Full Notes https://www.salestuners.com/sam-mckenna/ Takeaways Be Polite : Prospects are more than just a number on a sales chart. He or she is a person with a whole life outside the office just like your own. Remembering that in meetings, phone calls and email outreach can make all the difference when it comes down to cultivating a relationship and ultimately making the sale. Get Prospects Become Storytellers : Sales is not a pitch. It’s a conversation. How can you structure your questioning to ...
Feb 21, 2017•36 min
Full Notes https://www.salestuners.com/matt-amundson/ Takeaways Sell to People, Not Companies : Starting at the top of the funnel and working your way down is a sales strategy that brings the big picture into focus. Most sales people wake up in the morning thinking about the companies they want to sell to, instead of the actual people that fill the roles able to buy at that company. Figure out what their personal motivations, incentives, and interests are and talk to them like human beings. Get ...
Feb 14, 2017•50 min
Full Notes https://www.salestuners.com/patrick-giusti/ Takeaways Know the Key Players : Get to know who you are selling to before you meet them. Technology offers you a valuable resource of information about a person based on their professional networks, profiles and even published work. Seize the opportunity to know more than your competition by getting to know a person’s interests, passions and business practices prior to meeting them. The Biggest Play of the Game (Happens First) : You know th...
Feb 07, 2017•33 min
Full Notes https://www.salestuners.com/moore/ Takeaways It Is What You Know : Everyone is familiar with the inherent value in networking, but what you know can be equally as important to closing a sale. A successful sales team needs to first understand a company’s core mission and beliefs, but it can’t stop there. Sales representatives must also know the ins and outs of what they are trying to sell. If not, a challenge exists where a confused seller is trying to sell to a confused buyer and even...
Jan 31, 2017•44 min
Full Notes https://www.salestuners.com/keene/ Takeaways Adopt a CEO Mentality : The perception of who you are matters a lot. Instead of just doing everything you’re supposed to do, think bigger -- if it were your company, what would you do differently? How would you dress? How would you talk to customers? Would you hold others accountable? These ideas will get you thinking more broadly about the business as opposed to just your role in sales. Leverage Your Network : The easiest way to get into a...
Jan 24, 2017•37 min
Full Notes https://www.salestuners.com/20/ Special Offer Steve’s playbook starts with reading a book a day, thrives on pushing the limits and commits to winning every single time. And now, he has extended a special offer for SalesTuners listeners: Get a LIFETIME Membership for only $250! (regularly $1499) and you'll get 10 free ANNUAL Memberships to give away to friends, colleagues, and clients (regularly $299 each). Takeaways Learn by Reading: If knowledge is power, books are the proverbial lig...
Jan 17, 2017•39 min
Full Notes https://www.salestuners.com/bertuzzi/ Takeaways Own the Space: Your passion, or lack thereof, is infectious. As a salesperson, you know more about your product or service than your prospect and need to own the sales process. Know what your competitors are saying, know what your analysts are saying, truly understand the problem that needs to be solved and guide your prospect through the conversation. Arouse Curiosity: Buyers are busier than ever before. You don’t have to get the whole ...
Jan 10, 2017•35 min
Full Notes https://www.salestuners.com/zuzic/ Takeaways Understand DISC Profiles: Understanding how a person thinks, and then communicating with them how they want to be communicated with, is key. One method to help identify how to most efficiently communicate with others is to learn about the personality traits that drive them using a tool like the (DISC) Dominance, Influence, Steadiness and Conscientiousness Personality Test. Keep Your Energy Level Up: You have the answer to the tough question...
Jan 03, 2017•40 min
Full Notes https://www.salestuners.com/zahm/ Takeaways Auto Ask - Figure out how to consistently get in front of your audience with a unique fresh message. Eventually they’ll either meet with you, tell you they’ll meet with you a later date, or tell you to go away, but the persistence will ultimately pay off once they see your commitment. Don’t Reinvent the Wheel - Look around you. Talk to other reps in a similar role. Talk to your competitors or at least reps that sell into the same type of pro...
Dec 27, 2016•38 min
Full Notes https://www.salestuners.com/hutzul/ Takeaways Have a Process - This one should have been obvious from the episode title, but here’s the thing — if you don’t have a process, you have to adapt to your buyers process and they don’t know how to buy. As you define the individual steps in your process and what the exit criteria is for each, it becomes much easier to qualify, plan, and close opportunities. Ask for Referrals - You’ll never get anything in life you don’t ask for, and referrals...
Dec 20, 2016•37 min
Full Notes https://www.salestuners.com/freeman/ Takeaways It’s Not Your Money : This remains a challenge for most people in sales, but you have to realize, the amount of money you’re asking a person for has no correlation to your own wallet or your perception of “a lot of money” is. Just because you couldn’t afford to buy something, or just because you’ve never done what you’re asking the buyer to do, doesn’t mean they can’t or shouldn’t. Overcome the Default Objection : How many times have you ...
Dec 13, 2016•28 min
Full Notes http://www.salestuners.com/logar/ Takeaways Ask For More : If you want to be great at what you do, ask for more. Self-attitude, self-belief and confidence only comes when you take action. People tend to stop themselves from achieving all they can because they get caught up in self doubt and distractions. It’s Not About You : Forget about your website. Forget about your business cards. Forget about your PowerPoint deck. At the end of the day, all of those things are irrelevant. Find yo...
Dec 06, 2016•42 min
Full Notes http://www.salestuners.com/kusner/ Takeaways Find Your Champion : When prospecting pursue multiple players inside the organization. Don't just stop at the person who you think is the right person, by reaching out to multiple people you’re more likely to find someone who will at least pick up the phone and hear what you have to say. Turning them into your champion on the inside. Don’t Go it Alone : Let other people assist you wherever possible. Jack talked about the idea of always want...
Nov 29, 2016•30 min
Full Notes https://www.salestuners.com/carroll/ Takeaways Know the Vice : In today’s world where people may have 10-15 different inboxes, figure out the best way to communicate with prospects individually. Whether its email, Snapchat, Twitter, LinkedIn, or phone etc. don’t rely on just one channel. Be Found : If people can’t find you online, they can’t learn from you, and if they can’t learn from you, they can’t decide to buy from you. Invest time in building your social presence to grow your vi...
Nov 22, 2016•35 min
Full Notes https://www.salestuners.com/nettleton/ Takeaways Be Professionally Curious : The things you don’t know in sales won’t kill you… it’s the things you do know, that just aren’t so, that will. Don’t skip past the ‘what’ cycle of questioning. Starting basic can help gain key understandings to build a strong foundation before digging deeper. Provide Context to Content: There is a ton of information available to prospects. The job of the salesperson is not to provide information, but rather ...
Nov 15, 2016•33 min
Full Notes https://www.salestuners.com/bennett/ Takeaways Confidence is Key : Once you realize you know more about your product than the person on the other end of the call, the whole world opens up to you. Stress levels go down, better questions are asked and that feeling of awkwardness and intimidation starts to fade. Quit Being a Rule Follower : While it’s important to know the rules of the game, more often than not, it’s so that you know which one’s to break and when. Don’t just imitate thos...
Nov 08, 2016•35 min
Full Notes https://www.salestuners.com/weber/ Takeaways Get a Prospect Moving : Ask good questions to establish credibility and trust. Your questions should be centered on moving a prospect from a neutral position to one where they’re willing to make a change. Stay the Course : Put in the work every single day. The close may not come right away, but take the time to continually deliver value filled messages and touches to stay top of mind. Maximize Your Time : Instead of making four hours of wor...
Nov 01, 2016•28 min
Full Notes https://www.salestuners.com/caponi/ Takeaways Ask for Time on the Calendar: The best evidence a customer is truly engaged is their willingness to put you in their calendar for another discussion. Reps lose control of deals because they're not getting on the customer's calendar. Before you hang up or step out of the meeting, secure the follow-up. Develop a Thirst for Learning: To continue improving, stay engaged in your own education. Whether it’s reading books, listening to podcasts, ...
Oct 25, 2016•34 min
Full Notes https://www.salestuners.com/petetheplanner/ Takeaways Lifestyle Creep : Even when you hit your sales goals and bring home a commission check, be careful to not splurge. Avoid the yo-yo effect and focus on achieving your financial goals by hitting your sales goals. Be Present : Know your stuff, but beyond the presentation know your audience and acknowledge the moment — not just your agenda. Personal Responsibility : Take responsibility for both the wins and the losses. Then learn from ...
Oct 18, 2016•43 min
Full Notes https://www.salestuners.com/barrows/ Takeaways Prospecting : By simply picking up the phone you open up a world of new opportunities. Prospecting helps solves a lot of problems while developing you faster. Time : Time is the most valuable asset any of us have. When reaching out to a prospect be clear on the value by doing research, asking good questions, sharing insights, and testing out different approaches. Goals : Goal setting is one of the most important things any sales rep can d...
Oct 11, 2016•55 min
Full Notes https://www.salestuners.com/vance Takeaways Candor : Prior to kicking off a sales call, set the ground rules for the meeting. Practice : Stepping into the “batter’s box” helps great hitters hone their craft. The same is true for even the best salespeople. Be Proactive : Salespeople often lose control of the sales process when they get ahead of themselves in answering questions. Book Recommendation Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg Sponsor Octiv - Transform ...
Oct 04, 2016•34 min
Full Notes https://www.salestuners.com/tomey Takeaways Listen : Don’t dominate the conversation. Spend more time listening and, ask better questions. Recharge : Celebrate the wins and give yourself some space to unplug so you can be at your best when it’s showtime. Research : If you’re selling to a public company a 10K can be a roadmap to gold. Book Recommendations The Challenger Sale by Matthew Dixon Escape Velocity: Free Your Company's Future from the Pull of the Past by Geoffrey Moore Sponsor...
Oct 04, 2016•35 min
Full Notes https://www.salestuners.com/rj Takeaways Your Network is your Net Worth : Spend the time necessary to grow your relationships both inside your organization and outside of it. Coaching High Performers : Before starting the conversation use a simple three-part question, Do you want me to listen? Do you want me to fix? Or do you want me to coach? Enablement is Ongoing : Simply put, enablement is not a single event, it’s getting the right people in the right conversations at the right tim...
Oct 04, 2016•33 min
Full Notes https://www.salestuners.com/grant Takeaways Pleasantly Persistent : Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers. Make it Personal : Although tempting, don’t just use the templated email that you know won’t get opened. Spend the time to identify details about the person you’re emailing and get creative with it. Email Subject Lines : Using anonymo...
Oct 04, 2016•45 min
Full Notes: https://www.salestuners.com/rowley Takeaways Share : Even if what you share is unrelated to what you’re trying to sell, doing so allows you to show you care, which drives future opportunities. Focus on the Customer : Know the buyer from every angle at the company and personal level. Provide Value : Constantly consume and share content that will be relevant to your buyers. Book Recommendation Tribes: We Need You to Lead Us by Seth Godin Sponsor Octiv - Transform the way your sales ass...
Oct 04, 2016•41 min
SalesTuners is a weekly interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. This episode is my introduction and my why. Learn more at SalesTuners.com !
Oct 02, 2016•7 min
