In seemingly a matter of weeks, the world economy has been thrust into chaos. Times have suddenly gotten way tougher. But no one is going to tell you that you have quota relief or that you don't have to sell as much. Dan shares some tips to not only weather but thrive in a crisis environment. Do not miss this episode.
It comes with the job. And it is always staring you in the face. Dan discusses the every day pressures of being in sales and in business and how to turn that pressure into fuel for success! ⛽️
Take a ride with Dan on a 20 minute riff on what it takes to completely transform your sales game. From the heart and unscripted as always, Dan walks you through the key ingredients of a successful sales rep transformation program . Learn what the Elite Sellers are doing to keep the checks cashing. Hear the latest research on buyer preferences and the steps you need to take to stand out from the crowd of uneducated and unsophisticated sales reps.
Dan discusses his thoughts on the unspeakable and tragic death of Kobe Bryant.
Research shows that more intense and shorter bursts of physical activity are more powerful than the long arduous workouts and similarly in Sales today, are you able to benefit more from fast targeted bursts of super- engaged activity? Dan returns to the studio to discuss the benefits of "Sprint Selling", capitalizing on peak segments of the day to register more efficient activity and driving your sales up! In addition, Dan discusses the most overlooked method of adding to your numbers. You'll be...
There are 5 Actions you MUST take to WIN in 2020. Dan is back from the road to tell you what's in store for SALES in 2020.
Sheevaun Thatcher returns to the podcast for another engaging interview! We discuss the foundational elements of RingCentral's(one of the hottest tech companies and leader in the Unified Communication space) success as an organization, specifically around enabling sellers to maximize their effectiveness. In addition, Sheevaun gives us a preview as to what the future may hold for selling success moving into 2020 and beyond. Don't miss this one!
How do you find great Sales Talent ? In this episode, we talk about why it is so difficult to find and hire elite sellers and what the successful companies are doing to identify and predict the future success of potential new hires. For more compelling stats and information, see the following White Paper: https://info.objectivemanagement.com/page/Whitepaper-Salesperson-Selection.aspx?DistNum=494
The main reason why Sales has failed to close deals the past 7 years in a row? They didn't show the prospects the money. The inability to effectively sell value is the main thing holding you back from crushing quota, make a ton of cash and turning losses and stalls into green. Tom Pisello wrote the book on selling value. In fact, he's written two: The Frugalnomics Survival Guide and his most recent best seller, Evolved Selling. Tom draws from his wealth of knowledge and experience working with h...
Buyer confidence is cited as the #1 issue facing sales reps in B2B deals(new Gartner report) But it is not what you think. It is not the Buyer's confidence in the sales rep, but it is the buyer's confidence in themselves! Confidence to make the right decision. Buyer enablement and the sales rep's ability to help the Buyer navigate through the massive amounts of information that they are wrestling with is paramount to sales success. Dan details 5 steps to successfully engage with Buyers and show ...
Growth Guru, Data Monetization Expert, Serial Entrepreneur, and now Investment Banker, Kristin Luck returns to the Sales Is King Spotlight to discuss the NEW RULES FOR SUCCESS in business today. Do not miss this conversation!
Relationships used to be all you needed in Sales. Today, with dramatically reduced attention spans, complicated buying decisions, executives doing more selling and buying, and buyers placing a diminished value on Sales Reps- the dynamics of relationships are changing. Dan explores this and discusses what you need to succeed in this increasingly transactional digital economy.
Do you feel guilty taking vacation from your job? Is the Hustle mentality detrimental to your health and wellness? Does it have a negative impact on your personal and family life? Does your company really care about your 'work-life' balance? If these questions interest you, tune into our interview with Carlos Hidalgo, who personally has felt the sting of the Hustle Culture. He almost lost his family in the process of 'hustling' at all costs. His new book, The UnAmerican Dream, describes the roll...
74% of Sales Managers are poor communicators? What? Yes, a MHI study confirms our worst fears about sales leaders. Dan details some of the other critical issues plaguing sales leaders today and what needs to be done about it and FAST 🤔
[New Interview] Empathy expert, Dr. Helen Riess joins Dan in the Sales Is King Spotlight to discuss her outstanding book, The Empathy Effect. We have spoken so frequently about the importance of Empathy not only in sales and in business but in Life. Being able to establish deeper connections with your customers, your co-workers, your direct reports, your family and friends is paramount to feeling satisfied in your day to day activities. In business, buyers can see through the people who only car...
Sales is being disrupted. There, I said it. What are you doing to evolve your sales game? Dan reviews the latest evidence that the chasm between the Haves and Have Nots in Sales is growing. The Elite Sellers are kicking the piss out of everyone else in the following areas: Trustworthiness Timeline of the deliverable(s) Referrals Expertise Credibility Personality Understanding Buyer needs Fit Price Chemistry Ease of working with Capabilities Your comfort level Reputation Proximity Flexibility Eno...
If you find yourself slugging it out with the competition, here are 5 powerful steps to win the deal. 1. Engage in effective discovery- around strategic objectives and business priorities 2. Us! How do we deliver a different experience? 3. Show them the money! Can you show the ROI? 4. Get deeper into the decision making process! 5. Talk about the post-sale experience. Take a listen and share your thoughts. What would you add?
I cannot believe it took 92 episodes to get down in the mud and talk cold calling. And we do it a big solid in this high energy episode. Everything you need to succeed is here. Give a listen NOW
Take out your competitors early and often. Waiting for a prospect to bring up your competition is a misstep. Proactively address your competition, expose their weaknesses and highlight your strengths. Do this early in the process. Dan walks through a couple of recent examples from his sales conversations. Beat their *sses today!!🥊
48% of reps do not EVER call a lead. Most reps, if they do call, GIVE UP after 1 or 2 attempts. A new study shows that being persistent, prompt and personalizing your outreach can increase the chances of a lead turning into a qualified opportunity by over 300%. So, next time you find yourself complaining about not enough leads or bad leads, ask yourself how many times, if ever, you reached out to your current lead base and how quickly after you receive the lead you reply. Greatest success = minu...
Too many reps sit back and wait for the prospect to buy. The Elite Sellers take control of the process, tell a compelling story, create a differentiated and exceptional buying experience. They convince the prospect that the solution or product is a 'must have' and that the purchase needs to happen now. Don't sit back. Take control. Sell, don't facilitate. Close, don't expect and hope. A high impact and quick hitter on the new Sales Is King 🤴
Dan is back on a RANT. The concept of Ghosting is becoming more commonplace in the digital world. People's attention spans are shrinking and they are bombarded with messages from God knows where. Dan delivers a short and NOT SWEET episode: Some highlights: *Ghosting is on you. Look at yourself in the mirror if the rate of Ghosting is going up for you. Your are not delivering enough value. *Don't accept it. Stay with the prospect and make sure you are following up with value and not harassing mes...
The top sellers in the game today do NOT care if people like them. They do not need anyone's approval. But isn't sales about getting the buyer to like us? NO IT ISN'T and the research backs this up. The need to be liked is the #1 weakness of the underperforming sales rep. Read it again. And think about it. According to the Objective Management Group which surveys and assesses sales teams and sales leaders: Sales reps that need to be liked: -Are 148% less effective -Are 147% less likely to reach ...
Are you stuck in your head? Many of us are left frustrated when deals don't go our way and we sometimes get into bad habits in our sales game. Dan explains that while it is normal to experience frustration once in a while, we run the risk of a prolonged slump if we don't get out of our heads and back onto the 'field.' Dan explains how the book, UnF*ck Yourself by Gary John Bishop was a game changer for him in 2018 and he takes us through some of the book's key points including: People spend thei...
You simply can't rely on your company to deliver all of the training, coaching and mentoring required for you to achieve massive success. You CANNOT. You must INVEST in yourself. Real money. Decide which areas of your game you need to improve and then hire a coach, immerse yourself in sales content, attend conferences, subscribe to ongoing learning/courses, learn from those who already play on the field on which you want to play. Lastly, you need to create a personal brand and not only that you ...
Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those that reflect the way buyers want to buy and that work in the Digital Economy. In this new lively episode, Dan takes us through this approach. Are you back on autopilot? Or are you ahead of last year by a lot? Old School: positive mindset/foundation determination confidence hustle follow up building rapport/connection ask for the business New School: de...
Where is the best path to connect with your prospects or customers? Via phone? email? text? Video email? Video text? Linkedin? Twitter? Facebook? Instagram? Snapchat, maybe? The answer is: all of the above and it's on you to find in which channel or channels your prospects like to hang out! Today's digital selling approach gives you more opportunity than ever to learn about your prospects and to develop an e-relationship based on what you learn about them. Dan describes the 4 keys for multi-chan...
Modern Sellers leverage these three critical traits in creating deeper connections with their prospects and customers. These traits are being leveraged by Sellers to effectively differentiate, deliver a top notch customer experience and win more business. Dan walks us through a new book by Ted McGrath, "Never Be Closing" and his fresh and unique approach to Sales which touches on some of this new philosophy. Admiration - do you know your prospect so well from your research and through your disco...
Elite Sellers are gifted storytellers and that doesn't mean they spin a yarn about the good ole days, college exploits or last night's ballgame. They follow a well thought out approach to selling that connects emotionally with their prospects and customers. Dan walks us through the formula used by sales expert John Livesay. A Few Highlights: Your happy client, the one whose problems you solved, is the hero of the story(not you). What do you solve? Paint a picture "And what this means to you is.....
Dan switches it up and reads his popular new LinkedIn article which implores reps to stop complaining about a lack of leads and to take on greater accountability- in short, transforming themselves into modern sellers. This episode focuses on the following key areas: 1. Personal Brand/POV 2. Giving a sh*t/Empathy 3. Always Adding Value 4. Creating Your OWN Demand Don't miss this new spin on modern selling 🎙
