Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

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Selling Made Simple, Salesman Podcast, This Week In Sales, And More... episodes

  • How Has The Buyers Brain Changed Post Pandemic? With Felix Cao | Sales Leadership Show







    Felix Cao is a neuromarketing expert. With 15 years of experience in marketing in the tech space leading to the acquisition of his app portfolio, Felix brings the “Know-How” that businesses can use to get more customers, increase repeat business & boost their popularity.



    On this episode of the Sales Leadership Show Felix explains how the buying brain has changed since the COVID-19 pandemic started and how to better serve the new way that buyers want to make B2B purchases.



    Resources:



    * HappyBuyingBrain.com* Felix on LinkedIn
    39 min
  • Is Gong.io Wrong? And Is “Omni-channel” The future Of B2B Sales? | This Week In Sales







    On this week in sales we’ll be looking at: 



    * Whether “omni channel” is the future of B2B sales?* Is Gong Wrong?  And are they ‘Data Pandering’? * How are sales reps losing deals? 



    And much more! 



    This Week In Sales hosts:



    * Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence



    50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals



    Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021



     Less than 6% of those surveyed are taking in-person meetings today and over 60% of respondents indicated that they won’t resume in-person meetings until the fourth quarter of this year or 2022 and beyond.



    https://www.groove.co/blog/2021-b2b-sales-survey-remote-sales-teams-embrace-automation-to-manage-increased-workloads-and-hit-sales-goals/



    McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent.



    With omnichannel now established as the new buying norm, 85 percent of B2B organizations expect the hybrid rep to be the most common sales role in their organization in the next three years, compared to just 28 percent of organizations that have hybrid sales roles today.



    “The realization that digital channels can play a much bigger role in the B2B sales cycle is creating business confidence about the future. A growing number of businesses want to capitalize on the new opportunities that are now in front of them and made possible by digitized and hybrid ways of selling.



    More Than Half of Sales Reps Lost a Sale Because They Couldn’t Meet Buyers in Person, Cites New Allego Report



    Going Remote Has Hurt Productivity and Morale



    * 62% of sales professionals say they’ve lost a sale because they couldn’t meet personally with a buyer.* 56% of sales leaders say remote work has negatively affected team culture, and 57% of sales reps say they’ve felt unmotivated working remotely during COVID-19.



    Going Virtual Has Hit New Hires Harder



    * On average, it takes 2 times longer for new hires to be productive during the pandemic compared to when they could train in-person.* 49% of sales reps hired since COVID-19 say they haven’t been coached well enough on virtual selling to succeed.



    https://www.allego.com/resources/virtual-sales-coaching-report-how-sales-training-has-changed/



    Vidyard Launches Desktop Apps as Adoption of User-Generated Videos in Sales Accelerates



    As more businesses embrace the shift to remote work and reduced travel, a growing number of sales teams are turning to user-generated videos to connect with customers and share ideas when they can’t be there in person. To support this growing need, Vidyard, the video platform for business, today announced the launch of its free Vidyard Deskto...
    59 min
  • #710: Using NLP and Neuro-Semantics To Change Your Buyers Beliefs With Aaron Evans | Salesman Podcast




    Aaron has 13 years of sales enablement, coaching and hands-on training experience in both multinational, corporate and start-up business environments across EMEA, US, LATAM and APAC. He is also a qualified coach and practitioner of NLP and Neuro-Semantics.



    On this episode of the Salesman Podcast Aaron explains what NLP and Neuro-Semantics is and how we can use this to improve our sales performance.



    Resources:




    * Aaron’s YouTube channel
    * Aaron on LinkedIn

    41 min
  • How To PRICE B2B Products Or Services With Ajit Ghuman | Sales Leadership Show







    Ajit Ghuman runs Product Marketing at Narvar and is a SaaS Product Marketing veteran. He has helped companies such as Medallia, Helpshift and Feedzai differentiate their products, grow revenue and win.



    On this episode of the Sales Leadership Show Ajit explains how to price B2B products and services and how sales leadership can make pricing strategies more effective.



    Resources:



    * AjitGhuman.com* Book: Pricing To Scale
    30 min
  • 73% of B2B buyers are now Millennial’s? Can Sales Emails Be Automated? | This Week In Sales







    On this week in sales we’ll be looking at: 



    * The fact that 73% of B2B buyers are now Millennial’s* Top 10 CRM’s for Small Businesses (there are some surprises!)* And we ask the question, can automated sales emails really be customized?



    And much more! 



    This Week In Sales hosts:



    * Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence



    News:



    The Post-Pandemic Evolution of B2B Sales



    Research conducted by Merit found that up to 73% of B2B buyers are now Millennials. This transition is changing the B2B sales landscape.



    According to the IBM Institute, Millennials prefer to engage B2B sales through email or phone nearly 3-to-1 over face-to-face meetings.



    https://thewisemarketer.com/b2b/the-post-pandemic-evolution-of-b2b-sales/



    Mary Shea, Leading Analyst of Sales Technology, Joins Outreach as the First-Ever Global Innovation Evangelist



    In her new role, Shea is responsible for helping educate the market and customers on the rapidly evolving sales technology landscape.



    Outreach, the largest and fastest-growing sales engagement platform, today announced Mary Shea, sales futurist and leading industry analyst, as Vice President, Global Innovation Evangelist.



    https://www.prnewswire.com/news-releases/mary-shea-leading-analyst-of-sales-technology-joins-outreach-as-the-first-ever-global-innovation-evangelist-301242228.html



    64% of B2B Marketers Still Faced with Budget and Resource Challenges



    Despite the initiatives in place to collaborate with sales, research suggests that this is an area that B2B marketers have needed to improve upon.



    Altimeter published its “State of Digital Selling” report, and the data indicated that just 32% of average B2B marketers successfully collaborate with sales to deliver the right content at the right time to convert leads.



    Just 36% of average B2B marketers claim that marketing, sales and service teams perform well together to provide sellers with real-time data intelligence on prospect activity.



    https://komarketing.com/industry-news/64-of-b2b-marketers-still-faced-with-budget-and-resource-challenges-4359/



    Top 10 CRM Software for Small Businesses



    Growing a small business requires strategic investments in areas that will make your processes simpler and more productive. A CRM software application is one of the tools that will help you do that.



    In fact, 92% of respondents in “Validity’s State of CRM Data Management Report” said their CRM and the data it contained was important for achieving revenue goals. With a powerful CRM supporting all of your customer interactions, there is no limit to how much your business can grow.



    1 hr 2 min
  • Using LinkedIn Articles To Grab Your Prospects Attention | Social Selling Show







    On this weeks Social Selling Show Daniel and Will discuss how to use LinkedIn articles (no they’re not dead…) to grab the attention of your potential customers.



    Social Selling Show Hosts:



    * Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.* Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days.
    47 min
  • How To Become Top Of Mind For Your Buyers With John Hall | Sales Leadership Show







    On this episode of the Sales Leadership Show, John Hall explains how we can live at the top of our buyer’s minds and manage our time effectively. We also discuss a better alternative for hustling to keep your company running for the long term.



    John Hall is the co-founder of Calendar.com and author of Top of Mind.



    “The benefit is the psychology of the buyer, you want them to be thinking about you at the right time at the right moment.  The key thing is, you got to continue to get the content because content is the consistent thing that’s going to keep you top of mind.” – John Hall



    Content and Engagement 



    Due to the pandemic, the world has transformed into an almost virtual world, and John believes that content that engages people is crucial now more than ever. Clients nowadays want to have informed decisions. As an example, John shares his experience as a salesperson. He connects to his clients through personalized content which results in long-term loyalty.



    “I think there is going to be a major obligation to engage people more frequently in things, and I think content is key. I think elements around that and personalization are going to be just as important.” – John Hall



    Value Journalist



    John retells the story of when he had personally reached out to an investor in his company who was interested in his books. His unexpected gestures touched the heart of the person. This resulted in the buyer converting to a brand advocate. The event solidifies John’s belief that engaging your clients by knowing their values will benefit your business in the long-run 



    “You have to be one of the value journalists. You have to be a value journalist, and really dive in and figure out what are the values of the people you’re dealing with. And keep that top of Mind yourself, so that you can do it at the right moment, the right time, and it’s going to engage them in those moments.” – John Hall



    Return of Investment of our Time



    John and Will go back to their discussion about the Venn diagram that John made before the recording. John points out from the Venn diagram what we can (time and happiness) and can’t (pandemic) control. He emphasizes the importance of taking charge of our time and happiness as it impacts our productivity as a salesperson. 



    “Happiness fuels salespersons’ times and how they perform. I do an exercise with people right out the gate when we start talking about this, and I say, let’s talk about self-awareness and time; So and I call it ROIT. So basically the return on investment of our time. For me, the key to this whole is: how are you spending your time to engage people?” -John Hall



    Bio:



    John Hall is the co-founder of Calendar.com and author of Top of Mind



    Resources:



    * John on LinkedIn* Calendar.com
    36 min

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