Julie Hansen is the founder of Performance Sales and

Bullet Points

Despite the rise of remote selling, the sales

Sales is fundamentally an apprenticeship, and people

There are commonalities between acting and selling,

If you have the intention to go in and rehash what

5 Ways to Prevent Presentation

Tune into the podcast for the other two fatigue

LEARN MORE ABOUT JULIE HANSEN

What's your most powerful sales

Being empathetic

What tool do you use for managing your own

The phone

Who’s your sales role model?

Jill Konrath

What's the one book that every salesperson

Made to Stick: Why Some Ideas Survive and Others

What’s your favorite music to get you pumped

The Avett Brothers: Punk Grass Music

What’s the first sales activity you do every

Checking email.

What’s the one question you get asked

How can I quickly tailor my presentation?

CONTACT JULIE HANSEN

http://performancesalesandtraining.com/

Bob Perkins is the founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP). In today’s episode, we discuss where sales are headed and the impact it will have on sales reps and businesses.

Bob Perkins is the founder and Chairman of the

Bullet Points

AA-ISP was officially started in 2009, with over

We are getting closer to getting rid of the inside

The short-term challenge occurring in inside sales

Ten to fifteen years ago, it was primarily

In a few years, the discreet model will be more

Virtualization of the buying and selling process is

The current sales training model is broken. There are

Managers are under pressure to ensure their reps are

Take a look at your most productive sales reps, what

LEARN MORE ABOUT BOB PERKINS

What's your most powerful sales

Get to know the person first, before he thinks about

Name one tool you have for sales management

Bob meets with salespeople in a non-traditional

Who’s your sales role model?

Bob’s business partner Larry Reaves.

What's the one book that every salesperson

The Sensational Salesman: A Second Chance Story:

What’s your favorite music to get you pumped

Southern Rock & Roll w/Country attributes: Lynard

What’s the one question you get asked most by

What are your tips on how to move up through the

CONTACT/RESOURCES FOR BOB

https://www.aa-isp.org/index.php

Check out your local AA-ISP Chapter!

Jason Treu is a business and relationship coach, and author of the books Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network and Extraordinary: The Art of the Exceptional Life.

Jason Treu is a business and relationship coach,

Bullet Points

People need to learn how to build relationships and

Business and personal relationships are all the same;

People want to talk about what they are most

There isn’t a danger in wasting someone’s time

You need to be a present and active listener.

Tune into the podcast for information on how building

LEARN MORE ABOUT JASON TREU

What's your most powerful sales

Stories from Jason’s clients.

What is the one tool that you use to manage

Bringing in guest speakers and utilizing a CRM

Who’s your sales role model?

What's the one book that every salesperson

What’s your favorite music to get you pumped

U2, Frank Sinatra, Reckless Kelly, AC/DC and Robert

What’s the first sales activity you do every

Jason checks his CRM to see who he needs to follow up

CONTACT JASON TREU

http://beextraordinary.tv

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales.

Be sure to join us for this information-packed episode!

Bullet Points:

● People Styles at Work...And Beyond: Making Bad Relationships Good and Good Relationships Better by Robert and Dorothy Bolton

● The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg

● The Score Takes Care of Itself: My Philosophy of Leadership by Bill Walsh, Steve Jamison, and Craig Walsh

● Selling Your Story in 60 Seconds: The Guaranteed Way to Get Your Screenplay or Novel Read by Michael Hauge

● Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith

● Winner’s Dream: A Journey from Corner Store to Corner Office by Bill McDermott and Joanne Gordon

People Styles at Work...And Beyond: Making Bad Relationships Good and Good Relationships Better by Robert and Dorothy Bolton

We interact with people differently. There are four basic styles: Analytical, Driver, Expressive, and Amiable. What’s your style? Bridget found out she is an Expressive; she’s assertive with a people element. There isn’t a wrong or right style, knowing your style will help you interact with others.

The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg

The Go-Giver is a parable based on the five laws of stratospheric success. This book lays out a path to success in life, as well, as in business; giving, serving, and placing the needs of others before your own.

The Score Takes Care of Itself:  My Philosophy of Leadership by Bill Walsh, Steve Jamison, and Craig Walsh

The late Bill Walsh was the coach who transformed the San Francisco 49ers from the worst team into a dynasty. The book is about focusing on the standards of performance and excellence. Bill believed that before you become successful, you are going to crash and burn more often than not.

Selling Your Story in 60 Seconds: The Guaranteed Way to Get Your Screenplay or Novel Read by Michael Hauge

This book is about selling your story, but more than that it is about dealing with the emotional side of your story, not just telling it while engaging the feeling of the listener.

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith

Despite all of the technologies out there, the personal method works the greatest; storytelling, which turns customers into lasting relationships. Paul’s other books include Lead with a Story and Parenting with a Story.

Winner’s Dream: A Journey from Corner Store to Corner Office by Bill McDermott and Joanne Gordon

Bill McDermott, the CEO of SAP - chronicles his life, optimism, and attitude to motivate sales and leadership.

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: http://www.sumologic.com/

In this episode, Guy Nirpaz (co-founder of Totango and author of the new book Farm Don't Hunt: The Definitive Guide to Customer Success) and I discuss how to proactively retain customers in a subscriber or pay-as-you-go based market.

Guy Nirpaz is the co-founder of Totango and author of the new book Farm Don't Hunt: The Definitive Guide to Customer Success. Totango, which stands for “it takes two to tango”, helps businesses figure out if their customers are ready to move to the next level, need product coaching or are doing great. In today’s episode Guy and I discuss how to proactively retain customers in a subscriber or pay-as-you-go based market.

Bullet Points

The economy is changing towards subscription based models for software and services, focusing resources on the success of retaining customers. There has been a tremendous shift in the business model where companies are now selling their services as subscription or pay-as-you-go services.

The role of the customer success strategy of a company is to proactively impact the client’s lifetime value. Businesses need to be aware of when or if a customer is going to churn. Churn is when the contractual customer or subscriber leaves the supplier during a given period. This could be due to a customer being dissatisfied, rates being better elsewhere, better approaches by other companies, or just having to do with a customer’s life cycle. 

There is more money to be made with an existing customer in a subscription based business. Companies need to pay attention to what their current customers’ behaviors are. The key lesson they need to realize is the importance of value. Businesses need to pay attention and make sure they are creating value to motivate their customers to keep their services. There is a decision a customer makes every time they are up for renewal. However, you have to be proactive because the subscriber doesn’t make the decision right before renewal, they have already made that decision long before.

Companies are leaning more towards a data driven approach in retaining their customers’ success. The goal of the Customer Success Team should be generating revenue from existing clients. This allows the organization to take the right actions and determine their priorities. You can categorize this in 4 steps: Onboarding, Nurturing, Renewal, and Upsell. Customer Success Teams are misunderstood within a business. CEOs and Executives don’t know how to distinguish support, service, account management, and customer success.

To get ahead of the issues, companies need to look at it from the mindset of outcomes and drivers. The outcomes are retaining the customer, upselling them, or churn. The drivers are the things you do in onboarding and nurturing to ensure those customers have value. The outcomes and drivers will determine whether an organization is going to move quickly on the path to customer success.

Tune into the podcast for more great information about Totango and how to create customer success!

LEARN MORE ABOUT GUY NIPAZ

What's your most powerful sales asset?

Guy is an authentic person who is passionate about customer success.

What's the one book that every salesperson should read?

Inside Out and Outside In: Psychodynamic Clinical Theory and Psychopathology in Contemporary Multicultural Contexts by Joan Berzoff, Laura Melano Flanagan, and Patricia Hertz

http://www.amazon.com/Inside-Outside-Psychodynamic-Psychopathology-Multicultural/dp/1442208511

What’s your favorite music to get you pumped up?

70’s and 80’s Rock

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

Check Evernote

CONTACT/RESOURCES GUY NIPAZ

http://www.totango.com/

http://www.amazon.com/Farm-Dont-Hunt-Definitive-Customer-ebook/dp/B01BIBY8W0

http://customersuccesssummit.com/

Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency, the second largest marketing automation agency in Europe. In today’s installment, I chat with Jack about utilizing social media to add value to the sales funnel.