Sales Influence - Why People Buy!

On this week in sales we’ll be looking at: Zoominfo buying Chorus.ai Faceless avatars being set to take over the sales profession How much should you spend on Sales Enablement If a college degree is worth the investment And much more!

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company.  I moved my  family to Argentina where I would run the territory.   After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going.  The conversation we had that day transformed me from a price seller to a value seller.   That was the day I almost got fired…this is my story.   #valueoverprice #nodiscounting 

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.

Decision Fatigue - How to Sell More on Follow-ups

On this week in Sales, Will Barron and I discuss: Seismic surpasses $200m in annual revenue  B2B Firms Can Price with Confidence 5 strategies can help B2B firms manage price increases Lilt Launches Next-Generation Multilingual Asset 

Here's a new thought on how to use impulse buys to sell more.

This is a story of how a manager stole my confidence and how it took a better manager to restore it.  Here is my story...

How can you create a frictionless experience for your customers or clients and sell more?  Find out on this sales influence podcast.  #frictionlessexperience

On this week in sales Will Barron and I be looking at: Selling behaviours that kill deals Virtual sales recruiting Apple pushing back on working remotely The LinkedIn State of Sales Report 2021 - 50% of buyers say that working remotely has made the purchasing process easier Celential.ai Appoints Vice Presidents of AI And Sales; Expands Its AI-Powered Virtual Recruiter Service To Sales Recruiting Remote working has pushed salespeople away: What is the solution? Apple pushes back on remote work Virtual selling expected to be the new normal of medtech sales in 2022 and much more.

Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process. To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video). So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process. This is my story... #saleskiller #salesplaybook #salestraining #behindthewheel

The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find  out how.

Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.

Here's the best inbound lead question you  can ask a prospect and what buying signals to look for on this sales influence podcast.

With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo!  Here's why!

This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.

When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you.  #salestip #customerjourney

What are customers looking for in a discussion?  For you to control the conversation and guide them in order to help them make a buying decision.

Learn to listen when a client or prospect disagrees.  Sometimes they're being agreeable but really disagreeing.  This may also be a reason you get ghosted.

Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.

If you've ever been ghosted (stopped returning your calls or emails) by a  client or prospect, listen up.