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

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

By Salesman.orgBusinessCareersManagement
Download on the App Store

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

  • #667: How To Close A Sale (BEFORE You’ve Done A Sales Presentation) With Freddy Freundlich







    Freddy Freundlich also known as Rabbi Freddy, is different! The renowned author of The Art Of The One-Call Close, he has spent well over thirty years perfecting the art of the one-call close.



    Motivating and inspiring audiences to move out of their comfort zone and to think out of the box, Rabbi Freddy is seen as a go-to sales trainer for corporate markets.



    On this episode of The Salesman Podcast Freddy shares what we need to do to close a sale… before we’ve even completed a sales presentation.



    Resources:



    * Freddy on Linkedin* RabbiFreddy.com* Book: THE ART OF THE ONE CALL CLOSE: A sale of five or five million, learn how to walk in and walk out with the real deal!* Sales School presentation structure
    40 min
  • Do Buyers Prefer Remote Selling? Sales Hazard Pay? – TWIS







    On This Week In Sales we’ll be looking at:



    * A study that shows that buyers might actually prefer remote selling* Has Salesforce just wiped out a bunch of sales tech start ups?* Is virtual selling really more flexible for employees? * Should salespeople get hazardous pay?



    This Week In Sales hosts:



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



    Topics:



    Your buyers might prefer “remote selling”. It’s here to stay. 



    65 percent of B2B buyers say remote selling is either equal to or better than selling methods before the pandemic, according to new research from McKinsey.



    mckinsey.com/business-functions/marketing-and-sales/our-insights/survey-us-b2b-decision-maker-response-to-covid-19-crisis



    Has Salesforce just wiped out a bunch of sales technology start-ups? 



    Customer relationship management giant Salesforce has launched a suite of new software tools to aid sales teams while remote working.



    verdict.co.uk/salesforce-remote-sales/



    Salesforce Introduces Digital 360



    Salesforce today introduced Digital 360, bringing together new and existing components within the Salesforce Customer 360 platform to help digital leaders transform their customer engagement and accelerate growth in the all-digital, work-from-anywhere world.



    destinationcrm.com/Articles/CRM-News/CRM-Featured-Articles/Salesforce-Introduces-Digital-360-143025.aspx



    How to Keep Closing B2B Deals During the Pandemic



    1) Ramp up your prospecting.



    2) Think about your prospect’s customer.



    3) Pitch all deals like you’re pitching to a CFO.



    hbr.org/2020/07/how-to-keep-closing-b2b-deals-during-the-pandemic



    Can VR sales training disrupt the industry? 



    Organizations in retail, hospitality, sales training training, and other sectors are increasingly finding that applying virtual reality tools for training helps employees strengthen “soft skills”.



    hbr.org/sponsored/2020/09/how-vr-training-can-help-turn-employees-into-leaders



    Is remote work really more flexible?



    One in four women are thinking about leaving the workforce or scaling back their careers, according to a comprehensive Women in the Workplace study conducted by LeanIn and McKinsey.



    linkedin.
    1 hr 7 min
  • Optimism in Sales (B2B Sales Strategy)







    Optimism is a key sales trait that we test for in our legendary SalesCode assessment.



    Why?



    Because if your natural state isn’t optimistic, which we define as –



    Optimistic: Person who is inclined to be hopeful and to expect good outcomes



    Then you’re never going to send a cold email, make a prospecting call or ask for the business. If you’re a pessimist, you’re going to avoid doing all of those things because you’re going to assume that you’re not going to have success at them.



    This leads to a vicious, destructive cycle–



    You don’t prospect for new business because you’re pessimist about winning it. So you win less business. Which reinforces the pessimism.



    All while the person sat next to you in the office, who has worse sales skills, less industry experience and works less hours does far better because –



    They’re optimistic about winning the sale. So they call more often. Send more emails and end up in a positive feedback loop which reenforces their success.



    So if that has grabbed your attention and you need to improve your levels of personal optimism because you want more success in your sales role, then stay tuned.



    What makes someone optimistic?



    So what makes someone an optimist, or a pessimist is the way they describe the world they live in.



    When optimistic people have some bad luck they see it as fleeting and temporary. Whereas pessimists see the bad look as long lasting.



    The opposite is true for good luck. When optimistic people have some good luck, they see it as long lasting. Whereas pianistics see good luck as something is fleeting and temporary. 



    Does that ring true for you? Let me give you a few examples –



    A pessimist might think “I never get good sales leads”. The language here suggest that the pessimist thinks this is long lasting and uncontrollable.



    Whereas an optimist might think “I don’t have the best sales leads right now”. See how this is temporary and within their control.



    So the first thing you need to do to become more optimistic in your sales job is to choose your self-talk and the language you use carefully. Don’t convince yourself that bad events are permanent and out of your control. There’s always something you can do to improve your situation. Always.



    Pervasiveness



    The other thing that makes salespeople pessimistic and holds them back from reaching their selling potential is the pervasiveness of their thoughts.



    Pervasiveness is –



    Pervasiveness: Something being present and noticeable in every part of a thing or place.



    So a pessimist might think “all sales managers are idiots” whereas an optimistic salesperson might think “Brian, my current sales manager is a tool”.



    Or a pessimist might think “I am disgusting” verses an optimist might say “when I’ve not had a shower I feel disgusting”.



    Notice how the pessimistic viewpoint takes one little bit of a negative thought and ties it into everything related to it? Don’t allow yourself to do that and you’ll be much more optimistic as a result.



    Becoming optimistic



    So if you want to become more optimistic I’ve two take aways for you –



    * Start seeing spots of bad luck as thing that you can control.
    9 min
  • #666: Your Most Important Sales Productivity Tool (The Power Hour…) With Mark Evans







    Mark Evans is a speaker, author and sales expert. He’s the author of Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales.



    On this episode of The Salesman Podcast Mark explains what the “almighty power hour” is and how it can help sales professionals become more productive and get more done in their days.



    Resources:



    * GetSalesKit.com* MarkPatrickEvans.com* Book: Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales
    37 min
  • #665: Virtual Selling Best Practices (And The Most Common Mistakes) With Ray Makela







    Ray Makela is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs. 



    On this episode of The Salesman Podcast Ray explains the best practices for virtual selling and what some salespeople are getting wrong.



    Resources:



    * Ray on Linkedin* SalesReadinessGroup.com* Virtual Selling was also covered on this episode of This Week In Sales


    37 min
  • Sales Coaching Fails, Digital Selling And Face Tattoos







    On This Week In Sales we’ll be looking at:



    * New study shows that 60% of sales coaching is “random or informal”* 80% of B2B Sales Interactions Between Suppliers and Buyers Will Occur in Digital Channels by 2025* We question if tattoos affect your sales career?* Is there a new sales role incoming – The VP of Pipeline?* And more….



    This Week In Sales hosts:



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



    Topics:



    * Lack of Formal Coaching: Today, after more than two decades of bemoaning the opportunity costs of incomplete or ineffective coaching, formality is lacking – csoinsights.com/blog/after-all-this-time-we-still-need-to-fix-coaching/* “Gartner Says 80% of B2B Sales Interactions Between Suppliers and Buyers Will Occur in Digital Channels by 2025” – gartner.com/en/newsroom/press-releases/2020-09-15-gartner-says-80–of-b2b-sales-interactions-between-su



    * VP Of Pipeline: A Key Role For Aligning Sales And Marketing  –  The VP of pipeline reports to both the chief marketing officer and the chief revenue officer (or the CEO) and is responsible for building the pipeline and guiding the pipeline development strategy. – forbes.com/sites/forbesbusinessdevelopmentcouncil/2020/09/02/vp-of-pipeline-a-key-role-for-aligning-sales-and-marketing/#60e777d76a60



    * A kindergarten teacher in France says his heavily tattooed face and black-inked eyes may have cost him his job – edition.cnn.com/2020/09/28/europe/sylvain-helaine-tattoo-teaching-job-scli-intl/index.html



    * 41% of young people believe their future goals now seem “impossible to achieve” – bbc.co.uk/news/business-54329554



    * Forrester Names Outreach A Sales Engagement Leader –outreach.io/lp/report-forrester-wave?utm_source=LinkedIn&utm_medium=PaidSocial&utm_content=Forrester_Wave_Report&utm_campaign=NA_Q3FY21_All_LI_Retargeting_IC



    * SalesHood – New tool for virtual sales kick off meetings – prnewswire.com/news-releases/saleshood-modernizes-legacy-sales-kickoff-events-with-the-launch-of-skox-for-virtual-teams-301133464.html* DocuSign expands agreement cloud with new AI solution for incoming contract analysis and negotiation –
    1 hr 4 min
  • #664: How To Identify Your Best Buyers (And Uncover Where To Find Them) With Jeff Koser







    Jeff Koser is the CEO of Zebrafi and has more than 30 years’ experience in leadership roles in sales, operations and marketing. He is the award-winning co-author of Selling to Zebras.



    On this episode of The Salesman Podcast Jeff explains how to uncover your ideal buyers and where to find them in the market.



    Resources:



    * Jeff on Linkedin* Book: Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably* Zebrafi.com


    39 min
  • #663: How The CIA Closes Deals (Hypnosis, Interrogation And More) With Dan Crum







    Dan dedicated part of his life to helping his country when he worked for the CIA as a Polygraph Examiner and Special Investigator. Dan also applied his skills for the National Counterterrorism Center, where his work was used in intelligence assessments for the President of the United States in the War on Terror.



    Working for Tony Robbins Dan learned Coaching & Consulting and is a Certified Hypnotherapist. His coaching program, Elite Mental Game, is used in all major sports and those athletes continue to win Championships.



    On this episode of The Salesman Podcast Dan shares how the CIA Method can be used to take control of the selling conversation and get more deals closed.



    Resources:



    * Dan on Linkedin* DanCrum.com* The CIA Method* Book: The CIA Method: How to Recruit (and Retain) Talent Like the Central Intelligence Agency


    41 min
  • What Lock-Downs Mean For Sellers and The Best Virtual Selling Books







    On THIS WEEK IN SALES we’ll be looking at:



    * The continuing lock-down and further furloughs for months to come and how this effects sales professionals* Hubspot announced “Sales Hub” tools for end-to-end sales process within the Hubspot platform* Jeb Blount’s and the Rain Groups books “Virtual Selling”* And much more…



    THIS WEEK IN SALES hosts:



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



    Other episodes:



    * Sales Coaching Fails, Digital Selling And Face Tattoos – This Week In Sales
    1 hr 16 min

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

From the publisher's feed

The Salesman.org podcast feed gives you the worlds best sales content.

Salesman Podcast – The Salesman Podcast is the worlds most…