Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month away. How will you prepare? Well, a good start would be to listen as Scott and I discuss Get Ready for 2024 and other forward-looking topics on episode 593 of the Winning at Selling podcast.

Seasoned salespeople will adhere to a sales process.  A system with a predictable outcome.  But does that work when selling newly launched products.  Think about it.  What objections and stalls do you hear when selling a new product or service? If I’ve created a new interest in selling newly launched products, turn up the volume, as Bill, and I discuss How to Sell New Products and other interesting ideas on episode 592 of the Winning at Selling Podcast.

As sales professionals we know that if we can be seen as a trusted expert rather than a peddler, we will attract more clients, develop stronger relationships and maintain a better profit margin. The question is, how do we elevate ourselves to that level of proficiency? Fortunately for all of us our guest, Kelli Schutrop is an expert in this approach, so listen closely as we discuss Thought Leadership Activation on episode 591 of the Winning at Selling podcast.

While Professor Plum and I do our best to be clear about how to win at selling, sometimes we can muddy the waters as we debate about the most effective way to get the job done. We can be so confusing, that our listeners feel the need to write in and ask us to clarify what we or our guests have said. So, if you’ve been befuddled by our banter, listen in as Scott and I field Questions from Listeners and other baffling topics on episode 590 of the Winning at Selling podcast.

As sales professionals and leaders, most of us have overcome the overwhelming feeling of rejection and disappointment.  We risk our emotions every day on a quest to seek validation, please others and serve when there is an opportunity. Does this sound familiar? Just a reminder, this is safe space as Bill, and I discuss Avoiding Disappointment and other cool concepts on episode 589 of the Winning at Selling Podcast.

Everywhere you look there are “hiring” signs. I talk to colleagues and clients, and they tell me how hard it is to find capable sales professionals. Yet, more often than not, when I start consulting with a new client, I find that they are consciously or unconsciously, doing everything they can to annoy the heck out of the salespeople that they already have! ­­­So, wipe away those crocodile tears as Scott and I investigate 7 Ways to Demotivate Your Sales Team and other uplifting topics on episode 588 of the Winning at Selling podcast.

Do you remember your first sales manager?  What did they do that worked and what lessons did you learn from their mistakes.  Too often sales managers are created for the wrong reasons and lead the sales teams into unsuccessful territory.  But that won’t happen to you because you are listening and learning.  So, get out your talking pad as Bill, and I welcome author and selling expert Mike Weinberg to discuss The Key to Success as a First Time Sales Manager on episode 587 of the Winning at Selling Podcast.

There are forces in nature. Invisible forces that act upon all physical objects and beings. Some of these forces can be destructive or restrictive such as friction or gravity. And others can be constructive or multiplying such as focus and repetition. Today we want to consider one of these forces and determine if we can use it to be more successful. So, lace up your running shoes as Scott and I investigate Creating the Big MO and other mesmerizing concepts on episode 586 of the Winning at Selling podcast.

Emotionally risking is a typical bet salespeople make every day. Not risking is the surest way of losing. How can you increase your chances of winning? How can you reframe your mindset to overcome the conceptual barriers that limit your results?   Learn how to conquer the greatest weakness salespeople experience as Bill, and I discuss Overcoming the Need for Social Approval and other deep thoughts on episode 585 of the Winning at Selling Podcast.

According to the US Bureau of Labor Statistics there a 13,183,250 people listing their job title as sales or selling. They have a mean annual wage of $50,370 (and that is really mean!) and if you are in the 90th percentile, the average wage is $94,040. That tells us that there a lot of sales reps out there who are basically starving to death because they don’t know how to differentiate themselves from the pack. So, if you want to move into that top 10%, listen up as Scott and I welcome our guest Sales Leadership Expert, Steve Keating to tell us How to Move from Sales Rep to Trusted Advisor on episode 584 of the Winning at Selling podcast.

It has been said people do not leave companies, they leave bad managers. What are the signs your sales team is considering other options - outside of the company?  And I'm not talking about new clients through prospecting. I'm referring to salespeople looking for other companies to sell for. As a sales manager what do you look for in these circumstances and as a salesperson are you tipping your hand. Stay right where you are as Bill, and I discuss Signs Salespeople are Leaving and other thought-provoking topics on episode 583 of the Winning at Selling Podcast.

I imagine that most of our listeners are pretty good at selling. I would even wager that most of you are in that vaunted Top 20 Percent that make most of the sales for your company. Perhaps that gives you a little swagger at the awards convention. But really, that is a pretty small pool of candidates. How about being the best in the industry, the best in your city or even one of the best sales professionals in the whole country! Now that would be something. Be ready to have your greatness challenged as Scott and I deliberate on How to Become a Sales GOAT (Greatest of all Time) and other cool topics on episode 582 of the Winning at Selling podcast.

A new study of 1 million people revealed that a positive attitude makes you dramatically more successful! Those who are happy at work are more committed to their organization, rise to positions of leadership, achieve higher sales, and suffer fewer health problems.  Happiness should not be an afterthought for selling. It should be an essential goal – entwined with critical selling skills as the key to individual and organizational success!  When you build an environment focused on nurture, positive reinforcement, and highlighting strengths and potential, you help people to be the most successful version of themselves!  Let’s talk with the founder of the Happy leadership Institute as Bill and I welcome Tom Guetzke to discuss The Winner’s Attitude : Unlocking the Power of a Positive Mindset on episode 581 of the Winning at Selling Podcast.

Are great salespeople similar to great athletes? They certainly have a desire to win and for many, sales can be more lucrative than sports. But it’s not easy to be the best and it’s not something for the weak of heart or the lazy of character.  So, lace up your cleats as Scott and I examine Sales Lessons from Great Competitors and other fascinating info on episode 580 of the Winning at Selling podcast.

AI is becoming more popular and confusing. What is real and what is the output of a formula? But we cannot ignore this movement. Let’s see what ChatGPT responds with when asked for the Top Challenges Salespeople experience in the marketplace.  Standby for real advice with over 82 years of experience – before AI, as Bill and I explore, Top 6 Sales Challenges According to ChatGPT and other nifty ideas on episode 579 of the Winning at Selling Podcast.

Is there a difference between a "sales situation" and a "crisis situation"? Do they both require strategic crisis communication techniques? Chances are, you haven't often thought of a sales call and a crisis communication the same way but you might after this podcast! Fortunately, we’re not in a crisis mode because Scott and I are welcoming crisis communication expert   Paul Omodt to discuss People and The Stories They Sell on episode 578 of the Winning at Selling podcast

Timing is everything.  This saying also applies to sales training.  Often leadership gets excited about increasing sales quickly, but not developing the areas that support the sales process, messaging, marketing, and overall effectiveness. What frustrates salespeople, prolongs results, interrupts the customer journey, all at the expense of loss opportunities, which cannot be calculated?  Interested in creating a foundation to maximize your sales activities? Stay tuned as Bill and I explore, Are you Ready for Sales Training? on episode 577 of the Winning at Selling Podcast.

What you believe about yourself and your ability to succeed resides deep down in your psyche. It is the accumulation of your personal experiences and also what you have been taught by family, teachers, coaches and other important influencers in your life. But experience can teach us the wrong lessons and many of the aphorisms drilled into us in our youth might keep us from achieving the success we desire. It's time to examine what you think you know as Scott and I discuss Dangerous Lessons on episode 576 of the Winning at Selling podcast

How many times during the day – in a sales call, prospecting for new clients, conducting a presentation, or leading a meeting – is it vital for you to ask for something you want to achieve your goals? Yet many of us don’t…we don't ask for what we want. Rather, we sabotage ourselves through bad communications habits that act as roadblocks to achieving our goals.  Asking is a simple skill, but it is not easy to master and there is no exaggerating its benefit. Stay tuned as Bill and I welcome best-selling author and selling expert, John Baker, author of The Asking Formula to episode 575 of the Winning at Selling Podcast.

Some employees are fortunate to have their organizations provide a comprehensive and ongoing development program in which they can participate. But for many salespeople and those of you who are solopreneurs, these is no comprehensive program. So, what do you do? If your smart, you’ll pay special attention as Scott and I discuss Take Control of Your Own Development on episode 574 of the Winning at Selling podcast.