Sales Leadership Conversations

Buyers are changing, are you? This episode teaches why we need to change our sale approaches individuals as well as leaders of sales teams.

This podcast was created by Tim Hagen & Progress Coaching
www.ProgressCoachingLeader.com
[email protected]

During this episode will reveal five selling skills that are an absolute must to help sales teams gravitate successfully to the new virtual selling world:

1.  Eye contact-a salesperson's ability to maintain eye contact has dramatically changed. We now have to look into a WebCam and out into the eyes of our customer or prospect. This presents a unique challenge as well as an opportunity.
2.  quality of voice-there is certainly going to be fatigued being online; therefore, it is incumbent upon salespeople to bring quality voice with positive language using adjectives such as tremendous, great, fantastic, etc.
3.  presentation skills-a person's ability to present in person is much different than presenting online. Presenting from a device such as a PC showing a PowerPoint or a video requires salespeople not only to be ready but to smoothly transition from video screen to presentation narrating in coordination to what the prospect or customer seen.
4.  navigation skills-there are many platforms out there that allow us to sell virtually and it is incumbent upon each salesperson practicing and knowing how to navigate these tools to transition throughout the presentation.
5.  professional practice-all selling skills require practice and if there's ever been a time in oh by the way now there is time to truly practice selling skills.

This episode was created by Tim Hagen from Progress Coaching

This interview with Tim Kasida Strategic Partnership Executive at Allego. Tim has over 25 years of experience growing businesses through sales, alliance management and sales leadership positions at early stage and established software companies. Tim performed critical sales functions through IPOs at Exchange Applications and Unica Corporation.  At Allego Tim runs a team focused on sales to and through Sales Training & Sales Optimization Services companies.  Tim graduated from Northeastern University, in Business with a technology/engineering focus.

During this interview we discussed trends in the marketplace due to the covid crisis and how video based collaboration and coaching is dramatically helping  sales and service teams. 

***   Receive Allego's E-Book: Demystifying Sales Enablement E-Book: click here

About Allego:

The Allego Story: How Collaboration and Technology Disrupted a Market

Allego’s mission is to ensure that people have the skills and knowledge they need to succeed at work.

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform training and how people learn at work. Together, they invented a new approach that uses mobile technology and interactive video to deliver learning, communication and collaboration at the moment of need. In the process, they redefined online training and disrupted an entire market.

The two innovators had known each other for fifteen years when an “aha moment” at a training session led to their collaboration. Yuchun is a software executive who, prior to Allego, co-founded and served as CEO of marketing automation provider Unica, guiding it through a successful IPO and $500 million sale to IBM.

Mark is an accomplished author, speaker, trainer and former financial advisor. Before Allego, he helped financial service companies build their businesses and improve their selling practices as founder of Insight Development Group, Inc., a leading sales and presentation training firm.

The aha moment happened during a client engagement in 2012, when Mark noticed that the company had purchased iPads for its entire sales force. Part of the training required salespeople to practice their delivery and Mark thought there was a way to leverage this new mobile device.

“We were flying everyone in for training. I thought, why don’t we have everyone record their presentation on their new iPad instead, upload it and share it with their managers for certification?” recalled Mark. “I didn’t know the obstacles. They had just been given a 16MB iPad and I told them to record a 30-minute presentation. I didn’t know it would burn up all the space on their device and that it would be very difficult to upload and share it.”

Mark envisioned an app that would solve these storage and speed constraints. He shared his idea at a brainstorming session with fellow entrepreneurs. After the session, long-time friend Yuchun approached Mark and, in his understated way, said, “I think you might be onto something. It’s worth exploring.”

Yuchun was intrigued by the idea of using mobile technology and video to transform sales. He thought that instead of creating an app, Mark should think about being in the software business.

This 25 minute interview with Mike Carroll from Intelligent Conversations will reveal some of the trends and things leaders need to do during  new virtual selling  times.

About Mike:

Are you dealing with flat revenue, margin erosion and sales hiring mistakes? If you’re ready to fully commit to transforming your sales team - I can help! Contact me: [email protected].

MY STORY
With more than 27 years of sales and marketing experience, I learned a lot about dysfunctional organizations. Through various senior sales and sales management positions, I developed a passion for fixing sales systems. With a wide range of B2B sales and marketing experience, I have particular expertise in manufacturing, telecommunications, software, financial services, and small business banking.

HOW I CAN HELP YOU
I’ve got a Midwest work ethic and pride myself on getting results for clients with a hands-on approach. Intelligent Conversations is changing the name of the sales training game, by offering a unique data-driven approach. Most sales trainers focus on perfecting techniques, but we work on mindsets first, then skillsets.

We work hands-on with senior executives, sales leaders, and salespeople to change behaviors, grow new skills, and increase value by implementing methodologies proven to create results. We do practical training as well, but we’ve learned that you need to assess how “change ready” an organization is first, so that the infrastructure itself can be improved in order to support the changes needed.

SUCCESS STORY
“Mike worked with a group of 5 business owners—myself included—to help us master the skills of consultative selling. Each of us benefited from the questions and challenges the others brought to the table. Mike adapted the concepts to make them relevant and powerful for us, regardless of our different industries. Now, we’ve reached the place we’ve been able help many of our clients achieve, and expanded our staff to keep up with our growth.”
- Kirsti Tcherkoyan, CEO and Co-founder, Options4Growth

CONTACT US
intelligentconversations.com
p: (414) 727-9813
e: [email protected] 

When I first heard Michael Patrick Smith being interviewed on National Public Radio’s Marketplace, his story of leaving New York City for the oil fields of North Dakota in 2013, his experience seemed a world away from what we write about for our B2B sales and marketing audience. The more he talked about his experience, however, the more I realized he had a lot to say about workplace motivation and making work matter, which is a message that every manager should be interested in. His book, “The Good Hand: A Memoir of Work, Brotherhood and Transformation in an American Boomtown,” is a beautifully written account of his experience. There are lessons in it for workers and managers in any field. I was grateful to get some time to discuss the book and his experience recently, and here’s that discussion.

In this episode Mike reveals strategies and how to leverage the strengths sales reps exhibit by literally catching them when they do good things in using those experiences as positive sales coaching opportunities.

About Mike:

Are you dealing with flat revenue, margin erosion and sales hiring mistakes? If you’re ready to fully commit to transforming your sales team - I can help! Contact me: [email protected].

MY STORY
With more than 27 years of sales and marketing experience, I learned a lot about dysfunctional organizations. Through various senior sales and sales management positions, I developed a passion for fixing sales systems. With a wide range of B2B sales and marketing experience, I have particular expertise in manufacturing, telecommunications, software, financial services, and small business banking.

HOW I CAN HELP YOU
I’ve got a Midwest work ethic and pride myself on getting results for clients with a hands-on approach. Intelligent Conversations is changing the name of the sales training game, by offering a unique data-driven approach. Most sales trainers focus on perfecting techniques, but we work on mindsets first, then skillsets.

We work hands-on with senior executives, sales leaders, and salespeople to change behaviors, grow new skills, and increase value by implementing methodologies proven to create results. We do practical training as well, but we’ve learned that you need to assess how “change ready” an organization is first, so that the infrastructure itself can be improved in order to support the changes needed.

SUCCESS STORY
“Mike worked with a group of 5 business owners—myself included—to help us master the skills of consultative selling. Each of us benefited from the questions and challenges the others brought to the table. Mike adapted the concepts to make them relevant and powerful for us, regardless of our different industries. Now, we’ve reached the place we’ve been able help many of our clients achieve, and expanded our staff to keep up with our growth.”
- Kirsti Tcherkoyan, CEO and Co-founder, Options4Growth

CONTACT US
intelligentconversations.com
p: (414) 727-9813
e: [email protected] 

This three-step process is a very simple strategy to deploy to build higher performing sales teams. The process is very similar in execution yet some of the front and work can provide detail and clarity most sales teams are missing. This podcast episode will teach specific ways an organization can structure coaching around their approach and sales process to maximize team and individual sales performance. The process will also encompass a three step strategy that is very easy to administer yet is often missing from sales organizations approach to developing their talent.

This podcast was created by Tim Hagen & Progress Coaching
www.ProgressCoachingLeader.com
[email protected]

From prospecting to closing, getting results from training requires a comprehensive understanding of the actions necessary to facilitate the behaviors you're after.