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

Every day you trade your time for better results and a better life.  No two people make the same Time Trades, as everyone is different.  Beginning with intention and ending with action will determine your results, your life, and define your reputation. Thank you for investing your time, as Bill, and I discuss Managing Your Time on episode 555 of the Winning at Selling Podcast.

What has the biggest influence on your decision to purchase an item?  Is it the price, availability, scarcity, or the brand?  If it’s the brand, how can salespeople be effective - or are they really needed?  No, this is not a doomsday warning, but it may help you stay alive as Bill and I welcome marketing expert, Corky Hall to discuss the importance of Aligning Sales with the Brand on episode 554 of the Winning at Selling Podcast.

Some business leaders and financial professionals make decisions based on fear versus opportunity. If these opportunities are ignored, the chance of increased revenue is lost, because the focus is on fear.  You cannot increase revenue by cutting expenses. Listen up, as Bill, and I discuss Revenue vs. Expenses on episode 553 of the Winning at Selling Podcast.

Revenue is a big factor in understanding customer value, but it isn’t the only measure. There are a number of other issues that must be examined. By looking at a customer critically we can ascertain their true value to the organization and determine the level of service they should receive. So pull out your calculators as Scott, and I discuss What is Your Client Worth? and other important topics on episode 552 of the Winning at Selling Podcast.

Did you make a list of New Year’s Resolutions? Is it difficult to stick to multiple resolutions. It’s easy to get fired up about a grand idea for the first 30 to 60 days of the year. Then, run out of steam. Perhaps your good intentions fade into the background as you get caught up on a To Do List. But, not this year! Listen up to a new strategy that will carry you the entire year; as Bill, and I welcome Danita Bye to discuss 3 Ways to Wire Your Brain for Successful Selling on episode 551 of the Winning at Selling Podcast.

Your initial interview is going along well when all of a sudden the prospect says something like, “Can you believe what those idiots in Washington just did?” What do you do? Do you agree with them or  - do you disagree? Or do you just keep your mouth shut and hope she moves on? And exactly what flavor of idiot is being discussed anyhow? If you want to learn how to avoid these conversation traps, tune in as Scott, and I discuss What if they bring up POLITICS? and other important topics on episode 550 of the Winning at Selling Podcast. 

Money is a tool and resource to managing your life and career and your success, in either, is based on how well you behave with it.  Is it skill, luck, guilt, or greed. Open up your purses and wallets, as Bill, and I discuss Your Relationship with Money and other interesting ideas on episode 549 of the Winning at Selling Podcast.

“Sales is a contact sport.” We have all heard that before. I like the saying, “If you can take a call, you can make a call.” Sales is also a proactive game, with prospecting being the start of the sales conversation. Listen up as we discuss how to start more conversations as Scott, and I welcome Wendy Weiss to discuss Getting Sales teams to Prospect - without micromanaging - on episode 548 of the Winning at Selling Podcast.

Sales meetings are a weekly scheduled activity.  Leading the sales team by maintaining bilateral communication, sharing scorecards while receiving market changes, conveying company direction; and delivering coaching, training and performance goals. So, what does an effective sales meeting look like? Join us for roll call and attendance as Bill, and I discuss Leading Effective Sales Meetings and other interesting ideas on episode 547 of the Winning at Selling Podcast.

It’s the beginning of a new year and we naturally consider how last year has gone and what we want to happen in the year to come. But what can we do so that there is a positive change and how can we make this year better than the last? If these questions resonate with you, pull out your “To Do” list and join Scott and me as we explore Goals or Priorities and other fascinating ideas on episode 546 of the Winning at Selling Podcast.

Knowledge has timing and sometimes it’s out of step. We may have heard the answer in the past but didn’t know the question until now. Now that the answer has been forgotten. Are you in a philosophical state of mind? Stay tuned to hear the questions and answers -together - as Bill, and I answer Questions from Our Listeners and other interesting ideas on episode 545 of the Winning at Selling Podcast.

How can I get my work done when there are so many meetings – and most of them are just a waste of time! If you find this to be a challenge at your company, you are not alone. Recently one of the world’s most successful entrepreneurs sent a memo to his employees on just his frustrating topic and how to deal with it. So, if you want to get more done join Scott and me as we discuss Elon Musk’s Productivity Recommendations and other interesting information on episode 544 of the Winning at Selling Podcast.

Ever have a bad day turn into a bad month. Sometimes we fall into a rut and it seems nothing is working, the leads are all bad and the quotes stop turning into purchase orders.  We take emotional risks without getting a good return on our time, effort and operating expenses. How do we turn it around and start getting back into the groove? Tune in as we talk about going from Rut to Strut as Bill, and I discuss Getting out of a Slump and other interesting ideas on episode 543 of the Winning at Selling Podcast.

What attributes separate the common salesperson from a truly successful sales professional? Is it being a “good talker” as we so frequently hear? Or is it the courage to call on anyone at any organization? Is it some kind of “superpower” that they have, or could it be something simpler than that?   Maybe today you’ll hear the secret that will transform your career as Scott and I welcome sales expert Brent Widman to discuss The Importance of Consistency on episode 542 of the Winning at Selling Podcast.

Often unconscious human behavior is grounded in a need for validation or vindication from others.  We have a desire for approval of current behavior or a yearning of clemency for past discretions. Both can limit your progress and development. Remember: you are in the circle of trust, as Bill, and I discuss Validation or Vindication and other interesting ideas on episode 541 of the Winning at Selling Podcast.

According to a Hubspot survey conducted in 2016 only 3% of respondents believe that salespeople are “trustworthy”! Only 3% - that’s pretty low. But it’s not my fault is it? Or your? Well, perhaps it is. Because we are all responsible for how our profession is perceived by our customers. So we will be as honest as possible as Scott and I discuss Being Trustworthy and other interesting ideas on episode 540 of the Winning at Selling Podcast.

Outstanding leaders are outstanding listeners. And when you are in sales, you’re a leader. As we interact with prospects, clients, customers and colleagues’ successful relationships start with listening. And if you don’t listen to know what they are talking about – you don’t know what you are talking about. So, let’s talk about it.  And today ‘it’ is Listening - as Bill and I welcome award winning listener and speaker Dr. Manny Steil to discuss Effective Listening on episode 539 of the Winning at Selling Podcast.

You never get a second chance to make a first impression – or so the saying goes. If that’s true, then we should have a better understanding of how people judge us and how they determine if we are the type of person with whom they want to do business. Likewise, we should understand when we start making those impressions on others. So put on some business attire and comb your hair as Scott and I discuss First Impressions and other interesting ideas on episode 538 of the Winning at Selling Podcast.

The market is constantly changing. New companies are being launched. Seasoned businesses are merging; while others are closing their doors because they are no longer relevant. As we start to focus on a new year, now may be a good time to revisit your value proposition and how to present it to others. Stay tuned as Bill and I discuss Renegotiate or Reframe – Trading with price and other fascinating topics on episode 537 of the Winning at Selling Podcast.

Each of us gets 24 hours in a day and 7 days each week. So how is it that some people get SO much more done than others? Is it luck, planning, smarts or something else? Scott and I are excited to welcome one of those people who get a lot done and he is going to help us learn how daily execution results in extraordinary results. Put on your running shoes and pop in those earbuds as Scott and I welcome marathoner and development expert, Scott Welle to episode 536 of the Winning at Selling Podcast.