Sales Babble

Top 100 Sales Skills with Alex Dripchak #390

Alex Dripchak began his sales career at Oracle, where he was the first person ever to be a sales manager and outside producer by the age of 25. Today, he serves as a senior adviser at Mercer, a global HR consulting leader in talent, health, retirement, and investments. Additionally, he is co-founder of Commence, a careers academy for college students, and the author of "100 Skills of the Successful Sales Professional" (Business Expert Press, June 2021). He lives and works in New York City.

The ABC Worksheet for Selling with Diane Helbig #189

The ABCs of Selling with Diane Helbig #388

Did you know that the more you think about selling, the less you sell? Our guest is author and sales consultant Diane Helbig. Diane shares the A B C's of selling and those ABCs are not what you think. Learn how to succeed in selling, without selling.

This is a production of Habanero Media

How To Engage Decision Makers and Close with Oscar Chavez #387

Are you struggling to get in front of the decision maker? Are you calling and emailing an not getting any traction? Are you talking to a prospect and it's just dawned on you this person doesn't have the authority to buy? Today's guest has the solution to this vexing challenge. Oscar Chavez is a member of the Board management consultant service. Oscar shares the steps for executive engagement, how to manage large strategic deals and avoid getting trapped by non-decision makers.

This is a production of Habanero Media

• • • Review Your Pipeline: Use Idea to see if these deals are the real deal
      • Intention to Buy, do they act like they are going to buy? Or just shoppers?
      • Decision Make Process: Do you know what it is and how they make buying decisions.
      • Expectations of You: Are they waiting for information from you? Do you have what they want?
      • Access: Are they giving you access to their time, information and people?
    • Reengage Contacts: Reach out to everyone you've been talking to this year and make a decision quick whether or not to keep working them.
    • Research Targets: Both new prospects AND the industry. What's new?
    • Refine Scripts: Use the Triple C's
      • Concerns: What are their fears, hopes and desires?
      • Crimes: Where are they failing?
      • Crisis: what's going on in the industry?
    • Request Referrals: Get past the discomfort and ask clients who you've made a positive difference for help. Have an optimistic mindset. They will help you!

This is a production of Habanero Media.

How to Dig in When Buyers Say No with Collin Mitchell

Have you been wondering if you're using the phone efficiently? At the same time are you using email, video, and social media messaging in conjunction with the phone? When buyers tell you "No" are you digging in with curiosity to find out why so you can better prepared for the next call? Our guest today is Collin Mitchell, sales consultant and host of the Sales Hustle podcast. Collin babbles about what to do when you get a no, how to dig in and find out about the challenges your prospects have with their prospects. Then turn it around into a closed sale.

This is a production of Habanero Media.

Buyer Centered Selling with Tom Williams #384

Who's the got the money? Who's got the pain, the problem or the aching desire to be fulfilled? In short, it's the buyer. Yet in the industry of sales, the focus is always on what the "sellers" should be doing, how the seller should act, how the seller needs to be resilient and tough and tenacious and have a mindset that never gives up. But today's guest, Tom Williams has a different take on this. He believes that we should adopt Buyer Centered Selling and start to focus our energies on how buyers buy versus how sellers sell. He believes we should let the buyers take control of the sale, to follow their lead and mitigate the risk of choosing something new. Our greatest competitor is the status quo. By taking Tom's approach we can find solutions that are a win for both the seller AND the buyer.

This is a production of Habanero Media

How To Sell More in Less Time with Melinda Chen #383

How can sellers stay motivated? How can you sell more in less time and how can you get the attention of decision makers? These are challenges Melinda Chen hears daily in her of Women Making Big Sales group. Melinda is a account manager in the sports industry as well as a run her women's networking group. In this episode Melinda gives advice on time management, how to create a hook that grabs the interest of decision makers, how to stay motivated when deals stall, and how to sell more in less time.

Every sellers needs three things, a Sales System, Time Management and the right Mindset. We discuss them all.

This is a production of Habanero Media

Cold Calling Tactics in a WFH World with Mark Hunter #382

What's the future of sales look like in a Work From Home (WFH) world? What happens when your prospect is not in the office, not answering their desk phone, rarely on LinkedIn and not responding to email? What's a salesperson to do? In this episode returning guest Mark Hunter shares cold calling tactics in a WFH world. He gives practical advice on cold calling, leaving voicemails and how to follow up with an email. If you feel like your prospecting is in neutral, this is the episode for you.

This is a production of Habanero Media

The Enterprise Sale from A to Z Paul Lesser #381

When you're selling a high ticket item, that requires a number of people to sign off, you know this sales is not going to be a cake walk. We call this the Enterprise sale or the complex sale and there is a specific strategy for ensuring success when you're in this situation. But I'm getting ahead of myself. I've asked Paul Lesser to join the pod today. Paul is a sales guy. Never been a manager, never wrote a book and he's not trying to sell you squat. He's just an incredibly talented sales professional who get fired up and giddy with joy when it comes to the enterprise sale. In this episode Paul walks us through his sales strategy from A to Z.

This is a production of Habanero Media.