"Live your truth in the world of sales" says Tom Briccetti, sales coach and founder of Sales Team Go. Want to know how to build a framework to help you scale?

Tom lays out in this episode his process to scaling a business by using tried and tested methods, principles, but most importantly, mindset. Tom also explains how knowing your customers, understanding their needs and wishes is the minimum for building a sales process that is reflective of the customers' journeys. Additionally, Tom shares some thoughts about which technology can help support and enable these objectives.

Listen to this episode to find out more about setting up a sales process and scaling a business!

Want to find out how to grow your business 10x in 18 months? Join us on this episode where we get incredible insight from the man who helps entrepreneurs grow their businesses

Kevin McCann started off as an inside sales rep and grew through the ranks until he got to a position where he could create the strategy for a business to grow.

Unsurprisingly, Kevin focused on understanding his customers' problems, the impact of their problems on their own business, then suggested a solution that was relevant and proportional to the value of the impact on the business.

As President and CEO of the Executive Strategy Group in Portsmouth, New Hampshire, USA, Kevin specialises in strategy, marketing and sales for high-tech companies.

Kevin shares the strategies that he uses to build massive revenue in a short time. He talks about how to stand out in a competitive market and to get the right mix of activities to make sales grow. He talks about having a defined niche and selling proposition that puts the customer first.  

He talks about how to do technical sales without needing a technical sales specialist in every meeting. Showing sales reps how to ask the right questions to move the prospect forward with the right allocated sales resources. 

Kevin talked through what he calls the Highlighter test to make sure your website is going to do a lot of the sales heavy lifting for you.

In this episode, we discuss how creating a CRM system that responds to specific needs from an organisation is a sure way of creating a successful CRM platform. We also discussed how CRM systems can help sales processes into converting leads into closed deals, by managing relationships between different parties who are attempting and hopefully succeeding at building mutually beneficial relationships based on "know, like, trust" concept.

In short, CRM platforms, and the discipline to add information to it, is a digital recreation of basic human nature, of using stored information to have a meaningful conversation!

Find out more in this episode dedicated to CRM, its impact on sales process, marketing automation, and what the predictions for the future sales landscape may be.

Why are brand names so important? How do you create a brand name that will see your business grow? What makes a brand sticky? Listen to Louise Karch, a multi-award winning marketer & best-selling author of Word Glue: Find your Million-Dollar Brand Name, give us all the answers.

As an accomplished marketer, coach and athlete, Louise has set out to help people improve their business performance by making sure that their brand name pulls people's focus, in the attention economy that we find ourselves in.

Louise has helped many people dramatically improved their business revenue when she helped facilitate coming up with a new name for brands or products.

Listen to Louise explain the intricacies of a brand and its impact on people's mind, their perception and ultimate loyalty.

Join the discussion in the comments below & listen to the podcast. Make sure you follow Louise Karch for the latest info on her upcoming book on Tagline.

"Change is coming" say Senior Partner Manager from Keap (formely known as Insusionsoft), Jeremiah "The Shark" Sarkett

With the advent of AI in Marketing & sales, how is the sales process being affected?

"The sales process is moving closer to where the customer is", Jeremiah says. And right he is. From a customer experience point of view, customer & consumer behaviours & expectations have changed.

Listen to the episode for more information about the impact on sales process, tech used in sales & marketing, how AI will support & enhance human behaviours

Join the discussion in the comments below & listen to the podcast. Make sure you follow Jeremiah Sarkett for the latest info on Keap and sales techniques on his website https://jeremiahshark.com/

Image credit: AI4marketing

Today we talk to Jason Howes from Arrow Executive about hiring salespeople, training them, coaching them & making them a successful team within an organisation.

Jason has a wealth of experience providing companies with the right tools to hire the right salesperson for the right role. Jason and his company provide services and tools that help organisations build the appropriate role descriptions, filter our the wrong candidates during the search phase, and assess candidates to make sure they will be a good cultural fit, but equally important a competent fit.

Find out more about how Jason and his team can help you by listening to this episode and gaining all the insights that were shared.

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"I don’t control the buying process, I can influence the buying process". Want to find out more about mindset vs state of mind, human performance & impact on sales? Listen to this week's episode with one of our return guests, Geoff Wade.

Last week we released another podcast with Geoff who made a bold, but demonstrably true, claim of 21% improvements in 21 weeks, across the board. This week, he comes back to explain to us how a salesperson's state of mind, and mindset, can make, or break, a salesperson.

Confidence breeds confidence, and a few techniques can help build that confidence. For example, pacing while on the phone, chewing gum, success or power poses, and of course, breathing (i.e. triangular or square breathing).

Listen to the episode to find out more on how human performance can be improved through a healthy and active "mind over matter" philosophy.

Don't forget to like & subscribe to The Front Line podcast

21% improvement in 21 weeks? Across Sales Performance & Leadership Development? Unreal claim you might add? Check out this week's episode with Geoffrey Wade & find out more.

Geoff is the founder of Onirik, the company he founded when he realised he had amazing value to add to organisations that couldn't figure out effective ways to change behaviours within its ranks in order to improve individual and collective performance levels.

When Geoff claims a min of 50% improvement in sales figures, it's based on demonstrable facts, not anecdotal information!

The key to this amazing uplift in performance is down to the Performance Break-Thru model he developed, which focuses on the person's behaviour.

Find out more by listening to this week's episode in which Geoff explains how his systems works in sales, but of course can be adapted to any function in the organisation, especially leadership development.

Don't forget to like & subscribe to The Front Line podcast

Want to find out more about ERP and what they mean to you, even if you are a SMB, especially if you are a SMB?

Today we are joined by Maria Isoton, an ERP implementation specialist and Accountant from Reassure Accounting, who dutifully helps business leaders take full advantage of such systems to the benefit of the company's performance in revenue, but more importantly PROFIT.

What is an ERP, or Enterprice Resouce Planning platform?

Why is an ERP important?

Why benefits are there to have from having an ERP?

Find out more by listening to this week's episode, and checking out Maria's LinkedIn profile https://www.linkedin.com/in/mariaisoton-cfoservices/

Don't forget to like & subscribe to The Front Line podcast

3 golden sales trips from the Senior Partner Manager from Keap (formely known as Insusionsoft), Jeremiah "The Shark" Sarkett. Do you want to know what they are?

How about 3 guesses for 3 tips?

OK OK, you're almost there!!

Here they are:

👉 "Sit back & listen". Yes, active listening to a prospect or a customer is a good idea. Being verbally assaulted by a sales person trying to make a sale is not pleasant, nor it is productive

👉 "Have sales flow, not a script". You need to know where the conversation is heading, or where you'd like it to go. Having every word scripted might make you not listen. Go back to tip 1

👉 "Train like an athlete". Yes, the brain, like the rest of your muscles, require constant training to remain at peak performance. Staying up to date on industry information, macro-trends, competitors, customer VoC, etc... all require you to do the legwork

Join the discussion in the comments below & listen to the podcast. Make sure you follow Jeremiah Sarkett for the latest info on Keap and sales techniques on his website https://jeremiahshark.com/