Subscribe to the Growth Forum Newsletter and Click Here 👉 https://shorturl.at/oqu19Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #213 of How to Sell, Luigi and David explore the labyrinth of the buying process, decipher the factors that influence buying decisions, and learn how to drive change within organizations.The excitement scales new heights as we plan to interview different personas in the industry - from procurement experts to CEOs, founders, to marketers. Leveraging Dave's success of generating a phenomenal $1.45 billion pipeline and Luigi’s rich experience in sales, we're all set to power boost your sales pipeline.We're also arranging live events with specialist experts to take a deep dive into the world of selling!We aim to equip you with a comprehensive playbook of strategies and tools essential for your sales success.If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn:Luigi Prestinenzi- https://shorturl.at/diwy9Dave Fastuca-  https://shorturl.at/ctvLY

Subscribe to the Growth Forum Newsletter and Click Here 👉<a href="%20https://shorturl.at/oqu19" rel="nofollow" target="_blank"> https://shorturl.at/oqu19</a><a href="https://growthforum.io/" rel="nofollow" target="_blank">Sales OS</a> is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: <a href="https://growthforum.io/" rel="nofollow" target="_blank">https://growthforum.io/</a> In episode #213 of How to Sell, <a href="https://au.linkedin.com/in/luigiprestinenzi?original_referer=https%3A%2F%2Fwww.google.com%2F" rel="nofollow" target="_blank">Luigi</a> and <a href="https://au.linkedin.com/in/davidfastuca?challengeId=AQEDfZ6C9jbxNQAAAYnzcTihvONrmUMjolPeKt23VlE-Z0KVFNe7uKDP8TPHxyOmSfQSva7r0_l8K5RnUdL5If8etnrNWH6Upg&amp;submissionId=7e65291d-e236-7b17-bcf6-f30cc293d038&amp;challengeSource=AgFg6KflIj7GDgAAAYnzcYe4FBh3iy1A0OfXoMpZGaCwXZnHPa2_FV1jSQ1KWdo&amp;challegeType=AgGaO7PnXNtnZQAAAYnzcYe7nblc0lQlCEkMikTllHRTQICq9qujAYo&amp;memberId=AgGZwytoVkEaEwAAAYnzcYe-4Hbo1WvayWp_SmsaNkj1Q4A&amp;recognizeDevice=AgEdB37LemFJNAAAAYnzcYfBZ1LXzXfb7zPPiowCMNmWwVRwVi1S" rel="nofollow" target="_blank">David</a> explore the labyrinth of the buying process, decipher the factors that influence buying decisions, and learn how to drive change within organizations. The excitement scales new heights as we plan to interview different personas in the industry - from procurement experts to CEOs, founders, to marketers. Leveraging Dave's success of generating a phenomenal $1.45 billion pipeline and Luigi’s rich experience in sales, we're all set to power boost your sales pipeline. We're also arranging live events with specialist experts to take a deep dive into the world of selling! We aim to equip you with a comprehensive playbook of strategies and tools essential for your sales success. If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts. Socials:- Spotify: <a href="https://shorturl.at/hJPQ8" rel="nofollow" target="_blank">https://shorturl.at/hJPQ8</a> - Apple: <a href="https://shorturl.at/oEI58" rel="nofollow" target="_blank">https://shorturl.at/oEI58</a> - LinkedIn: Luigi Prestinenzi- <a href="https://shorturl.at/diwy9" rel="nofollow" target="_blank">https://shorturl.at/diwy9</a> Dave Fastuca-  <a href="https://shorturl.at/ctvLY" rel="nofollow" target="_blank">https://shorturl.at/ctvLY</a>

#213 Luigi Prestinenzi & Dave Fastuca - Navigating the Challenges of Sales

Subscribe to the Growth Forum Newsletter and Click Here 👉 https://shorturl.at/oqu19Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #212 of How to Sell, Luigi talks about how his recent trip to the US revealed a dynamic shift in the marketplace. CFOs, CBOs, and other decision-makers are tightening their belts and scrutinizing their investments like never before.As sales professionals, we need to rise to the occasion, but how can we effectively meet the needs of these cautious buyers?Enter our innovative approach: interviewing the buyers. We're about to get up close and personal with CFOs, CBOs, and other key decision-makers, gaining first hand insights into their buying processes. What questions are they asking? What throws a wrench in the deal?We're going to explore these facets and more, enabling you to tailor your sales pitch to align with the real needs of buyers.If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn: https://shorturl.at/diwy9

Subscribe to the Growth Forum Newsletter and Click Here 👉<a href="https://shorturl.at/oqu19" rel="nofollow" target="_blank"> https://shorturl.at/oqu19</a><a href="https://growthforum.io/" rel="nofollow" target="_blank">Sales OS</a> is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: <a href="https://growthforum.io/" rel="nofollow" target="_blank">https://growthforum.io/</a> In episode #212 of How to Sell, Luigi talks about how his recent trip to the US revealed a dynamic shift in the marketplace. CFOs, CBOs, and other decision-makers are tightening their belts and scrutinizing their investments like never before. As sales professionals, we need to rise to the occasion, but how can we effectively meet the needs of these cautious buyers? Enter our innovative approach: interviewing the buyers. We're about to get up close and personal with CFOs, CBOs, and other key decision-makers, gaining first hand insights into their buying processes. What questions are they asking? What throws a wrench in the deal? We're going to explore these facets and more, enabling you to tailor your sales pitch to align with the real needs of buyers. If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts. Socials:- Spotify: <a href="https://shorturl.at/hJPQ8" rel="nofollow" target="_blank">https://shorturl.at/hJPQ8</a> - Apple: <a href="https://shorturl.at/oEI58" rel="nofollow" target="_blank">https://shorturl.at/oEI58</a> - LinkedIn: <a href="https://shorturl.at/diwy9" rel="nofollow" target="_blank">https://shorturl.at/diwy9</a>

#212 Luigi Prestinenzi - The Harsh Reality of Sales Today

Michael Miller

Subscribe to the Growth Forum Newsletter and Click Here 👉 https://shorturl.at/oqu19Sales OS is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: https://growthforum.io/In episode #122 of How to Sell, we sit down with Michael Miller, the Chief Investment Officer of Crewcial Partners. Michael shares his journey in the investment sector and how he secured a remarkable $500 million account from a client. Drawing from his extensive 23 years of experience, Mike emphasizes the significance of relationship building and trust in the world of sales.Discover the strategies used by Michael to influence stakeholders and gain consensus. It’s not just about selling a product, but also about educating and providing value to others. We dive deeper into the concept of recency bias and how trust and rapport play a crucial role in managing emotions during adverse market conditions. Learn why doubling down on growth when the market is turning can be a game-changing strategy.Throughout the episode, Michael highlights the critical role of belief in sales success and how it fosters a better connection with customers. Ultimately, making them more receptive to your product or service.If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.(00:00) Preview (00:30) The Importance of Building Relationships in Sales(07:51) Navigating Sales Cycles and Building Trust with Prospects(11:30) The Importance of Respect in Sales(18:18) How Everything Moves in Cycles(20:30) Building Trust Through Domain Expertise (24:21) The Importance of Belief in SalesSocials:- YouTube: https://bit.ly/3LFbEgE- LinkedIn: https://bit.ly/3FCS3JA

Subscribe to the Growth Forum Newsletter and Click Here 👉<a href="https://shorturl.at/oqu19" rel="nofollow" target="_blank"> https://shorturl.at/oqu19</a><a href="https://growthforum.io/" rel="nofollow" target="_blank">Sales OS</a> is a step-by-step operating system to rapidly grow your revenue while slashing your selling hours in half: <a href="https://growthforum.io/" rel="nofollow" target="_blank">https://growthforum.io/</a>In episode #122 of How to Sell, we sit down with <a href="https://www.linkedin.com/in/becrewcial/" rel="nofollow" target="_blank">Michael Miller,</a> the Chief Investment Officer of Crewcial Partners. Michael shares his journey in the investment sector and how he secured a remarkable $500 million account from a client. Drawing from his extensive 23 years of experience, Mike emphasizes the significance of relationship building and trust in the world of sales.Discover the strategies used by Michael to influence stakeholders and gain consensus. It’s not just about selling a product, but also about educating and providing value to others. We dive deeper into the concept of recency bias and how trust and rapport play a crucial role in managing emotions during adverse market conditions. Learn why doubling down on growth when the market is turning can be a game-changing strategy.Throughout the episode, Michael highlights the critical role of belief in sales success and how it fosters a better connection with customers. Ultimately, making them more receptive to your product or service.If you enjoy this podcast, please leave a 5 star rating on Spotify and a review on Apple podcasts.(00:00) Preview (00:30) The Importance of Building Relationships in Sales (07:51) Navigating Sales Cycles and Building Trust with Prospects (11:30) The Importance of Respect in Sales (18:18) How Everything Moves in Cycles (20:30) Building Trust Through Domain Expertise (24:21) The Importance of Belief in SalesSocials: - YouTube: <a href="https://www.youtube.com/@Growth-Forum" rel="nofollow" target="_blank">https://bit.ly/3LFbEgE</a>- LinkedIn: <a href="https://www.linkedin.com/in/luigiprestinenzi/" rel="nofollow" target="_blank">https://bit.ly/3FCS3JA</a>

#211 Michael Miller - Unraveling the Secrets of Sales Success

Welcome to another enlightening episode of the Skalable Growth Podcast, where we explore the dynamic world of Cold Email and its impact on sales. In an era where sales automation is rampant, research has become a superpower for sales professionals, setting them apart from the competition.Did you know that a staggering 50% of emails get deleted without even being opened? Today's buyers are more discerning than ever, easily identifying and dismissing cold sales emails without a second thought. But fear not, because in this episode, we equip you with the essential knowledge to master the art of Cold Email and achieve outstanding results.Here are four key takeaways from this podcast episode that will transform your sales outreach:1. Unleash the power of personalization and relevance: Say goodbye to generic templates and embrace the value of personalized research. Invest time in understanding your prospects, and avoid relying solely on automation and sequencing tools. Genuine connections make all the difference.2. Stand out from the email crowd: With half of all emails meeting an early demise, it's crucial to craft emails that don't scream "sales pitch." Instead, focus on earning the right to engage in a conversation by offering value and genuine interest, rather than immediately pushing your solution.3. Harness triggers and referrals for maximum impact: Discover the immense potential of triggers such as job changes or the first 90 days in a new role. These pivotal moments provide opportunities to initiate meaningful conversations with C-level executives. Additionally, leverage your connections on LinkedIn for valuable referrals that can enhance your subject lines and significantly increase your chances of success.4. Embrace a structured approach for higher engagement: Unlock higher response rates by implementing a structured framework in your cold emails. Learn the proven techniques that lead to increased engagement and generate more meaningful replies. And stay tuned for future episodes, where we will delve into other prospecting methods such as cold calling and LinkedIn outreach, paving the way for even higher conversion rates.With these valuable insights and strategies, you'll be equipped to elevate your cold email game and achieve remarkable sales growth. Join us on the Skalable Growth Podcast and unlock the secrets to effective sales outreach that will leave a lasting impression on your prospects.To watch, How to Break through Buyers Mental Spam Filter with Jen Allen Click Here 👉 Jen Allen SessionListen to Email Evangelist Click Here 👉 Maggie Blume PodcastDownload the Skalable Growth Playbook with Email Structure and Template Click Here 👉 Sales PlaybookSubscribe to the Growth Forum Newsletter Click Here 👉 Email Newsletter 

Welcome to another enlightening episode of the Skalable Growth Podcast, where we explore the dynamic world of Cold Email and its impact on sales. In an era where sales automation is rampant, research has become a superpower for sales professionals, setting them apart from the competition.Did you know that a staggering 50% of emails get deleted without even being opened? Today's buyers are more discerning than ever, easily identifying and dismissing cold sales emails without a second thought. But fear not, because in this episode, we equip you with the essential knowledge to master the art of Cold Email and achieve outstanding results.Here are four key takeaways from this podcast episode that will transform your sales outreach:1. Unleash the power of personalization and relevance: Say goodbye to generic templates and embrace the value of personalized research. Invest time in understanding your prospects, and avoid relying solely on automation and sequencing tools. Genuine connections make all the difference.2. Stand out from the email crowd: With half of all emails meeting an early demise, it's crucial to craft emails that don't scream "sales pitch." Instead, focus on earning the right to engage in a conversation by offering value and genuine interest, rather than immediately pushing your solution.3. Harness triggers and referrals for maximum impact: Discover the immense potential of triggers such as job changes or the first 90 days in a new role. These pivotal moments provide opportunities to initiate meaningful conversations with C-level executives. Additionally, leverage your connections on LinkedIn for valuable referrals that can enhance your subject lines and significantly increase your chances of success.4. Embrace a structured approach for higher engagement: Unlock higher response rates by implementing a structured framework in your cold emails. Learn the proven techniques that lead to increased engagement and generate more meaningful replies. And stay tuned for future episodes, where we will delve into other prospecting methods such as cold calling and LinkedIn outreach, paving the way for even higher conversion rates.With these valuable insights and strategies, you'll be equipped to elevate your cold email game and achieve remarkable sales growth. Join us on the Skalable Growth Podcast and unlock the secrets to effective sales outreach that will leave a lasting impression on your prospects.To watch, How to Break through Buyers Mental Spam Filter with Jen Allen Click Here 👉 <a href="https://www.youtube.com/watch?v=_20Pvn8cxT0" rel="nofollow" target="_blank">Jen Allen Session</a>Listen to Email Evangelist Click Here 👉 <a href="https://www.growthforum.io/podcast-episodes/prospecting-power-optimizing-email-outreach-for-results" rel="nofollow" target="_blank">Maggie Blume Podcast</a>Download the Skalable Growth Playbook with Email Structure and Template Click Here 👉 <a href="https://docs.google.com/presentation/d/108S6ELRjQaXNzIHrvpR6TvOI_wttjwGe63Lz0Xr2I5I/edit?usp=sharing" rel="nofollow" target="_blank">Sales Playbook</a>Subscribe to the Growth Forum Newsletter Click Here 👉 <a href="https://growthforum.beehiiv.com/subscribe" rel="nofollow" target="_blank">Email Newsletter </a>

#210 Luigi Prestinenzi - How to Write a Cold Email that Converts

In this episode of the Skalable Growth Podcast, Luigi is joined by Dean Mannix, a sales coach with over 25 years of experience and a focus on coaching SMEs and businesses in sales. The topic of the episode centers around coaching and self-reflection in sales, specifically how salespeople can improve their sales performance through self-coaching and analyzing past successes.Key Takeaways:Takeaway #1: Sales Coaching is Crucial, But There is Limited Credible Information AvailableDean  brings to light the lack of credible sales coaching products or methodologies available in the market. More sales companies sell their own programs than advance the field. The belief that sales coaching is the most crucial factor for success comes from a research study where salespeople and leaders rated it as number one without empirical evidence.Takeaway #2: Reflect on Past Successes for Powerful Self-CoachingDean emphasizes the importance of self-coaching and analyzing past successes. While coaching programs and sales books can be helpful, analyzing past deals and reflecting on what went right can be more powerful in improving sales skills. Mannix also stresses the importance of sales teams doing self-coaching as a group led by a sales leader.Takeaway #3: Take Responsibility for Your Own SuccessDean highlights the importance of taking personal responsibility for one's success. Rather than blaming others or waiting for help, individuals need to take the initiative and improve themselves. Dean's favorite catchphrase is "No one's coming to save me."Takeaway #4: Establish a Compelling Agenda to Control the ConversationDean emphasizes the importance of delivering a compelling agenda and establishing an audience to control the conversation in sales. The speaker praises the tactic of asking clients to talk about their business as a way of controlling the conversation. Finally, Mannix acknowledges the challenge of being honest about one's effectiveness as a salesman.Connect with Dean www.bettersalescoach.com

In this episode of the Skalable Growth Podcast, Luigi is joined by Dean Mannix, a sales coach with over 25 years of experience and a focus on coaching SMEs and businesses in sales. The topic of the episode centers around coaching and self-reflection in sales, specifically how salespeople can improve their sales performance through self-coaching and analyzing past successes.Key Takeaways: Takeaway #1: Sales Coaching is Crucial, But There is Limited Credible Information AvailableDean  brings to light the lack of credible sales coaching products or methodologies available in the market. More sales companies sell their own programs than advance the field. The belief that sales coaching is the most crucial factor for success comes from a research study where salespeople and leaders rated it as number one without empirical evidence.Takeaway #2: Reflect on Past Successes for Powerful Self-CoachingDean emphasizes the importance of self-coaching and analyzing past successes. While coaching programs and sales books can be helpful, analyzing past deals and reflecting on what went right can be more powerful in improving sales skills. Mannix also stresses the importance of sales teams doing self-coaching as a group led by a sales leader.Takeaway #3: Take Responsibility for Your Own SuccessDean highlights the importance of taking personal responsibility for one's success. Rather than blaming others or waiting for help, individuals need to take the initiative and improve themselves. Dean's favorite catchphrase is "No one's coming to save me."Takeaway #4: Establish a Compelling Agenda to Control the ConversationDean emphasizes the importance of delivering a compelling agenda and establishing an audience to control the conversation in sales. The speaker praises the tactic of asking clients to talk about their business as a way of controlling the conversation. Finally, Mannix acknowledges the challenge of being honest about one's effectiveness as a salesman.Connect with Dean <a href="http://www.bettersalescoach.com" rel="nofollow" target="_blank">www.bettersalescoach.com</a>

#209 Dean Mannix - The Power of Coaching & The Myths and Realities in Sales

Paul Cherry

On this episode of Skalable Growth Podcast, we dive into the importance of asking effective questions during the sales process with guest Paul Cherry, the author of "Questions That Sell." During this episode Paul shares the four key questions buyers have in mind, how to tailor a successful sale, and the importance of past, present, and future-oriented questions. Key Takeaways from this Episode:1. Understanding a buyer's motivations, such as minimizing risk and gaining an edge, profitability, and simplification, is crucial in tailoring a successful sale.2. Asking great questions during the sales process can differentiate from competitors, trigger prospects to think more deeply, and create a more exceptional experience for the prospect.3. Researching prospects before making calls by Googling trends in their industry and referencing them during calls can greatly enhance the effectiveness of sales calls.4. Being a consultative, strategic partner with unique questions can set salespeople apart and help reveal bigger problems that customers may not have considered on their own.The conversation also covers the importance of preparation before joint calls, asking strategic goal questions, and the art of quantifying the impact of a problem in monetary terms, or "dollarization." This session was recorded during a live Growth Forum Community event. Check out Growth Forum where you can access sales training, marketing courses and hours of pre-recorded content. 

On this episode of Skalable Growth Podcast, we dive into the importance of asking effective questions during the sales process with guest Paul Cherry, the author of "Questions That Sell." During this episode Paul shares the four key questions buyers have in mind, how to tailor a successful sale, and the importance of past, present, and future-oriented questions. Key Takeaways from this Episode:1. Understanding a buyer's motivations, such as minimizing risk and gaining an edge, profitability, and simplification, is crucial in tailoring a successful sale.2. Asking great questions during the sales process can differentiate from competitors, trigger prospects to think more deeply, and create a more exceptional experience for the prospect.3. Researching prospects before making calls by Googling trends in their industry and referencing them during calls can greatly enhance the effectiveness of sales calls.4. Being a consultative, strategic partner with unique questions can set salespeople apart and help reveal bigger problems that customers may not have considered on their own. The conversation also covers the importance of preparation before joint calls, asking strategic goal questions, and the art of quantifying the impact of a problem in monetary terms, or "dollarization." This session was recorded during a live Growth Forum Community event. Check out <a href="https://www.growthforum.io/" rel="nofollow" target="_blank">Growth Forum</a> where you can access sales training, marketing courses and hours of pre-recorded content.

#208 Paul Cherry - Questions that Sell 

Andy Mowat

On this episode of the Skalable Growth Podcast, Luigi sits down with Andy Mowat, GTM leader and founder of Gated, a platform that aims to give users control over their attention. They discuss the importance of relevance in outreach messages and how Gated solves the problem of overwhelming outreach through its filtering process. The conversation dives into the challenges of building a new platform and the founder's experience working for successful companies such as CultureAmp. The episode also covers the launch of Gated's new product, the "universal gate," which aims to surface the right signals out of noise rather than simply block everything.The key Takeaways from the Episode: The importance in understanding your target market  Why relevance is more important than personalization when reaching out to prospects  The importance of human connection Connect with Andy MowatThis episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

On this episode of the Skalable Growth Podcast, Luigi sits down with Andy Mowat, GTM leader and founder of Gated, a platform that aims to give users control over their attention. They discuss the importance of relevance in outreach messages and how Gated solves the problem of overwhelming outreach through its filtering process. The conversation dives into the challenges of building a new platform and the founder's experience working for successful companies such as CultureAmp. The episode also covers the launch of Gated's new product, the "universal gate," which aims to surface the right signals out of noise rather than simply block everything.The key Takeaways from the Episode: <ol> <li>The importance in understanding your target market </li> <li>Why relevance is more important than personalization when reaching out to prospects </li> <li>The importance of human connection</li> </ol>Connect with <a href="https://www.linkedin.com/in/amowat/" rel="nofollow" target="_blank">Andy Mowat</a> This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! <a href="https://www.growthforum.io/" rel="nofollow" target="_blank">https://www.growthforum.io/</a>

#207 Andy Mowat - Insights on Founder-led Sales

Creating more pipeline is the top priority for every sales professional at the moment. On this episode of Skalable Growth, Nate Stolt, Consultant and VP of Sales, shares the five levers to pull to generate more pipeline. Nate shares his preferred method of outreach and offers tips for creating effective cold emails, including timing and proper targeting. Key Takeways from the Episode:1. Five levers to pull when building a pipeline for B2B sales: driving to businesses, mailers, phone, email, and LinkedIn. While the three most commonly used levers are phone, email, and LinkedIn, it's better to be awesome at one or a few of these levers than to be mediocre at all three.2. When it comes to effective cold outreach, timing is crucial, and email can still be a powerful tool. Keeping cold emails under 55 words and using micro case studies and white papers to gather meaningful data for the target audience. Timing is also important, as only 3% to 7% of buyers are considering a solution at any given time.3. While automation and AI are becoming increasingly advanced in sales, the value created for clients in sales conversations is crucial. Have more conversations and engage in sales is the key to success, and that moving conversations offline can help overcome objections and move deals forward. This emphasizes the importance of building relationships and making personal connections in sales.Nate also shares his belief that humans need to do the opposite of what AI and systems are doing to be successful in sales. Tune in to learn more about Nate Stolt's unique approach to pipeline building and how his methods can be applied to a variety of situations.This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Creating more pipeline is the top priority for every sales professional at the moment. On this episode of Skalable Growth, Nate Stolt, Consultant and VP of Sales, shares the five levers to pull to generate more pipeline. Nate shares his preferred method of outreach and offers tips for creating effective cold emails, including timing and proper targeting. Key Takeways from the Episode:1. Five levers to pull when building a pipeline for B2B sales: driving to businesses, mailers, phone, email, and LinkedIn. While the three most commonly used levers are phone, email, and LinkedIn, it's better to be awesome at one or a few of these levers than to be mediocre at all three. 2. When it comes to effective cold outreach, timing is crucial, and email can still be a powerful tool. Keeping cold emails under 55 words and using micro case studies and white papers to gather meaningful data for the target audience. Timing is also important, as only 3% to 7% of buyers are considering a solution at any given time. 3. While automation and AI are becoming increasingly advanced in sales, the value created for clients in sales conversations is crucial. Have more conversations and engage in sales is the key to success, and that moving conversations offline can help overcome objections and move deals forward. This emphasizes the importance of building relationships and making personal connections in sales. Nate also shares his belief that humans need to do the opposite of what AI and systems are doing to be successful in sales. Tune in to learn more about Nate Stolt's unique approach to pipeline building and how his methods can be applied to a variety of situations.This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! <a href="https://www.growthforum.io/" rel="nofollow" target="_blank">https://www.growthforum.io/</a>

#206 Nate Stolt - The Levers You're Missing to Create More Pipeline 

The thought of cold calling can send shivers down sales people spines. Yes the phone is still the number 1 method in reaching new prospects and creating new opportunities. So what is the best way to cold call? During this episode Tom Slocum, founder of the SD Lab and strategic advisor for many fast-growing tech companies, shares his insights on his tactical approach to cold calling. Here are 3 key takeaways from the episode:- Understanding the buyer persona and their pain points is crucial. Tom suggests doing exercises to identify top buyers and their goals and pains, in order to create more targeted call flows.- Research, relevancy, and relatability are the three pillars of successful cold calls and emails.- Cold calling is about selling the pain and identifying the problem, not necessarily the product or service. The goal is to sell the meeting and focus on diagnosing the problem before trying to sell in two minutes.If you're looking to improve your cold calling skills, this episode of Skalable Growth is a must-listen.Connect with Tom https://linktr.ee/tomslocumhttps://www.linkedin.com/in/tomslocum/My Twitter: @Tommy_SlocumCompany website: https://www.thesdlab.com/This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

The thought of cold calling can send shivers down sales people spines. Yes the phone is still the number 1 method in reaching new prospects and creating new opportunities. So what is the best way to cold call? During this episode Tom Slocum, founder of the SD Lab and strategic advisor for many fast-growing tech companies, shares his insights on his tactical approach to cold calling. Here are 3 key takeaways from the episode:- Understanding the buyer persona and their pain points is crucial. Tom suggests doing exercises to identify top buyers and their goals and pains, in order to create more targeted call flows.- Research, relevancy, and relatability are the three pillars of successful cold calls and emails.- Cold calling is about selling the pain and identifying the problem, not necessarily the product or service. The goal is to sell the meeting and focus on diagnosing the problem before trying to sell in two minutes.If you're looking to improve your cold calling skills, this episode of Skalable Growth is a must-listen.Connect with Tom <a href="https://linktr.ee/tomslocum" rel="nofollow" target="_blank">https://linktr.ee/tomslocum</a> <a href="https://www.linkedin.com/in/tomslocum/" rel="nofollow" target="_blank">https://www.linkedin.com/in/tomslocum/</a> My Twitter: @Tommy_Slocum Company website: <a href="https://www.thesdlab.com/" rel="nofollow" target="_blank">https://www.thesdlab.com/</a>This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! <a href="https://www.growthforum.io/" rel="nofollow" target="_blank">https://www.growthforum.io/</a>

#205 Tom Slocum - Mastering the Art of Cold Calling 

Morgan Ingram

Welcome to this episode of the Skalable Growth podcast, where we dive into the topic of using content to create pipeline with Linkedin Top Voice Morgan Inrgam.Morgan shares his story as an SDR who used content to to fill his pipeline to now helping companies build their content strategy to drive greater awareness. Morgan emphasizes the importance of authenticity, personal connection, and useful insights when trying to engage with your audience. Morgan shares the Angel Falls method of repurposing content to keep it flowing and how quality is about being thoughtful, not necessarily high production value. 4 Biggest Takeaways:1. Authenticity and personal connection are highly valued by audiences on LinkedIn. Personal stories and experiences can perform better than more traditional tactical content.2. Repurposing content is an effective way to keep content flowing and generate new ideas. It also doesn't require high production value.3. The speaker recommends identifying what you want to be known for and creating five pillars of content to support that overall theme. Documenting process and sharing that content can also be an effective approach to content creation.4. Generating leads can involve methods such as referrals, hosting a podcast, video, and cold calling. Groundswell prospecting and connecting with sales reps on LinkedIn can also be beneficial when approaching selling into a big company.This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Welcome to this episode of the Skalable Growth podcast, where we dive into the topic of using content to create pipeline with Linkedin Top Voice Morgan Inrgam.Morgan shares his story as an SDR who used content to to fill his pipeline to now helping companies build their content strategy to drive greater awareness. Morgan emphasizes the importance of authenticity, personal connection, and useful insights when trying to engage with your audience. Morgan shares the Angel Falls method of repurposing content to keep it flowing and how quality is about being thoughtful, not necessarily high production value. 4 Biggest Takeaways:1. Authenticity and personal connection are highly valued by audiences on LinkedIn. Personal stories and experiences can perform better than more traditional tactical content. 2. Repurposing content is an effective way to keep content flowing and generate new ideas. It also doesn't require high production value. 3. The speaker recommends identifying what you want to be known for and creating five pillars of content to support that overall theme. Documenting process and sharing that content can also be an effective approach to content creation. 4. Generating leads can involve methods such as referrals, hosting a podcast, video, and cold calling. Groundswell prospecting and connecting with sales reps on LinkedIn can also be beneficial when approaching selling into a big company.This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! <a href="https://www.growthforum.io/" rel="nofollow" target="_blank">https://www.growthforum.io/</a>

#204 Morgan Ingram - Creative Marketing Strategies for Sales

How to Sell brings you weekly interviews with the most influential minds in sales on the planet. You will learn the inner workings of marketing, personal development and mindset so that you can sell more. Each week, Luigi Prestinenzi and Dave Fastuca sit down with guests that have mastered their craft to share their stories. If you want to get ahead, this podcast is for you.Make sure to sign up for our free newsletter never to miss an episode: https://growthforum.io/newsletter

Can’t recommend this podcast enough. As a new sales professional, some things can feel intimidating and overwhelming, the Sales IQ pod puts everything in perspective and how to focus your efforts and energies in the right direction. It teaches you how to be a sales professional as opposed to a sales rep and overcome objectives and situations that might feel intimidating. It’s been life changing starting off my sales career.

Sales IQ Pod

How to Sell brings you weekly interviews with the most influential minds in sales on the planet. You will learn the inner workings of marketing, personal development and mindset so that you can sell more. Each week, Luigi Prestinenzi and Dave Fastuca sit down with guests that have mastered their craft to share their stories. If you want to get ahead, this podcast is for you. Make sure to sign up for our free newsletter never to miss an episode: <a href="https://growthforum.io/newsletter" rel="nofollow" target="_blank">https://growthforum.io/newsletter</a>

How to Sell

Seth Godin

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30This week we welcome author and marketing legend Seth Godin to the podcast. Seth is an expert in sales and marketing and understands what it means to #bethebestyoucanbe.Seth has written multiple books on sales and marketing including works such as 'The Purple Cow' and 'What to Do When It's Your Turn (And it's Always Your Turn). With all his experiences you can bet that there is a vast amount of knowledge to be gained from listening to this episode.Where you can find Seth:https://www.sethgodin.comhttps://seths.blogtwitter.com/ThisIsSethsBlogTimestamps:[03:30] - How Seth got into Marketing and Business [05:05] - Why Zig Zigglar is Seth’s hero[07:00] - Were there times where sales was particularly challenging??[09:20] - The importance of a mindset and empathy[10:50] - The importance of putting the customer first [13:20] - The balance between asking for referrals and providing the customer with the perfect experience[15:35] - The importance of identifying the problem[19:00] - The inspiration for Seth’s books [23:15] - How Seth gets the inspiration to create new content every day[25:40] - Is sales an art or science?[26:55] - Was intuition a big part of Seth’s success?[28:10] - Is there anything that Seth would do differently [29:20] - The next big thing[30:40] - Advice for upcoming Marketers This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30This week we welcome author and marketing legend Seth Godin to the podcast. Seth is an expert in sales and marketing and understands what it means to #bethebestyoucanbe.Seth has written multiple books on sales and marketing including works such as 'The Purple Cow' and 'What to Do When It's Your Turn (And it's Always Your Turn). With all his experiences you can bet that there is a vast amount of knowledge to be gained from listening to this episode.Where you can find Seth:<a href="https://www.sethgodin.com" rel="nofollow" target="_blank">https://www.sethgodin.com</a>https://seths.blog<a href="http://twitter.com/ThisIsSethsBlog" rel="nofollow" target="_blank">twitter.com/ThisIsSethsBlog</a>Timestamps:[03:30] - How Seth got into Marketing and Business [05:05] - Why Zig Zigglar is Seth’s hero[07:00] - Were there times where sales was particularly challenging??[09:20] - The importance of a mindset and empathy[10:50] - The importance of putting the customer first [13:20] - The balance between asking for referrals and providing the customer with the perfect experience[15:35] - The importance of identifying the problem[19:00] - The inspiration for Seth’s books [23:15] - How Seth gets the inspiration to create new content every day[25:40] - Is sales an art or science?[26:55] - Was intuition a big part of Seth’s success?[28:10] - Is there anything that Seth would do differently [29:20] - The next big thing[30:40] - Advice for upcoming Marketers This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Finding Your Tribe, with Seth Godin

Jim Cathcart

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30“The purpose of selling is to build profitable relationships. Without relationships there are only transactions and every day is just as hard as the one before it. With stronger sales relationships every day will be easier, more profitable and more fun!”– Jim CathcartRelationships are a vital part in all aspects of life, whether it’s interactions with your family or gaining the trust of a new or potential client. To build lasting relationships where both parties receive value, we need to ensure we understand their motivations, needs and what they are getting from the relationship throughout the sales process.Joining the podcast this week is award winning motivational speaker Jim Cathcart, having over 40 years of experience in professional speaking. Author of 19 books including ‘The Acorn Principle’ and ‘Relationship Selling’ Jim has a key understanding of the ways in which we can enhance our skills as sales professionals and work better with both our clients and team members.Some places you can find Jim: https://cathcart.com/ https://www.facebook.com/SpeakerJimCathcart/ https://www.youtube.com/channel/UCL1scquSwnYWQ-BUfma1kfQ https://www.guitarmusiclive.com/ https://www.linkedin.com/company/cathcart-institute/ https://www.facebook.com/pages/category/Local-Business/Cathcart-Institute-Inc-212157535611935/ https://twitter.com/jimcathcart?lang=en Programs Jim mentions in the podcast (yes that’s us!):http://www.salesiqgroup.com/services/sales-professional/Timestamps:[00:55] – Jim Cathcart introduces himself his journey to professional speaking[03:17] – The influence Earl Nightingale has on Jim’s career[07:10] – The Acorn Principle[09:25] – Jim gets a surprise call from Earl Nightingale[11:28] – The motivation to write Relationship Selling[14:09] – Advice on how to develop a positive attitude and mindset when things don’t go to plan[17:00] – The ideas behind Relationship Selling[18:29] – Jim explains the importance of building a relationship with your customers and what we should be doing to add value[20:45] – The importance of trust in the sales process[22:55]– What to do when things go wrong and trust levels returns to zero[28:20]– The importance of truth to Jim[29:20] – Behavioural flexibility when building a relationship[33:26] – The basics to determine the personality type your contact is[35:28] – How does our flexibility impact the sales result with the customer?[36:50] – Building a relationship with people who have different personality types[40:20] – Advice Jim would give to his younger self[42:00] – Places you can find Jim[43:15] – Jim sings us a tune…MUST listen!This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30“The purpose of selling is to build profitable relationships. Without relationships there are only transactions and every day is just as hard as the one before it. With stronger sales relationships every day will be easier, more profitable and more fun!”– Jim CathcartRelationships are a vital part in all aspects of life, whether it’s interactions with your family or gaining the trust of a new or potential client. To build lasting relationships where both parties receive value, we need to ensure we understand their motivations, needs and what they are getting from the relationship throughout the sales process.Joining the podcast this week is award winning motivational speaker Jim Cathcart, having over 40 years of experience in professional speaking. Author of 19 books including ‘The Acorn Principle’ and ‘Relationship Selling’ Jim has a key understanding of the ways in which we can enhance our skills as sales professionals and work better with both our clients and team members. Some places you can find Jim:<ul> <li><a href="https://cathcart.com/" rel="nofollow" target="_blank">https://cathcart.com/</a></li> <li><a href="https://www.facebook.com/SpeakerJimCathcart/" rel="nofollow" target="_blank">https://www.facebook.com/SpeakerJimCathcart/</a></li> <li><a href="https://www.youtube.com/channel/UCL1scquSwnYWQ-BUfma1kfQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCL1scquSwnYWQ-BUfma1kfQ</a></li> <li><a href="https://www.guitarmusiclive.com/" rel="nofollow" target="_blank">https://www.guitarmusiclive.com/</a></li> <li><a href="https://www.linkedin.com/company/cathcart-institute/" rel="nofollow" target="_blank">https://www.linkedin.com/company/cathcart-institute/</a></li> <li><a href="https://www.facebook.com/pages/category/Local-Business/Cathcart-Institute-Inc-212157535611935/" rel="nofollow" target="_blank">https://www.facebook.com/pages/category/Local-Business/Cathcart-Institute-Inc-212157535611935/</a></li> <li><a href="https://twitter.com/jimcathcart?lang=en" rel="nofollow" target="_blank">https://twitter.com/jimcathcart?lang=en</a></li> </ul> Programs Jim mentions in the podcast (yes that’s us!):<ul><li><a href="http://www.salesiqgroup.com/services/sales-professional/" rel="nofollow" target="_blank">http://www.salesiqgroup.com/services/sales-professional/</a></li></ul>Timestamps:[00:55] – Jim Cathcart introduces himself his journey to professional speaking[03:17] – The influence Earl Nightingale has on Jim’s career[07:10] – The Acorn Principle[09:25] – Jim gets a surprise call from Earl Nightingale[11:28] – The motivation to write Relationship Selling[14:09] – Advice on how to develop a positive attitude and mindset when things don’t go to plan[17:00] – The ideas behind Relationship Selling[18:29] – Jim explains the importance of building a relationship with your customers and what we should be doing to add value[20:45] – The importance of trust in the sales process[22:55]– What to do when things go wrong and trust levels returns to zero[28:20]– The importance of truth to Jim[29:20] – Behavioural flexibility when building a relationship[33:26] – The basics to determine the personality type your contact is[35:28] – How does our flexibility impact the sales result with the customer?[36:50] – Building a relationship with people who have different personality types[40:20] – Advice Jim would give to his younger self[42:00] – Places you can find Jim[43:15] – Jim sings us a tune…MUST listen!This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Relationship Selling: Nothing Transactional Here, with Jim Cathcart

Gabe Larsen

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30This week we welcome Gabe Larsen to the podcast. Gabe is THE person you want to talk to and should be following on social if you want to learn about Sales Cadence and using it effectively in your career.This week we dive deep into Sales Cadence and what you should be doing to enhance your ability and sell effectively in your industry. There is tons of information here for you to unpack so we hope you are ready to take it all in.We are loving the feedback, so please keep it coming. Tell us your sales stories, we want to hear how you have improved your skills and taken the next step in your sales journey.Where you can find Gabe:  https://www.linkedin.com/in/gabelarsen/  https://podcasts.apple.com/au/podcast/sales-secrets/id1119915980  https://www.xant.ai  [03:15] - How Gabe got into sales[07:30] - The definition of Sales Cadence[10:50] - The 5 pillars of sales cadence[12:30] - The importance of cadence and the need for marketing and sales to work together[15:05] - The best outreach attempt Luigi had… and it didn't have a call to action!![16:25] - Why you should be using video despite what the statistics tell you[20:30] - The secrets behind making an expert video to open a dialogue[32:00] - Tips for using text to enhance your sales experience[40:50] - Salespeople; are they born or made?[43:00] - Sales; a science or art?[45:30] - The biggest influence in Gabe's careerThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30This week we welcome Gabe Larsen to the podcast. Gabe is THE person you want to talk to and should be following on social if you want to learn about Sales Cadence and using it effectively in your career.This week we dive deep into Sales Cadence and what you should be doing to enhance your ability and sell effectively in your industry. There is tons of information here for you to unpack so we hope you are ready to take it all in.We are loving the feedback, so please keep it coming. Tell us your sales stories, we want to hear how you have improved your skills and taken the next step in your sales journey.Where you can find Gabe:<ul> <li> <a href="https://www.linkedin.com/in/gabelarsen/" rel="nofollow" target="_blank">https://www.linkedin.com/in/gabelarsen/</a> </li> <li><a href="https://podcasts.apple.com/au/podcast/sales-secrets/id1119915980" rel="nofollow" target="_blank">https://podcasts.apple.com/au/podcast/sales-secrets/id1119915980</a></li> <li> <a href="https://www.xant.ai" rel="nofollow" target="_blank">https://www.xant.ai</a> </li> </ul>[03:15] - How Gabe got into sales[07:30] - The definition of Sales Cadence[10:50] - The 5 pillars of sales cadence[12:30] - The importance of cadence and the need for marketing and sales to work together[15:05] - The best outreach attempt Luigi had… and it didn't have a call to action!![16:25] - Why you should be using video despite what the statistics tell you[20:30] - The secrets behind making an expert video to open a dialogue[32:00] - Tips for using text to enhance your sales experience[40:50] - Salespeople; are they born or made?[43:00] - Sales; a science or art?[45:30] - The biggest influence in Gabe's careerThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

How to Optimize Your Sales Cadence, with Gabe Larsen

Mark Kosoglow

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous! Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream with a killer cadence process. Places you can find Mark:   https://www.linkedin.com/in/mkosoglow/   https://www.outreach.io   https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345  Timestamps: [spp-timestamp time=”02:20″] – An intro to Mark and his journey in sales  [spp-timestamp time=”04:15″] – Key learnings Mark took away from his first job in sales [spp-timestamp time=”07:45″] – The inspiration for Mark’s book [spp-timestamp time=”10:10″] – Mark’s definition of sales cadence  [spp-timestamp time=”11:45″] – The number of outreach touches you need for a lead [spp-timestamp time=”12:45″] – The first step before executing a cadence plan [spp-timestamp time=”14:20″] – Mediums you should be using to engage with your prospect [spp-timestamp time=”16:45″] – Cold calling is not dead? [spp-timestamp time=”18:50″] – The best time to overcome an objection [spp-timestamp time=”20:20″] – Luigi’s quick recap [spp-timestamp time=”24:20″] – Aligning your content to customer personas [spp-timestamp time=”26:25″] – Content you should put in your emails to get engagement [27:35] – Shhh! The secret to getting people to show up to meetings [spp-timestamp time=”31:55″] – One thing that Mark would do differently [spp-timestamp time=”33:35″] – Biggest influence in Mark’s career [spp-timestamp time=”34:40″] – Sales: A science or an art? [spp-timestamp time=”35:40″] – Where you can find Mark  This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous! Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream with a killer cadence process. Places you can find Mark: <ul> <li> <a href="https://www.linkedin.com/in/mkosoglow/" rel="nofollow" target="_blank">https://www.linkedin.com/in/mkosoglow/</a> </li> <li> <a href="https://www.outreach.io/" rel="nofollow" target="_blank">https://www.outreach.io</a> </li> <li> <a href="https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345" rel="nofollow" target="_blank">https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345</a> </li> </ul>Timestamps: [spp-timestamp time=”02:20″] – An intro to Mark and his journey in sales  [spp-timestamp time=”04:15″] – Key learnings Mark took away from his first job in sales [spp-timestamp time=”07:45″] – The inspiration for Mark’s book [spp-timestamp time=”10:10″] – Mark’s definition of sales cadence  [spp-timestamp time=”11:45″] – The number of outreach touches you need for a lead [spp-timestamp time=”12:45″] – The first step before executing a cadence plan [spp-timestamp time=”14:20″] – Mediums you should be using to engage with your prospect [spp-timestamp time=”16:45″] – Cold calling is not dead? [spp-timestamp time=”18:50″] – The best time to overcome an objection [spp-timestamp time=”20:20″] – Luigi’s quick recap [spp-timestamp time=”24:20″] – Aligning your content to customer personas [spp-timestamp time=”26:25″] – Content you should put in your emails to get engagement [27:35] – Shhh! The secret to getting people to show up to meetings [spp-timestamp time=”31:55″] – One thing that Mark would do differently [spp-timestamp time=”33:35″] – Biggest influence in Mark’s career [spp-timestamp time=”34:40″] – Sales: A science or an art? [spp-timestamp time=”35:40″] – Where you can find Mark  This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

How to Build a High Converting Outreach Process with Mark Kosoglow

Victor Antonio

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30“We have this scale in our head… on one hand you have certainty and on the other hand you have anxiety…. And the job of every sales person is to increase my certainty and reduce my anxiety”– Victor AntonioThe Sales ProcessThe sales process that you use directly affects your ability to sell to people in your industry. So it’s interesting to see how unnecessarily complicated organisations make this process. This week, world renowned international speaker Victor Antonio joins the podcast and helps us break down this process into 3 easy to remember steps… EMPATHIZE … EDUCATE… EMPOWER.Starting out in one of the roughest parts of Chicago, Victor built himself a 20 year long career as a top sales executive and became the president of global sales and marketing for a 420 million dollar company. His experience, from building his career from the bottom up – to being a top sales professional at a large firm has given him the understanding of how to build healthy relationships with his customers and get the most out of those relationships.Where you can find Victor: http://www.sellingergroup.com/ https://www.facebook.com/TheVictorAntonio/ https://www.linkedin.com/in/victorantonio/ https://www.youtube.com/user/salesinfluence https://twitter.com/VictorAntonio Timestamps:[00:50] – Victor explains how he got into sales[03:25] – Before Victor got into sales did he have any negative perceptions around it[04:45] – Behaviors of high performing sales people that really stand out[07:04] – Did Victor follow a process early in his career?[09:50] – The biggest changes in sales Victor has noticed since the nineties[11:55] – Do we build rapport with customers and develop a relationship or do we just try and close them?[16:10] – How important is it for sales people to ‘really find out the why?’[19:25] – Elements of a great sales process[20:10] – Empathize[21:20] – Educate[22:20] – Empower[23:38] – Mistakes to avoid when building a sales process or methodology[28:20] – What Larry was doing that was so successful[30:15] – How we can empathize with our customers[34:00] – The difference between sympathy and empathy[35:30] – Luigi has a ‘ah-ha’ moment[37:00] – The sales process isn’t always linear[38:50] – How do we empower our customer and get them to buy?[45:04] – Sales… is it an art or a science?[48:35] – If you could go back in time what would you do differently?[49:20] – What’s something that you should do right now to increase your ability to sell?[50:42] – Some places you can go to find out more about VictorThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30“We have this scale in our head… on one hand you have certainty and on the other hand you have anxiety…. And the job of every sales person is to increase my certainty and reduce my anxiety”– Victor AntonioThe Sales ProcessThe sales process that you use directly affects your ability to sell to people in your industry. So it’s interesting to see how unnecessarily complicated organisations make this process. This week, world renowned international speaker Victor Antonio joins the podcast and helps us break down this process into 3 easy to remember steps… EMPATHIZE … EDUCATE… EMPOWER.Starting out in one of the roughest parts of Chicago, Victor built himself a 20 year long career as a top sales executive and became the president of global sales and marketing for a 420 million dollar company. His experience, from building his career from the bottom up – to being a top sales professional at a large firm has given him the understanding of how to build healthy relationships with his customers and get the most out of those relationships.Where you can find Victor:<ul> <li><a href="http://www.sellingergroup.com/" rel="nofollow" target="_blank">http://www.sellingergroup.com/</a></li> <li><a href="https://www.facebook.com/TheVictorAntonio/" rel="nofollow" target="_blank">https://www.facebook.com/TheVictorAntonio/</a></li> <li><a href="https://www.linkedin.com/in/victorantonio/" rel="nofollow" target="_blank">https://www.linkedin.com/in/victorantonio/</a></li> <li><a href="https://www.youtube.com/user/salesinfluence" rel="nofollow" target="_blank">https://www.youtube.com/user/salesinfluence</a></li> <li><a href="https://twitter.com/VictorAntonio" rel="nofollow" target="_blank">https://twitter.com/VictorAntonio</a></li> </ul> Timestamps:[00:50] – Victor explains how he got into sales[03:25] – Before Victor got into sales did he have any negative perceptions around it[04:45] – Behaviors of high performing sales people that really stand out[07:04] – Did Victor follow a process early in his career?[09:50] – The biggest changes in sales Victor has noticed since the nineties[11:55] – Do we build rapport with customers and develop a relationship or do we just try and close them?[16:10] – How important is it for sales people to ‘really find out the why?’[19:25] – Elements of a great sales process[20:10] – Empathize[21:20] – Educate[22:20] – Empower[23:38] – Mistakes to avoid when building a sales process or methodology[28:20] – What Larry was doing that was so successful[30:15] – How we can empathize with our customers[34:00] – The difference between sympathy and empathy[35:30] – Luigi has a ‘ah-ha’ moment[37:00] – The sales process isn’t always linear[38:50] – How do we empower our customer and get them to buy?[45:04] – Sales… is it an art or a science?[48:35] – If you could go back in time what would you do differently?[49:20] – What’s something that you should do right now to increase your ability to sell?[50:42] – Some places you can go to find out more about VictorThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

The Sales Process: Empathize | Educate | Empower, with Victor Antonio

John Barrows

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30This week on the Podcast we are excited to have John Barrows join us to discuss all things Sales. This week we have an interesting theme… and that theme is SDR Selling. John is one of the top salespeople in the world and he shares so much of his knowledge that we hope you are ready to unpack everything you hear.John has recently created and started selling an awesome Sales book… and its for the kids!! Titled ‘I Want to Be in Sales When I Grow Up!’ John highlights the best parts of being in sales and his book shows how the perception around salespeople needs to change.Where you can find John: jbarrows.com  https://www.linkedin.com/in/johnbarrows/  twitter.com/JohnMBarrows  https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZA When I grow up I want to be in sales!– https://www.amazon.com/Want-Be-Sales-When-Grow/dp/1643072382Timestamps:[00:00] – Luigi discuss this weeks podcast topic[05:00] – John introduces himself and how he got into the sales profession [09:10] – Why did the copier industry embrace sales training?[14:20] – The importance of investing in SDR’s [15:50] – the future of the SDR role[19:20] – Sales is a science not an art… we didn’t bring it up this time![21:30] – The importance of outlook and your mindset in sales[28:10] – The motivation for ‘I want to be in Sales when i grow up[37:00] – Embracing technology to improve your career [45:00] – Biggest influence in John Barrow’s career This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30This week on the Podcast we are excited to have John Barrows join us to discuss all things Sales. This week we have an interesting theme… and that theme is SDR Selling. John is one of the top salespeople in the world and he shares so much of his knowledge that we hope you are ready to unpack everything you hear.John has recently created and started selling an awesome Sales book… and its for the kids!! Titled ‘I Want to Be in Sales When I Grow Up!’ John highlights the best parts of being in sales and his book shows how the perception around salespeople needs to change.Where you can find John:<ul> <li><a href="https://jbarrows.com" rel="nofollow" target="_blank">jbarrows.com </a></li> <li><a href="https://www.linkedin.com/in/johnbarrows/" rel="nofollow" target="_blank">https://www.linkedin.com/in/johnbarrows/ </a></li> <li><a href="http://twitter.com/JohnMBarrows" rel="nofollow" target="_blank">twitter.com/JohnMBarrows </a></li> <li><a href="https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZA" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZA</a></li> </ul>When I grow up I want to be in sales!– <a href="https://www.amazon.com/Want-Be-Sales-When-Grow/dp/1643072382" rel="nofollow" target="_blank">https://www.amazon.com/Want-Be-Sales-When-Grow/dp/1643072382</a>Timestamps:[00:00] – Luigi discuss this weeks podcast topic[05:00] – John introduces himself and how he got into the sales profession [09:10] – Why did the copier industry embrace sales training?[14:20] – The importance of investing in SDR’s [15:50] – the future of the SDR role[19:20] – Sales is a science not an art… we didn’t bring it up this time![21:30] – The importance of outlook and your mindset in sales[28:10] – The motivation for ‘I want to be in Sales when i grow up[37:00] – Embracing technology to improve your career [45:00] – Biggest influence in John Barrow’s career This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

The Value of Having an SDR Team, with John Barrows

Brandon Bornancin

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Attitude: The secret weapon of a sales professionalOne of a sales professional’s most valuable tools is the attitude they bring to the table. Having a positive attitude and a buyer’s mindset allows for you to sell more effectively, learn from your mistakes and move to the next level of selling while those around you cannot.This week Brandon Bornancin joins the podcast to discuss his career in sales. As the founder and CEO of ‘Seamless.AI’, Brandon has a love for helping people through the sales process. Listening to Brandon, you can hear the passion he has for his craft.When tuning in to this podcast, I want you to pay attention to his motivations and beliefs on attitude so you will be able to take that step next step and become a better sales leader.Places you can find Brandon: https://www.linkedin.com/in/brandonbornancin/ https://www.seamless.ai Timestamps[01:06] – Brandon explains his journey into sales and his experiences as CEO of both a successful and a failed company…[13:10] – Hold the presses! Brandon is writing a new book![15:30] – The most important learnings Brandon has taken from leaders in the sales industry[19:45] – The importance of attitude and energy when building pipeline[27:40] – Brandon discusses the effectiveness of cold outreach in 2019[30:20] – The best things you can do to get more engagement with your prospects[42:20] – How effective a positive mindset can be in day-to-day life[52:05] – The biggest influence in Brandon’s careerThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Attitude: The secret weapon of a sales professionalOne of a sales professional’s most valuable tools is the attitude they bring to the table. Having a positive attitude and a buyer’s mindset allows for you to sell more effectively, learn from your mistakes and move to the next level of selling while those around you cannot.This week Brandon Bornancin joins the podcast to discuss his career in sales. As the founder and CEO of ‘<a href="http://Seamless.AI" rel="nofollow" target="_blank">Seamless.AI</a>’, Brandon has a love for helping people through the sales process. Listening to Brandon, you can hear the passion he has for his craft.When tuning in to this podcast, I want you to pay attention to his motivations and beliefs on attitude so you will be able to take that step next step and become a better sales leader.Places you can find Brandon:<ul> <li><a href="https://www.linkedin.com/in/brandonbornancin/" rel="nofollow" target="_blank">https://www.linkedin.com/in/brandonbornancin/</a></li> <li><a href="https://www.seamless.ai" rel="nofollow" target="_blank">https://www.seamless.ai</a></li> </ul>Timestamps[01:06] – Brandon explains his journey into sales and his experiences as CEO of both a successful and a failed company…[13:10] – Hold the presses! Brandon is writing a new book![15:30] – The most important learnings Brandon has taken from leaders in the sales industry[19:45] – The importance of attitude and energy when building pipeline[27:40] – Brandon discusses the effectiveness of cold outreach in 2019[30:20] – The best things you can do to get more engagement with your prospects[42:20] – How effective a positive mindset can be in day-to-day life[52:05] – The biggest influence in Brandon’s careerThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Attitude: The Secret Weapon of Sales, with Brandon Bornancin

Anthony Iannarino

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30No matter what you are selling your customer will go through a buying process. As a sales professional, it is our job to understand this buying process and the ways in which we approach customers to ensure we are doing everything we can to successfully help them through this process.Joining us this week is Anthony Iannarino. Regarded as the number one thought leader globally in B2B sales and having written three best sellers, Anthony has shown he knows his stuff. Today he shares with us his knowledge on the buying process and how to successfully close more clients.A few additional places you can visit to learn more about Anthony: https://thesalesblog.com/ https://www.linkedin.com/in/iannarino/ https://resources.thesalesblog.com/eat-their-lunch Time Stamps:[00:40] – Anthony introduces himself and discusses how he ended up in sales[05:20] – Perceptions on sales people[08:40] – The hustler’s playbook[11:10] – How important creating value is in the sales process[14:40] – Anthony’s definition of closing[15:50] – A discussion on some of the commitments made when helping customers through the buying process[16:30] – The commitment for time[21:20] – The commitment to explore change[25:00] – The commitment to collaborate[29:30] – The commitment to reach a consensus[33:55] – The commitment to resolve[39:00] – Why are people so afraid to ask for sale in a simple manner[41:10] – The importance of attitude and mindset when working with customers throughout the buying and selling process[43:40] – Sales: an art or a science?[48:50] – Anthony’s biggest influence[52:00] – If you could go back in time what would you do differently?This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30No matter what you are selling your customer will go through a buying process. As a sales professional, it is our job to understand this buying process and the ways in which we approach customers to ensure we are doing everything we can to successfully help them through this process.Joining us this week is Anthony Iannarino. Regarded as the number one thought leader globally in B2B sales and having written three best sellers, Anthony has shown he knows his stuff. Today he shares with us his knowledge on the buying process and how to successfully close more clients.A few additional places you can visit to learn more about Anthony:<ul> <li><a href="https://thesalesblog.com/" rel="nofollow" target="_blank">https://thesalesblog.com/</a></li> <li><a href="https://www.linkedin.com/in/iannarino/" rel="nofollow" target="_blank">https://www.linkedin.com/in/iannarino/</a></li> <li><a href="https://resources.thesalesblog.com/eat-their-lunch" rel="nofollow" target="_blank">https://resources.thesalesblog.com/eat-their-lunch</a></li> </ul>Time Stamps:[00:40] – Anthony introduces himself and discusses how he ended up in sales[05:20] – Perceptions on sales people[08:40] – The hustler’s playbook[11:10] – How important creating value is in the sales process[14:40] – Anthony’s definition of closing[15:50] – A discussion on some of the commitments made when helping customers through the buying process[16:30] – The commitment for time[21:20] – The commitment to explore change[25:00] – The commitment to collaborate[29:30] – The commitment to reach a consensus[33:55] – The commitment to resolve[39:00] – Why are people so afraid to ask for sale in a simple manner[41:10] – The importance of attitude and mindset when working with customers throughout the buying and selling process[43:40] – Sales: an art or a science?[48:50] – Anthony’s biggest influence[52:00] – If you could go back in time what would you do differently?This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Closing: Nothing Nutty…Just Ask, with Anthony Iannarino

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Habits you need to drive Sales SuccessThis week renowned author Carson Heady joins the podcast to discuss the habits a Sales Professional needs to be successful in the today’s world of sales.Working at Microsoft, one of the most prestigious companies in the world, Carson knows what drives success and from his experience he knows exactly what habits you need to develop to become a leading sales professional.Some places you can go to find Carson:https://www.linkedin.com/in/carsonvheady/https://twitter.com/cvheady007https://www.facebook.com/Carson-V-HeadyTimestamps:[01:35] – How Carson started in sales[03:10] – Falling into the role of being a sales person[05:45] – The difference between B2B and B2C sales[06:42] – Should you expect to know everything?[08:55] – Carson explains what caused him to start seeing a big change in his abilities[10:30] – Carson’s book ‘The Birth of a Salesperson’ and why it is important you read it[14:24] – Some of the deals Carson has helped create and his philosophy on how to create deals[17:00] – Luigi and Carson discuss the holy trinity of sales and the traits of top-performers[20:50] – The driver for Luigi’s success in the sales[21:36] – Sales process Carson uses to drive sales[23:00] – Carson speaks about his beliefs on prospecting[27:00] – The challenge of having to many resources available to you[28:20] – Prioritising your time to get maximum benefit[30:30] – The non-negotiable activities[32:20] – Qualities Carson looks for in salespeople[33:22] – Carson talks about the need for endurance in sales[34:50] – Luigi and Carson talk about the need for growth in your career[36:40] – Has Carson ever had a really negative mindset after losing a deal[39:20] – Has there been a time where a lack of relationship or contention has cost Carson a deal[41:43] – The biggest influence on Carson’s career[44:55] – If given the opportunity what would Carson have done differently[46:56] – Some places you can go to connect with CarsonThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Habits you need to drive Sales SuccessThis week renowned author Carson Heady joins the podcast to discuss the habits a Sales Professional needs to be successful in the today’s world of sales.Working at Microsoft, one of the most prestigious companies in the world, Carson knows what drives success and from his experience he knows exactly what habits you need to develop to become a leading sales professional.Some places you can go to find Carson:<a href="https://www.linkedin.com/in/carsonvheady/" rel="nofollow" target="_blank">https://www.linkedin.com/in/carsonvheady/</a><a href="https://twitter.com/cvheady007" rel="nofollow" target="_blank">https://twitter.com/cvheady007</a><a href="https://www.facebook.com/Carson-V-Heady-125078150858064" rel="nofollow" target="_blank">https://www.facebook.com/Carson-V-Heady</a>Timestamps:[01:35] – How Carson started in sales[03:10] – Falling into the role of being a sales person[05:45] – The difference between B2B and B2C sales[06:42] – Should you expect to know everything?[08:55] – Carson explains what caused him to start seeing a big change in his abilities[10:30] – Carson’s book ‘The Birth of a Salesperson’ and why it is important you read it[14:24] – Some of the deals Carson has helped create and his philosophy on how to create deals[17:00] – Luigi and Carson discuss the holy trinity of sales and the traits of top-performers[20:50] – The driver for Luigi’s success in the sales[21:36] – Sales process Carson uses to drive sales[23:00] – Carson speaks about his beliefs on prospecting[27:00] – The challenge of having to many resources available to you[28:20] – Prioritising your time to get maximum benefit[30:30] – The non-negotiable activities[32:20] – Qualities Carson looks for in salespeople[33:22] – Carson talks about the need for endurance in sales[34:50] – Luigi and Carson talk about the need for growth in your career[36:40] – Has Carson ever had a really negative mindset after losing a deal[39:20] – Has there been a time where a lack of relationship or contention has cost Carson a deal[41:43] – The biggest influence on Carson’s career[44:55] – If given the opportunity what would Carson have done differently[46:56] – Some places you can go to connect with Carson This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Habits You Need to Drive Sales Success, with Carson Heady

Dana Cavalea

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30If you’ve engaged with any of my content or undertaken our training and coaching, you will have seen how passionate I am about getting your mindset right to succeed in Sales. It all starts with self and in order to be a high-performing sales professional, you need to get the fundamentals right. If you’ve yet to connect, send me an email or hit me up on LinkedIn and you can check out this article and other great content. Let’s start a discussion. https://www.linkedin.com/pulse/3-sales-secrets-10x-your-overnight-luigi-prestinenzi/ High-performing sales professionals share common characteristics. They are focused on learning and focused on being the best they can be, they are competitive, they have high expectations for themselves, high performers don’t shy away from hard work. They understand that in order to be the best, they must work hard and do what others aren’t prepared to do. So before you start hunting clients and trying to find hacks to increase sales think about your mindset and what you are doing daily to improve your attitude so you can be the best sales professional you can be.   This week we are joined by the New York Yankees Director of Strength and Conditioning, Coach Dana Cavalea. Coach Dana is one of THE BEST high-performance coaches in the business. Not only does he get results at the Yankees, but he is also a keynote speaker and Personal High Performance &amp; Executive Coach to CEO’s &amp; Execs at some of the top performing companies and athletes around the globe. Join us as we find out from Coach Dana what it takes to become a high-performance sales professional.  Where you can find Coach Dana    https://www.linkedin.com/in/danacavalea/  https://danacavalea.com  https://www.youtube.com/channel/UCTzgH9tgy–ekdtX7BprOEw/videos  https://twitter.com/danacavalea   https://www.facebook.com/coachdanacavalea/ Timestamps:  [01:40] – Coach Dana explains his journey to high-performance coaching [07:00] – How Coach Dana went from Yankees to the corporate world and their similarities [13:40] – THE definition of high performance [15:20] – Can you achieve high performance without achieving your desired result [17:20 ]– Not everyone has an ongoing strategy [21:30] – Learning to switch off [28:10] – The makings of a great coach [31:05] – Are there people who are not coachable? [32:45] – What you need to know when your team is performing  [38:30] – The key lessons about becoming a high performer  [49:30] – The key characteristics of all high performers  [52:20] – Biggest influence in Coach Dana’s career  [54:50] – Where you can find Coach Dana  This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30If you’ve engaged with any of my content or undertaken our training and coaching, you will have seen how passionate I am about getting your mindset right to succeed in Sales. It all starts with self and in order to be a high-performing sales professional, you need to get the fundamentals right. If you’ve yet to connect, send me an email or hit me up on LinkedIn and you can check out this article and other great content. Let’s start a discussion. <a href="https://www.linkedin.com/pulse/3-sales-secrets-10x-your-overnight-luigi-prestinenzi/" rel="nofollow" target="_blank">https://www.linkedin.com/pulse/3-sales-secrets-10x-your-overnight-luigi-prestinenzi/</a> High-performing sales professionals share common characteristics. They are focused on learning and focused on being the best they can be, they are competitive, they have high expectations for themselves, high performers don’t shy away from hard work. They understand that in order to be the best, they must work hard and do what others aren’t prepared to do. So before you start hunting clients and trying to find hacks to increase sales think about your mindset and what you are doing daily to improve your attitude so you can be the best sales professional you can be.   This week we are joined by the New York Yankees Director of Strength and Conditioning, Coach Dana Cavalea. Coach Dana is one of THE BEST high-performance coaches in the business. Not only does he get results at the Yankees, but he is also a keynote speaker and Personal High Performance &amp; Executive Coach to CEO’s &amp; Execs at some of the top performing companies and athletes around the globe. Join us as we find out from Coach Dana what it takes to become a high-performance sales professional.  Where you can find Coach Dana  <ul> <li> <a href="https://www.linkedin.com/in/danacavalea/" rel="nofollow" target="_blank">https://www.linkedin.com/in/danacavalea/</a></li> <li> <a href="https://danacavalea.com/" rel="nofollow" target="_blank">https://danacavalea.com</a></li> <li> <a href="https://www.youtube.com/channel/UCTzgH9tgy--ekdtX7BprOEw/videos" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCTzgH9tgy–ekdtX7BprOEw/videos</a></li> <li> <a href="https://twitter.com/danacavalea?lang=en" rel="nofollow" target="_blank">https://twitter.com/danacavalea</a> </li> <li> <a href="https://www.facebook.com/coachdanacavalea/" rel="nofollow" target="_blank">https://www.facebook.com/coachdanacavalea/</a></li> </ul>Timestamps:  [01:40] – Coach Dana explains his journey to high-performance coaching [07:00] – How Coach Dana went from Yankees to the corporate world and their similarities [13:40] – THE definition of high performance [15:20] – Can you achieve high performance without achieving your desired result [17:20 ]– Not everyone has an ongoing strategy [21:30] – Learning to switch off [28:10] – The makings of a great coach [31:05] – Are there people who are not coachable? [32:45] – What you need to know when your team is performing  [38:30] – The key lessons about becoming a high performer  [49:30] – The key characteristics of all high performers  [52:20] – Biggest influence in Coach Dana’s career  [54:50] – Where you can find Coach Dana  This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

How to Create a Mindset of High Performance, with Coach Dana Cavalea

Mario Martinez

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30With the constant change our customers face daily, the increased uptake of technology and busy being the new norm, we must continue to evolve our strategies to ensure that we are reaching our prospects and increasing our conversion rates. This week Mario Martinez Jr. joins the podcast to discuss omni-channel prospecting, what it is and how you can incorporate it into your current sales strategies.Mario Martinez:Mario is a sales expert, having been named one of 2019’s top sales influencers he has spent most of his life in sales, Mario knows what works and what doesn’t. A confident speaker and super knowledgeable, he is passionate about helping Sale Professionals increase their sales knowledge and adopt additional channels in their sales process.Places you can find Mario: https://twitter.com/M_3jr https://www.linkedin.com/in/mthreejr/ https://vengreso.com Timestamps:[02:10] – Mario Introduces himself and his journey into sales[05:20] – What Mario did at the start of his career that made him successful[07:45] – Is Mario still a learner of sales?[12:30] – No room for complacency in sales[15:40] – What is omni-channel prospecting?[18:30] – Understanding omni-Channel prospecting and how you can use it[24:50] – The importance of personalising your message and who should be responsible for it[28:50] – The PVC sales methodology[34:50] – The BVBV strategy[37:45] – What should we stop doing immediately as sales professionals[42:05] – Biggest influence on Mario[44:30] – Sales: art or science?This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30With the constant change our customers face daily, the increased uptake of technology and busy being the new norm, we must continue to evolve our strategies to ensure that we are reaching our prospects and increasing our conversion rates. This week Mario Martinez Jr. joins the podcast to discuss omni-channel prospecting, what it is and how you can incorporate it into your current sales strategies.Mario Martinez:Mario is a sales expert, having been named one of 2019’s top sales influencers he has spent most of his life in sales, Mario knows what works and what doesn’t. A confident speaker and super knowledgeable, he is passionate about helping Sale Professionals increase their sales knowledge and adopt additional channels in their sales process.Places you can find Mario:<ul> <li><a href="https://twitter.com/M_3jr" rel="nofollow" target="_blank">https://twitter.com/M_3jr</a></li> <li><a href="https://www.linkedin.com/in/mthreejr/" rel="nofollow" target="_blank">https://www.linkedin.com/in/mthreejr/</a></li> <li><a href="https://vengreso.com" rel="nofollow" target="_blank">https://vengreso.com</a></li> </ul>Timestamps:[02:10] – Mario Introduces himself and his journey into sales[05:20] – What Mario did at the start of his career that made him successful[07:45] – Is Mario still a learner of sales?[12:30] – No room for complacency in sales[15:40] – What is omni-channel prospecting?[18:30] – Understanding omni-Channel prospecting and how you can use it[24:50] – The importance of personalising your message and who should be responsible for it[28:50] – The PVC sales methodology[34:50] – The BVBV strategy[37:45] – What should we stop doing immediately as sales professionals[42:05] – Biggest influence on Mario[44:30] – Sales: art or science?This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Defining and Nailing It: Omni-Channel Prospecting, with Mario Martinez

Morgan J Ingram

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30The secret to successful outreachThis week, Linkedin’s top voice of 2018 Morgan J Ingram joins the podcast to discuss SDR outreach and how to master calling your prospects and booking those meetings.  Being both a keynote speaker and the host of the SDR Chronicles podcast, Morgan has spent a lot time learning the best ways to get through to his prospects and with the knowledge he shares we will be able to improve our outreach skills. Places you can find Morgan: https://www.linkedin.com/in/morganjingram/ https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA https://www.morganjingram.com/ https://www.facebook.com/morganjingram/ Timestamps: [00:23] – Luigi introduces this week’s topic [01:45] – How Morgan got into sales and focused on SDR [03:10] – The biggest challenge Morgan faced getting into sales [03:55] – The inspiration for Morgan to focus on building capability within the SDR function  [04:30] – Luigi and Morgan discuss how to be a good SDR [05:38] – How important is the phone as tool to generate prospects and opportunities?  [07:20] – Morgan’s guide to getting through call reluctance [09:40] – Advice on how to get yourself motivated and keep a positive mindset [11:04] – The first step to making an awesome cold call [12:04] – Morgan’s simple process as to how to build your target persona [14:00] – Adjusting your tone and pace is critical in a call  [15:03] – Did Morgan find it difficult to adjust his pace? [16:15] – What can we ask to peak the customers interest? [17:45] – Overcoming the objection of “don’t have the time” and “we have another provider”  [20:40] – Handling the objection of “not for another 6 months” [23:05] – A retrospective look on what Luigi should have done when he was faced with an objection [25:14] – What a good sales cadence looks like [27:02] – Morgan and Luigi discuss what 3 tools you need for prospecting [29:25] – Morgan’s guide to getting past the gatekeeper [30:40] – What to do to get past the EAs and PAs  [32:00] – What you MUST do when prospecting [33:10] – Biggest influences in Morgan’s career [35:20] – What would Morgan have done differentlyThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30The secret to successful outreachThis week, Linkedin’s top voice of 2018 Morgan J Ingram joins the podcast to discuss SDR outreach and how to master calling your prospects and booking those meetings.  Being both a keynote speaker and the host of the SDR Chronicles podcast, Morgan has spent a lot time learning the best ways to get through to his prospects and with the knowledge he shares we will be able to improve our outreach skills. Places you can find Morgan: <a href="https://www.linkedin.com/in/morganjingram/" rel="nofollow" target="_blank">https://www.linkedin.com/in/morganjingram/</a> <a href="https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA" rel="nofollow" target="_blank">https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA</a> <a href="https://www.morganjingram.com/" rel="nofollow" target="_blank">https://www.morganjingram.com/</a> <a href="https://www.facebook.com/morganjingram/" rel="nofollow" target="_blank">https://www.facebook.com/morganjingram/</a> Timestamps: [00:23] – Luigi introduces this week’s topic [01:45] – How Morgan got into sales and focused on SDR [03:10] – The biggest challenge Morgan faced getting into sales [03:55] – The inspiration for Morgan to focus on building capability within the SDR function  [04:30] – Luigi and Morgan discuss how to be a good SDR [05:38] – How important is the phone as tool to generate prospects and opportunities?  [07:20] – Morgan’s guide to getting through call reluctance [09:40] – Advice on how to get yourself motivated and keep a positive mindset [11:04] – The first step to making an awesome cold call [12:04] – Morgan’s simple process as to how to build your target persona [14:00] – Adjusting your tone and pace is critical in a call  [15:03] – Did Morgan find it difficult to adjust his pace? [16:15] – What can we ask to peak the customers interest? [17:45] – Overcoming the objection of “don’t have the time” and “we have another provider”  [20:40] – Handling the objection of “not for another 6 months” [23:05] – A retrospective look on what Luigi should have done when he was faced with an objection [25:14] – What a good sales cadence looks like [27:02] – Morgan and Luigi discuss what 3 tools you need for prospecting [29:25] – Morgan’s guide to getting past the gatekeeper [30:40] – What to do to get past the EAs and PAs  [32:00] – What you MUST do when prospecting [33:10] – Biggest influences in Morgan’s career [35:20] – What would Morgan have done differentlyThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

The Secret to Successful Outreach, with Morgan J Ingram

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Tips to get your pipeline humming.Increasing your pipeline is the goal of ever Sales professional… but are you doing it the right way? This week we look back at some of the most important advice that each of our guest have given us so that we can push forward on our journey to becoming the best sales professionals we can be.Do you have an experience you would like to share or something you would like to say? Then let us know in the comment section below. We would love to hear from you.Timestamps[0:00] – Host Luigi introduces this weeks podcast. Talks about why and his mission to help sales people grow by creating and sharing content.[3:47] – Mark Hunter talks about what his definition of prospecting is. Helping others see and achieve what they did not think what is possible.[4:51] – Changing the perception of sales. Mark has rant on his mission and talks about what sales people must do and be authentic with a level of integrity to create trust and confidence.[6:09] – Mark shares his philosophy on prospecting and what strategies are working. Phone isn’t dead. Call the right person at the right time with the right message.[7:55] – The social selling king talks about best way to start a conversation on LinkedIn. Talks about not throwing up on the prospect on social. Ask questions and start genuine chats.[9:45] – Importance of Mindset. Daniel shares his view on what high performance looks like on social. Finding the right buyer versus selling to anyone[10:40] – Daniel provides coaching on a real life scenario on when a buyer doesn’t respond on social. Massaging the prospect. Not with your hands!! Socially interact with their content. Don’t under value how powerful like and comment will have on warming the prospect up[12:15] – Student of Sales. Selling with the heart by Larry Levine. Passion and being authentic is key. Hard work is key. Being committed to the work load required to be successful. Larry shares his raw and honest feedback about why prospecting and learning cant be beneath even the most experienced sales professional.[15:07] – Athletes train all the time why don’t sales people. Larry and Luigi have a lot of fun and Larry is on a rampage and shares why being held accountable is key in any part of the sales process. Do sales professionals hold them selves accountable like athletes do. How many practice plan and come to work every single day ready to success.[19:00] If we don’t practice, role play we are just doing activity. Move away from being the empty suit and don’t be a Debbie downer. Larry practices, prepares every single day.[20:25] – Using technology to help you prospect and why using a combo model is key with Tony Hughes who shares a summary of research that between 7 and 13 outreach attempts required to get engagement.[21:41] – Its not just the number of touches. It’s the way you execute. Tony talks about using different channels to engage with your prospect. Combination of activity grabs someone’s attention.[23:20] – Why determination is key and having the right value narrative is focused on your customer. Being politely and positively persistent is key. Narrative is about them and the value you provide.[24:45] – Mareo talks about what he does to get the best out of his sales team. Intrinsic versus external motivators.[26:28] – Why creating value is the whole game in the sales process by Anthony Iannarino.[27:45] – Product doesn’t need to create grater value. Taking out competitors starts with you, by being willing to create greater value through the experience with the sales professional.This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Tips to get your pipeline humming.Increasing your pipeline is the goal of ever Sales professional… but are you doing it the right way? This week we look back at some of the most important advice that each of our guest have given us so that we can push forward on our journey to becoming the best sales professionals we can be.Do you have an experience you would like to share or something you would like to say? Then let us know in the comment section below. We would love to hear from you.Timestamps[0:00] – Host Luigi introduces this weeks podcast. Talks about why and his mission to help sales people grow by creating and sharing content.[3:47] – Mark Hunter talks about what his definition of prospecting is. Helping others see and achieve what they did not think what is possible.[4:51] – Changing the perception of sales. Mark has rant on his mission and talks about what sales people must do and be authentic with a level of integrity to create trust and confidence.[6:09] – Mark shares his philosophy on prospecting and what strategies are working. Phone isn’t dead. Call the right person at the right time with the right message.[7:55] – The social selling king talks about best way to start a conversation on LinkedIn. Talks about not throwing up on the prospect on social. Ask questions and start genuine chats.[9:45] – Importance of Mindset. Daniel shares his view on what high performance looks like on social. Finding the right buyer versus selling to anyone[10:40] – Daniel provides coaching on a real life scenario on when a buyer doesn’t respond on social. Massaging the prospect. Not with your hands!! Socially interact with their content. Don’t under value how powerful like and comment will have on warming the prospect up[12:15] – Student of Sales. Selling with the heart by Larry Levine. Passion and being authentic is key. Hard work is key. Being committed to the work load required to be successful. Larry shares his raw and honest feedback about why prospecting and learning cant be beneath even the most experienced sales professional.[15:07] – Athletes train all the time why don’t sales people. Larry and Luigi have a lot of fun and Larry is on a rampage and shares why being held accountable is key in any part of the sales process. Do sales professionals hold them selves accountable like athletes do. How many practice plan and come to work every single day ready to success.[19:00] If we don’t practice, role play we are just doing activity. Move away from being the empty suit and don’t be a Debbie downer. Larry practices, prepares every single day.[20:25] – Using technology to help you prospect and why using a combo model is key with Tony Hughes who shares a summary of research that between 7 and 13 outreach attempts required to get engagement.[21:41] – Its not just the number of touches. It’s the way you execute. Tony talks about using different channels to engage with your prospect. Combination of activity grabs someone’s attention.[23:20] – Why determination is key and having the right value narrative is focused on your customer. Being politely and positively persistent is key. Narrative is about them and the value you provide.[24:45] – Mareo talks about what he does to get the best out of his sales team. Intrinsic versus external motivators.[26:28] – Why creating value is the whole game in the sales process by Anthony Iannarino.[27:45] – Product doesn’t need to create grater value. Taking out competitors starts with you, by being willing to create greater value through the experience with the sales professional.This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Tips to Get Your Pipeline Humming

Donald C. Kelly

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Donald C. Kelly is THE Sales Evangelist. As one of the leading figures in the sales industry, a sales coach and the host of his own podcast “The $ales Evangelist”, Donald has spent 5 years both learning and discussing the different ways in which our industry has changed, in addition to the experiences of different sales leaders from around the globe. Donald is truly an inspirational guy, and someone to look up to for the mindset and attitude he brings to work each day.This episode is packed with loads of great content about mindset and awesome stories about Donald’s podcast. As you listen to this episode, consider your mindset, how you show up every day and what you could be doing right now to become the next sales gun in your organisation.Where you can find Donald:– https://www.linkedin.com/in/donaldckelly/– https://twitter.com/DonaldCKelly– https://thesalesevangelist.comTimestamps:[02:40] – Donald and Luigi discuss their podcasts and the effort that goes into making them[05:25] – Donald shares his journey into sales[08:00] – What made Donald’s father such a big influence in his career[10:50] – What inspired Donald to start “The $ales Evangelist” podcast?[15:00] – Moments Donald looked back and thought ‘What an episode!’[17:30] – Common traits and skills of high performers[23:40] – How Donald breaks out of a negative mindset[30:20] – The importance of having a morning routine and a positive mindset[39:00] – The little things that make a high performer stand out above the rest of the crowd[43:30] – What Donald would have done differently[46:10] – Sales: an art or science? [Luigi at it again!! Ed][48:00] – Where you can find DonaldThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Donald C. Kelly is THE Sales Evangelist. As one of the leading figures in the sales industry, a sales coach and the host of his own podcast “The $ales Evangelist”, Donald has spent 5 years both learning and discussing the different ways in which our industry has changed, in addition to the experiences of different sales leaders from around the globe. Donald is truly an inspirational guy, and someone to look up to for the mindset and attitude he brings to work each day.This episode is packed with loads of great content about mindset and awesome stories about Donald’s podcast. As you listen to this episode, consider your mindset, how you show up every day and what you could be doing right now to become the next sales gun in your organisation.Where you can find Donald:– <a href="https://www.linkedin.com/in/donaldckelly/" rel="nofollow" target="_blank">https://www.linkedin.com/in/donaldckelly/</a>– <a href="https://twitter.com/DonaldCKelly" rel="nofollow" target="_blank">https://twitter.com/DonaldCKelly</a>– <a href="https://thesalesevangelist.com" rel="nofollow" target="_blank">https://thesalesevangelist.com</a>Timestamps:[02:40] – Donald and Luigi discuss their podcasts and the effort that goes into making them[05:25] – Donald shares his journey into sales[08:00] – What made Donald’s father such a big influence in his career[10:50] – What inspired Donald to start “The $ales Evangelist” podcast?[15:00] – Moments Donald looked back and thought ‘What an episode!’[17:30] – Common traits and skills of high performers[23:40] – How Donald breaks out of a negative mindset[30:20] – The importance of having a morning routine and a positive mindset[39:00] – The little things that make a high performer stand out above the rest of the crowd[43:30] – What Donald would have done differently[46:10] – Sales: an art or science? [Luigi at it again!! Ed][48:00] – Where you can find DonaldThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Sales Secrets from the Sales Evangelist, with Donald C. Kelly

Shawn Finder

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Increasing your pipeline velocity is critical in your sales role as it allows you to power through and close more deals. This week Shawn Finder, author of the B2B Sales handbook and renowned sales entrepreneur, joins the podcast to discuss the most important things you can be doing right now to increase your lead generation and pipeline velocity.Places you can find Shawn: https://www.linkedin.com/in/shawnfinder/?originalSubdomain=ca https://autoklose.com The B2B Sales Handbook:https://autoklose.com/b2bbook/Timestamps:[01:38 ]– Why Shawn became an entrepreneur rather than going pro in tennis[04:45] – Roles that helped Shawn to build his skills in sales[07:45] – Shawn’s goals for Autoklose[09:36] – What makes an email campaign effective?[12:00] – When to move on to your next opportunity[14:37] – Does a combination of multiple reach platforms affect your ability to reach your prospect?[16:10] – Content you should be creating to give value[19:20] – A quick recap from Luigi[20:10] – The best way to write an email[22:20] – Inspiration for the B2B sales handbook[26:35] – The need for sales coaches in the industry[28:40] – How competitive sport helped Shawn develop skills for the sales industry[32:15] – Biggest influence in Shawn’s career[33:49] – What would Shawn have done differently[35:15] – You should do this right now!This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Increasing your pipeline velocity is critical in your sales role as it allows you to power through and close more deals. This week Shawn Finder, author of the B2B Sales handbook and renowned sales entrepreneur, joins the podcast to discuss the most important things you can be doing right now to increase your lead generation and pipeline velocity.Places you can find Shawn:<ul> <li><a href="https://www.linkedin.com/in/shawnfinder/?originalSubdomain=ca" rel="nofollow" target="_blank">https://www.linkedin.com/in/shawnfinder/?originalSubdomain=ca</a></li> <li><a href="https://autoklose.com" rel="nofollow" target="_blank">https://autoklose.com</a></li> </ul>The B2B Sales Handbook:<ul><li><a href="https://autoklose.com/b2bbook/" rel="nofollow" target="_blank">https://autoklose.com/b2bbook/</a></li></ul>Timestamps:[01:38 ]– Why Shawn became an entrepreneur rather than going pro in tennis[04:45] – Roles that helped Shawn to build his skills in sales[07:45] – Shawn’s goals for Autoklose[09:36] – What makes an email campaign effective?[12:00] – When to move on to your next opportunity[14:37] – Does a combination of multiple reach platforms affect your ability to reach your prospect?[16:10] – Content you should be creating to give value[19:20] – A quick recap from Luigi[20:10] – The best way to write an email[22:20] – Inspiration for the B2B sales handbook[26:35] – The need for sales coaches in the industry[28:40] – How competitive sport helped Shawn develop skills for the sales industry[32:15] – Biggest influence in Shawn’s career[33:49] – What would Shawn have done differently[35:15] – You should do this right now!This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

How to Generate More Leads and Increase Pipeline Velocity, with Shawn Finder

Richard Harris

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Are you asking the right questions?The first 7 – 8 seconds of your first call are so critical – they are the difference between opening the door to give you the opportunity to start building a relationship or another lead dropping out of your pipeline. And once you’ve opened the door, if you are not building rapport and directly showing a prospect how you can provide value – they are not going to be interested in meeting you to further the conversation on what you can do for them.Joining the podcast this week is Richard Harris. With over 20 years of sales experience Richard is the expert on getting into first meetings, and with his guidance, we learn the key tips and tricks to nail those first calls and start filling your funnel.Places you can find Richard:https://www.linkedin.com/in/rharris415/www.twitter.com/rharris415https://theharrisconsultinggroup.comTimestamps:[02:10] – Richard’s journey into sales[06:10] – The inspiration for Richard to start his business[09:30] – What great salespeople do that make them stand out[12:12] – Creating a burning desire in your team[15:20] – If there’s still no desire, it’s time to make them aware[17:20] – How we can provide value at the start of the sales process[19:20] – Questions to help you get that first meeting[23:02] – Building rapport and the relationship to give you the right to ask those deeper questions[28:28] – What you can do to create value[31:40] – what points are you targeting with your questions[32:45 ]– Is this just B2B or can we also use it for B2C?[36:30] – Creating the right recipe to reach for success[38:32] – Debriefing your sales team[41:11] – Questions to gain commitment to the sale[43:24] – MUST do’s in the sales process[44:36] – MUST never do in the sales process[44:24] – Is sales a science or art?[49:16] – The biggest influence in Richard’s sales career[51:53] – What Richard would do differentlyThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Are you asking the right questions?The first 7 – 8 seconds of your first call are so critical – they are the difference between opening the door to give you the opportunity to start building a relationship or another lead dropping out of your pipeline. And once you’ve opened the door, if you are not building rapport and directly showing a prospect how you can provide value – they are not going to be interested in meeting you to further the conversation on what you can do for them.Joining the podcast this week is Richard Harris. With over 20 years of sales experience Richard is the expert on getting into first meetings, and with his guidance, we learn the key tips and tricks to nail those first calls and start filling your funnel.Places you can find Richard:<a href="https://www.linkedin.com/in/rharris415/" rel="nofollow" target="_blank">https://www.linkedin.com/in/rharris415/</a><a href="https://twitter.com/rharris415" rel="nofollow" target="_blank">www.twitter.com/rharris415</a><a href="https://theharrisconsultinggroup.com" rel="nofollow" target="_blank">https://theharrisconsultinggroup.com</a>Timestamps:[02:10] – Richard’s journey into sales[06:10] – The inspiration for Richard to start his business[09:30] – What great salespeople do that make them stand out[12:12] – Creating a burning desire in your team[15:20] – If there’s still no desire, it’s time to make them aware[17:20] – How we can provide value at the start of the sales process[19:20] – Questions to help you get that first meeting[23:02] – Building rapport and the relationship to give you the right to ask those deeper questions[28:28] – What you can do to create value[31:40] – what points are you targeting with your questions[32:45 ]– Is this just B2B or can we also use it for B2C?[36:30] – Creating the right recipe to reach for success[38:32] – Debriefing your sales team[41:11] – Questions to gain commitment to the sale[43:24] – MUST do’s in the sales process[44:36] – MUST never do in the sales process[44:24] – Is sales a science or art?[49:16] – The biggest influence in Richard’s sales career[51:53] – What Richard would do differentlyThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Are You Asking the Right Questions, with Richard Harris

Kerwin Rae

This episode is brought to you by Growth Forum - sign up for 45-days freeThis week we welcome Kerwin Rae to the podcast. When it comes to personal development and high performance Kerwin is the man you want to talk to. With over 10 years of sales and marketing experience in 11 different countries Kerwin is Australia’s leading business strategist and high-performance specialist. Through all his experiences and the knowledge he has gained, Kerwin definitely knows what it means to #Bethebestyoucanbe. This week we discuss Kerwin’s inspirations and journey in sales, what high performance looks like and how to both tolerate and overcome your fears. Make sure you have your notepads ready because there are some great lessons that you can take from this episode and apply to not just your sales career but everyday life as well.Where you can find Kerwin:www.kerwinrae.comwww.linkedin.com/in/kerwinrae www.twitter.com/kerwinrae www.facebook.com/kerwinrae/Timestamps:[00:25] - Luigi Introduces Kerwin Rae and the themes of this episode[02:20] - Kerwin’s journey into the world of sales and personal development[07:50] - Kerwin’s inspiration for helping people develop their skills[12:00] - Overcoming a difficult situation with a growth mindset[16:20] - Some simple steps to push you to #bethebestyoucanbe[17:20] - Kerwin’s definition of high-performance[18:35] - Learning to tolerate fear [26:00] - What’s next for Kerwin?[30:20] - Biggest influence in Kerwin’s career[32:15] - The importance of Tension[34:50] - Skills that separate great salespeople from everyone else This episode is brought to you by Growth Forum - sign up for 45-days free

This episode is brought to you by<a href="https://growthforum.io/" rel="nofollow" target="_blank"> Growth Forum - sign up for 45-days free</a>This week we welcome Kerwin Rae to the podcast. When it comes to personal development and high performance Kerwin is the man you want to talk to. With over 10 years of sales and marketing experience in 11 different countries Kerwin is Australia’s leading business strategist and high-performance specialist. Through all his experiences and the knowledge he has gained, Kerwin definitely knows what it means to #Bethebestyoucanbe. This week we discuss Kerwin’s inspirations and journey in sales, what high performance looks like and how to both tolerate and overcome your fears. Make sure you have your notepads ready because there are some great lessons that you can take from this episode and apply to not just your sales career but everyday life as well.Where you can find Kerwin:<a href="www.kerwinrae.com" rel="nofollow" target="_blank">www.kerwinrae.com</a><a href="http://www.linkedin.com/in/kerwinrae" rel="nofollow" target="_blank">www.linkedin.com/in/kerwinrae</a> <a href="www.twitter.com/kerwinrae%C2%A0" rel="nofollow" target="_blank">www.twitter.com/kerwinrae </a><a href="https://www.facebook.com/kerwinrae/" rel="nofollow" target="_blank">www.facebook.com/kerwinrae/</a>Timestamps:[00:25] - Luigi Introduces Kerwin Rae and the themes of this episode[02:20] - Kerwin’s journey into the world of sales and personal development[07:50] - Kerwin’s inspiration for helping people develop their skills[12:00] - Overcoming a difficult situation with a growth mindset[16:20] - Some simple steps to push you to #bethebestyoucanbe[17:20] - Kerwin’s definition of high-performance[18:35] - Learning to tolerate fear [26:00] - What’s next for Kerwin?[30:20] - Biggest influence in Kerwin’s career[32:15] - The importance of Tension[34:50] - Skills that separate great salespeople from everyone else This episode is brought to you by<a href="https://growthforum.io/" rel="nofollow" target="_blank"> Growth Forum - sign up for 45-days free</a>

Just One More Step, with Kerwin Rae

Tamara Schenk

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30This week Tamara Schenk joins the podcast. She is an author, keynote speaker and Sales Enablement Evangelist who has a strong belief in helping everyone to become the best salespeople they can be (yes…just like us!). This week we discuss some of the reports which Tamara has created and the impact her research will have on the world of sales.Places you can find Tamara: http://blog.tamaraschenk.com https://www.csoinsights.com https://twitter.com/tamaraschenk https://www.linkedin.com/in/tamaraschenk/?originalSubdomain=de Timestamps:[01:10] – Tamara explains how she got into sales and sales enablement[07:10] – Tamara discusses the troubles she had when implementing a sales enablement strategy in her company have[10:50] – Tamara explains her definition of sales enablement[13:25] – Luigi and Tamara discuss some of the key learnings you will get from reading her reports[17:35] – Tamara talks about sales methodology and whether it is applied in the real world[20:35] – If you don’t have a sales function…this is what you should be doing right now[25:40] – What happens when you process plateaus?[27:48] – How important is C-level executive buy-in for enablement strategies?[31:50] – Enablement services available for salespeople to use[34:00] – Do sales teams who have coaches achieve more?[36:24] – What you can do to help you to become a better salesperson[41:05] – Sales: an art or a science?[43:02] – What Tamara would do differently if she had her time again[44:20] – Has having experience in multiple fields affected Tamara’s ability skills and the knowledge she has gained?[46:30] – Places you can find TamaraThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30This week Tamara Schenk joins the podcast. She is an author, keynote speaker and Sales Enablement Evangelist who has a strong belief in helping everyone to become the best salespeople they can be (yes…just like us!). This week we discuss some of the reports which Tamara has created and the impact her research will have on the world of sales.Places you can find Tamara:<ul> <li><a href="http://blog.tamaraschenk.com" rel="nofollow" target="_blank">http://blog.tamaraschenk.com</a></li> <li><a href="https://www.csoinsights.com" rel="nofollow" target="_blank">https://www.csoinsights.com</a></li> <li><a href="https://twitter.com/tamaraschenk?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor" rel="nofollow" target="_blank">https://twitter.com/tamaraschenk</a></li> <li><a href="https://www.linkedin.com/in/tamaraschenk/?originalSubdomain=de" rel="nofollow" target="_blank">https://www.linkedin.com/in/tamaraschenk/?originalSubdomain=de</a></li> </ul>Timestamps:[01:10] – Tamara explains how she got into sales and sales enablement[07:10] – Tamara discusses the troubles she had when implementing a sales enablement strategy in her company have[10:50] – Tamara explains her definition of sales enablement[13:25] – Luigi and Tamara discuss some of the key learnings you will get from reading her reports[17:35] – Tamara talks about sales methodology and whether it is applied in the real world[20:35] – If you don’t have a sales function…this is what you should be doing right now[25:40] – What happens when you process plateaus?[27:48] – How important is C-level executive buy-in for enablement strategies?[31:50] – Enablement services available for salespeople to use[34:00] – Do sales teams who have coaches achieve more?[36:24] – What you can do to help you to become a better salesperson[41:05] – Sales: an art or a science?[43:02] – What Tamara would do differently if she had her time again[44:20] – Has having experience in multiple fields affected Tamara’s ability skills and the knowledge she has gained?[46:30] – Places you can find TamaraThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Sales Enablement: Driving Success, with Tamara Schenk

Tony Hughes

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30“If you deliver the right message, what will they think as alerts ding away on their cell phone…. Go beyond social selling and think digital selling. Harness all the tools available combined with your own value narrative and Wile. E Coyote determination and cunning.”– Tony Hughes, Combo Prospecting, page 53-54ProspectingProspecting is a vital part of the sales process as it is essentially getting your foot in the door, but what happens when you are in that first meeting with a potential client? The narrative you present is everything.Joining us this week is the award-winning, international keynote speaker Tony Hughes, talking with us about his experience in both prospecting and creating the world’s leading sales blog on LinkedIn. With over 35 years in business and sales Tony has truly become a master of his craft and with the knowledge he shares, we can take another step on our journey to becoming true sales professionals.Other places to find out more about Tony: https://www.tonyhughes.com.au/ https://www.rsvpselling.com/ https://www.linkedin.com/in/hughestony/ Tony’s books:https://www.rsvpselling.com/sales-enablement/If you have time to read (and you should always MAKE time for reading) checkout the article on six key prospecting tips I wrote to make sure you are getting the fundamentals right, then follow up this podcast and listen to a cracking episode featuring Mark Hunter. Time Stamps:[00:30] – Tony explains how he got into sales[01:57] – The differences between sales in the US and Australia[03:30] – Perceptions of a salesperson[05:40] – How to change that perception[07:20] – The importance of having the right narrative when trying to sell[10:22] – Some elements that helped Tony become successful on LinkedIn[11:20] – Why Tony started blogging[13:50] – Cold calling vs Social selling[14:30] – Luigi proves that people do pick up the phone[15:30] – Tony reinforces the narrative is vital[17:30] – Is Social selling a mechanism to help us prospect?[20:00] – Trigger events[21:45] – The motivation for writing combo prospecting[25:40] – If people aren’t making calls how are they going to prospect?[28:45] – The average contact attempts to engage a prospect[33:20] – Who and what have been the biggest influences in Tony’s career[33:55] – What to do if someone has a valid reason to say no[39:20] – What Tony would do differently[40:40] – One action you can do immediately to improve your sales ability[42:30] – Tony tells us some places that you can find himThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30“If you deliver the right message, what will they think as alerts ding away on their cell phone…. Go beyond social selling and think digital selling. Harness all the tools available combined with your own value narrative and Wile. E Coyote determination and cunning.”– Tony Hughes, Combo Prospecting, page 53-54ProspectingProspecting is a vital part of the sales process as it is essentially getting your foot in the door, but what happens when you are in that first meeting with a potential client? The narrative you present is everything.Joining us this week is the award-winning, international keynote speaker Tony Hughes, talking with us about his experience in both prospecting and creating the world’s leading sales blog on LinkedIn. With over 35 years in business and sales Tony has truly become a master of his craft and with the knowledge he shares, we can take another step on our journey to becoming true sales professionals.Other places to find out more about Tony:<ul> <li><a href="https://www.tonyhughes.com.au/" rel="nofollow" target="_blank">https://www.tonyhughes.com.au/</a></li> <li><a href="https://www.rsvpselling.com/" rel="nofollow" target="_blank">https://www.rsvpselling.com/</a></li> <li><a href="https://www.linkedin.com/in/hughestony/" rel="nofollow" target="_blank">https://www.linkedin.com/in/hughestony/</a></li> </ul>Tony’s books:<ul><li><a href="https://www.rsvpselling.com/sales-enablement/" rel="nofollow" target="_blank">https://www.rsvpselling.com/sales-enablement/</a></li></ul>If you have time to read (and you should always MAKE time for reading) checkout the article on <a href="http://More%20on%20prospecting:%20For%20more%20information%20on%20this%20topic%20go%20to%20the%20following%20blog%20post%20and%20podcast%20episode:%20https://salesiqpodcast.com/blog/six-key-prospecting-tips-to-ensure-2019-starts-with-a-bang/%C2%A0%20https://salesiqpodcast.com/mark-hunter-prospecting/" rel="nofollow" target="_blank">six key prospecting tips</a> I wrote to make sure you are getting the fundamentals right, then follow up this podcast and listen to a cracking episode featuring <a href="http://More%20on%20prospecting:%20For%20more%20information%20on%20this%20topic%20go%20to%20the%20following%20blog%20post%20and%20podcast%20episode:%20https://salesiqpodcast.com/blog/six-key-prospecting-tips-to-ensure-2019-starts-with-a-bang/%C2%A0%20https://salesiqpodcast.com/mark-hunter-prospecting/" rel="nofollow" target="_blank">Mark Hunter</a>. Time Stamps:[00:30] – Tony explains how he got into sales[01:57] – The differences between sales in the US and Australia[03:30] – Perceptions of a salesperson[05:40] – How to change that perception[07:20] – The importance of having the right narrative when trying to sell[10:22] – Some elements that helped Tony become successful on LinkedIn[11:20] – Why Tony started blogging[13:50] – Cold calling vs Social selling[14:30] – Luigi proves that people do pick up the phone[15:30] – Tony reinforces the narrative is vital[17:30] – Is Social selling a mechanism to help us prospect?[20:00] – Trigger events[21:45] – The motivation for writing combo prospecting[25:40] – If people aren’t making calls how are they going to prospect?[28:45] – The average contact attempts to engage a prospect[33:20] – Who and what have been the biggest influences in Tony’s career[33:55] – What to do if someone has a valid reason to say no[39:20] – What Tony would do differently[40:40] – One action you can do immediately to improve your sales ability[42:30] – Tony tells us some places that you can find himThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Prospecting: How Good is YOUR Narrative, with Tony Hughes

Marylou Tyler

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Starting conversations with people you don’t knowUnderstanding your company’s target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients.This week, prospecting and persona expert Marylou Tyler joins the podcast to discuss prospecting and the importance of creating the ideal personas within your target market so that you, as a sales professional can better understand the needs of your prospects and what you can do to lead them towards a meeting or sale. Having spent the last 30 years perfecting lead generation for top-of-funnel business development, Marylou knows how important the personas you use are in sales and marketing and with the knowledge she shares with us, we can take another step forward in our sales careers.  Some places you can find Marylouhttps://predictableedu.com/courses-all/http://maryloutyler.comhttp://maryloutyler.com/predictable-prospecting/https://www.linkedin.com/in/maryloutyler/ Timestamps:[01:00] – How Marylou got into sales[03:10] – At the time when Marylou got into sales, what were her perceptions around it?[04:40] – What were some of the things which Marylou had to do when she first got into sales[07:10] – How did Marylou start to learn about the sales process and skills needed in sales today?[08:06] – What were Mary’s inspirations for writing her books[10:23] – What is Mary’s definition of prospecting[11:25] – Marylou talks about account-based development[14:40] – The importance of creating an ideal account profile and how we can start the process of building this account?[17:50] – Do we create a single persona or multiple personas for accounts that we are targeting[21:00] – Should we be mapping our touch-points with our prospects so that we are clear on who we are targeting and what stage of the buying process they are at[22:29] – What type of account and what size in revenue should we be using this tactic with[24:37] – What are some strategies we can employ to start the engagement process[26:45] – In Marylou’s experience what has been the most consistent touch-point that you can use to reach your prospects[28:55] – How can we lead our prospect into the first contact?[31:18] – When you know that the customer isn’t going to be impacted by your company’s marketing what do you do?[33:45] – Is cold calling still effective?[36:20] – What are some of the most important tools we can use to get our prospect into the top pf the funnel[39:45] – Is prospecting something that mature, experienced salespeople should be doing?[41:30] – Some of the key habits highly successful SDR’s have[44:05] – Biggest influence in your sales career and why?[47:11] – What Marylou wished she new when she started her career in salesThis episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30Starting conversations with people you don’t know Understanding your company’s target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients.This week, prospecting and persona expert Marylou Tyler joins the podcast to discuss prospecting and the importance of creating the ideal personas within your target market so that you, as a sales professional can better understand the needs of your prospects and what you can do to lead them towards a meeting or sale. Having spent the last 30 years perfecting lead generation for top-of-funnel business development, Marylou knows how important the personas you use are in sales and marketing and with the knowledge she shares with us, we can take another step forward in our sales careers.  Some places you can find Marylou<a href="https://predictableedu.com/courses-all/" rel="nofollow" target="_blank">https://predictableedu.com/courses-all/</a><a href="http://maryloutyler.com" rel="nofollow" target="_blank">http://maryloutyler.com</a><a href="http://maryloutyler.com/predictable-prospecting/" rel="nofollow" target="_blank">http://maryloutyler.com/predictable-prospecting/</a><a href="https://www.linkedin.com/in/maryloutyler/" rel="nofollow" target="_blank">https://www.linkedin.com/in/maryloutyler/</a> Timestamps:[01:00] – How Marylou got into sales[03:10] – At the time when Marylou got into sales, what were her perceptions around it?[04:40] – What were some of the things which Marylou had to do when she first got into sales[07:10] – How did Marylou start to learn about the sales process and skills needed in sales today?[08:06] – What were Mary’s inspirations for writing her books[10:23] – What is Mary’s definition of prospecting[11:25] – Marylou talks about account-based development[14:40] – The importance of creating an ideal account profile and how we can start the process of building this account?[17:50] – Do we create a single persona or multiple personas for accounts that we are targeting[21:00] – Should we be mapping our touch-points with our prospects so that we are clear on who we are targeting and what stage of the buying process they are at[22:29] – What type of account and what size in revenue should we be using this tactic with[24:37] – What are some strategies we can employ to start the engagement process[26:45] – In Marylou’s experience what has been the most consistent touch-point that you can use to reach your prospects[28:55] – How can we lead our prospect into the first contact?[31:18] – When you know that the customer isn’t going to be impacted by your company’s marketing what do you do?[33:45] – Is cold calling still effective?[36:20] – What are some of the most important tools we can use to get our prospect into the top pf the funnel[39:45] – Is prospecting something that mature, experienced salespeople should be doing?[41:30] – Some of the key habits highly successful SDR’s have[44:05] – Biggest influence in your sales career and why?[47:11] – What Marylou wished she new when she started her career in salesThis episode is brought to you by Growth Forum - <a href="https://growthforum.io/" rel="nofollow" target="_blank">sign up for 30-days free</a>, use the code: GROW30

Starting Conversations With People You Don’t Know, with Marylou Tyler

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