Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about cold calling.  And, what every seller can do to master it. Among the topics we discuss are:

● How to close deals by making fewer, yet more informed calls.

● How to get a WIN on every call.

● How to leave a proper voicemail for your prospect.

● How to use a sales script more efficiently.

LEARN MORE ABOUT ART SOBCZAK

What’s your most powerful sales asset?

I am inquisitive.

Who is your sales role model?

I don’t have just one sales role model, I have a combination of many.

What’s one book that every salesperson should read?

Influence: The Psychology of Persuasion by Robert Cialdini, Ph.D.

What music is on your playlist?

I like Classic Rock: Rolling Stones, Doobie Brothers, and Led Zeppelin. However, if I want to listen to lyrics, I listen to Country.

What’s the first sales activity you do every day?

I get online and check my email. I never go a day without staying up to date with the most recent sales material.

CONTACT ART SOBCZAK

www.smartcalling.com

Jason Swenk is a self-proclaimed defender of truth, justice, and effective business practices. Jason helps small business owners develop the right systems to create winning proposals that drive the growth of their businesses. . In today’s episode, Jason shares his key steps to writing a winning proposal.

Jason Swenk is a self-proclaimed defender of truth, justice, and effective business practices. Jason helps small business owners develop the right systems to create winning proposals that drive the growth of their businesses. In today’s episode, Jason shares his key steps to writing a winning proposal. Among the topic we discuss are:

● Eight steps to writing an exceptional proposal.

● The difference between a cover letter and an executive summary.

● The common mistakes most people make when writing a proposal.

● Why you need to stop emailing proposals and present them instead.

● How to increase the closing percentage of your proposals.

LEARN MORE ABOUT JASON SWENK

What’s your most powerful sales asset?

The customer is the star, by asking questions, I change the focus from me to them.

Who is your sales role model?

I would say Steve Jobs for his business acumen and Tony Robbins for his personal attributes.

What’s one book that every salesperson should read?

Winning Ugly: Mental Warfare in Tennis--Lessons from a Master by Brad Gilbert and Steve Jamison

CONTACT JASON SWENK

www.jasonswenk.com

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I share interesting stories from our sales careers and the lessons we have learned along the way.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I share interesting stories from our sales careers and the lessons we have learned along the way. Among the topics we discuss are:

• Why an in-depth understanding of your customers is essential to a successful sales career.
• Why integrity is always the best sales strategy.
• The most dangerous sales moments. And, what to do when you encounter them.
• The diversity of experiences and lessons you learn from customers is what makes sales a fun and interesting career.

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Contact Bridget:

Website: www.sumologic.com

John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor presentations. Be sure to listen to learn the important differences between a sales presentation and an investor presentation. And, why passion and empathy are the keys to connecting with your audience.

John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor presentations. Be sure to listen to learn the important differences between a sales presentation and an investor presentation. And, why passion and empathy are the keys to connecting with your audience.

LEARN MORE ABOUT JOHN LIVESAY

What’s your most powerful sales asset?

Confidence

Name one app or tool you use for managing your sales today that you can’t live without.

Infusionsoft

Who is your sales role model?

Tim Sanders

What’s one book that every salesperson should read?

How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits by Judy Robinett

What music is on your playlist?

Adele

What’s the first sales activity you do every day?

The night before, I make sure I’m clear on the first five things I need to do the next morning.

What’s one question you get asked most by entrepreneurs trying to get funded?

Can you introduce me to investors?

CONTACT JOHN LIVESAY

www.johnlivesay.com

Text the word Funding to 66866 to find out, from John himself, which 3 mistakes to avoid when pitching to investors.

Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to Marketing. In this episode, Drew discusses Marketing as Service and how to change the focus of your customer communications, in both marketing and sales, from being a message pusher to a value provider.

Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to Marketing. In this episode, Drew discusses Marketing as Service and how to change the focus of your customer communications, in both marketing and sales, from being a message pusher to a value provider.

LEARN MORE ABOUT DREW NEISSER

What's your most powerful sales asset?

Asking myself, “What problem does the customer want to solve?”

Who’s your sales role model?

Daniel Lubetzky

What’s one book that every salesperson should read?

The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience by Carmine Gallo

What music is on your playlist right now?

I have a huge playlist, including The Rolling Stones, Yes, Toto, etc.

CONTACT DREW NEISSER

www.thedrewblog.com

Renegade

The CMO’s Periodic Table

SPONSORS

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals. To Learn More Click Here.

FREE RESOURCES

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

ABOUT ANDY

Andy Paul is author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions and Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales. A sought-after speaker and business coach, Andy conducts workshops, coaches and consults with CEOs and sales teams to teach them how to maximize the value and power of their selling to rapidly increase their sales.

In today’s episode, John (author of five books including Awesomely Simple and Letters to a C.E.O.) and I discuss why every sales professional must make a commitment to continuous self-education.