The Art of Sales
About This Show
The Art of Sales is a sales management series for modern sales leaders and entrepreneurs who want to better understand the tips, tricks and tools of engagement, motivation and productivity from the world's leading experts.
At SalesScreen, our mission is to help build great sales organizations all around the world by making sales fun, engaging, exciting and rewarding.
Most Recent Episode
AoS #21: Mastering Effective Negotiation Strategies with Paul Lanigan
In this episode of The Art of Sales Podcast, we chat with Paul Lanigan, Managing Director of Sandler Sales Institute in Dublin, about how to master the art of negotiations.
Throughout the late 80’s and early 90’s, Paul earned a living as a technical sales support guy at organisations such as GPT, Tellabs, AT&T and Motorola.
He witnessed, first-hand the respect the salespeople commanded from their peers, managers and customers and how no two days were ever the same. He felt that, as the technical guy, he was already qualified, so he moved into a sales position with a small startup software company.
It didn’t take long before he found out that he knew nothing about sales. He was out of his depth and in over his head. He was working incredibly long hours making the cold calls and he was getting meetings. But, something was wrong…….. despite good training……he simply wasn’t succeeding.
As a result he sought help from some of the senior, high performing salespeople he knew. A name that popped up repeatedly was the Sandler Sales Institute. He booked himself on the next available bootcamp and what he learned made him wonder why he hadn’t done this a lot sooner.
Sure, he learned great techniques, but that was a given. It was what he learnt about mindset and his own self-limiting beliefs that underpinnned the breakthrough for him.
The training he received was life changing. He believed in it so much that he approached Sandler with a view to setting up the first Sandler Training centre outside North America. As a result, Sandler Ireland is the longest running Sandler Franchise outside North America.
Paul is now fortunate to count some of the worlds most admired companies amongst his client list, including: Oracle, IBM, Salesforce, British Airways, EMC, L’Oreal, and many others.
Rated 5 out of
Excellent sales content
A wide variety of guests and a good focus on sales management/culture/processes. This is my favorite podcast to listen to each week.
Date published: 2017-11-14