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34 minutes | 17 days ago
Objection Handling and Win-Win Selling with Doug Brown
Doug Brown is a highly acclaimed revenue growth expert in revenue expansion, and sales optimisation. He began working for his family business at the age of three, and has since started and built over 35 companies. During college at Berklee College, Northeastern University, and Salem State University, Doug supported himself by selling music equipment to colleges, universities, corporations, and some of the world's biggest bands such as Aerosmith, Boston, Billy Joel and The Eagles among others. He served over 12 years in the US Army, during which he was awarded the battalion's most distinguished soldier award graduating 2nd his class. Doug then became the top-selling sales representative for a 2-billion-dollar company and went on to start his own consulting and auditing company. Across 14 countries Doug has consulted, coached, advised, and trained thousands of people in business, including Enterprise-Rent- Car, Nationwide, Intuit, Proctor and Gamble, and CBS. His greatest professional success has been increasing a company's close rate by 862% and revenue growth by 116% within four months. Doug also served as an independent president of sales and training for companies of Tony Robbins, Chet Holmes, and Russ Whitney. His efforts have collectively generated over 500 million dollars in sales - his last client generated 3 million dollars in new sales in 5 weeks and had an increase in revenue of 15 million dollars over the past 5 years. Currently Doug helps companies with $5M+ in sales revenue to expand and optimise. He also helps other B2B business coaches and consultants to grow their business – to achieve a higher profit and to enjoy their life. Doug’s book Win-Win Selling, unlocking your Power of Profitability by Resolving Objections became an international bestseller in the US, Canada, the UK, Australia, and the Philippines. It’s a unique must-read for anyone who sells, or wants to communicate on a higher level and have win-win outcomes. Doug has also developed a quiz to help salespeople determine their objections-handling style and how it could be improved. During this podcast, Doug shares his practical perspectives on objection handling and getting to the root of the problem with your customers. Key Points of This Discussion About Win-Win Selling and resolving objections Dealing with the human side of an objection How people’s belief system can invoke objections How salespeople should get curious and not offended Doug shares some examples of getting to the real problem A more successful approach to cold calling Choosing language based your customer’s language Tracking numbers, metrics and following up
30 minutes | 25 days ago
Dealing with Rapid Change in 2020 with Patrick Butler
Patrick Butler is CEO of Information Security Specialists Loop Secure. He has had a long and successful 13 year career with the company, having started out as an account manager in sales, and working his way up to the C-suite. You could say he knew the business like the back of his hand...until COVID hit suddenly and forced rapid change. Patrick joins me on the Future-Proof Selling Podcast to share the Loop Secure journey of how they reacted to the pandemic, and the steps they took to transform their business in a very short space of time. What did they do to pandemic-proof their business and outshine competitors? Key Points of This Discussion Patrick’s Company Loop Secure What Patrick and his company did to survive the shock of COVID Steps to pandemic-proof and remote work-proof a business When pivoting, who should be involved in the decision-making process? The impressive reactions of Loop Secure team members Webinars as a means of communicating new offerings The situation for Loop Secure now, six months on The importance of alignment between all divisions Click through to learn more about Loop Secure, and you can also find Patrick on LinkedIn.
26 minutes | a month ago
Swimming In the Lake of Sales Rejection with Michael Humblet
Michael Humblet is obsessed with designing, building and scaling sales engines. Founder of Chaomatic, a company focused on unlocking and maximizing revenue growth, and trusted by over 230 companies. He is a seasoned sales strategist who served in a number of different Sales Leadership functions. Michael Humblet is the host of The Sales Acceleration Show, the sales and marketing focused Q&A show on how to accelerate your business. Following a recent video Michael shared called The Truth Behind Sales - Dealing with the lake of rejection, we got together to discuss the techniques and qualities salespeople need to keep swimming and find success, despite all the “NO’s” we experience on a daily basis. Key Points of This Discussion The three keys to a great salesperson Danger of progressing deals too quickly The two questions every salesperson should ask themselves Sending prospects deliberate and specific information in steps Building trust - especially in large corporate deals The impact of the freedom of choice How do salespeople deal with the fear of “No”? Focusing on the “why now?” and “next steps.” Visit his website for more about Michael, and you can also find him on LinkedIn.
27 minutes | a month ago
Innovative GTM Strategies for SME’s with Michael Haynes
Michael Haynes is the Founder and Principal Consultant at Listen Innovate Grow. He has also penned a fantastic book of the same name which is a guidebook to help startup’s and SME’s acquire and grow new B2B customers. For over 20 years, Michael has worked with companies ranging from micro-businesses to large corporates across Australia and Canada to develop and implement customer strategies and programs to drive business growth. Particularly in these trying times if you’re struggling to make risk-averse buyers want to buy, need tips on retaining customers, or need to develop more sought after business offerings, this is a valuable episode. Key Points of This Discussion How SME B2B’s should go to market in the ‘new normal’ Understanding the risk assessment and decision making process Recognising opportunities, and being growth oriented in a changed market The three levels of listening Sales and marketing alignment in executing changed strategy Balancing existing customers, and new client acquisition A client of Michael’s who is cutting through with innovation Creating, or adjusting the business plan with adaptability Empowering effective leadership mindset and team culture Effectively implementing change and overcoming roadblocks World-class change management and execution Michael’s playbook Deciphering the business buyer Visit the Listen Innovate Grow website for more about Michael and his company, and you can also find him on LinkedIn.
34 minutes | a month ago
Tech Sales Leadership for a New Era w/ Tim Sleep & Sean Garvey
I am joined by Tim Sleep and Sean Garvey of Odgers Berndtson, Australia’s fastest-growing retained Executive Search firm. Recently the company conducted a study where they asked 50 country, regional and global Managing Directors of Software and Services companies about their last six months’ experiences in Australia and New Zealand. They collated their findings into a whitepaper titled Technology Sector MD Insights - The opportunities and challenges of the crisis. How is it affecting our business? A very pertinent topic for our discussion, and high value for all leaders, especially those in the technology sector. Tim Sleep Managing Director Aus & NZ - Odgers Berndtson Specialises in the technology and professional services sectors, helping build exceptional Non Executive and executive leadership teams. Over 25 years’ experience in senior executive roles across retail, IT and professional services. Sean Garvey Partner & Head of Technology Aus & NZ - Odgers Berndtson Leads the execution of assignments at the Country leadership level for Software Vendors, and has worked extensively building executive leadership teams for System Integrators, Digital Platforms, and Telecommunications companies. Sean has over 20 Years’ experience in executive search, during which time he has worked for the largest multinational firms. Key Points of This Discussion The nature and scope of the technology sector study The raw honest concerns of sales leaders and country MD’s How decision-making processes have changed, and who’s buying How are teams managing their sales activity? Balancing underperformers against underperformance Mental health awareness becoming part of the weekly cadence The extent of leader empathy towards their team Communication fatigue - even during lockdown Cracking the code of innovative new ideas The benefits of executives being more available Is face to face really better than online? How teams are finessing the zoom world Death of the hero leader The qualities of an effective leader today Headcount versus productivity Some of the best remote management ideas that were shared or observed during the survey Learn more about Tim and Sean and download their whitepaper here.
34 minutes | 2 months ago
How to Sell via Story Listening with Mike Adams
Master storyteller, author and sales mastermind Mike Adams returns to the Future-Proof Selling podcast with...you guessed it, a plethora of valuable experiences and insights around the concept of story-listening in sales. Mike is an expert facilitator and story consultant who has helped numerous national and international companies, across many industries, to tap into story-powered sales. Before working at Anecdote, Mike was the CEO of The Story Leader and had leading marketing and sales roles at Schlumberger, Siemens, Halliburton, Spotless, and GM Minerals and Energy. Mike has sold more than $1 Billion worth of products and services and has spoken at many major conferences around the world. Key Points of This Discussion Mike’s early emergence into sales The epiphany of recognising storytelling as a problem solving tool Listening to your customers comments in order to seek stories Changing the nature of sales conversations Having a deeper conversation with your customers An example when story-listening won Mike a multimillion dollar deal The consequence of sticking to standard sales talk Stories that help your customers close deals Handling objections as a story-listening opportunity Anecdotes program for sales organisations - “Storytelling for Leaders.” Visit the Anecdote website to learn more about Storytelling for Leaders, and you can find Mike on LinkedIn.
27 minutes | 2 months ago
How to Future-Proof Your Sales Career with Pree Sarkar
Pree Sarkar is an executive recruiter, career coach, author and keynote speaker. LinkedIn rated him in the Top 1% Recruiters for Search Excellence and Talent Pipelining. Prior to recruitment, he was a top performing account executive and sales director with Fortune 500 companies, including Xerox and FedEx. Since 2008 he has been advising leaders and professionals at global technology companies and pre-IPO start-ups to help them build winning teams and great careers. We really need to up our game and fight smarter and harder for the roles we really want. How can sales executives and management manage their careers more proactively. Key Points of This Discussion Current trends in career management The impact of digital transformation on sales careers The the keys of a solid 2020 career management strategy How to best present yourself on LinkedIn Managing your career through COVID Tips on demonstrating significant value in your CV Pree’s 4 step recruitment process The importance of a strong personal brand Creating a ‘market map’ or career prospecting list How to approach your prospective future employers The two pillars to consultative interviews Creating interview influence and connecting with your employer What not to do as an employer conducting interviews The most powerful way to communicate value in an interview Visit the website to learn more about Switch and you can find Pree on LinkedIn.
23 minutes | 2 months ago
Remote Selling and Building a Sales-Friendly CRM with Jeroen Corthout
Jeroen Corthout from Antwerp, Belgium is Co-Founder of leading CRM Software Salesflare, developed specifically for small to medium B2B. The company is known for making CRM ‘human.’ We discuss what’s important in a challenging tight market, and how salespeople can take this as an opportunity to become more productive in a remote selling environment. Some Key Points of This Discussion Jeroen’s background and launching Salesflare The complications for Salespeople trying to utilise a CRM Efficiently curating information yet making CRM human How Salesflare works by populating contacts and reducing data entry Creating audiences and automated email sequences Prospecting and following up in a personalised way at scale Requesting reviews and valuable feedback from customers Why remote selling is really a great thing for the industry Maximising productivity through remote selling Leveraging data to create opportunities The biggest issues salespeople face with remote selling How remote selling can help us be more human and authentic What SaaS and tech companies can do now that face-to-face events are gone Virtual event software options and opportunities The challenge of building pipeline in an economic downturn Jeroen’s personal advice on wellbeing when working from home Visit the website to learn more about Salesflare and you can find Jeroen on LinkedIn.
43 minutes | 3 months ago
Big Ticket Enterprise Sales Success with Aaron McCormick
Aaron McCormick should have been a casualty of his upbringing, “destined,” as he says,” to be crippled by almost every externally imposed and therefore, self-imposed limitation you could imagine.” Raised on the south side of Chicago, in poverty by a single mother with no education, deserted by a father who was likely an undiagnosed bi-polar schizophrenic, and tightly controlled by an extreme fundamentalist religion that allowed no personal freedom whatsoever, including getting a college education or playing sports, Aaron ultimately defied those expectations of failure. In fact, he succeeded spectacularly! With no college education, beginning in his low twenties, he became a hugely successful corporate enterprise software salesman, making millions of dollars for his employers and himself, climbing from company to company until he was honored with the prestigious “Best of IBM” award bestowed on only 1% of the company’s 400,000 employees. Along the way, he also earned an MBA (without an undergraduate degree!) We discuss Aaron’s life and sales approach in depth : His early life and challenges. The unlimited opportunities of the sales profession. Having the right mindset and looking inside yourself. Being the sovereign of your own life. Aaron’s sales philosophy which saw him generate massive success. Being the CEO of your territory. Prioritising opportunities systematically. Getting inside your prospect’s head and uncovering their pain. Focusing your efforts on the best and biggest opportunities. Doing deep research on fewer prospects. Crafting effective and concise messaging. Running the Discovery meeting. Analysing the audience. Identifying the Assassin in the room. Dealing with fear and the current lockdown challenges. Discover more about Aaron and his book Unbounded.
31 minutes | 3 months ago
Communicating and Quantifying Value with Tom Pisello, the ROI guy
Tom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon). Some Key Points of This Discussion Why Tom focuses on ROI. Why we need to build and quantify value. The power of Discovery assessments in building the business case for change. Walking into customer interactions with a hypothesis of their potential problems. Aspects of "The Challenger" sales and how to implement it effectively. The power of Socratic dialogue to help customers become more aware Closing for a Discovery meeting vs a Product Demo How slowing down early in the sales process actually speeds up the whole sales process How sellers must help customers to buy How there are still positive opportunities in this difficult market How Mediafly helps companies to guide customers, turbocharge presentations and produce business cases to be more effective. Why pain is a stronger motivator than gain. Check more about Tom’s company and latest book Evolved Selling and the Mediafly solution for presentations.
33 minutes | 3 months ago
LinkedIn Masterclass for B2B salespeople with Karen Tisdell
Karen Tisdell is ranked one of the top LinkedIn Trainers across Asia Pacific in 2018 and 2019. Karen began writing LinkedIn profiles in 2009, facilitating LinkedIn strategy sessions on how to reposition your career & attract the work you want. Karen has since worked with many businesses to empower employees to broaden brand footprint, attract & retain clients. Key Points of our Discussion Using LinkedIn to build touchpoints with our potential clients. Substituting face to face contact with digital interaction. LinkedIn as a demand generation tool. The right approach to nurturing prospects on LinkedIn. The explosion in LinkedIn activity since lockdown. Key LinkedIn functions for salespeople. Researching our prospects and relevant content. Using LinkedIn messages. Focusing on customer problems not our solutions. Presenting ourselves as industry experts not sales professionals. LinkedIn prospecting cadence. To learn more connect with Karen on LinkedIn
29 minutes | 3 months ago
Authenticity in Sales with Jason Cutter
Jason Cutter, CEO of Cutter Consulting Group, is an author, podcaster and sees himself as a sales success architect for companies and individuals. Even though he didn’t have a sales upbringing or background (his bachelor’s degree is in Marine Biology), he knows what it takes to be successful in sales. His new book – Selling With Authentic Persuasion - is focused on helping anyone in sales transform from Order Taker to Quota Breaker. In This Discussion: What authenticity means in the sales profession. Self-awareness and being human in sales. The keys to long term sales success. Jason’s journey into sales and his early experiences. The importance of our intention. People don’t buy drills, they buy holes! Uncovering underlying customer needs. The Sales Success Iceberg. Why even top performers need ongoing coaching and development. A high level overview of Jason’s new book Authentic Persuasion. Jason’s Links: Main Hub/Link: www.jasoncutter.com CCG Website: https://www.cutterconsultinggroup.com/ Authentic Persuasion: https://authenticpersuasion.com/
33 minutes | 4 months ago
Neuro Linguistic Programming for B2B Sales with Paul Ross
Paul Ross is an author, speaker, Master Hypnotist and Master Practitioner of Neuro-Linguistic Programming. He teaches already successful 6 and 7 figure professional salespeople and entrepreneurs how to easily add multiple 6 figures to their revenue through the power of subconscious selling. This is a really interesting episode that delves into the modern sales techniques top sellers are using, that can leave traditional sales methods well behind. Key Points of our Discussion: Reframing what we sell away from products to decisions and good feelings. Why we should consider ourselves ‘decision service technicians’. How most sales presentations are boring and don’t engage customers. How to get audiences focused. How we can align ourselves with our customers vs being in an adversarial position. Techniques for destroying objections. Utilising pattern interrupts. Reframing cold calling to sharing opportunities. Reframing prospecting conversations. Qualifying leads effectively. Check more about Paul Ross and his book at the following links. To learn more about Paul Ross visit his website and find his book Subtle Words That Sell on Amazon.
25 minutes | 4 months ago
Implementing the Sales Process with David Masover, Author & Sales Process expert.
David Masover is a global sales thought leader and sales process expert. He is also the author of several sales books. David is back on the Future Proof Selling podcast to discuss his four level sales process that has made a significant positive impact on the organisations he works with. Some key points of our discussion: Getting field input into your sales process. Involving other key stakeholders. Process iteration and buy in. Implementing new sales technology. Sales coaching and reinforcement. Learn more about David and his company via his website, and/or connect on LinkedIn
38 minutes | 4 months ago
Proposals that create impact and improve conversion with Mark Tanner, co-founder of Qwilr
Qwilr was co-founded in 2014 by designer Dylan Baskind and ex-Googler Mark Tanner, who were friends since high school. Dylan became frustrated when trying to win new business — he wanted to make sure he was putting his best foot forward but found it risky to put so much time into each proposal, meaning days of waste if he didn’t win business. Mark saw the coming future of productivity tools during his time at Google and together, they agreed to work on a new way to create, design and send proposals and business documents. Prior to starting Qwilr, Mark Tanner worked as a Business Development lead for Android & Google Play. Have you considered how important the presentation of a quote or proposal can be to a sale? Key points of our discussion The challenges of traditional proposal generation methods How Qwilr has re-imagined proposals leveraging the cloud The importance of the “engagement” phase of the sales process Improving conversion rates with effective proposals and collaterals The challenges of reaching members of the buying committee Using interactive proposals to progress B2B deals Thoughts on effective remote selling How Mark manages his global sales team For more about Mark’s company visit Qwilr Contact Mark at email@example.com or connect with him on LinkedIn
29 minutes | 4 months ago
Sales Secrets: Relentless Activity with Bill Wooditch
Bill Wooditch’s journey started out as a long-haired, beer-drinking failure. Crippled by fear, he couldn't seem to sell water to a dying man in the desert. His biggest fear of all was selling himself short and not living up to his full potential. By adjusting, adapting and mastering the art of authenticity, empathy, and relentless activity, he transformed fear from being his worst enemy, into his greatest secret weapon. Bill became the top salesman at a Fortune 500 company in less than 2 years, a top producer for two consecutive years at the 6th largest insurance brokerage firm in the world, and then went on to create his own multi-million-dollar company. He’s also the author of “Always Forward” and “Fail More,” a Wall Street Journal bestseller. We discuss : Bill’s personal story and how he turned his life around. The importance of momentum. How his success was driven by relentless focus on activity, execution and personal improvement. The importance of maintaining activity even when you have success. Being present and alleviating uncertainty with clients. Being proactive when working-from-home. Key methods from Bill’s two books. Having ‘Walk Away Power’. Find out more about Bill at www.billwooditch.com.
30 minutes | 4 months ago
Achieving 60% prospecting response rates with Mark McInnes
Mark McInnes is a prospecting expert and Australia's leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth, Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book for frontline sellers to be successful in today's market. We discuss Designing the right outbound cadence How often and which channels should we use Targeting tech decision makers Crafting the right messages Mark’s eight week prospecting plan How Mark gets a 60% response rate How to leverage “Public Signals” Effectively researching prospects and companies Avoiding the feast and famine of sales Key outbound metrics Connect with Mark on LinkedIn, visit his website and find his book here.
27 minutes | 5 months ago
Remote & Virtual Sales Management with Rene Zamora
Renee Zamora is a guru on virtual sales management and the author of Part Time Sales Management. He is the founder of Sales Manager Now, a virtual sales management practice supporting small business. He previously had 27 years in sales and sales management. Key Points of our Discussion: Rene’s early sales career and transition into his own business How a good manager can insulate you from company challenges The challenges small businesses have setting up their sales structure The concept of virtual sales management How virtual sales management works The value proposition for small businesses The power of delegation to your sales team vs micromanaging The importance of building trust with your team Top tips on working remotely Learn more about Rene and his company here : Web page: salesmanagernow.com Part-Time Sales Management (book): Twitter: salesmanagernow LInkedIn: https://www.linkedin.com/in/renez/
31 minutes | 5 months ago
Getting customer attention with Bill Cates, author of Radical Relevance.
Bill Cates is the author of the new book Radical Relevance, a method for getting the attention of our prospects and customers. Bill has been an entrepreneur for almost 40 years. He has started, built, and sold two successful book publishing companies. After the sale of his second publishing company, Bill devoted the last 25 years to the art and science of relationship marketing. He has three books on the topic of referrals: Get More Referrals Now, Don’t Keep Me a Secret, and Beyond Referrals. We discuss The importance of narrowing your message. The neuroscience of getting our customers attention. Why we should develop separate messages for different targets. The power and importance of referrals. A "Referral Process Masterclass". The anatomy of effective prospective emails. Learn more about Bill at www.ReferralCoach.com and his fantastic book Radical Relevance
29 minutes | 5 months ago
5 Pillars of Winning in Outbound Sales with Mark McInnes, Australia's Leading Social Seller
Mark McInnes is a prospecting expert and Australia's leading social seller. He has just written an outstanding book on outbound sales called Tactical Pipeline Growth, Winning the Outbound Battle for New Business. Mark has extensive frontline experience and has written the book to help frontline sellers be successful in today's market. Some Key Points of Interest The confusion about how to prospect today How to have high value conversations Being persistent with their outbound and how to do it How to get 60% conversion rates on your prospecting The Quality vs Quantity debate Understanding your Compelling Story 13% of salespeople get 90%+ of the prizes When business gets difficult, the gaps start to show How Mark applies his military background to sales Mark’s five Pillars of prospecting framework How to target and craft effective messaging The #1 too you must be using in your cadence To learn more about Mark Connect on LinkedIn and/or Visit Mark's Website
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