Apr 30, 2017

What Are Your Avoidance Tendencies?

According to Andy Molinsky, an expert on behavior in the business world, there are five key challenges underlying our avoidance tendencies: authenticity, competence, resentment, likability and morality. Does the new behavior you’re attempting feel authentic to you? Is it the right thing to do? Answering these questions will help identify the “gap” in our behavioral style that we can then bridge by using the three Cs: Clarity, Conviction, and Customization. Perhaps most interesting, Molinsky has discovered that many people who confront what they were avoiding come to realize that they actually enjoy it, and can even be good at it. 

 

Andy is the author of the new book, Reach: A New Strategy to Help You Step Outside Your Comfort Zone, Rise to the Challenge, and Build Confidence.

 

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Feb 25, 2017

The Sales Book

This is a collection of Business901 podcasts on Sales. It is about 7-hours in length and features the following guests in the order of appearance:

 

(00.30)Craig Elias used Trigger Event strategies to become a top sales performer at EVERY company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. Craig has co-authored the book Shift!: Harness The Trigger Events That Turn Prospects Into Customers which is as good of description I have found for what is lacking in today’s selling.

 

(30.00)Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way. 

 

(52:10) Mark Hunter, The Sales Hunter, documents his knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

(1:34:35) Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb Blount’s Author Page: http://amzn.to/2jR3zuP

 

(2:27:56)Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists. 

 

(3:01:03)Dave Brock (Partners in Excellence) is recognized as a thought leader, sales and marketing, new product introductions, and strategic partnering. Dave speaks frequently on a wide range of business, sales, leadership, and related topics.  

 

(3:29:13)Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups andcorporations, and consulted to many companies around the world. His latest book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.

 

(4:07:54)Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach and their sales results.

 

(4:37:20)Régis Lemmens is a partner at Sales Cubes, a sales management consulting firm located in Belgium, specializing in sales and key accounts management. He is a firm advocate of design thinking in business and helps organizations to apply this approach to innovate and redesign their sales processes finding new ways to add value to their customers. His new book is, From Selling to Co-Creating.

 

(5:00:15)Linda Richardson new book,Changing the Sales Conversation: Connect, Collaborate, and Close is one of the few sales books that I have read that puts an emphasis from a Service Dominant Perspective (SD-Logic) versus selling from a Good Dominant Logic (GD-Logic) position. It is the new sales conversation that had to happen. Linda is credited with the movement to Consultative Selling, captured in the book Perfect Selling, which is the cornerstone of Richardson’s methodology.

 

(5:23:23) Charles Green is the author of a series of books that have long been a favorite of mine.  I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present. My favorite since I own it in several formats is probably Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships.

 

(5:51:41) In his new book, Digital Selling: How to Use Social Media and the Web to Generate Leads and Sell More,Grant Leboff explores how the sales landscape has changed in recent years but how those working in sales have failed to change their behavior to meet customers.

 

(6:23:36) Tim Sanders has spent most of his career on the cutting edge of innovation and change. He was on the ground floor of the quality movement, the launch of the mobile phone industry and, most notably, the birth of the world wide web. Tim recently authored a new book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges.

 

(6:46:17)Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. Matt’s latest book is The Effortless Experience: Conquering the New Battleground for Customer Loyalty and he is best known for the book, The Challenger Sale: Taking Control of the Customer Conversation.

 

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Feb 14, 2017

Be a Fanatic about Sales Prospecting

Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

 

Through his companies—Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.

 

Jeb Blount’s Author Page: http://amzn.to/2jR3zuP

 

His latest Books:

 

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling http://amzn.to/2jkM7Op

 

Sales EQ: The Ultimate Guide to Leveraging Sales Specific Emotional Intelligence to Close Any Deal http://amzn.to/2ixsuBy

 

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Feb 3, 2017

Using Stories to Sell (Audio)

Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the bestselling Lead with a Story already in its 8th printing and available in 6 languages around the world. His new book is Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale.

 

This was previously published as a video series.

 

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Feb 2, 2017

Sales Prospecting with The Sales Hunter

Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. Selling on price is not selling, it's taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.

 

Mark document this knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 
This was previously published as a video series.

 

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Nov 30, 2016

Money Side of Sales: Commissions and ROI

This week I am honored to present a 5-part series on Sales Prospecting that is a result of an hour-long interview with The Sales Hunter. This is part five  of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.” This led to a few questions like how big of a part does sales commissions play in it and how do we measure ROI in sales?

 

Mark document this knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

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Nov 29, 2016

Who Should Sales Prospect in Your Company?

This often seems like a simple question but the answer today can range from everyone to outsourcing. Mark Hunter definitely does NOT answer this question with "it depends".  This is a continuation of the 5-part series on Sales Prospecting with The Sales Hunter. This is part four of five. Mark document this knowledge in his book, High-Profit Selling and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.”

 

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Nov 28, 2016

Salesperson’s Guide to Social Media

Mark Hunter and I discuss how to use Social Media and a few other practices for a Salesperson in a continuation of the 5-part series on Sales Prospecting with The Sales Hunter. This is part three of five. Mark document this knowledge in his book, High-Profit Selling and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.”

 

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Nov 27, 2016

Getting Started Sales Prospecting

Get Started Sales Prospecting is a continuation of the 5-part series on Sales Prospecting with The Sales Hunter. This is part two of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. Mark document this knowledge in his book, High-Profit Selling and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

As Mark Says, “Selling on price is not selling, it’s taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.”

 

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Nov 26, 2016

Profitable Sales Prospecting

This week I am honored to present a 5-part series on Sales Prospecting that is a result of an hour-long interview with The Sales Hunter. This is part one of five. Mark Hunter believes the success of a company depends on the success of the sales team and the sales managers. Selling on price is not selling, it's taking orders. Selling is about increasing the value the customer is going to receive which results in the price being maximized. All of this starts with the salesperson and their sales motivation & sales competency.

 

Mark document this knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

Business901 iTunes Store

 

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Nov 16, 2016

Using Stories to Sell

Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the bestselling Lead with a Story already in its 8th printing and available in 6 languages around the world. His new book is Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale.

Business901 iTunes Store

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Nov 3, 2016

The Truth about Sales Prospecting

Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way. They took the cold-calling formula from the Predictable Revenue‘s book and with a deep-dive created an entire system showing how to consistently generate opportunities with high revenue clients you’re more likely to close. What predictable Revenue started, Marylou finishes.

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