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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick impr ...
 
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show series
 
Getting to know Adam Springer Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less. Uncovering customer pain points Uncovering pain points is especially important during the qualification stage. Pain points include the prospect…
 
Getting to know Will Batista and Heidi Peters Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate campaigns, state parties, and anyone in the political organization looking for digital efforts. Heidi specializes in various causes and online fundraising programs. Will calls himself a reformed campaigner.…
 
Getting to know Jeff Fromm Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funnel and content marketing as his inbound tool. Diving into brand loyalty Jeff thinks of loyalty in terms of frequency of use and price elasticity. Loyalty to a brand equates to using its products more fr…
 
Using Past Stories in Your Close Stories are powerful as they can help promote your product or service in many ways. How can you use stories to close deals? Nathan Hirch is a long time entrepreneur who started with an Amazon business when he was still in college, selling over $25 million in product. He built his company using virtual assistants and…
 
I Don’t Need Anymore Training! It's a mistake for salespeople to believe they don't need any more training. This mindset isn’t productive and it certainly won’t help you improve your skills as a salesperson. There are many people who don’t think they need to improve upon what they already know. It’s a pervasive issue and it's due to several reasons…
 
Using Direct Mail To Move Prospects Through Your Funnel Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode. Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascin…
 
How 5-Star Reviews Can Increase Conversion Rates Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews well? In this episode, let’s talk about reviews as a way to increase conversion rates. Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and fina…
 
4 Steps to Systematic Sales Growth Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth. Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had …
 
Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her …
 
How Recognizing Intent Signals Can Help Overcome Objections Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identi…
 
Vulnerability - The Key to Landing More Sales Appointments In 2020 The key to surviving this year’s pandemic is being vulnerable. Donald explains the reason why in this episode. Donald was talking to another gentleman about his experiences during the pandemic and asked how he was coping and making sure the family was doing well. This man could have…
 
The Top Three Issues Killing Your Sales Deals Are your sales suffering because your deals are getting cut off? In this episode we will address some of the issues that can kill deals. George Bronten is the founder and CEO of Membrain.com, a sales enablement CRM. Things killing your sales deals Even before the pandemic, assumptions are one of the rea…
 
Important Business Lessons You Can Apply Across All Areas of Life A successful business learns from what it experiences, either through its own history or the history of others. Let’s talk about some of the important business lessons you can apply in all areas of life. Kevin Harrington is an entrepreneur and a mentor. He’s worked with celebrities w…
 
Will B2B Sales Be Impacted by The Elections? The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode. An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have sh…
 
How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? Let’s talk about that in this episode. Erik Kostelnik is the CEO of Postal.io, a sales marketing engagement platform that generates leads, increases sales, and improves custo…
 
Mistakes Salespeople Make When Prospecting Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode. Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works ou…
 
Discuss and Understanding Women Leadership Understanding women leadership is becoming an important facet of sales success today. Women now play the same roles that men have but it’s not a typical subject to talk about the challenges that women face in their careers. Linda Yates helps people and organizations tap into their most positive, profitable…
 
Knowing the Right Time to Ask for the Sale Sales is about the timing - when to pitch, when to close, and when to ask for the sale. Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car busine…
 
How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a daunting task in today’s climate but it’s necessary. In this episode, we talk to Jeremy Miller, the f…
 
Will Sales Make Me More Confident and Improve My Social Skills? Sales is a career where people develop their social skills and deepen relationship building. What happens, however, if you’re starting from a place of anxiety and it’s hard for you to talk to people? Is it still possible to have a successful career in sales? Unfortunately, sales isn’t …
 
A Simple Exercise to Understand Your Customers' Values Solving customer needs are core to any business. For your organization to achieve success, you need to understand what’s valuable to your customer. Let’s talk about that in this episode. David Priemer had the opportunity to work with Salesforce and saw how sales machines were built operationall…
 
How to Be Indispensable to Your Customers How can you become indispensable to your customers? Let’s learn the important facets of our clients’ businesses in this episode. Nick Casale is the director of Sales at Sendoso, a company that makes it easy to send anything everywhere so you can ship gifts to your clients and prospects. Their services can h…
 
What To Do When Co-Workers Try To Steal Your Deals Most salespeople respect boundaries and defined territories but human nature can get the best of people and lines are crossed. Sometimes areas have not been well-assigned. When that happens, what should you do? How should you handle it in a civilized manner? In this episode, we provide the answers …
 
The Secret Weapon for Selling Anything Learn the secret weapons for selling in this episode and apply these selling tips to your sales journey as a salesperson. Flynn Blackie dropped his education and pursued his thirst for success. He started creating websites for friends and as word of mouth grew his reputation, he was able to build his website d…
 
Why Sales Executives Should Look to the Midwest When Hiring After COVID-19 Sales executives need to plan with optimism. We may not know when the pandemic will be over but when the health crisis ends, will companies be ready to launch well? Matt Hunckler is the CEO of Powderkeg. His company works with people in the tech industry to reach their full …
 
Secret Ninja Hack For CRM Updates and Meeting Recaps The task that many salespeople find cumbersome is updating and maintaining the CRM. If you have CRM hacks, however, the task can be faster and less tedious. CRM hacks you need to know Updating CRM isn’t an easy job. When you meet a prospect, and you have a great conversation, ideally the relation…
 
Using Video To Improve Lead Generation There have been huge improvements in lead generation tools that salespeople can use with much more efficiency. In this episode, Sean Gordon will discuss the video technology he and his team created called vidREACH and how it can be used to improve contact with prospects. Ideas to improve lead generation With t…
 
Discover Your Strengths, Sell Authentically, Increase Sales We all have strengths that will help us become great salespeople. The problem is, we don’t always know what these strengths are or how to use them to sell authentically. Eddie Villa is both a life and a sales coach and in this episode, he’ll speak about using our strengths to help us sell …
 
How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals Abraham Lincoln is one of the most iconic individuals in American history for many reasons, but specifically his strategy in winning the Civil War. The Civil War was one of the darkest times for the American people, a pivotal time, and it caused the bloodiest wars fought on …
 
Becoming the Best Storyteller Possible Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers. Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. Howeve…
 
How Sellers Can Build Trust With Buyers in Remote Settings Virtual and remote settings are now part of the sales process due to the ongoing pandemic. As a result, it can be hard for a salesperson to build trust with your buyers you can’t meet face to face. In this episode, we’ll look at ways trust can be built regardless of proximity. Russell Wurth…
 
The One Thing Holding You Back From Massive Success Regardless of the industry we are in, success is the goal, but it isn’t easy to achieve. It takes time and effort and oftentimes, we have to overcome mental blocks that keep us from attaining that success. In this episode, we’re talking about breaking through that upper limit to achieve sales succ…
 
Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales s…
 
Using Trello to Manage Business and Sales Efforts Trello is an emerging platform that helps their customers manage and organize tasks. On one screen, Trello is an amazing “white board” that shows your to do list, doing list, and done list, especially when you have multiple projects and ideas being generated at once. How do you use Trello so you can…
 
The Number 1 Reason You Hear "I'm Not Interested" Of course salespeople like to hear positive responses from their prospects but it’s not always the case. Sometimes prospects say, “I’m not interested.” Why do you hear that? Is there something wrong with your pitch? Listen to this episode and understand what prospects are thinking when they say they…
 
How a Power Dialer Streamlines Your Sales Process and Improves Productivity Power dialers improve your sales process and productivity. As a salesperson, have you given this any thought? Listen to this episode to help you decide if a power dialer will help you in your business. Sean Leonard is the founder of FunnelFLARE and the CEO of Jump Demand. O…
 
How I Creatively Booked Meetings Using Video With people being more isolated, the trend of how to set appointments is changing. Salespeople need to be more creative about how to get a prospect’s attention, such as using videos. This episode will be about using this approach to make you stand out from the crowd and get that meeting. Frank Weshcler w…
 
10 things new sellers should avoid doing We all make mistakes from time to time but you can’t avoid them if you don’t know they’re mistakes. In this episode, Donald will share 10 mistakes he’s made so you he’s made so you don’t have to. Mistake #1: Being pushy People hate pushy sales reps. These are the ones that are often associated with being a s…
 
How to Virtually Forge Deep Connections With Prospects The pandemic has changed the methods of prospecting. Sales is still about connecting with people on a personal level but with so many people doing business virtually now, sales reps have to be able to do this without getting to see people in “the real world.” Steve Herz is the president of the …
 
What To Do When a Customer Says “Not Yet” To Closing We’ve all gotten a “not yet” from a prospect and it can be frustrating having that delay in closing. In this episode we’ll look at how to move from “not yet” to yes. Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate…
 
5 Things All Sellers Should Do Before Prospecting Many salespeople find prospecting daunting. Prospecting is one of the most critical actions a sales rep can do to develop leads.Donald has worked with many salespeople and he still sees sales reps who don’t prepare as much as they should when prospecting. Even people who are high in the organization…
 
What To Do When a Prospect "Ghosts" You During these uncertain times salespeople can feel they are being “ghosted” by prospects. Someone who once seemed like a potential client has vanished with what seems like no hope of reconnecting. When this happens, what can you do? You’ll find answers in this episode. Rian Laniga graduated college and moved t…
 
How a Steady Referral Rate Generated More Than 900 Authentic Testimonials A great way to increase the longevity of any business or sales career is to have great referrals. In this episode, we’ll explore the evolution of referrals and the stages of you can move through to receive authentic and quality testimonials and referrals. Amber Vilhauer is th…
 
5 Things To Know Before Using LinkedIn Voice Message Salespeople want to know how to use new features that enable us to reach out to prospects and an example is the LinkedIn voice message. There are, however, things you need to know before sending your first one. LinkedIn Voice Messaging LinkedIn is now expanding its reach and updating its platform…
 
Finding the Right Blend of Personalization and Automation In Outbound Sales There has to be a balance between personalization and automation in outbound sales. The question is, how do you keep the right blend of the two? In this episode, we’ll discuss how to personalize the method of automation. Stephen Lowisz always says that he sucks at everythin…
 
Shoan's mission is to help every person on the planet that has a powerful and compelling message, to overcome their challenges with getting their material out “there” and broadcast their voice with confidence, courage, and fearless determination in order to connect with the Social Media World and impact their audience with next-level engagement.…
 
Tom Abbott is the founder and Managing Director of SOCO Sales Training. He has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries and is a pioneer of optimising the sales processes of organizations worldwide. He is the author of the sales books The SOHO Solution and Social Selling, the host…
 
Tom Whalen is a career Inside Sales professional and has been leading sales teams since 2000. As a leader, coach, and mentor, Tom has trained countless sales professionals for industry leading organizations such as: Hewlett-Packard, American Express, Key Corp and McKesson Corporation. Tom has built successful sales teams from scratch, scaled new or…
 
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