Sales Influence - Why People Buy!

In this podcast we talk about Jamie Shanks' new venture into pipeline signals and how selling is changing.  

EP40 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Brainshark (allegedly) being in violation of biometric privacy rights Revenue intelligence Salespeople being suck in the past Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening Why recruiters need to embrace content marketing

Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.

Does Multi-Tasking Work with Nicholas Carr

On this week in sales we’ll be looking at: - RFP management - Self-service for Salesforce - How long it’ll take before Victor crashes his new bike Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams Salesforce has also introduced Subscription Management for Revenue Cloud. Denave launches its retail solution mascot - Dgenie Customer Data Platform Market worth $15.3 billion by 2026 Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str

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.