Episode five of the Sales Hangover welcomes Bob Usselman, a Regional Sales Manager from Solventum, to the show and we dive into the topic of closing with confidence! Closing is the goal in a sales process but your success in this step is heavily based on the groundwork you’ve laid in the previous steps.  In this episode, our hosts talk about the importance of alignment, qualification, discovery, and how all those steps play an important role in closing.  Additionally, questions such as “when do you know when to close” and “are there times I should slow down a deal” are answered and discussed.  Listen to episode five for a fun and enlightening conversation and hear stories of our successes and failures!  

In episode four, we talked about the role of technology in sales. In a world where AI is discussed at every opportunity, what’s its role in sales? Additionally, how can we utilize social selling to expand our success? How can AI and social selling be used successfully, and where does its use hinder our success? How are people setting themselves apart from others today, and where are they tripping up? Where can we learn from past technological advancements? Is AI the tool that will change everything, or are the basics of sales the same as they’ve always been?   

Episode three of the Sales Hangover is about debunking sales myths – the misguided advice, sales folklore, or misconceptions that far too many people believe! Have you ever heard “always be closing,” “don’t take no for an answer,” or "extroverts are born to sell?” The sales profession is full of questionable advice – simple slogans that, if taken literally, will lead you down the wrong path. Don’t believe or imitate everything you see in the movies. Listen to episode three for a fun and enlightening conversation about all the questionable advice we’ve heard over our careers! 

Episode two of the Sales Hangover is all about discovery! Discovery is more than just a step in a sales process.  Sales is a discovery process from the first contact through closing a sale - we need to keep asking questions and listening.  It's foundational to understanding the customer and building trust.  Listen to episode two for a fun and enlightening conversation about our successes and failures in this area!  

In episode one, the Sales Hangover crew explores one of the most common yet dreaded sales skills or tasks: the cold call. Listen to decades of experience and numerous stories for insight and tactical advice on improving your cold-calling success. Hear about the importance of belief and its role in sales. Most importantly, enjoy a fun conversation meant to help our listeners learn from our countless mistakes!