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23 minutes | a year ago
Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors
Customers are king and nowhere is that more apparent than in the casino and gaming industry. The retention and treatment of a customer can make or break a company. In this episode, managing partner Cory Morowitz talks about his experience consulting companies on the importance of the customer in the gaming industry.
14 minutes | a year ago
How Successful Leaders, Lead with Transparency with David Karp at Numerator
Transparency is a buzzword but it’s still important. Great companies have figured out a way to be transparent but also be private. Transparency doesn’t mean telling everything but it does mean open and honestly. In this episode, David Karp talks about transparency and how great companies use this tool to be successful.
21 minutes | a year ago
Secrets to Successful Account Management with Suneal Rao at InsideSales.com
Account management has been around a long time but it’s changing every day. There are emerging trends that are forcing leaders of account management to change the way they do their job and it’s a good thing. In this episode, Suneal Rao talks about trends in account management and the secrets great companies are following to win with this important sales function.
27 minutes | a year ago
How to Scale an Inside Sales Team with Jeff Knowlton at Softchoice
Inside sales is growing at incredible rates and it doesn’t appear to be slowing down anytime soon. Many companies struggle to figure out how to change their typical outside sales motion to an inside sales motion. In this episode, Jeff Knowlton from Softchoice talks to us about how to effectively scale an inside sales team.
20 minutes | a year ago
Engaging Employees in Times of Change with Sharlene Dozois at Cision
Change is hard. Nobody likes it but it is something that we all have to deal with every day in sales. In this episode, Sharlene Dozois from Cision talks about her experiences with change and how she’s managed teams through that change to be successful.
22 minutes | a year ago
Moving from Question Selling to Insight Selling with Lori Langholz at BDO
Why do sales reps always want to talk about themselves? It’s because they are comfortable with that. It’s hard to learn about the customer, their problems, and their industry but that’s exactly what great salespeople do. They spend more time on the customer then they do themselves. In this episode, Chief Business Development Officer Lori Langholz talks to us about her discoveries of moving from a question-based sales to an insight based sale.
2 minutes | a year ago
Three Enduring Sales Principles with Joe Haynie at JCI
We've all sold for a long time but many of us have not taken the time to step back and think about what are the principles that make us successful in our day-to-day selling. In this episode, Joe Haynie from JCI talks to us about three enduring sales principles that have shaped his career and help to make him a successful sales leader
21 minutes | a year ago
How to Master Pre-Call Planning with Jeff Boyle at Cision
Pre-call planning is one of most important tasks we overlook in sales. Many sales reps want to simply get on the phone and do their thing, but more and more reps are finding that shoot from the hip approach is not working. In this episode, we dive into how Jeff Boyle from Cision coaches his team to think about pre-call planning: - Research the contact & their company - Check your CRM system - Explore on LinkedIn (Contact & Company Page) - Competitor overview - Plan for the call
26 minutes | a year ago
Are You a Real Salesperson or Not with Bill Parry at AspenTech
There are a lot of salespeople in the world but not every salesperson really wants it. To win at sales, you have to dive deep into yourself and really decided if you want to really get better at what you do or not. Don’t talk the talk if you’re not ready to walk the walk. In this episode, we talk about how some of the greatest salespeople in the world are successful.
27 minutes | a year ago
How to Support Frontline Sales Managers w/Natalie Bering @ServiceNow
Front-line managers are oft-forgotten and they shouldn't be. In this episode, Natalie Bering from Service now talks about how to support managers by coaching them, maximizing your 1:1 time with them, and focusing on their professional development.
31 minutes | a year ago
How Sept 11th Transformed me and my career w/ Jim Donovan (Bonus Episode)
September 11th was a terrible time for many people and the US as a whole. For many people, it was a day they will never forget as it changes their lives forever. In this special episode, we talk to inside sales executive Jim Donovan about his experience on 9/11 and how his life was transformed.
22 minutes | a year ago
Hire and Retain or Wither and Die in Today’s Market w/Neal Benedict Silver Brick Solutions
If you don't hire and retain you will wither and die in today's market. The problem most people don't know how to do this. In this episode, we discuss how to select candidates, on-boarding, and training.
20 minutes | 2 years ago
Product Selling vs Solution Selling w/Scott Crosley
We need to change the way we sell. We can't sell our products anymore. There are two many products but there are not enough solutions. Buyers have problems and they need solutions but not in the way you think you need them. We need to change the message in sales to get buyers to change vendors/product. Salespeople tend to focus on the gain by asserting to the customer that they will save $x money (but this isn’t the best way to create change or motive a buyer to take a risk, i.e. buy your product). Salespeople should shift focus to the loss, which motivates people to be more risk-seeking/risk-taking to improve their situation. So rather than claiming (A) “we can save you 10% (framed as a gain), you should claim (B) “you are spending 10% more than you should be (framed as a loss). In this episode, we talk about prospect theory and how it can help you move from product selling to solution selling.
16 minutes | 2 years ago
Leveraging Effective Sales Operations to Drive Revenue and Profitability w/Sri Chakravarty @AshleyFurniture
Sales Operations is a known function for many organizations but it is often underutilized. In this episode, we discuss how sales operations can be most effectively utilized by using big data, understanding the customer lifetime value, and collaborating with other parts of the organization.
55 minutes | 2 years ago
The Top 3 Skills Needed for Sales Development Reps w/ Tyler Wicks @HPE
Sales Development is an important role in many companies but many teams still struggle to figure out how to coach and train reps to be successful. In this episode we discuss the importance of sales development and the top three skills needed to be successful. Conversation starter Lead Management Qualified lead/opp transfer to sales
7 minutes | 2 years ago
How to Get Your Sales Pipeline Unstuck, Now
Let me guess, your sales pipeline isn't moving as you'd like it? Nobodies is. The question is how do you get it unstuck? Most people think you need to run fancy reports and have hours of conversations and although those are important things the most important thing about talking to customers is often overlooked. In this episode, we dive into the importance of talking with customers when trying to understand why your pipeline is not moving.
21 minutes | 2 years ago
The Answer to Building Strong Relationships in Relationship Selling w/Steve Steinmeyer @JLL
Everybody knows relationships make or break the sale but how do you build relationships to be a successful salesperson. In this episode, Sr Managing Director at JLL, Steve Steinmeyer talks about the power of relationship selling and how you can start to build relationships to help you sell more.
9 minutes | 2 years ago
Should You Be Using Text In Sales
In this episode, Gabe talks about using text messaging in your day to day sales activities to help you sell more.
29 minutes | 2 years ago
How to Use Texting in Sales
There are multiple ways to communicate with prospects and potential buyers. As salespeople, we often get comfortable with the methods we know best which are phone and email. The problem with this is, if you're using those methods probably everybody else is as well. What can you do differently? What methods will help you stand out from your competition? In this episode, Thomas Parb from SMS Magic joins us to talk about texting and how you can best use it to optimize the sales cycle.
13 minutes | 2 years ago
Why Some Companies Win and Why Some Companies Lose
There are a lot of reasons why companies win and lose. Some of the reasons are simple and some are complex but either way, it's never easy to become a great company. In this episode, Gabe breaks down some of his experience consulting other companies and he gives his advice as to why some companies win and some companies lose.
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