OC Talk Radio

Andy Paul, author and founder of the Sales House says that the sales profession is in a self-imposed crisis. Companies spend freely to hire salespeople only to find them fail and then they simply fire them and hire more like them.

Seldom does a company look into the reasons for the expensive turn-over. They certainly don’t examine their own on-boarding and training processes. Sales managers are often to blame for hiring glib people who don’t have the skills to sell, but no one questions them. These “salespeople” get occasional coaching, but they don’t get sales skill training from their company, and few of them take the time to learn on their own. Of course, they learn features and benefits of their products but it usually ends there.

In this interview, Andy Paul discusses:

The gap in the sales training industry

Why human aspects of training are overlooked

Why sales “professionals” don’t take time to learn on their own

The consequences of companies failing to train new and senior salespeople

Why salespeople fail to take ownership of their own professional development

About Andy Paul

I’ve grown and managed large sales teams from scratch. I’ve coached average performers into being top producers.

And, yet, every new position I took on in my career presented a challenge and required that I re-invent myself. I had to educate myself about new technologies, new solutions, new products, new customers and their unique requirements. Every single day I had to take the responsibility to make myself smarter and better. There was no training that would do that.

It was this experience of assuming responsibility for my own career education; of using day to day learning to power my way to whatever successes I achieved, that inspired me to start my own company in 2000. Since then I’ve been on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. My message is getting out and more and more people are paying attention. I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 140,000 people have signed up to follow the advice I share there. My podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts. My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.

 

 

About the Sales House

The sales House offers 400+ Hours of World-class Sales Education.  Everything You Need to Create A Fulfilling and Financially Rewarding Sales Career... And We Mean EVERYTHING!

I built my career by following the advice of a wise man who said that in life you should try to: “Learn something about everything. And, everything about something.”

You should too.

To help you achieve this I’ve laid out 400+ hours of sales instruction into 21 categories, that encompass 41 unique sales topics. We have “something about everything”.

What is the “everything about something” you must learn about sales? It’s about the human element of selling. It’s about how to connect and engage the interest of another human, to build trust and inspire them to take action. In short, it’s about relationships.

“We don’t design interiors, we design experiences” – Raad Ghantous

Raad Ghantous & Associates (RG&A) is a Southern California based company that was founded by Raad Ghantous in 2003. Born in Baghdad, Iraq and raised throughout Europe and The Middle East, Raad Ghantous attended The American College in Switzerland pursuing a degree in Economics. In 1985, Ghantous entered the Peter F. Drucker Graduate School of Business at Claremont Graduate University in Claremont, California to obtain a MBA in Marketing, before settling in San Clemente in 1994. In the years following, finding himself undecided on a career, Ghantous took a management position in the design construction industry, where he quickly found a love and talent for design. He gained instrumental experience by working with industry giants Hirsh Bedner & Associates (HB&A), and architectural icons Whimberly, Allison, Tong & Go (WAT&G)—a design firm world renowned for their 5-Star hotels and resorts. While at HB&A WAT&G, Ghantous had opportunities to work on design projects in diverse global locations such as Beverly Hills, Spain, Japan, China, Taipei, Bermuda, Cabo San Lucas, The Island of Mauritius, and The United Arab Emirates.

Today, Raad Ghantous & Associates is highly respected in the interior design, spa & wellness, and restaurant communities for the high standards of quality, beauty and detail in their design projects. Because Ghantous is an authority on “Aging in Place”, an educator on Spa Design, with a keen insight on historic architectural design and authenticity, he is highly sought after for speaking engagements regarding his extensive experience.

Raad is also the host of his own podcast show, The RAAD Life.

The Zandbergen Report, where wealth strategies and investment wisdom collide, is led by host Bart Zandbergen, and is LIVE every Tuesday at 2pm on OC Talk Radio. The show is also available on iTunes, iHeartRadio, Spotify and Stitcher.

Interested in being a guest on The Zandbergen Report? Email [email protected].

Learn more about Bart by visiting www.BartZandbergen.com

Patti Larson, CEO of SunUp Group joined Bart Zandbergen in the Studio!

SUNUP SERVES THE RISE OF BUSINESS:"Our process sets us apart. We dig deep, learn our clients’ businesses inside and out, then we execute brand and marketing solutions that create a difference. SunUp Group is passionately focused on igniting the Rise of Business in the greater Orange County, California marketplace., California marketplace."

The Zandbergen Report, where wealth strategies and investment wisdom collide, is led by host Bart Zandbergen, and is LIVE every Tuesday at 2pm on OC Talk Radio. The show is also available on iTunes, iHeartRadio, Spotify and Stitcher.

Interested in being a guest on The Zandbergen Report? Email [email protected].

Learn more about Bart by visiting www.BartZandbergen.com

Read the full transcription on the Heinz Marketing Blog on 11/05/18 starting at 6am PST.  

This episode:  Style vs Function: The Importance of Design and UX in B2B Applications.

What a great conversation with Andrew Halley, CMO of Allego!

When you think about the conversation you have with your customer, you know what's produced from marketing is just a fraction of what actually gets communicated and so creating integration across the company to improve consistency and value of that conversation is one thing. Getting feedback from the field, feedback from those people that are in front of the customers more often.. is another.  Marketing isn't talking to the customer nearly enough by default as sales and account management is.  I think you can tell first hand which companies tend to prioritize function, which of them tend to prioritize the usability, and which of them are just flinging out features.  We talk about Andrew's perspective on this and how one can balance style and function in a B2B application.... and a lot more, listen in!A big thanks to our sponsor, MailTag.io.

MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails.

It’s a super helpful tool if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails.

For more info, be sure to check out MailTag.io!

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.

Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.

Guest: Darryl Praill, Chief Marketing Officer, VanillaSoft

Guest Bio: Darryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Show Notes  Today Producer Paul and I are going to discuss the value and frustrations with deep friendships. I am finding in our new world of busyness and “friendship technology” like Facebook, etc. that many of us are finding ourselves without that old fashioned idea of deep and supportive relationships. Oh, many of us have plenty of colleagues and acquaintances, but the resolve to have deep and supportive friendships is waning. I wonder what is going on. Are deep friendships even a value any more? Or are we satisfied with lesser-committed friendships in lieu of an increase in a bit more superficial relationships. Let’s see what Paul has to add to this notion. For more with Charlie Hedges please visit www.thenextchapter.life

Lindon Crow from the Productive Learning Company shares his stories from the business world, and demonstrates how feedback and constructive criticism within teams is critical for developing a person’s EQ (emotional intelligence).

We talk about how to catch yourself in reactionary behaviors you may not realize you are projecting onto colleagues, how to develop a conscious leadership circle and Lindon takes us through the three time frames of emotional intelligence.

Guest Website: https://productivelearning.com/

Header Tags:

What is Emotional Intelligence? 4:12

The Importance of Feedback Meetings - 10:06

Feedback is a Two-Way Street - 17:20

Should You Ever Debate Somebody’s Feelings? - 23:24

The Three Timeframes of Emotional Intelligence - 25.54

How to Catch Reactionary Behaviours and Become Emotionally Aware - 28:43

Lindon’s Influences and Inspirations - 36:20

How to Develop a Good Relationship with Feedback - 41.56

Creating an Environment Conducive to Constructive Criticism - 46.34

Wrap-Up 51.31

Listen in as we hear from Sedric Hill, Entrepreneur, Author, Thought Leader, Business Coach, Consultant, Sales Expert.

 

The journey to creating a more profitable business can only begin when people identify specific knowledge and skills that are necessary to skyrocket their businesses. In order to do so, they must learn how to unlock implicit cognitive skills present in everyone. Consciously applying these skills will help to increase profitable sales as well as overall personal success.

 

In order to avoid wasting valuable selling time, business professionals must harness what the author calls “the expert advantage.” Simply put, they must learn how to communicate persuasively with clients, prospects and other stakeholders. Connecting with their audience is simple once the essentials that most influence successful outcomes are learned.

 

Cognitive-based skills for communications are rarely taught today, especially in the sales and marketing fields. Hill, however, believes such skills are critical for anyone whose success depends on persuasive communication. He proposes two methods for increasing these mental skills, one cognitive and one app-based, that enhances skills with minimal time and effort.

 

Novice and experienced salespeople can both learn from the strategies Hill presents in this book. Additionally, trial lawyers or people in any field requiring the use of persuasive communication will find Hill’s suggestions beneficial. Succes http:// s in selling is not reserved for the experts; with the right tools, anyone can cross the bar to the next level of sales performance.

 

If you would like more information about this topic, or to schedule an interview with Sedric Hill, please call Nickcole Watkins at 516.900.5674.

 

About the Author:

 

Sedric Hillhas twenty-five years’ experience working in sales, training and development, and senior management. He has written several articles for mailing industry publications. Additionally, he is president and co-founder of Sales Development and Performance, a sales training and consulting firm located in Irvine, California.

 

Expert Selling: A Blueprint to Accelerate Sales Excellence by Sedric Hill was released by Morgan James

Publishing on May 3 2016. Expert Selling—ISBN 978-1630477165—has 254 pages and is being sold as a trade paperback for $17.95.

Joe founded and is the CEO of Synergy, services other RIA firms by providing 18  investment strategies, a Hedge Fund, marketing and practice management.  Joe discusses their "Sailboat" strategy, a rules based tactical allocation/Sector Rotation model, using about a dozen signals, and its role in their array of strategies. For Advisors, he also discusses the "E-Myth" principle of working on a business as opposed to working in a business.

Richard Franzi, CEO of Critical Mass for Business, joined us in the Cafe to share his unique insight on leadership best practices to move your brand in a positive direction, towards sustained growth and longevity.