Brandon and Nancy Nardin, President of Smart Selling Tools, get together to discuss the terrible emails they’ve received (and also sent!), and the importance of outcome based selling. More activities don’t always lead to more sales.

Nancy Nardin - Smart Selling Tools

Cirrus Insight Podcast

Brandon talks with special guest, Mark Hunter aka “The Sales Hunter,” on how they hate when people call unprepared, how they love closing without a discount, and more.

CirrusInsight.com/Podcast

CirrusInsight.com/VSK

Mark Hunter - The Sales Hunter

Brandon and Kenneth discuss why they hate using fear as the default sales pitch, and how you can break through all the noise prospects suffer from.

CirrusInsight.com/Podcast

HateIsAStrongWord.com

Brandon and Kenneth talk about how they hate customers that just won’t say no when they should, and the tactics they love to overcome objections. 

CirrusInsight.com/Podcast

HateIsAStrongWord.com

Brandon Bruce and guest Nathan Latka, host of the number one business podcast on iTunes (The Top), talk about how they hate when they are drowned by information before the sales person has even started a conversation and how to better personalize outreach to increase your close rate.

Nathan Latka - THE TOP 

CirrusInsight.com/podcast

HateisaStrongWord.com

Brandon talks with guest Brian Burns, host of The Brutal Truth about Sales and Selling, about how selfishness can be a put off to the buyer and how they love innovation in the sales process.

CirrusInsight.com/podcast

Brain Burns - The Brutal Truth

HATE!

I hate when people email me "just wanted to follow up."  If I wanted to follow up, I would have done so already.  Their desire to "just follow up" doesn't move the needle for me and comes off as selfish (i.e. not focused on the customer's needs and not relevant to me.)

LOVE!

Every business, regardless of the industry, lives and dies with them. When a company calls you and says “I heard you’re great at what you do”, you literally have to try to mess it up.

CirrusInsight.com/podcast

HateisaStrongWord.com

HATE!

Trashing talking happens every now and then in sales. Although it can be cathardic at times, it doesn't always have the effect you want. There are better ways to create FUD (Fear - Uncertainy - Doubt) and talk about your competitors with potentional clients.

LOVE!

It’s great not only beating your PR, but also seeing teammates set new records. The key is to keep pushing that record higher and higher. 

CirrusInsight.com/podcast

HateisaStrongWord.com

HATE!

I know I'm not the only one thinking this; "If you’re in a meeting, why did you pick up the phone?". Tune in to hear our advice on how to handle this situation. 

LOVE!

I love answering the prospects questions faster and with more detail. Finding ways to position our offering over the competition without resorting to any negative language or obviously biased comparisons. Utilizing our collateral but more importantly my personal experience to drive home key points.

CirrusInsight.com/podcast

HateisaStrongWord.com

HATE!

I hate when people cold call me and spoof my local area code.  I pick up thinking it might be my kids school or a friend that isn't yet in my address book only to be greeted by somebody calling me from "not my city."  I feel stupid for answering.  And it seems like a bad way to pitch a potential customer relationship that at its best should be based on a threshold level of trust.  They've tricked me – the prospect.  Etc. Yet, there are somethings about it that can be helpful to salespeople. 

LOVE!

I love bringing a cold deal back from the dead.  I send the perfectly timed and perfectly worded follow up email and it hits the target.  Yes, indeed, the prospect does want to re-engage and in fact says the timing is perfect and they’re ready to deal.

CirrusInsight.com/podcast

HateisaStrongWord.com