No matter how good your story is, it's not as good as the ones your customers can tell your prospects. Join Steve Rankel, Founder of Value Storytelling, as he shares the best way to reach prospects, build trust, and ultimately close more business. Prospects perceive you through the salesperson trying to convince them of the value of your products. But you can change this. Learn what you’ve done right for your best customers. Learn it from those customers. Share that knowledge to earn trust and close more deals.   Guest: Steve Rankel (https://linkedin.com/in/steverankel) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources:   • Contribute Relevant Value to Be Heard, with Jill Harrington https://sforce.co/2zaOa0Z   • How to Sell When Buyers Are Already Making Up Their Minds https://sforce.co/2u25aRa   • Not Getting the Customer Relationships You Want? You May Be Asking the Wrong Questions. https://sforce.co/2u25mQo

Episode #104: Your Existing Customers Have the Tools for Your Success, with Steve Rankel

Sales, especially B2B sales, is so competitive even a small adjustment can be a tipping point in your breakthrough success. Join us for thought-provoking conversations with some of the greatest minds in sales today. 
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Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics: 1) creating an omni-channel experience, 2) effectively using customer analytics, 3) embracing technology and automation, and 4) optimizing the lifetime value of your seller with people analytics. Guest:  Maria Valdivieso de Uster: https://www.linkedin.com/in/mariavaldivieso1/ Ben Vonwiller: https://www.linkedin.com/in/benvonwiller/ Host:  Krista Bauer: https://www.linkedin.com/in/krista-h-bauer/

Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster

Learn how Nielsen, a global media company, is transforming its sales organization in terms of strategy, processes, technology, and culture. Andrew Criezis, SVP, Sales Ops & Enablement, walks us through how Nielsen recently redid its sales strategy to become more specific, focusing on personas. By creating sales specialists, Nielsen was able to access a greater share of each company’s wallet. In addition, Nielsen created inside sales teams to focus on new accounts and rolled out a new incentive plan that works to directly correlate to individual and team contributions. https://sfdc.co/vhwnH   Guest: Andrew Criezis (https://www.linkedin.com/in/andrew-criezis-072b716/) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)

Episode #148: How Nielsen Is Transforming Its Sales Organization, with Andrew Criezis

Learn how to break the cycle of negative self-talk that could be holding you back from your success. By surrounding yourself with people who give you confidence and using mindfulness to address negative self-talk, you can stop self-doubt from plaguing your mind. Hear how Michael O’Brien’s life-threatening accident helped him understand the key to achieving ultimate self-awareness and acceptance of himself and his choices. https://sfdc.co/D3k46   Guest: Michael O’Brien (https://www.linkedin.com/in/michaelobrienpelotoncoaching/) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent) Related resources:   Learn more about Michael O’Brien: https://www.michaelobrienshift.com/ 

Episode #147: How to Use Intentionality to Trigger Success, with Michael O’Brien

Build trust with customers by letting them participate in the sales conversation through choices. Choices enable sellers to change the conversation with customers from “Am I going to buy from you?” to “What am I going to buy from you?” Giving customers full transparency into your offerings helps them feel less like they are being sold to and more like they are in control of their decisions. https://sfdc.co/2jRGu   Guest:  Bill Wilson (https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources:   3 Shortcuts to Proposal Writing   Three Elements Needed to Write a Convincing Proposal 

Episode #145: How to Build Trust with Customers, with Bill Wilson

In enterprise sales, it’s hard to avoid proposals. Start treating proposals as an opportunity to close the sale, not just as a formality. By focusing on benefits, using your prospect’s language, and providing choices, you will be able to effectively communicate your value. https://sfdc.co/bSiRiF   Guest:  Bill Wilson (https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca) Host: KayLeigh Dent (https://www.linkedin.com/in/kayleighdent)   Related resources:   3 Shortcuts to Proposal Writing     How to Build Trust with Customers 

Episode #104: Your Existing Customers Have the Tools for Your Success, with Steve Rankel

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