Sales Influence Podcast

On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales. 04:00 Mistakes in Sales Presentations. 08:02 Sales habits and deliberate practice. 10:15 Killing vices to create habits. 13:48 Motivation and dopamine. 19:01 Practice culture in sales. 20:00 Sales Skills Coaching. 23:20 Coaching for Sales Managers. 27:44 Sales feedback and practice. 29:23 Practicing and accepting feedback. 32:34 Building trust through personal stories. 35:39 Deliberate practice for managers.

If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix. LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast.

As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!

Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.

This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'! I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction. Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members. #marcussheridan #salesinfluence

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work. In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team. Sponsored by BigTinCan, http://www.Bigtincan.com

Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers' motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success. An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including education, health care, defense, auto manufacturing, software, financial services, and construction. Bob is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University's Kellogg School of Management. This podcast is sponsored by Bigtincan - Find out more at http://www.Bigtincan.com

In this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly. His story is inspirational and is guaranteed to inspire you to sell more! This podcast is sponsored by Bigtincan, a sales enablement platform to help salespeople create, connect and convert. http://www.Bigtincan.com

Join me and Tim Riesterer on the buying motives of the human brain. This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast. #timriesterer #salesinfluence

The way we write is wrong! Few people really understand how the words we read and write affect what we think and do. Rob's on a journey to uncover and share the science behind it, so we can all build better working and personal relationships through email and personal communications. This Sales Influence podcast is sponsored by http://www.bigtincan.com

In this episode, Joe McNeill of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel. #darkfunnel #bigtincan sponsored by http://www.Bigtincan

In this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.

In this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.

Great discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan! #bigtincan #lumpypipeline

What can you do to prospect more effectively? Find out on this Sales Influence podcast with Mark 'The Sales' Hunter.

Knowing which state a client is in, will guide our sales conversation to a higher close rate.

What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast

The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.

Context matters! There are 4 sales scenarios you should prepare for when making a presentation. #salespresentation

Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his book SPIN Selling. #spinselling #neilrackham #investorpitch http://www.VictorAntonio.com http://www.SalesVelocityAcademy.com

What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business. #amyfranko #bigtincan

CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips. #bigtincan #seamless #brandonbornancin

Selling in a Recession #17 - Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #cxoleverage

Selling in a Recession #16 - CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #cxoleverage

In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling. This episode is sponsored by Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com

Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #discounting

In this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and how you can sell more effectively to decision-makers and influencers. Tony has an amazing background in sales; you're bound to learn something new in this interview sponsored by Bigtincan. #sellingtovito #tonyparinello #bigtincan Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com

Elite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales engagement. This episode is brought to you by Bigtincan http://www.Bigtincan.com

Selling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #decisionmakers

Selling in a Recession #13 - Less Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #competiton

Bigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today. Link: http://www.Bigtincan.com

Selling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #freetraining

Selling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #termsandconditions

Selling in a Recession #10 - Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #competitor #competition

Selling in a Recession #9 - Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #prospecting

Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #decisionmakers

Selling in a Recession #7 - Help Struggling Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #helpingclients

Selling in a Recession #6 - Focus on Tier 1 Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #upselling

Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #clientrelief

Selling in a Recession #4 - Use Retention Strategies with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #retention

Selling in a Recession #3 - Sales Training Upgrade with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #upselling

How to Manage People and Be a Better Leader - Market Leader Learn how to manage people and be a better leader by applying one of two management theories: X or Y. http://www.VictorAntonio.com #managepeople #betterleader #business

In this episode of the Sales Influence podcast, Victor gives you some tips on helping customers out with overcoming indecision. Get Sales Velocity Academy Enterprise for your company. Apply here: https://victorantonio.com/licensing/ Sponsor the Sales Influence Podcast: https://victorantonio.com/podcast-sponsorship/ http://www.VictorAntonio.com #sip #salesinfluencer #overcomingindecision

Selling in a Recession #1 - Upselling to Existing Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #selinginarecession #recessiion #upselling

Here are 4 ways to scale your business on this sale influence podcast.

Here's what it takes to win more clients in today's competitive market.

Here's how you get folks to turn their cameras on so you can connect.