Rank #1: 10 Steps To Launching A Digital Selling Program, Episode #99
Digital selling is here to stay. Have you admitted that to yourself yet? Sales organizations around the globe need to jump on the digital bandwagon. If you don’t, your company is on its way down. But don't let that deter you. If you don’t have a digital selling program implemented within your sales organization, your excuses are over. This episode of #SellingWithSocial explains exactly how you can do it, incrementally, step by step.
Rank #2: Cultivating a Growth Mindset, with Steve Nudelberg, Episode #31
On this episode of #SellingWithSocial, you’ll hear from sales and growth expert Steve Nudelberg. Steve is an author, sales trainer, consultant, keynote speaker, and serial salesman and entrepreneur. He created On the Ball – a company that invests time and talent in emerging businesses and corporate teams to help them grow. Don’t miss this episode as Steve reveals some of those helpful lessons from his book and how you can start to develop a growth mindset today!
Rank #3: What You Need To Know About Customer Obsession & The Digital Revolution, with Toby Carrington, Episode #45
How can your team take full advantage of the recent emphasis on customer obsession? Is your approach poised to address the current trends and changes brought about by the digital revolution? On this episode of #SellingWithSocial, you’ll hear from guest expert Toby Carrington. Toby has been with the Siemens group of companies for 16 years working in senior roles in sales operations, finance and business administration.
Rank #4: When Buyers Say NO, with Tom Hopkins, Episode #23
As a salesperson, what is your response when buyers say no? Do you get defensive? Do you get too aggressive? How can you possibly turn their “No” into a “Yes?” On this episode of #SellingWithSocial, you’ll hear from sales expert, Tom Hopkins. Tom carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship. Over five million sales professionals & entrepreneurs on five continents have attended Tom’s high-energy live seminars. Tom personally conducts 30+ seminars each year traveling throughout the North America, Europe, Asia, Australia, and South Africa. Don’t miss this powerful episode so you can learn the BEST response for when buyers say no! To be Terrific, You Have to be Specific - It’s Life’s Blueprint! What do you want to accomplish in your personal life and professionally? Seriously, do you have a specific answer to that question? Too often people get so caught up in the big picture and the big dream that they don’t drill down to the specifics it will take to get there where they want to be. If that describes you, don’t worry! On this episode of #SellingWithSocial, you’ll hear from Tom how to go from the generic and nebulous to a clear and specific plan for success. As Tom says, “To be terrific, you have to be specific!” Find out what that means for you on this episode! How to React When Buyers Say “No” Don’t let that “No” defeat you! When buyers say no to you as a salesperson it can be really hard not to take that personally. To shield yourself from the rejection that comes with the “No’s,” Tom advises sales leaders like you to remember that the “Yes’s” in life are hidden behind the “No’s.” Consider making a list of all the “Yes’s” in your life - things like getting out of debt, sending your kids to college, etc. Tom teaches that in order to get to the “Yes’s” in life you have to suffer through the “No’s,” it’s not personal, it’s a fact of life. If you’d like to hear Tom go further with this topic, make sure to catch this episode of #SellingWithSocial! 3 Types of “No’s” You’ll Hear in Sales You’ve got to be proactive when buyers say “No.” As the saying goes, “The best defense is a good offense.” One of the best ways to be prepared is to know beforehand what the three types of “No’s” you’ll encounter in sales. Tom describes these three “No’s” as; The sincere “No,” they are not interested. The “No” that is a stall, putting you off. The learned “No.” Tom is convinced that every “No” you encounter can be turned into a “Yes” with questioning, not telling. He teaches sales leaders like you to “Question and listen, don’t talk and tell.” If you’d like to hear more insights from Tom and how you can turn the “No’s” you encounter into “Yes’s” then make sure you listen to this episode of #SellingWithSocial! Cracking The Door Open for a Future “Yes” When buyers say NO it doesn’t necessarily mean no forever. There are steps you can take to crack the door open for a future “Yes.” On this episode of #SellingWithSocial, Tom walks through a helpful plan for follow up with prospective clients that will uniquely position you for future success. His plan involves a carefully crafted follow-up that honors the client’s decision but also assures them that you want to stay in contact to serve at a moment's notice should they change their mind. If you want to see your prospective client’s “No” turn into a “Yes,” make sure to listen to this episode! Outline of This Episode [1:05] I welcome Tom Hopkins to the podcast. [3:20] Tom tells his story, the cliff notes version. [9:50] Failure = Success [11:30] How to react when you hear the word “No.” [17:00] To be terrific, you have to be speci
Rank #5: How to Seize Opportunities and Position Yourself For Business Success, with Paul Capon, Episode #42
How can leaders like you leverage your opportunities and get into the best position for business success? Is there a secret formula? On this episode of #SellingWithSocial, you’ll hear from venture capitalist Paul Capon. In 2014, Paul founded LunaCap Ventures, a Venture Capital firm focused on hybrid growth capital investing. He has since led and executed a number of investments for LunaCap and distributed capital to LP’s within the first year.
Rank #6: The Secrets Behind The Success Of The World’s Largest Digital Sales Training Company, Episode #100
There is now no doubt, NO DOUBT that the company I am honored to lead as CEO is the world’s largest digital sales training company. Vengreso is just over two years old and the journey thus far has been incredible. On this episode of #SellingWithSocial, I invited my three co-founders to join me to help me tell the Vengreso story.
Rank #7: Content Creation or Content Curation? A Sales Leaders View, with Daniel Disney, Episode #30
On this episode of #SellingWithSocial, you’ll hear from content creator extraordinaire, sales leader and salesperson himself, Daniel Disney. I can’t wait for you to learn how Daniel went from relative obscurity a few years ago to become an influential thought leader in the sales industry today! Make sure you carve out some time for this powerful episode!
Rank #8: Steps to Restore Trust In the Sales Industry, with Shari Levitin, Episode #25
What would it take to restore trust in the sales industry? Due to the sheer volume of information and misinformation in the marketplace today a massive void of trust exists. Guest expert Shari Levitin has the insights and wisdom to help leaders like you take steps toward restoring trust in the sales industry. Shari is CEO of Shari Levitin Group, a global training and consulting firm with clients in over 48 countries, and one of Inc. Magazine’s Fastest Growing Companies. Her new book, Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, an Amazon instant bestseller is available on Amazon and at her website. Shari brings so much knowledge and insight to this episode of #SellingWithSocial that you’ll want to have pen and paper handy to take notes - don’t miss it! How to Restore Trust in the Sales Industry In light of the volume of information available to the average consumer, it is KEY that the forward thinking salesperson focuses on positioning themselves as someone who is trustworthy. At the end of the day, it comes down taking the steps necessary to restore trust and build a dependable reputation. On this episode of #SellingWithSocial, Shari breaks down the subject of trust into four components. Empathy Reliability Competency Integrity Shari teaches that empathy is what gets the successful salesperson in the door but it’s reliability, competency, and integrity that keep you there. If you’d like to hear Shari go further with these concepts, make sure you listen to this episode! Celebrating NO Most of us have a very natural aversion to the word NO. We are taught from a young age that “No” is something to avoid. What if you could rob that word of all it’s power? Can you imagine the impact that would have on your career in sales? Shari wants to help leaders like you embrace the word “No” and understand what it takes to push through your natural avoidance of the word and find the courage you need to step out of your comfort zone. If you are ready to take the next step and go further with this concept, make sure to catch this episode! What is Sales HELL? Don’t you hate it when you do things that you know are detrimental to your own well-being? Sometimes it can seem like no matter how much information we receive that convinces us that a particular practice is unwise, we still end up doing it anyway. There is actually an explanation for this pattern and Shari gives some great insight into how this impacts our behaviors. On this episode of #SellingWithSocial, she elaborates on our bad behaviors and gives a helpful framework into understanding these implications on our efforts in sales. She calls it sales “HELL,” here is how she breaks it down. Habits Ego Lack of knowledge Laziness If you want to wrap your mind around this concept of sales “HELL” even further and the steps you can take to mitigate their impact on your performance, make sure to listen to this episode! Selling With Heart What does it mean to sell with heart? It entails not only selling with your intellect and skill set but also with the set of principles and traits that make you a good person. On this episode of #SellingWIthSocial, Shari explains why it is vital to engage BOTH pieces of the equation to succeed as a salesperson in today’s marketplace. If you want to be a person of quality character and experience increased opportunities you’ve got to wrap your head around what it means to sell with heart. Grab a pen and some paper, you don’t want to miss this powerful episode with Shari! Outline of This Episode [1:20] I welcome Shari Levitin to the podcast. [2:20] Shari tells her story, the cliff notes version. [9:00] Shari talks about the inspiration for her book. [14:00] The power of sharing YOUR story. [19:30] What is sales HELL? [26:00] The 3 goals to any sales presentation. [29:00] Building trust in t
Rank #9: How to Use the Right Data to Build a Long Term Sales Relationship, with Joshua Tillman, Episode #39
Do you have the best strategy in place for building a long term sales relationship with your prospects and clients? When was the last time you updated or audited your approach? On this episode of #SellingWithSocial, you’ll hear from sales and data expert Joshua Tillman as he walks through his tried and tested process. Joshua founded DialSource, an engineering firm dedicated to changing the way modern enterprises communicate.
Rank #10: The 4 Digital Lead Nurturing Steps That Work Sales Magic, with Charlene Li, Episode #65
Digital lead nurturing is a hot topic because it’s where old-school prospecting methods are applied through technology-driven approaches. Anytime the old meets the new, feathers get ruffled. Charlene Li is an amazing, self-proclaimed "analyst who loves sales and marketing," and she’s uniquely positioned to see how a digital approach to prospecting and sales is already making a tremendous difference for many companies.
Rank #11: 10 Steps to Launching a Digital Selling Program, with Brynne Tillman, episode #68
Digital selling is more than just a trending phrase - it’s the key to success in today’s 21st century B2B sales environment. Brynne Tillman, Chief Learning Officer at Vengreso, is my guest on this episode of #SellingWithSocial. She is one of the most respected industry leaders when it comes to digital selling. Her high level of passion and dedication on the Vengreso team is inspiring. In this conversation she shares 10 steps for success to digital selling and it’s a conversation you don’t want to mi
Rank #12: How To Qualify Sales Leads and Drive Productivity, with Elay Cohen, Episode #37
On this episode of #SellingWithSocial, you’ll hear from sales and leadership expert Elay Cohen. Elay is the Co-founder and CEO of Sales Hood, a Sales Enablement Platform. You don’t want to miss this helpful episode with Elay as he opens up about how to qualify sales leads, drive productivity, front end sales pursuits with rigorous study, and much more!
Rank #13: Increasing your Sales Productivity, with Jill Konrath, Episode #5
I’m super excited to introduce you to one of the people who has helped me meet my own personal sales quotas over the years through the books she's written. Her name is Jill Konrath and she’s truly an icon in the sales industry. With over 1/4 million LinkedIn followers, Jill Konrath was recently named one of the top 7 sales influencers of the 21st century. She’s an international speaker and a bestselling author. Her most recent book, More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers, was selected as one of 2016’s top sales books. Jill also wrote SNAP Selling, Agile Selling and Selling to Big Companies. I told you she was great. You won’t want to miss this conversation about how you can make more sales in less time. It’s the theme of her new book and is changing the way I do sales - and I’m seeing improvements already. The biggest reason you don’t meet your sales quota isn’t what you think. Jill Konrath knows the pressure of meeting a sales quota. She’s been a sales leader for years so she’s seen it all. Her most recent book, “More Sales Less Time” is a runaway hit because it resonates with the real life struggles sales reps are experiencing in the digital age. There’s more on our plates than ever before and Jill has nailed the reason behind falling sales stats: we are more distracted from our money-making tasks than ever. But Jill’s not one to point out the problem without giving solutions, she suggests tangible ways to solve the problem as well. You won’t want to miss the insights she shares in this conversation. Face it: The always-on nature of the sales world is making you less productive. It’s important for every sales professional to be on top of the latest technologies that can make our lives better and our jobs more efficient. But we’ve reached a point where it’s doubtful that both or either of those things is happening. Jill Konrath says that sales reps are more stressed than ever these days and that sales numbers are dropping significantly in spite of the technologies we have that are supposed to make our jobs easier. What’s the problem? We’re being less productive because we’re more distracted than ever. Find out how to fix the problem, on this episode of #SellingWithSocial. We sales people are addicted to our devices. It’s a fact. Here’s how to break free. In studying to write her most recent book, “More Sales Less Time,” Jill Konrath discovered research that shows we get a little shot of a brain chemical called dopamine every time we hear the “ding” of our cell phone. It’s the same effect on the brain and body that a shot of drugs would provide. We are addicted people. And it’s impacting our success in sales. We have to face it. Jill also discovered from her studies that there are only a handful of ways to address the issue effectively. If you want to know what they are Jill shares them freely in practical ways, on this episode. This conversation with Jill Konrath is not about productivity, it’s about selling. Jill Konrath’s new book appears to be about productivity tools and hacks that you can use to make more time in your day. But Jill insists that she didn’t write this book to become the next productivity guru. Her aim was to help sales professionals and sales leaders understand what’s happening to them, what’s causing their sales numbers to drop, and address it with effective solutions. She wants to help you get more sales because her passion is sales, not productivity. Let Jill help you do more effective selling by listening to this episode of #SellingWithSocial. Outline of This Episode [1:38] My introduction of my guest on this show, Jill Konrath. [3:20] Who is Jill Konrath? [5:25] How Jill’s miserable life inspired her to write her most recent book. [13:00] The way the stress of the always-connec
Rank #14: Modern Sales Leaders Need to Follow These 3 Techniques, with Kurt Shaver, Episode #80
My guest for this episode of #SellingWithSocial is our very own modern sales expert, Kurt Shaver. Kurt is a co-founder and Chief Sales Officer of Vengreso. Throughout this podcast, he shares 3 main techniques that every sales leader needs to stay on top of in order to bring in more qualified leads and achieve better success in the B2B environment. His insights may change the way you view modern selling forever - be sure to listen.
Rank #15: Sales Enablement Best Practices, with Robert Racine, Episode #33
On this episode of #SellingWithSocial, you’ll hear from sales enablement expert Robert Racine. Don’t miss this great opportunity to learn from Robert’s unique perspective on sales enablement that can help you experience the growth and opportunity you’ve been looking for!
Rank #16: Selling with Video & How to Use LinkedIn Native Video, with Viveka von Rosen, Part 2, Episode #76
Viveka von Rosen, Vengreso’s co-founder and Chief Visibility Officer, is back for an insightful second conversation about selling with video and the importance of using LinkedIn native video. On this episode of #SellingWithSocial, Viveka shares her greatest tips on creating, posting, and sharing video content with buyers and on LinkedIn that will solicit a response from your prospect and help your brand gain traction on social media.
Rank #17: How YOU can adapt to the Digital Sales Revolution, with Kurt Shaver, Episode #027
Have you embraced the digital sales revolution? Is your company positioned to engage clients through digital selling with ease? On this episode of #SellingWithSocial, you’ll hear from sales expert and Vengreso CSO, Kurt Shaver. Kurt is a former Silicon Valley VP of Sales who became a Social Selling speaker and trainer in 2011. In 2016, Onalytica named Kurt as the 4th most influential Social Selling professional globally. He’s spoken at numerous customer events for LinkedIn as well.. Kurt brings all of his experience and insight to bear on the critical subject of digital sales and how Vengreso provides a unique and customized experience for businesses large and small. Listen to this episode of #SellingWithSocial, the second of a three-part series introducing Vengreso to the sales & marketing community. If you haven’t, make sure you go back to last week’s episode with Bernie Borges and find out how this exciting new organization started and how to drive alignment between both sales and marketing! Learn how Vengreso can help YOU adapt to the digital sales revolution! Digital Sales OR Traditional Sales Methods? You’ve heard the saying, “You can’t teach an old dog new tricks.” Is that really true? Is it possible for someone with years of experience doing things one way to adapt and change? At Vengreso we know it is! We exist to help align sales and marketing teams and better position them to compete in the digital sales marketplace. You don’t have to think of it as the new way versus the old way, digital sales or traditional sales. The two approaches can and SHOULD work together, to complement each other. On this episode of #SellingWithSocial, Kurt shares how Vengreso helps sales leaders like YOU transform your approach and adapt to experience increased revenue and greater reach. Don’t miss this powerful episode! 4 Advantages Vengreso brings to the Digital Sales Ecosystem Vengreso was created for a few reasons, one of them is, we saw a HUGE hole in the digital sales ecosystem for a service provider that addressed sales and marketing alignment. In addition, Kurt discusses three other unique advantages that, our Vengreso team brings to the table. Mindset - the way people think. Skillset - the techniques that people employ. Toolset - the collection of tools that help get the job done. There are a few organizations that offer one of these three aspects but NO ONE has come along like Vengreso to roll all four into one comprehensive approach to digital sales transformation. Make sure to catch this episode! A Customized Approach that VALUES Clients One of the unique offerings we provide at Vengreso is our customized approach. Sure, it will cost more to provide a customized approach in the short term but in the long term, this method will actually improve profitability because it produces the best results. When we present a customized approach to our client it leads to higher adoption rates among sales teams and that higher adoption rate results in a higher success rate. We are taking this long view method because it leads to TRANSFORMATION - you can’t bottle that! In order to see our clients really enter into this new and revolutionary way of digital selling, we have to have the patience to lead them through the process with the best possibility of success in mind. To hear Kurt dive into further detail on this topic, make sure to listen to this episode of #SellingWithSocial! Join the Movement! Where will you be five years from now? Where will your company and sales team be in terms of growth goals that you’ve set? Will you be able to say that you caught the wave of the digital sales revolution with the help of Vengreso? What are you waiting for? You’ve heard how Vengreso has honed in on a unique and holistic approach to bring sales and marketing into alignment, NOW is the ti
Rank #18: Effective Time Management Lessons, with Shannon Gregg, Episode #40
What does effective time management have to do with your potential for success? As the saying goes, time is money. What steps are you taking to improve your time management process? On this episode of #SellingWithSocial, you’ll hear from time management and productivity expert, Shannon Gregg.
Rank #19: Going Beyond Marketing and Sales Alignment with Justin Shriber, Episode #97
We’ve all heard how critical it is for sales organizations to work on marketing/sales alignment, but my guest on this episode of #SellingWithSocial goes a step further to make the two a powerful combination that closes more deals. Justin Shriber is Vice President of Marketing for LinkedIn Sales and Marketing solutions, where he helps buyers, sellers, and marketers connect via the world’s largest professional network.
Rank #20: Secrets To Sales Leadership And Long-Term Sales Success with Kyle Porter, Episode #98
This conversation centers around Kyle’s sales leadership journey - his mistakes, lessons learned, and the attitudes toward growth that have made him the incredible sales leader he is today. You’ll hear the slips and fumbles he made in the early days, the role mentors have played in his life, the skills and habits he’s developed to grow his leadership - and more.