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The Salesman Podcast
44 minutes | a day ago
#678: How To Recognise B2B Sales Burnout With Tim Clarke
Tim Clarke is the founder of UNCrushed.org which is a platform and community for mental health awareness. Tim created UNCrushed as a result of his first-hand experience with mental health conditions following the sudden loss of his Dad in 2013. He felt passionately about creating a platform and community for people to share their experiences with mental health, starting to break down the associated stigmas in the workplace. On this episode of The Salesman Podcast Tim shares how to recognise and ways to deal with B2B sales burnout. Resources: UNCrushed.orgThe excellent UNCrushed content hubTim on LinkedIn@TimxClarke The post #678: How To Recognise B2B Sales Burnout With Tim Clarke appeared first on Salesman.org.
59 minutes | 3 days ago
Are Salespeople Now Obsolete?! Does Selling Practice Make Perfect? – TWIS
On this week in sales we’ll be looking at: If insurance salespeople are now obsolete Why selling practice might make perfectIf you should get paid daily rather than monthly And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluenceWill Barron – Salesman.org/Youtube Topics: Your car insurance salesman is now an AI bot connected to blockchain Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance. The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options. https://cointelegraph.com/news/your-car-insurance-salesman-is-now-an-ai-bot-connected-to-blockchain X.ai X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language. https://salestechstar.com/sales-marketing/x-ai-adds-scheduling-support-for-different-55-languages/ MindTickle raises $100 million Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding. https://techcrunch.com/2020/11/15/sales-readiness-platform-mindtickle-raises-100-million-led-by-softbank-vision-fund-2/ Prospify Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals. https://www.proposify.com/ Hold the Emoji and Other Tips for Successful Email Negotiations According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual. https://knowledge.insead.edu/blog/insead-blog/hold-the-emoji-and-other-tips-for-successful-email-negotiations-15581 Perfect Practice Makes Perfect UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach. https://www.sciolytix.com/products/uptick-sales-training-simulations/ Surprising Changes Ahead For B2B Sellers (Forrester) Mary Shea, principal analyst at Forrester – “I’m calling 2020 the year that B2B, sales, marketing and buying has changed forever.” AI and automation put sellers on a path to fulfil their consultative destiny – Shea believes that technology will increasingly take mundane tasks off of salespeople and give them better insights to be more consultative advisors. B2B sellers become experts at creating and engaging with video – “Historically, you would look for a salesperson who is a great communicator, a great problem solver, someone who can overcome objections and kick open that door and close that deal. I’m not saying those things aren’t important anymore but they’re really lower on the scale. What organizations need to hire and train for are people who are digitally adept and creative like our salesperson” B2B sales leaders activate more employees on behalf of commercial goals “The lone-wolf seller is facing extinction,” proclaims Shea. “As buy-side teams increase in size, expectations and expertise, we also need the selling teams to increase so that you have breadth and depth to meet the needs of a range of different buy-side stakeholders who may have different and competing agendas.” Sales tech consolidation accelerates as buyers demand end-to-end solutions – “Our research shows that about 41% of B2B organizations have reduced the size of their sales organization as a result of COVID economic hardships.” This cost pressure is impacting the tech tools sales forces use as well. Shea continues, “I think the smart ones will realize that they need to make the bets in three to four core technology providers and push those providers to deliver more value through their own ecosystem of partners https://www.forbes.com/sites/johnellett/2020/11/17/surprising-changes-ahead-for-b2b-sellers/?sh=7fad98e93ab8 Getting paid every day PayPal is one of the first major companies to pay its workers as soon as it’s earned rather than having to wait every two weeks. The move came after looking at the compensation and spending habits of its lowest-paid workers, many of whom were living paycheck-to-paycheck and relying on expensive borrowing (the company also boosted salaries after the research, says Bloomberg). By Alexander Besant, Editor at LinkedIn Newshttps://www.linkedin.com/feed/news/getting-paid-every-day-4276785/ TV shows mentioned: The CrownRaised By Wolves The post Are Salespeople Now Obsolete?! Does Selling Practice Make Perfect? – TWIS appeared first on Salesman.org.
41 minutes | 4 days ago
#677: Using Forensic Investigation and Integration Tactics In B2B Sales With Michael Reddington
Michael Reddington, CFI is an expert at moving people from resistance to commitment. As a Certified Forensic Interviewer he achieved the highest professional designation available in the field of interview and interrogation. On todays episode of The Salesman Podcast Michael shares how we can use disciplined listening, forensic investigation and even some integration tactics to communicate better in our sales meetings. Resources: Michael on LinkedInDisciplinedListening.com@InQuasive The post #677: Using Forensic Investigation and Integration Tactics In B2B Sales With Michael Reddington appeared first on Salesman.org.
38 minutes | 8 days ago
#676: Do B2B Salespeople Need To Create Content? (YES! Like… Right Now!) With Sam Dunning
Sam Dunning is a marketing expert who has helped start-ups through to well known brands get results via digital. On this episode of The Salesman Podcast Sam answers the common question of why B2B salespeople need to start creating content and the massive benefits of doing so. Resources: Sam on LinkedInWebDesignChoice.co.ukSam’s podcast – Sam’s Business Growth Show Sponsor: This episode is sponsored by Drift.com and Hubspot. The post #676: Do B2B Salespeople Need To Create Content? (YES! Like… Right Now!) With Sam Dunning appeared first on Salesman.org.
66 minutes | 10 days ago
Why CEOs Are Likely To Jump On YOUR Sales Calls – TWIS
On this week in sales we’ll be looking at: Why you’re more likely to have a CEO jump on your sales call because of the pandemic Why sellers don’t influence buyers as much as they think they doWe’ll discuss a new study that shows that almost half of CRM data is complete rubbish And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluenceWill Barron – Salesman.org/Youtube Topics: 33 percent of sales leaders say they’ve “clawed” their sales results back to a significant recovery The Brooks Group asked leaders how the lingering effects of 2020 were shaping their current and future sales planning activities – 33 percent have clawed their way to a significant recovery.But most sales leaders indicated that their sales formula will need to continue to be tweaked well into the new year in order to effectively profit as the pandemic drags on. https://brooksgroup.com/sales-resources/whitepapers/sharpening-your-competitive-edge-during-the-pandemic Sellers have little opportunity to influence customer decisions Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with any one sales rep may be only 5% or 6%. https://www.gartner.com/en/sales/insights/b2b-buying-journey Product-based Sales Training Market to Grow by $ 4.21 billion by 2024 Product based sales training a growing trendGrowthing emphasis on “micro learning” https://www.businesswire.com/news/home/20201111005746/en/Product-based-Sales-Training-Market-to-Grow-by-4.21-bn-During-2020-2024-Industry-Analysis-Market-Trends-Market-Growth-Opportunities-and-Forecast-2024-Technavio Study: Half of all businesses believe that the quality of their CRM data is somewhere between “very poor”and neutral Over a third of participants claim to have no CRM data management process/one that is “ineffective”27 per cent also report that bad data costs them ten per cent or more in lost revenue annually. Almost half of participants actually believe their systems are so poor that they cannot even estimate bad data’s effect on revenue. https://www.thedrum.com/news/2020/11/11/poor-quality-crm-data-costs-enterprises-revenue Mailchimp sends billions of emails a month for millions of users. Mailchimp scanned billions of emails delivered by their system (where campaign tracking was activated, and where users reported their industry) and calculated the average unique open rates, click rates, soft bounces, and hard bounces by industry. https://mailchimp.com/resources/email-marketing-benchmarks/ Chorus.ai – Analyzes 35 Million Calls to analyze Better Operations #1 C-Suite Participation in Sales Calls. C-Level executives have been joining sales calls at a rate of 108% higher than they were in January.But there is an 81% drop in C-Suite meeting attendance from the first to the second call. Sales teams must ensure meetings are airtight and up-leveled from the first interaction.8% talk #2 How Many Cold Calls Does it Take to Make a Sale? Cold Call Connect Rates have fluctuated throughout the year, with a 6% dip in average quarterly voicemail connect rates from Q2 to Q3.Phone connections cannot be the only method of interaction, with multi-channel processes and targeting well defined. Sales Demo Best Practices. A great demo doesn’t just tell a story, it should show the real day-to-day impact of the product.Reps should be prepared for these discussions to happen quickly, as 78% of first calls will include some form of a demo. https://www.martechcube.com/chorus-ai-analyzes-35-million-calls-to-analyze-better-operations/ Data Storytelling Data storytelling is the fastest and easiest way to empower your team to both understand and act on data through the power of stories. https://narrativescience.com/quill/tableau/interactive-demo/ Sales CRM Pipedrive takes majority investment from Vista Equity Partners to reach unicorn status The company has taken a majority investment from private equity firm Vista Equity Partners. This means that Vista has effectively acquired Pipedrive, in the sense that the firm now has a majority stake. https://techcrunch.com/2020/11/12/european-unicorns-are-no-longer-a-pipe-dream/ How Millennials are Changing B2B Buying Habits Since nearly 75% of millennial buyers say they get information from a vendor’s website, it’s important to make sure that your website content is both current and comprehensive. With more than 70% of B2B searches starting with a generic term, the first touch point millennial buyers have with most businesses is Google or another search engine. https://www.elevationb2b.com/blog/how-millennials-are-changing-b2b-buying-habits Daniel Disney featured in the Portsmouth news Hambledon salesman Daniel Disney sells more than 4,000 copies of his book sharing secrets of LinkedIn https://www.portsmouth.co.uk/business/hambledon-salesman-daniel-disney-sells-more-4000-copies-his-book-sharing-secrets-linkedin-3032551 The Financial Upside of Being an Optimist After controlling for wealth, income, skills, and other demographics to level the playing field, the data clearly showed that optimists were significantly more likely to experience better financial health than pessimists, and engage in healthier habits with their money. For instance, we found that 90% of optimists have put money aside for a major purchase, compared to 70% of pessimists. Nearly two thirds of optimists have started an emergency fund, while less than half of pessimists have. Additionally, optimists are more likely to seek out and follow advice from someone they trust. In my opinion, the most compelling finding was how optimists felt, reporting that they stressed about finances 145 fewer days each year as compared to pessimists. https://hbr.org/2019/03/the-financial-upside-of-being-an-optimist The post Why CEOs Are Likely To Jump On YOUR Sales Calls – TWIS appeared first on Salesman.org.
40 minutes | 12 days ago
#675: Dealing With The “We Don’t Have The Money” Sales Objection With Niraj Kapur
Niraj Kapur is a sales trainer with over 25 years of experience. He has trained large corporates like Barclays and Sainsbury’s and over 300 SME’s on sales strategies, techniques and selling with integrity. On this episode of The Salesman Podcast Niraj gives us multiple strategies to deal with the objection “I don’t have the money”. Resources: EverybodyWorksInSales.comNiraj on LinkedInBook: Everybody Works In Sales: Here’s What You Need To Know To Achieve Success In Your Career Sponsor: This episode is sponsored by Drift.com and Hubspot. The post #675: Dealing With The “We Don’t Have The Money” Sales Objection With Niraj Kapur appeared first on Salesman.org.
41 minutes | 16 days ago
#674: How To Become UNSACKABLE In Your B2B Sales Job With Ralph Barsi
Ralph Barsi is Global VP of Inside Sales at Tray.io and a well respected sales thought leader. On this episode of The Salesman Podcast Ralph shares the steps that you need to implement to become unsackable in your B2B sales role no matter what your market or the wide economy is doing. Resources: Ralph on LinkedInRalphBarsi.com Sponsor: This episode is sponsored by Drift.com and Hubspot. The post #674: How To Become UNSACKABLE In Your B2B Sales Job With Ralph Barsi appeared first on Salesman.org.
67 minutes | 17 days ago
Why You MUST Challenge Your 2021 Sales Target! 66% Of Sellers Would Rather Clean Than Use CRM – TWIS
On this week in sales we’ll be looking at: Why you should challenge your sales target if it looks ugly for 2021A study that shows that 66% of Sellers Would Rather Clean their Bathroom Than Update Their CRM SystemHow Hub-and-spoke might be the future of selling-from-home And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluenceWill Barron – Salesman.org/Youtube Topics: Forrester – Sales Leaders: Don’t commit to unrealistic numbers for 2021 The analysts stated that the worst thing sales leaders can to do is to sign up for an unrealistic number for 2021. https://www.linkedin.com/video/live/urn:li:ugcPost:6717493416818683904/ By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels Gartner expects that by 2025 80% of B2B sales interactions between suppliers and 60% buyers will occur in digital channels of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling, merging their sales process, applications, data and analytics into a single operational practice https://www.gartner.com/smarterwithgartner/future-of-sales-2025-why-b2b-sales-needs-a-digital-first-approach/ Research: How Virtual Teams Can Better Share Knowledge Despite many tech companies announcing that workers could remain remote going forward, leaders like JPMorgan’s Jamie Dimon have called employees back to the office. https://hbr.org/2020/11/research-how-virtual-teams-can-better-share-knowledge Digital content management for sales. Next stage is developing content to meet the customer’s on their journey using AI. https://seismic.com/ Study: 66% of Sellers Would Rather Clean the Bathroom Than Update Their CRM System 90% of sellers complain that parts of their job take longer than they should. The top areas listed were – entering notes in the CRM system (35%) updating or working in multiple systems (34%) and sales training activities (31%). https://www.forbes.com/sites/quickerbettertech/2020/11/04/on-crm-would-you-rather-clean-your-bathroom-or-update-your-crm-system-guess-what-a-study-found/ The Next Step in Recording Conference calls. Simple GUI, records on both sides and then uploads the individual video files, allows live call ins. https://riverside.fm/ The Missing Sales Metric That Can Mean CEOs’ Success Or Failure According to Gartner, only 28% of sales leaders say they’re meeting their cross-selling and upselling growth targets. https://chiefexecutive.net/the-missing-sales-metric-that-can-mean-ceos-success-or-failure/ Building Relationships On Sales Calls Building a relationship with someone you can’t see can be difficult, but simply changing the way you talk can make a big impact. Here’s six tips for using the phone to your advantage in making connections. https://salesgravy.com/six-tips-for-making-better-connections-over-the-phone/ Five Companies Using the Hub And Spoke Model Amidst the challenge of adapting to the ‘new normal’, one idea that is gaining in popularity among big businesses is the so-called ‘hub-and-spoke’ model, where companies keep their headquarters but operate from multiple regional offices or coworking spaces, allowing employees to find a balance between home working and office working. https://www.iwgplc.com/MediaCentre/Article/five-companies-using-the-hub-and-spoke-model Book recommendation: Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!) The post Why You MUST Challenge Your 2021 Sales Target! 66% Of Sellers Would Rather Clean Than Use CRM – TWIS appeared first on Salesman.org.
46 minutes | 22 days ago
#673: The ULTIMATE (30-Step) Sales Outreach Cadence With Michael Hanson
Michael Hanson is the founder of Growth Genie, a sales consulting company that helps sales teams book more qualified meetings. On this episode of The Salesman Podcast to share what he calls the “ultimate sales cadence” and the principles behind its success. Resources: Michael on LinkedInGrowthGenie.coThe Ultimate Sales Follow Up Cadence – infographic Sponsor: This episode is sponsored by Drift.com and Hubspot. The post #673: The ULTIMATE (30-Step) Sales Outreach Cadence With Michael Hanson appeared first on Salesman.org.
28 minutes | 24 days ago
No More B2B Sales Calls? Deals Happening Quicker Than Ever?! – TWIS
On this week in sales we’ll be looking at: Whether it’s finally the end of the line for B2B sales callsWe’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. We’ll uncover how sales enablement works in a socially distanced world And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluenceWill Barron – Salesman.org/Youtube Topics: The End of the Line for Sales Calls? 70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000. The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel. https://www.happi.com/contents/view_breaking-news/2020-10-24/the-end-of-the-line-for-sales-calls/ PandaDoc Releases State of Deals: 2020 Summer Edition Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours. Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc. The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June. https://www.pandadoc.com/library/ebooks/state-of-deals-2020-summer-edition/ Accenture Completes Acquisition of B2B Sales Firm N3 “Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations. https://martechseries.com/sales-marketing/sales-intelligence/accenture-completes-acquisition-b2b-sales-firm-n3/ Microsoft Ignite showcases first Project Cortex AI tool for SharePoint Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts. https://www.cio.com/article/3575861/microsoft-ignite-showcases-first-project-cortex-ai-tool-for-sharepoint.html The Future Of Travelling Is Immersive The concept of immersive travel is slowly forming into a real tangible element in the industry. Immersive is defined as noting or relating to digital technology or images that actively engage one’s senses and may create an altered mental state. Immersive technologies have a meaningful impact on enticing traveller’s wanderlust. https://thelounge.rolzo.com/the-future-of-travelling-is-immersive/ Related episodes: Do Buyers Prefer Remote Selling? Sales Hazard Pay? – This Week In SalesBeing Honest Makes You More Money?! Microsoft Goes After Salesforce? – This Week In Sales The post No More B2B Sales Calls? Deals Happening Quicker Than Ever?! – TWIS appeared first on Salesman.org.
41 minutes | 25 days ago
#672: Getting BUYERS Attention With EARNED MEDIA With Dustin Siggins
Dustin Siggins is the founder of Proven Media Solutions. A former journalist, Dustin began helping clients in 2013 to accomplish their media and branding goals. His clients and employers have been placed in The Washington Post, The New York Times, The Associated Press, and many other targeted outlets. On this episode of The Salesman Podcast […] The post #672: Getting BUYERS Attention With EARNED MEDIA With Dustin Siggins appeared first on Salesman.org.
26 minutes | a month ago
#671: How Artificial Intelligence Has Changed Sales FOREVER With Victor Antonio
A poor upbringing from one of the roughest areas of Chicago didn’t stop Victor Antonio from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. Victor is the author of 13 books on sales […] The post #671: How Artificial Intelligence Has Changed Sales FOREVER With Victor Antonio appeared first on Salesman.org.
8 minutes | a month ago
5 Step KILLER Sales Presentation Structure
Sales is all about communication. When you communicate the value your product offers and the buyer agrees that this value outweighs the costs, then they will buy from you. That makes sense, right? So why is it that Sam sells the same product as Walt but Walt is always closing deals and Sam constantly falls […] The post 5 Step KILLER Sales Presentation Structure appeared first on Salesman.org.
38 minutes | a month ago
#670: How To Build A Successful Sales Email Campaign (Using A Rouge Squirrel) With Marc McDougall
Marc McDougall is the founder of Clarity First Consulting and is a SaaS conversation specialist. On this episode of The Salesman Podcast, Marc shares how he leveraged a story about a rouge squirrel and turned it into a winning sale email campaign. Resources: Marc on LinkedIn ClarityFirst.co Sponsor: This episode is sponsored by Drift.com The post #670: How To Build A Successful Sales Email Campaign (Using A Rouge Squirrel) With Marc McDougall appeared first on Salesman.org.
55 minutes | a month ago
Being Honest Makes You More Money?! Microsoft Goes After Salesforce? – TWIS
On this week in sales we’ll be looking at: New research shows that being honest about price leads to bigger deals Microsoft is coming after Salesforce’s CRM dominance Fractional management And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluence Will Barron – Salesman.org/Youtube Topics: Being honest about car prices wins salespeople more business, study […] The post Being Honest Makes You More Money?! Microsoft Goes After Salesforce? – TWIS appeared first on Salesman.org.
44 minutes | a month ago
#669: How To EXPLODE Your B2B Sales In The Next 90 Days With Patrick Thorp
Patrick Thorp is a seasoned business development and leadership professional and has over 10 years of B2B sales experience. His last positions include acting as a VP of Sales for a Seed and Series A B2B tech companies in London. On today’s episode of The Salesman Podcast Patrick explains how you can blow up your […] The post #669: How To EXPLODE Your B2B Sales In The Next 90 Days With Patrick Thorp appeared first on Salesman.org.
47 minutes | a month ago
#668: How To Stay In Control Of The Sales Conversation With Deb Calvert
Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. On this episode of The Salesman Podcast Deb explains how we can use selling questions to remain in control of the sales […] The post #668: How To Stay In Control Of The Sales Conversation With Deb Calvert appeared first on Salesman.org.
56 minutes | a month ago
Texting B2B Buyers? Gong.io Analysing Video Calls? – TWIS
On This Week In Sales we’ll be looking at: Why Gong.io isn’t content at just analysing your phone calls, they want to analyse your video calls as well. How 5G technology is going to change B2B sales. And why you might want to start texting your buyers if you want to close more deals. This […] The post Texting B2B Buyers? Gong.io Analysing Video Calls? – TWIS appeared first on Salesman.org.
49 minutes | a month ago
#668: The PERFECT Sales Cold Email Template With Ryan O’Hara
Ryan O’Hara is the VP of Growth at LeadIQ and is a world leading cold out reach expert. On this episode of The Salesman Podcast Ryan shares the exact template of the perfect sales cold email. Resources: Ryan on LinkedIn LeadIQ.com The post #668: The PERFECT Sales Cold Email Template With Ryan O’Hara appeared first on Salesman.org.
39 minutes | a month ago
#667: How To Close A Sale (BEFORE You’ve Done A Sales Presentation) With Freddy Freundlich
Freddy Freundlich also known as Rabbi Freddy, is different! The renowned author of The Art Of The One-Call Close, he has spent well over thirty years perfecting the art of the one-call close. Motivating and inspiring audiences to move out of their comfort zone and to think out of the box, Rabbi Freddy is seen […] The post #667: How To Close A Sale (BEFORE You’ve Done A Sales Presentation) With Freddy Freundlich appeared first on Salesman.org.
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