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10 minutes | 3 days ago
How To STEAL Your Competitors Customers | Selling Made Simple
The post How To STEAL Your Competitors Customers | Selling Made Simple appeared first on Salesman.org.
11 minutes | 4 days ago
How to Set Effective Sales Goals + Examples | Selling Made Simple
The post How to Set Effective Sales Goals + Examples | Selling Made Simple appeared first on Salesman.org.
12 minutes | 6 days ago
Earn Bigger Sales Commissions (While Working Less | Selling Made Simple
The post Earn Bigger Sales Commissions (While Working Less | Selling Made Simple appeared first on Salesman.org.
37 minutes | 7 days ago
How To Use LinkedIn’s Newest Features | Social Selling Show
Social Selling Show Hosts: Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days. The post How To Use LinkedIn’s Newest Features | Social Selling Show appeared first on Salesman.org.
45 minutes | 8 days ago
More Revenue With Less Prospecting (Expanding Accounts) With Tim Riesterer | Sales Leadership Show
Guest: Tim Riesterer is the CSO at Corporate Visions who helps companies develop, deploy and deliver customer conversations that win. Resources: Tim on LinkedInCorporateVisions.comBook: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers The post More Revenue With Less Prospecting (Expanding Accounts) With Tim Riesterer | Sales Leadership Show appeared first on Salesman.org.
38 minutes | 9 days ago
Quickest Way To Beat Sales Objections? How To Be More Productive? And More… | Live Chat EP7
The post Quickest Way To Beat Sales Objections? How To Be More Productive? And More… | Live Chat EP7 appeared first on Salesman.org.
39 minutes | 12 days ago
#713: How To Become CREDIBLE At Work With C. Lee Smith | Salesman Podcast
Guest: C. Lee Smith is the President/CEO of SalesFuel – a firm he founded in 1989. He was named one of the 14 Leading Sales Consultants by Selling Power magazine. Resources: C. Lee Smith on LinkedInSalesFuel.com The post #713: How To Become CREDIBLE At Work With C. Lee Smith | Salesman Podcast appeared first on Salesman.org.
42 minutes | 14 days ago
How To Spot Fake “Experts” On LinkedIn… | Social Selling Show
Social Selling Show Hosts: Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days. The post How To Spot Fake “Experts” On LinkedIn… | Social Selling Show appeared first on Salesman.org.
38 minutes | 15 days ago
How To Do A B2B Deal Inspection With Julian Reading | Sales Leadership Show
Guest: Julian Reading is a sales enablement expert with a career spanning over 29 years. Resources: Book: The Sales Journey: Rethink your sales strategies to win the gameJulian on LinkedInSalesJourney.co.uk The post How To Do A B2B Deal Inspection With Julian Reading | Sales Leadership Show appeared first on Salesman.org.
65 minutes | 18 days ago
Google Caps Their Sales Reps Commissions? 58% Of Reps Need More Coaching? | 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 EnvironmentWhy google is capping their sales reps bonuses after they’ve been taking home over $1 million in a year in commissions. And much more! This Week In Sales hosts: Will Barron – Salesman.org/YoutubeVictor Antonio – Youtube.com/user/salesinfluence Topics: B2B Goes Home: Brands Shift From Digital To Human-To-Human Tactics B2B marketers are suffering from digital fatigue. 81% of B2B revenue leaders think their target audiences are suffering from digital exhaustion. Making a shift – The top channel they plan to use in the next 12 months is direct mail, followed by direct phone calls. However, this seeming shift from digital may be a reaction to overuse of virtual content during the COVID-19 pandemic. Virtual events grew by 1,000%, marketing emails by 62%, sales calls by 28% and ad spend by 22% during this period. https://www.mediapost.com/publications/article/361707/b2b-goes-home-brands-shift-from-digital-to-human-.html DealHub Recognized as a CPQ Momentum Grid Leader for Spring 2021 by G2 DealHub has been recognized as Momentum Leaders for Spring 2021 by G2 in six categories including CPQ. DealHub is a leader in the CPQ Spring 2021 Momentum Grid because it is the ‘Highest Rated CPQ’ on G2 and has continued support from its customers. G2 is the world’s largest tech marketplace where businesses can discover, review, and manage the technology they need to reach their potential with 80,000 products listed and more than 1 million authentic reviews posted. https://www.prnewswire.com/news-releases/dealhub-recognized-as-a-cpq-momentum-grid-leader-for-spring-2021-by-g2-301254870.html Salesforce Reimagines Sales Cloud to Drive Growth in a Sell-From-Anywhere World Sixty-one percent of sales people believe their roles have changed permanently since COVID-19 began1. Even when salespeople are able to get back on the road and into offices, 51% expect to travel less than they did pre-pandemic2, and fewer than half expect to go back to the office3. Virtual Selling: Seamless, virtual interactions will continue to be a critical part of sales and enablement in the year ahead. Salesforce Meetings is now generally available and makes virtual conversations more engaging. Ahead of a meeting, salespeople have a 360 view of all attendees on a single screen — including account history, open service cases and bios. Once the meeting starts, both the presentation and the presenter are shown together for a more engaging, human connection.Only 38% of salespeople say they’ve received training on virtual selling over the past year. With myTrailhead, Salesforce’s digital skilling platform fully integrated into Sales Cloud, sales teams can view relevant enablement materials, like competitor analyses, and new reps can onboard quickly with training resources, all surfaced right in their workspace.Einstein Conversation Insights analyzes video call transcripts to visualize trending keywords, such as product names, or types of interactions, such as competitor mentions. By understanding where teams are struggling or what customers want to discuss, managers can customize training and 1:1 coaching to better align to the team’s precise needs when they can’t walk the sales floor. https://www.salesforce.com/news/press-releases/2021/03/24/salesforce-reimagines-sales-cloud/?bc=OTH 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. A digital in-store solution engineered for a specific category is the digitized freezer doors manufactured by Cooler Screens. Its innovative solution converts normally unexciting frozen and chilled aisles into a bright wall of digital displays that not only enhance the product presentation, but also offer e-commerce-like features, including dynamic pricing, consumer ratings and engaging videos. https://progressivegrocer.com/digital-store-engagement-media-or-merchandising Gartner Research: 58% Of Sales Reps Require Coaching To Better Sell In A Virtual Environment With B2B selling taking on an entirely virtual identity, many organizations have turned to digital marketplaces to drive revenue and leads. New research from Gartner Inc. revealed that 93% of sales reps experience challenges that negatively impact their selling capabilities in a virtual environment, with 58% needing dedicated coaching sessions from sales managers to merely function. According to Danielle McKinley, Director of Research and Advisory in the Gartner Sales practice, 66% of challenges to virtual selling are internal, and it’s up to sales managers to take charge. She explained that this includes overhauling an organization’s sales coaching culture, as it is the lynchpin for true virtual selling success. https://www.demandgenreport.com/features/industry-insights/gartner-research-58-of-sales-reps-require-coaching-to-better-sell-in-virtual-environment/ Some Google Cloud Salespeople Took Home Over $1 Million Salaries. That May Come To An End. One of Thomas Kurian’s first moves as Google Cloud’s CEO when he joined the company in 2019 was lifting a cap put in place on sales commissions. He thought the move would lure elite salespeople to join the company’s growing cloud computing division, with the promise of a big payday. Some did just that, with a few top-performing salespeople making over $1 million in 2020. But those days may be coming to an end. The Information reports that Google Cloud will now be capping commissions at 500% of a salesperson’s annual quota. For example, if a salesperson’s quota is set at $1 million in sales over the course of the year, they would only make commissions on up to $5 million in sales. Anything above that would not result in a commission for the salesperson. https://www.forbes.com/sites/johanmoreno/2021/03/23/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 After stepping back from his role as a senior working member of the royal family last year, the Duke of Sussex will become chief impact officer of coaching and mental health company BetterUp Inc., the Wall Street Journal reported on Tuesday. https://people.com/royals/prince-harry-new-job-betterup-chief-impact-officer/ The post Google Caps Their Sales Reps Commissions? 58% Of Reps Need More Coaching? | This Week In Sales appeared first on Salesman.org.
40 minutes | 20 days ago
#712: How To Make Better Business, Selling And Life Decisions With Michael Veltri | Salesman Podcast
Michael Veltri is a leadership expert, Nationwide Bestselling author, and top rated business transformation keynote speaker. On this episode of the Salesman Podcast Michael explains how to make better decisions that have a long lasting impact on the level of success you have in life and business. Resources: MichaelVeltri.comMichael on LinkedIn The post #712: How To Make Better Business, Selling And Life Decisions With Michael Veltri | Salesman Podcast appeared first on Salesman.org.
53 minutes | 21 days ago
How To Close More MEGA DEALS (And Get Your Sales Team Onboard) | Sales Leadership Show
Bora Brännstrom, David Klättborg and Christopher Engman are co-founders at Mega Deals Advisory. On this episode of the Sales Leadership Show Bora, David and Christopher share how to implement a mega deals framework to encourage your sales team to chase down deals that will change the course of your organization. Resources: Book: MegadealsMegaDeals.comPrevious episode: #680: How To FIND And CLOSE A #MEGADEAL With David Klättborg and Bora Brännström The post How To Close More MEGA DEALS (And Get Your Sales Team Onboard) | Sales Leadership Show appeared first on Salesman.org.
51 minutes | 25 days ago
Does Social Selling Go Beyond LinkedIn? (YouTube, Twitter, Facebook And More…) | Social Selling Show
Social Selling Show Hosts: Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days. The post Does Social Selling Go Beyond LinkedIn? (YouTube, Twitter, Facebook And More…) | Social Selling Show appeared first on Salesman.org.
47 minutes | a month ago
#711: Simple VS Complex VS Combined Selling Environments With Kent Billingsley | Salesman Podcast
Kent Billingsley is a revenue growth optimization expert who has delivered over 10,000 hours of Revenue Growth content in 36 countries. His focus is on helping CEOs, business owners and leaders dramatically scale sales, revenue and profits while using the fewest resources possible doing it. On this episode of the Salesman Podcast Kent unpacks the difference between simple, complex and combined selling environments and explains which one you want to be working within to make serious commissions. Resources: RevenueGrowthCompany.comBook: Entrepreneur to Millionaire: How to Build a Highly Profitable, Fast-Growth Company and Become Embarrassingly Rich Doing ItKent on LinkedIn The post #711: Simple VS Complex VS Combined Selling Environments With Kent Billingsley | Salesman Podcast appeared first on Salesman.org.
67 minutes | a month ago
Most Important Sales Skills? Studio Tours? Taking Pay Cuts? | Live Chat
The post Most Important Sales Skills? Studio Tours? Taking Pay Cuts? | Live Chat appeared first on Salesman.org.
39 minutes | a month ago
How Has The Buyers Brain Changed Post Pandemic? With Felix Cao | Sales Leadership Show
Felix Cao is a neuromarketing expert. With 15 years of experience in marketing in the tech space leading to the acquisition of his app portfolio, Felix brings the “Know-How” that businesses can use to get more customers, increase repeat business & boost their popularity. On this episode of the Sales Leadership Show Felix explains how the buying brain has changed since the COVID-19 pandemic started and how to better serve the new way that buyers want to make B2B purchases. Resources: HappyBuyingBrain.comFelix on LinkedIn The post How Has The Buyers Brain Changed Post Pandemic? With Felix Cao | Sales Leadership Show appeared first on Salesman.org.
59 minutes | a month ago
Is Gong.io Wrong? And Is “Omni-channel” The future Of B2B Sales? | This Week In Sales
On this week in sales we’ll be looking at: Whether “omni channel” is the future of B2B sales?Is Gong Wrong? And are they ‘Data Pandering’? How are sales reps losing deals? And much more! This Week In Sales hosts: Will Barron – Salesman.org/YoutubeVictor Antonio – Youtube.com/user/salesinfluence 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 Less than 6% of those surveyed are taking in-person meetings today and over 60% of respondents indicated that they won’t resume in-person meetings until the fourth quarter of this year or 2022 and beyond. https://www.groove.co/blog/2021-b2b-sales-survey-remote-sales-teams-embrace-automation-to-manage-increased-workloads-and-hit-sales-goals/ McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent. With omnichannel now established as the new buying norm, 85 percent of B2B organizations expect the hybrid rep to be the most common sales role in their organization in the next three years, compared to just 28 percent of organizations that have hybrid sales roles today. “The realization that digital channels can play a much bigger role in the B2B sales cycle is creating business confidence about the future. A growing number of businesses want to capitalize on the new opportunities that are now in front of them and made possible by digitized and hybrid ways of selling. More Than Half of Sales Reps Lost a Sale Because They Couldn’t Meet Buyers in Person, Cites New Allego Report Going Remote Has Hurt Productivity and Morale 62% of sales professionals say they’ve lost a sale because they couldn’t meet personally with a buyer.56% of sales leaders say remote work has negatively affected team culture, and 57% of sales reps say they’ve felt unmotivated working remotely during COVID-19. Going Virtual Has Hit New Hires Harder On average, it takes 2 times longer for new hires to be productive during the pandemic compared to when they could train in-person.49% of sales reps hired since COVID-19 say they haven’t been coached well enough on virtual selling to succeed. https://www.allego.com/resources/virtual-sales-coaching-report-how-sales-training-has-changed/ Vidyard Launches Desktop Apps as Adoption of User-Generated Videos in Sales Accelerates As more businesses embrace the shift to remote work and reduced travel, a growing number of sales teams are turning to user-generated videos to connect with customers and share ideas when they can’t be there in person. To support this growing need, Vidyard, the video platform for business, today announced the launch of its free Vidyard Desktop Apps for Mac and Windows. Through the new desktop apps, users can capture high-definition webcam videos and screen recordings with up to 4k resolution. https://www.valdostadailytimes.com/news/business/vidyard-launches-desktop-apps-as-adoption-of-user-generated-videos-in-sales-accelerates/article_d3f68ac6-124b-58e1-a364-b8e95a6c0807.html Brainshark Announces New Partnerships to Enhance Sales Training Company’s Strategic Partnerships with ValueSelling Associates and 2Win! Offer Off-the-Shelf Content to Complement Brainshark’s Industry-Leading Sales Readiness Platform Brainshark, Inc., the leading platform for data-driven sales readiness, today announced strategic partnerships with two of the world’s top sales training companies ValueSelling Associates and 2Win!. The partnerships allow Brainshark customers to access new best-in-class sales training from these organizations within Brainshark’s industry-leading sales readiness platform. https://www.streetinsider.com/Globe+Newswire/Brainshark+Announces+New+Partnerships+to+Enhance+Sales+Training/18141337.html Women are WAY better than men at this high-value sales skill —– “Is Gong Wrong?” We analyzed 103,790 B2B sales calls to see if women and men sales pros differ. My goal was to understand what all salespeople could learn from those differences. One glaring stat popped out immediately: Women listen 16% more than men. Our research shows that men and women sell very similarly in plenty of ways: Talk tracks: Men and women AEs tend to cover very similar topics (pricing, next steps, product, etc.).Question: Men and women AEs tend to ask a similar number of questions, clocking in ~18 per call.Patience: Both men and women have near equal patience scores, as measured by the time of silence between the end of the prospect’s monologue and the beginning of the AE’s next monologue.Language: They also use collaborative language (we, us, etc.) with similar frequency. Emoticons: Men and women use emoticons with a similar frequency, including them in ~2% of their emails. https://www.linkedin.com/pulse/women-way-better-than-men-high-value-sales-skill-devin-reed/?trackingId=Cxlz0l4SB27EOprB4D81CQ%3D%3D The post Is Gong.io Wrong? And Is “Omni-channel” The future Of B2B Sales? | This Week In Sales appeared first on Salesman.org.
23 minutes | a month ago
Automating Your Prospecting On LinkedIn and Bots… | Social Selling Show
Social Selling Show Hosts: Daniel Disney is the King of Social Selling, a best selling author and keynote speaker. Daniel is also the founder of The Daily Sales.Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 42 days. The post Automating Your Prospecting On LinkedIn and Bots… | Social Selling Show appeared first on Salesman.org.
40 minutes | a month ago
#710: Using NLP and Neuro-Semantics To Change Your Buyers Beliefs With Aaron Evans | Salesman Podcast
Aaron has 13 years of sales enablement, coaching and hands-on training experience in both multinational, corporate and start-up business environments across EMEA, US, LATAM and APAC. He is also a qualified coach and practitioner of NLP and Neuro-Semantics. On this episode of the Salesman Podcast Aaron explains what NLP and Neuro-Semantics is and how we can use this to improve our sales performance. Resources: Aaron’s YouTube channelAaron on LinkedIn The post #710: Using NLP and Neuro-Semantics To Change Your Buyers Beliefs With Aaron Evans | Salesman Podcast appeared first on Salesman.org.
29 minutes | a month ago
How To PRICE B2B Products Or Services With Ajit Ghuman | Sales Leadership Show
Ajit Ghuman runs Product Marketing at Narvar and is a SaaS Product Marketing veteran. He has helped companies such as Medallia, Helpshift and Feedzai differentiate their products, grow revenue and win. On this episode of the Sales Leadership Show Ajit explains how to price B2B products and services and how sales leadership can make pricing strategies more effective. Resources: AjitGhuman.comBook: Pricing To Scale The post How To PRICE B2B Products Or Services With Ajit Ghuman | Sales Leadership Show appeared first on Salesman.org.
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