Sales Influence Podcast

On this week in sales we'll be looking at: All the sales tech companies getting funding (the market is booming) Chorus.ai doing conversational intelligence within Zoom meetings Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns Can Sales Assessments Help Address High Sales Turnover Rates? Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams The End of the Traveling Salesman? Covid's Permanent Transformation of the Sales Industry

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change. Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor: M.oney (cost of switching) E.ffort (required to switch) T.ime (investment and delays due to switching) A.doption and/or A.cceptance (will people/employees/team members use it) And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails. In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.

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.

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.