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

  • BESTOF2020: How To Sell To The PRIMAL Buying Brain With Felix Cao







    Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Felix Cao “Best Of 2020”.



    Felix Cao is the founder of Happy Buying Brain and has been featured in top media outlets, such as The Huffington Post and Adweek.



    With a background in biological science and psychology, Felix is able to combine business success with 15+ years of marketing experience to deliver business transforming strategies that speaks to the primal part of buyers brains.



    On this episode of The Salesman Podcast Felix shares how we can sell directly into the primal brain and the benefits of doing so.



    Resources:



    * Felix on Linkedin* HappyBuyingBrain.com


    30 min
  • BESTOF2020: How To Up-Sell Your Current Customers (And Crush Your Sales Quota) With Tim Riesterer







    Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Tim Riesterer “Best Of 2020”.



    Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development.



    On this episode of The Salesman Podcast Tim shares why up-selling your current customers is the best way to hit quota during the pandemic.



    Resources:



    * Book: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers* CorporateVisions.com* Tim on Linkedin


    38 min
  • BESTOF2020: The Worlds Cheapest, Most Persuasive Sales Tool… With Mark Edwards







    Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Mark Edwards “Best Of 2020”.



    Mark Edwards is the managing director and resident whiteboard maestro at Whiteboard Strategies. Mark has over 30 years experience in the corporate world – the last 20 of which have seen him involved in the training of tens of thousands of business professionals.



    His unique approach to sales presentations and training has earned Whiteboard Strategies fans and customers in some of the world’s leading businesses.



    On this episode of The Salesman Podcast Mark shares why the whiteboard is the worlds cheapest but most persuasive sales tool.



    Resources:



    * WhiteboardStrategies.co.uk* Mark on Linkedin


    46 min
  • Cold Email “Open Rates” Don’t Matter Anymore? Beards Close More Deals?! – TWIS







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



    * Outreach proclaiming that email “open rates” and “reply rates” don’t matter anymore. * How only 25% of sales organisations have defined their own sales metrics. * If Will’s beard make him a better salesperson than Victor? 



    And much more!



    This Week In Sales hosts:



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



    TOPICS:



    Zendesk Becomes First Customer Experience Platform to Join Unity Verified Solutions Partner Program



    * Zendesk, Inc. (NYSE: ZEN) is building on its customer experience (CX) leadership by becoming a Unity (NYSE: U) Verified Solutions Partner. Being a Verified Solutions Partner (VSP) means Zendesk has been verified by Unity to ensure its SDK is optimized for the latest version of the Unity editor, providing a seamless experience for Unity developers.* This partnership enables players to get immediate help without having to leave the game or interrupt their experience. The partnership with Unity, the world’s leading platform for creating and operating real-time 3D (RT3D) content, will provide integrated customer support functionality that can be set up in minutes, directly within some of today’s most popular games, such as Angry Birds 2 and Pokemon Go .



    https://www.zendesk.com/company/press/unity-zendesk-partnership/



    Outreach – Buyer Sentiment Analysis



    Customers buy on emotion and justify their decisions with logic. According to a Harvard study, 95 percent of purchasing decisions are subconscious. So, why rely solely on “vanity metrics” — like click, open, and reply rates — to tell us whether our selling efforts work for buyers?



    To solve this challenge, Outreach is excited to introduce Outreach Insights featuring Buyer Sentiment Analysis, a first-of-its-kind machine learning technology that classifies buyer emotions and signals to accurately measure sales engagement.



    https://www.outreach.io/explore



    Whatfix Is Recognized in Gartner’s Latest Report on Digital Adoption Solutions



    * Whatfix, the leader in Digital Adoption Solutions (“DAS”), today announced it has been included as a “Sample Digital Adoption Solution Vendor” in the Gartner report titled, “Improve Employee Usage, Engagement and Productivity With Digital Adoption Solutions” 



    https://salestechstar.com/predictive-ai/whatfix-is-recognized-in-gartners-latest-report-on-digital-adoption/



    New research finds if you grow a beard, you can grow your sales



    “It Grows on You: Perceptions of sales/service personnel with facial hair” was just published in the Journal of Business Research.



    The paper reports on five studies that tested the “power of the beard” in the workplace. They found that customers consider bearded salespeople to have greater expertise and, therefore, more trustworthiness than mustached, clean-shaven, or stubbled coworkers. This was true regardless of race, ethnicity,
    1 hr 14 min
  • #683: How To Rebuild Your Post COVID Sales Pipeline With Crevan O’Malley







    Crevan O’Malley is a sales leader, with over 20 years of experience in the Tech sector including time with tech giants like Dell and Oracle and is currently the Sales Director at EMEA HubSpot.



    Crevan is a MBA graduate from University College Dublin in 2006 and is an avid sports fan and family man who lives with his wife and two children.



    On this episode of the Salesman Podcast Crevan shares how to rebuild your post COVID sales pipelines and research from Hubspots recent 2021 Sales Enablement report.



    Resources:



    * Hubspot.com* Crevan on LinkedIn* Hubspot Report: 2021 Sales Enablement
    41 min
  • Only 24% Of Salespeople Are High Performers? Bye-Bye Trade Shows? – TWIS







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



    * Intelligent sales demo automation * How only 24% of salespeople are high performers* We say “bye-bye” to trade shows



    And much more!



    This Week In Sales hosts:



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



    Topics:



    Salesforce: “State of Sales” report 



    Salesforce surveyed nearly 6,000 sales professionals. Double blind survey from May-June 2020. 



    Sales teams using AI has increased from 21% in 2018 ro 37% in 2020. High performing salespeople are 2.8x more likely to use AI. 



    63% of sales professionals are confident in their organisation’s ability to train/retrain salespeople. 



    70% of orgs are retaining field sales reps to sell from home.



    72% of salespeople say they’ve been “productive from home” during the COVID pandemic. BUT 48% say they’re less productive than they used to be. 



    c1.sfdcstatic.com/content/dam/web/en_us/www/documents/research/Salesforce-State-of-Sales-4th-Ed.pdf



    Consensus – Intelligent Demo Automation: 



    The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier.



    Focus on making buying easier and your prospects will buy from you faster and more often.  Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account. 



    Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract



    Allego – Transform your organization with mobile, interactive learning and enablement technology built for today’s distributed teams.



    Refract – Refract analyses every call and demo, profiling the revenue defining moments, revealing what leads to successful outcomes for your team today.



    allego.com/news/allego-expands-sales-learning-and-enablement-market-leadership-with-acquisition-of-refract/



    Bye Bye Tradeshows: B2B trade shows won’t recover for years



    Live events like tradeshows and conferences have traditionally ranked as one of the top sources of leads, but that all but dissolved in 2020. As a result of the pandemic, the event industry is a shell of its former self, according to a piece by MarketingCharts citing data from PwC:



    “PwC estimates that the U.S. trade show market will be cut in size by almost two-thirds this year.”



    swordandthescript.com/2020/10/b2b-marketing-budget-trade-shows/



    Chorus.ai launches “momentum”



    It allows you to search for things like – Decision maker enga...
    56 min
  • #682: “Empathy Based Objection Handling” For B2B Salespeople With Jason Bay







    On  today’s episode of The Salesman Podcast, Jason Bay of BlissfulProspecting.com explains what empathy based objection handling is and how we can leverage it to close more deals. 



    “Cold calling and objection handling are usually the two biggest fears that I hear when we work with sales teams and individual reps. With objection handling, if you think about where that fear comes from. It’s like, ‘I don’t want to be salesy.’” – Jason Bay



    The Objection Loop



    Jason talks about the objection loop, wherein two conversing parties engage in never ending “logical” discussion about their issues and concerns. He shares that to end this objection loop, one must employ empathy. Empathy breaks that loop and disarms the other person. 



    Oftentimes, people engage in a logic vs. emotions battle which ends up in miscommunication.



    “When we look at that loop, we can break that with empathy. That’s the first part. That’s the first step that we need to do. It’s like, ‘I need to acknowledge what I think he is saying or where he’s coming from or what he might be feeling.’” – Jason Bay



    When Logic Meets Emotions



    Will gave a solid example where a disconnect usually happens during a sales call. When an emotional customer encounters a problem, searches for solutions online and gives the company a call, the salesman gets too  excited and starts selling logically rather than listening to the emotions of the buyer.  



    “There’s a crossover of logical thoughts and discussions versus emotional thoughts and discussions. Again, I just want to emphasise the points here that you’re making, using a bit of empathy on behalf of the salesperson, to regulate their emotions against that of the buyer, allows communication to happen.” – Will Barron



    Emphatise, Validate and Offer



    Jason shares the steps of employing empathy towards a customer. He describes the EVO framework, which means empathise, validate and offer. He also dives deep on the levels of empathy and cites real life examples of this. 



    “We’re going to focus on those two things first, and when we do them in the middle, what that’s going to help us accomplish is disarming the prospect. Depending on what objection it is, it’s going to help you gain a better understanding of where they’re coming from. From there, once you do those two things, if you imagine a little arrow pointing to the right of that with another circle called offer.” – Jason Bay



    To know more about empathy based objection handling and how we can use it to get more deals booked with cold outreach, watch or listen to this episode. 



    Bio: 



    Jason Bay is a sales expert who helps sales teams land big meetings with prospects with cold outreach.



    Resources:



    * BlissfulProspecting.com* Jason on LinkedIn
    39 min
  • Salesforce Buys Slack! Facebook Buys A CRM?! – TWIS







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



    * Salesforce buying Slack for 27 BILLION* Facebook acquiring a CRM company* What COVID means for the office space you used to work from



    And much more!



    This Week In Sales hosts:



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



    Topics:



    Salesforce buys Slack for $27.7 billion



    Messaging app Slack will be acquired by Salesforce for $27.7 billion in what will be the software company’s biggest acquisition to date. The deal is expected to complete during the second quarter of 2021, following regulatory approval and the usual round of box-ticking.



    Salesforce co-founder and CEO Marc Benioff, “This is a match made in heaven. Together, Salesforce and Slack will shape the future of enterprise software and transform the way everyone works in the all-digital, work-from-anywhere world,”



    engadget.com/salesforce-buys-slack-210947704.html#comments



    Facebook acquires Kustomer, a CRM start-up



    By bringing Kustomer into the fold, Facebook will provide small businesses that use its service to advertise and sell goods more features to close sales through the social network’s services.



    The deal was valued at a little more than $1 billion, according to a person familiar with the matter



    cnbc.com/2020/11/30/facebook-acquires-kustomer-a-crm-start-up.html



    Vengreso Launches FlyMSG, the Text Expander That Helps Salespeople Type Less, Sell More



    Vengreso, the digital sales training and consulting service provider, today announces the launch of FlyMSG, the text expander tool that helps sales and marketing professionals type less and sell more.



    Developed by a team of sales experts who know the pain points of the modern seller, the tool gives users quick access to presaved, customized messaging templates and is available for free as a Chrome extension.



    prweb.com/releases/vengreso_launches_flymsg_the_text_expander_that_helps_salespeople_type_less_sell_more/prweb17574215.htm



    A.I. video email automation 



    They reached out with an interesting pitch to get on the Salesman Podcast. They used their own tool that converts text to a video, human avatar. At a glance it’s convincing but it’s obvious it’s not a real person if you listen to 20 seconds… 



    rephrase.ai/



    After Covid-19, Collaborative Learning Will Be Crucial For Sales Teams



    According to a July 2020 McKinsey analysis, 96% of B2B sales teams have fully or partially shifted to remote selling. As many as 79% of B2B companies say they will likely sustain these shifts for 12 months or more beyond the pandemic.



    24 min
  • #681: Why 40% Of London’s Sales Reps Are Failing (And What To Do About It) With Ed Barrett







    Ed Barrett is a the VP Sales, EMEA at Hubspot. He is a MBA graduate with 20 years experience in commercial and people management across many different products and markets.



    On this episode of The Salesman Podcast Ed and Will dive into the recent Hubspot 2021 Sales Enablement Report and look forward to how sales professionals can have success after COVID.



    Resources:



    * Hubspot Report: COVID-19 Marketing And Sales Benchmark Data* Hubspot Report: 2021 Sales Enablement* Ed on LinkedIn


    35 min
  • #680: How To FIND And CLOSE A #MEGADEAL With David Klättborg and Bora Brännström







    David is the former Market Head of American Express Nordics for Global Merchant Services. He has signed multiple Megadeals worth more than 2 billion USD with Global and Multinational Companies (such as IKEA, H&M).



    Bora is the former Head of sales at American Express for the Nordics and latest the Market Head at MoneyGram International Nordics and Baltics. He built and led American Express sales training curriculum for several years in entire EMEA.



    On this episode of The Salesman Podcast David and Bora explain what a mega deal is, why you should care and how to start closing more of them.



    Resources:



    * David on LinkedIn* Bora on LinkedIn* Book: Megadeals* MegaDeals.com
    49 min

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