sales barrier
  • How customer decision making is not in your control
  • How to rely on your sales process when you don’t have control of the customer’s process
  • Bad experience selling jewelry
  • The zone of resistance

    •  

    You can connect with Michael through linkedin: linkedin.com/in/michaelhammelburger

    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

    28 min
  • 109 - The Weekend Work Dilemma for Sales Reps: Should You or Shouldn’t You?

    Introduction:

    • Recap of the poll question on whether sales reps should work over the weekend.
  • Introduction to the topic and its alignment with Episode 107, "Slow Down Does not Mean Stop."
  • Highlighting the importance of flexibility and upside through commissions in sales.

    • Exploring the Weekend Work Question:

    • Discussing the behavior of top performers who go the extra mile by working when others are not willing to.
  • Considering the factors of urgency, deal priority, and planning when deciding to work over the weekend.
  • Emphasizing the love for weekends and personal activities as a means of recharging.

    • Differentiating Between Types of Weekend Work:

    • Explaining the despised work over the weekend, which often consists of administrative tasks that were procrastinated during the week.
  • Describing the enjoyable work done over the weekend when actively pursuing deals and presentations, fueled by passion and the desire to succeed.

    • Harnessing the Weekend for Strategic Thinking:

    • Recognizing the weekend as a time for harnessing free thinking and visualizing potential outcomes.
  • Highlighting the difficulty of finding dedicated planning time during the weekdays due to day-to-day activities.
  • Encouraging the use of weekends for updating opportunity plans, exploring ideas with contacts, and conducting additional research.

    • The Mindset of Top Performers:

    • Clarifying that top sales professionals work over the weekend out of hunger, passion, and a determination to win.
  • Stressing the importance of hard work in achieving success and how it impacts future weekends.

    • Call-to-Action and Conclusion:

    • Inviting listeners to share their thoughts and comments on the topic through DM or email.
  • Extending an invitation for potential guests to be on the show.
  • Closing with a reminder to make the upcoming week the best one yet.

    • 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

    8 min
  • 108 - BDR to Field Sales to Sales Leader - Sebastian Estades

    Sebastian is a Sr. Level Technology Sales Management Executive with a proven record of achievement in leading organizations to unprecedented growth.

     

    In this episode we discuss:

    • Lessons learned making the move from BDR to field sales
  • Lessons learned when making that initial move from field sales to sales manager
  • Finding motivation through recognizing the small wins
  • Tips for building more pipeline

    • You can connect with Sebastian through linkedin: linkedin.com/in/sebastianestades

    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

    23 min
  • 107 - Slow Down Does Not Mean STOP

    Are you falling into the trap of “Slowing down to smell the roses”?

    Everyone is saying that we need to slow down, find your why, and find your purpose.

     

    What they are not saying is to stop. 

     

    In this episode we share a few thoughts on slowing down from 100% to 70% to prepare for upcoming risks or needed changes in your business. 

     

    The top earners have not forgotten one of the foundational keys to crushing it in sales.

     

    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

    7 min
  • 106 - How Championship Leaders Help Others to Excel - Nate Bailey

    In 2005-2006 Nate was deployed to Kuwait, a 1st Lt in the US Army. Charged with the responsibility and leadership of over 40 men for over 15 months thousands of miles from home.

     

    He came back home to his wife and their dog after a successful deployment and what he thought of himself as a Championship Leader. Not exuding the qualities or characteristics of a Championship Leader at all as he tried to assimilate back into his marriage and career back home as a civilian.

     

    Today it is of utmost importance that he lives what he teaches and preaches to others at the highest level. That he set and be the standard that others strive for in all areas of his life. I've done that first and foremost through extreme performance in my body.

    You can connect with Nate through linkedin: linkedin.com/in/coachnatebailey

    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
  • 105 - Should You Go Around Your Main Contact?

    In this episode we talk about why you should do it and then some tips on how to do it.

    Why should you go around your main contact in the sales process?

    1. A simple reason why is that there are on average 10+ people with influence over your deal. If not you, who is influencing those 10 people? This is based on a Gartner study back in 2020. 
  • There are other groups or stakeholders that could be impacted by your offering. 
  • They will not represent your solution with the same depth and justification.
  • Competing priorities – Your main contact may have your solution as his #1 priority, but someone above them will have different priorities.

    • How do you effectively go around your main contact?

    1. Make your primary contact the hero.
  • Communicate with your main contact on WHY you need to expand your contacts.
  • Report back to your main contact

    • 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.