Sales Influence Podcast

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.

In selling, it's all about getting Better, Faster, Stronger. Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.

Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.

Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.

On this week in sales we'll be looking at: AI-powered sales enablement platform Gong raises $250M Vidyard integrates with LinkedIn Messaging Outreach Closes $200M Funding Round Poised Raises $4.5M Seed Round to Improve the World's Spoken Communication Swearing on rise but parents still don't want kids hearing it, report finds Fastly apologizes for the outage, and breaks down the bug that hobbled major websites

The Women Your Mother Warned Your About talks to Victor Antonio on the Victor Antonio Victor Antonio, sales leader, keynote speaker and best-selling author, brings his trademark energy and straight-talk to the show. Victor shares some stories from his career and how leaving corporate life taught him to hustle and educate himself. He emphasizes the importance of taking chances, working your butt off, marketing yourself, and that it's ok to really like making money for it. link: https://tinyurl.com/36mysbbh

4 Steps to Closing a sales on this episode of the Sales Influence Podcast with Victor Antonio when it comes to using persuasion and closing techniques to become an influencer in closing. A great sales tip!

On this week in sales we'll be looking at: Sales automation Post COVID lead generation trends Amazon's Hire to Fire strategy News: What's Your Sales Automation Strategy? A recent McKinsey study shows that more than 30% of sales activities can be automated to improve efficiency and effectiveness. However, lack of awareness of automation's potential, inadequate tracking, return on investment (ROI) concerns, and delayed delivery challenges are hindrances to adoption. https://hbr.org/2021/06/whats-your-sales-automation-strategy Automated sales commission platform Spiff secures $46M Companies connect Spiff to their customer relationship management (CRM) platform, business intelligence (BI) tools, or accounting and payment systems to automatically glean real-time sales data. While its prebuilt integrations include the likes of Salesforce, Looker, Snowflake, Quickbooks, and Stripe, the company also follows an API-first philosophy that opens things to just about any data conduit. Through the no-code Spiff commission designer dashboard, companies can combine rules, variables, and conditions around commission payments so that when an employee meets certain preset criteria, they automatically receive their dues. This can support any number of commission structures, including deal splits, ramps, and team roll-ups. https://venturebeat.com/2021/06/01/automated-sales-commission-platform-spiff-secures-46m/ Lead Generation Trends Sales Leaders Should Know sales emails have now effectively doubled from the pre-pandemic baseline — 106% in March and 94% more email volume in April 2021. Sales calls, too, trended up. Call events were up 72% and 65% in March and April 2021, respectively (compared to pre-pandemic baselines). In 2021, we find spending up a staggering 38% in both March and April 2021. The year-over-year uptick is 52%. However, despite buyers' preferences for digital sales interactions — 70%-80% of respondents to McKinsey's research survey prefer over face-to-face — all this activity has not led to increased sales. The HubSpot data indicates closed-won deals cratered early with the uncertainty surrounding the onset of the pandemic (-9% April 2020) and were underwater (up only 1% to negative) seven of the next 11 months. Things seem to have finally reversed in March 2021, popping 13% above the pandemic baseline. The big takeaways here are that more activity is generating fewer results and that this hard work, especially in prospecting or awareness-generating activities, is not currently showing signs of reversing course. https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2021/06/02/lead-generation-trends-sales-leaders-should-know/ Five Ps of Sales Success Five Ps of sales—purpose, precision, personalization, productivity, and profitability. Phil Harrell, a vice president and group director at Forrester, says in the report that modern buyers will place greater emphasis on companies' social and corporate responsibility, and seller candidates will seek more than income when considering job opportunities. Will, how much consideration do customers (or seller candidates) put on social responsibility before making a buying (take a position with a company)? https://www.destinationcrm.com/Articles/CRM-Insights/Insight/The-Five-Ps-of-Sales-Success-147149.aspx Amazon's Controversial 'Hire to Fire' Practice Reveals a Brutal Truth About Management According to the reporting, managers at the online retailer intentionally hire people that they know they're going to fire. The fact that managers at Amazon might offer someone a job just so they can terminate them isn't even the worst part of the story. See, managers at Amazon have a target rate for annual turnover. Managers are evaluated based on a metric, known as "unregretted attrition rate" (URA). They're expected to lose, either voluntarily or through termination, a specific number of employees every year. If you don't, you're expected to make up for it the following year. Result: Managers are hiring people they otherwise wouldn't, or shouldn't, just so they can later fire them to hit their goal. To be fair, Amazon told Insider that "hire to fire" isn't a policy and goes against Amazon's leadership principles, one of which is "Hire and Develop the Best." From the company's website: https://apple.news/AlbvHgzD5Tl6lSjHvcyHtzw Do you have to be a practitioner to be a successful coach? (assuming you have access to data…)

Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.

Here are 4 ways to change how your customer perceives your product or service.

On this week in sales #25, Will Barron and I talk about sales engagement and news updates on the world of selling.

If Amazon are going to take over B2B sales Salesforce on it's cloud 3.0 strategy Advertisers: Now's The Time To Reconnect With Consumers Through First-Party Data Chorus.ai's Conversation Intelligence Platform Receives North America Customer Value Leadership Award from Frost & Sullivan New tech Start-up "Touch" ready to save salespeople half a billion hours of wasted time each year

EP23 - THIS WEEK IN SALES On this week in sales we'll be looking at: Why Brands are Shifting From Digital To Human-To-Human How 58% Of Sales Reps Require Coaching To Sell In the Virtual Environment Why google is capping their sales reps bonuses after they've been taking home over $1 million in a year in commissions. DealHub Recognized as a CPQ Momentum Grid Leader for Spring 2021 by G2 Salesforce Reimagines Sales Cloud to Drive Growth in a Sell-From-Anywhere World Digital In-Store Engagement: Media or Merchandising Meteora Group's president discusses how retail media is poised for growth as out-of-home engagement model gains traction. Gartner Research: 58% Of Sales Reps Require Coaching To Better Sell In A Virtual Environment Some Google Cloud Salespeople Took Home Over $1 Million Salaries. That May Come To An End. Prince Harry Has a New Job with a Mental Health and Coaching App That He's Been Using for Months

En este episodio de Influencia en Ventas hablo con un gran motivador y emprendedor, Milton Olave donde exploramos las raices del exito y como la confianza es clave.

In this Sales Influence podcast I interview Michael Solomon, author of The New Chameleons where we talk about how the buyers have changed so we need to change our sales approach.

In any presentation, the common mistake is to 'build value' towards an outcome. Wrong move! The right way is to go macro to micro!

EP22 - THIS WEEK IN SALES Whether "omni channel" is the future of B2B sales? Is Gong Wrong? And are they 'Data Pandering'? How are sales reps losing deals? 50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021 McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent. And more

Loss aversion is real and knowing how to sell the pain of the same over the pain of change is a sales gamechanger.

H. John Mejia works in the 'incentives' business leveraging promotional strategies to get salespeople and employees to pull in the same directions (i.e., growth and profitability). Listen in as he describes what he does AND as a bonus, he also talks about his new book, Step Into Your Zone, a peak performance playbook which is now available on Amazon!

Here's the one thing many salespeople do to kill a sale! It's one that's repeated time and time again!

EP21 - THIS WEEK IN SALES On this week in sales we'll be looking at: - The Post-Pandemic Evolution of B2B Sales - Mary Shea, Leading Analyst of Sales Technology, Joins Outreach as the First-Ever Global Innovation Evangelist - 64% of B2B Marketers Still Faced with Budget and Resource Challenges - Top 10 CRM Software for Small Businesses - CAN AUTOMATED SALES EMAILS REALLY BE PERSONALIZED? - MindTickle number of Fortune 500 and Global 2000 customers and achieves more than 150% enterprise net retention - Imposter syndrome's ugly roots

Jeff Bajorek and I talk about what a real sales leader, mentor and manager can do to help salespeople on this episode of the Sales Influence Podcast.

If you're an SDR and you want to know what it takes to reach out and connect with new clients, this podcast is for you. Join me as I interview Mr. SDR Chronic(les) and host of Muffins with Morgan on this episode of the Sales Influence Podcast.

EP20 - THIS WEEK IN SALES The ever so brilliant @WillBarron and I talk about the following headlines: Only 23% of B2B sales reps say they sell as well virtually as offline - @gartner Can B2B sales be automated, and can bots make sales reps more effective? @oracle Amid rise in Remote Work, Dooly announces $25.5 MILLION to scale sales enablement platform @dooly According to Salesforce's 2019 State of Sales Report, the average salesperson spends 34 percent of their day selling. Half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities @sugarcrm REMINDER: Go to ThisWeekInSales.com and leave us some feedback ATD's New State of Sales Training Shows Trends in Learning Spending, Hours for Salespeople Female salespeople are 23% less likely to be offered financial bonuses than male colleagues, according to @hubspot Book Review: "Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress" by Bob Moesta And, an update on Will's new dog who apparently is having digestive issues :-)

What does Elon Musk mean when he says you don't need a college degree to be successful? Let me break it down on this special episode of the sales influence podcast.

En este episodio de Influencia en Ventas, tengo el campeon de superacíon personal, Luis Fallas quien nos habla de como ir al proximo nivel de desempeño.

In this podcast, Niraj Kapur and I talk sales in the context of the great samurai's Miyamoto Musashi's 5 Ring philosophy for excellence.

If you have to demo a product, learn the best sequence to use to get the client or customer to buy.

Here are 4 ways you can get clients to move forward by reducing their anxiety and understand their time to value.

Starting your own agency and launching your own company requires mental strength and a good sales strategy. Find out why and how Joey Gilkey made the tough call to strike out on his own.

Randy Gage is all about the prosperity mindset and that what he 'sells'. Where others see only challenges, Randy Gage reveals how to discover the hidden opportunities. He will likely cause you to think and look at things in ways you never have before. His new book, Radical Rebirth is available on Amazon: https://www.randygage.com/radicalrebirth/ Randy's Prosperity Livestream page: https://www.randygage.com/prosperity-livestream/

Finding the right moment to sell for the right reason is what will make or break a sale. Find out what sales triggers to 'trigger' to close a deal.

EP19 - THIS WEEK IN SALES On this week in sales we'll be looking at: Shaming salespeople on LinkedIn What "high growth companies" do different to "negative growth companies" B2B marketplaces According to research findings released today by ValueSelling Associates, Inc., 87% of high-growth companies take a value-based approach to sales compared to 45% of negative-growth companies. SurveyMonkey Announces Availability of GetFeedback's Integration with Salesforce Commerce Cloud One study found that 75 percent of B2B buyers and sellers now want to make purchases or interact with business partners online. Lots of interest in "virtual trade shows within a marketplace environment". Boutique CRMs - Hotel CRM Software Market Summary, Trends, Sizing Analysis and Forecast To 2025 Showpad Partners with Threekit to Improve Buyer Experience Through Enhanced 3D Visualization and Augmented Reality Performio, the leading enterprise-grade incentive compensation management software solution, has announced 110% growth in North America for FY2020, Shaming salespeople on LinkedIn Jeff Molander made a LinkedIn post outing and shamed some dude who sent him cold outreach on the platform. The 350,000 views and 900 comments and Jeff got lit up for - Boomers left behind by jobs recovery A new book, The New Chameleons by Michael Solomon And more on THIS WEEK IN SALES

There are several ways to lift the value of your proposal so clients or customers can see the real value of your product or service.

EP18 - THIS WEEK IN SALES On this week in sales we'll be looking at: Salesforce declaring the 9-to-5 workday dead HubSpot Signs Agreement to Acquire The Hustle (and proves us right) Boutique CRMs Yext, Inc., the Search Experience Cloud company, announced the promotion of David Rudnitsky to President and Chief Revenue Officer. B2B sales data startup Lusha secures $40 million Series A funding SugarCRM Users Can Now Utilize Exceed's Conversational AI to Automate Lead Qualification Vivun raises $35 million to advance presales engineering platform The Top Real Estate CRM software Market Leader Follow Up Boss Wise Agent TotalBrokerage IXACT Contact Research from Quantcast and Forbes Insights revealed that of 500 marketers, 52 per cent had noticed a growth in sales, while 51 per cent had noticed a growth in customer retention since introducing AI capabilities to their ecosystem. Onit - Speeding Up the Sale with Contract AI Software

Here are key questions to ask during the discovery phase with a sales prospect on this Sales Influence podcast.

Sometimes it's not about selling what you can do, but also what you can't do (i.e., negative feature).

On this week in sales we'll be looking at: How only 75% of revenue leaders feel "somewhat" effective at training their salespeople What data storytelling is and how it can help you win more business How Hyundai has automated the nagging car salesman And much more!

Español - En este primer episodio del podcast Influencie en Ventas, hablo con el fundador de la escuela de IN-Poderamiento Edward Rodriguez sobre los temas de ventas y auto-motivacíon!

Join me and Kristina Jaramillo as we talk about Account-Based Marketing and how you can leverage social medial to acquire more qualified leads.