Smart Sales Pro Podcast: Sales Training | Prospect

Welcome to the Smart Sales Pro Podcast episode 35.   Today’s guest is speaker, author, coach and founder of Key Account Growth Jermaine Edwards. Jermaine helps Key account managers, key account directors, sales managers and consultants serving B2B clients discover the hidden principles and strategies needed to create predictable sales growth from their key customers and deepen their client relationships. Today’s topic is Jermaine’s 6 Principles of Outstanding Account Managers. 6 Principles of Outstanding Account Managers. Strategy Definers: They have a clear understanding of business and company goals. Truth Finders: They are one question away from the answers they need. Value Adding and Creation: What you know about your customer and how you help them. (Capability Knowledge) Influential Communication: Observe their behavior and see through the eyes of the customer. Trust Amplifiers: They create no fear in the mind of the customer. They do what they say they will do. Results Bringers: Win-win philosophy Life Lesson: Be collaborative. You can’t do it all alone. Everything matters, even the small details. Book Recommendations: Getting Everything You Can Out Of All You’ve Got by Jay Abraham Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges Book by Tim Sanders Compelling People: The Hidden Qualities That Make Us Influential Book by John Neffinger and Matthew Kohut How to connect with Jermaine: jedwards@jermaineedwards.com www.jermaineedwards.com @jsaedwards The post SSP 035: 6 Principles of Outstanding Account Managers with Jermaine Edwards appeared first on Smart Sales Pro.

Todays guest is VP of Knowledge Transfer at Sales for Life Dave Howe.   Dave is a gifted salesman with a passion for training. Having started from humble roots as a doorknocker in Australia, Dave quickly excelled over his decade long sales and marketing career to hold several VP and Director level positions. Prior to joining the Sales for Life team, Dave was involved with start-ups; building and training their sales teams from the ground up. Key Points: Social Selling: Finding, educating, engaging your buyers throughout their entire buying journey online which will translate into driving  greater revenue and pipeline for your business.   The collective total of all your social activity makes up your personal brand.   Your social presence and personal brand needs to be personalized and optimized for your buyer.   Phone and email communication are still valuable; be a well rounded sales pro.   The whole is greater than the sum of its parts – Aristotle   Sell the way your buyer wants to buy.   Stop thinking your message must be uber professional, make them uber personal.   Don’t fish with a net, fish with a spear.   Book Recommendation: Lets get real or lets not play – Mahan Khalsa   How to connect with Dave Howe: Office: 1-800-643-5512 ext. 4008 Email: dave@salesforlife.com Twitter: @dHowITzr  The post SSP 034: Social Selling with Dave Howe from Sales for Life appeared first on Smart Sales Pro.

Welcome to the Smart Sales Pro Podcast episode 33. Todays guest is Alen Mayer   Alen Mayer, aka the Chief Sales Introvert, is President and CEO of North American Sales Training Corp., a global sales training and consulting company. Alen  lives, eats and breathes sales and combines over 22 years of experience in international sales and business development with a rational no-nonsense practical approach to selling. Alen is one of the most influential people in sales today, he was voted #2 on the list of Top 50 Most Influential People in Sales Lead Management; and was also voted as one of the Top 25 Sales Influencers. Alen is the author of 7 sales titles including “The Missing Piece to Sales Success”, “Trigger Events” and “Selling For Introverts”. Book Recommendations: Think and Grow Rich – Napoleon Hill How to Connect with Alen Mayer: Email: alen@alenmayer.com Website: http://www.alenmayer.com/ Instagram: mayeralen Twitter: @mayeralen The post SSP 033: Sales Chat with the Chief Sales Introvert Alen Mayer appeared first on Smart Sales Pro.

Welcome to the Smart Sales Pro Podcast episode 32.   Todays guest is The Hard Core Closer, Ryan Stewman.   Ryan is a 4X best selling author. Host of the Hardcore Closer Podcast and Founder of Break Free Academy. Ryan is gonna tell his sales journey story from washing cars, drug dealing and jail time to becoming a million dollar closer. Ryan got the nickname Hard Core Closer through living a Hardcore life.   Key quotes from the episode: “Just show up wherever your at and you wont have to go anywhere else.” “The most difficult thing about sales is that there are a lot of people in sales that shouldn’t be.” “If you ask the right questions and know your product inside out sales is easy.” “Internet ads are the new cold call.” “Direct response copywriting is the way to go.” “Facebook is the modern day cocktail party.”   Greatest Life Lessons: Don’t get sidetracked Finish what you start Most people are in get shit started and walk away before its finished mode.   Book Recommendations: Elevator to the Top – Ryan Stewman Pre-Suasion – Robert Cialdini   How to connect with Ryan: Website/Blog: HardcoreCloser.com Twitter: @ryanstewman , @hardcorecloser YouTube: ryanstewman       The post SSP 032: Show Up Where You Are with Hardcore Closer Ryan Stewman appeared first on Smart Sales Pro.

Todays guest is host of Podcasters Secret Weapon and ThrivingLaunch CEO Luis Congdon. Luis used to be homeless, sleeping on couches, in parks and lost. Now he’s on a mission to help others find their voice, reach thousands, and help impact the world via podcasting, writing, and YouTube. Luis went from homeless to running a six figure business in less than two years, to now interviewing experts & celebrities all around the world to enlighten, inspire & inform listeners on how to improve their personal and professional life. Key notes from the show:   Luis made over 350 calls without closing one. Luis started podcasting to learn how to sell. Having a coach and a mentor equals success. Sales was the answer to poverty. If you have something awesome to share you have a moral obligation to share it and give people the opportunity to invest in it. Business is deeply tied into my spiritual life and has been one of my greatest teachers. Be comfortable with rejection. Be relaxed when talking about money. No other practice has given me certain elements of growth that business and selling have. The 3 E’s Educate Equip Evangelize Book Recommendations The 80/20 Principle – Richard Koch The Sales Bible – Jeffery Gittomer 4 Hour Work Week – Tim Ferris How to connect with Luis: thrivinglaunch.com thepodcasterssecretweapon.com @wholesomeunion     The post SSP 031: Educate, Equip and Evangelize with Luis Congdon appeared first on Smart Sales Pro.

Welcome to the Smart Sales Pro Podcast episode 30. Today’s guest is President and Founder of the Minnesota Sales Institute, sales coach, author and speaker Scott Plum. At the Minnesota Sales Institute, Scott and his team of Elite Sales Pros help you… –Shorten your selling cycle –Increase your closing ratio — Get in front of more qualified prospects –Improve sales revenues –Make selling more fun and so much more And if you’ve ever listened to the Get in the door podcast with host Steve Kloyda you may recognize Scott as Steve’s weekly guest Professor Plum!   How to connect with Scott Plum: Email – scott.plum@mnsales.com Twitter – mn_sales Website – http://mnsales.com/   The post SSP 030: How to be a Problem Finder with Scott Plum appeared first on Smart Sales Pro.

Todays guest is Executive Director of the Institute for Excellence in Sales (IES) Fred Diamond. Fred connects the top sales speakers, authors, and trainers in the world, such as Neil Rackham, Tom Snyder, Jill Konrath, and Mark Hunter, to sales leaders to conduct sales workshops to help selling professionals get more successful.   Key Takeaways: The customer is in control more than ever before. The customer within minutes can find information in minutes. The great sales reps… Have a passion for their customers Understand what their customers are really trying to achieve Understand their customers business and bring them solutions to the problems they face Get up early, eliminate excuses, work around obstacles and be committed to getting better. 2 types of sales pros: Those that continually improve This that think they are good enough Fred Diamond Sales Tips: Always Be Learning Get better Work on your craft Put science behind it Be more energetic Make your customer better Build your referral network Massive Action Tips Get a coach or mentor Get clear on how you want to position yourself in the marketplace Be a solution provider instead of a “hawker of things. If your in sales, even if you work for the best company you still work for yourself. Your the VP. Instead of being just a sales guy, become “The Go to Person”. To take yourself to the next level you need to understand the challenges the customer goes through every single day. Book Recommendations: Collen Stanley – Emotional Intelligence Jeb Blount – Fanatical Prospecting Mark Hunter – High Profit Prospecting How to connect with Fred: Email: fdiamond@freddiamond.com Twitter: @IESBD Website: http://diamondstrategicmarketing.com/ https://i4esbd.com/   The post SSP 029: Top Performer Sales Tips with Fred Diamond appeared first on Smart Sales Pro.

Todays guest is Lauren Bailey. Voted as on of the  “Top 25 Most Influential Leaders in Inside Sales” by The American Association of Inside Sales Professionals.  Lauren is President of Factor 8, an award-winning Inside Sales training and consulting company. How to connect with Lauren: Email: lb@factor8.com Twitter:@Factor8Sales Website: http://www.factor8training.com/ The post SSP 028: Survive and Thrive with Factor8 President Lauren Bailey appeared first on Smart Sales Pro.

Welcome to the Smart Sales Pro Podcast episode 27. Todays guest is James Carbary. James is the founder of Sweet Fish Media which produces podcasts for B2B brands and the co-host of B2B Growth Show; a podcast dedicated to helping B2B marketers achieve explosive growth. How to contact James Carbary: Email: james@sweetfishmedia.com Twitter: jamescarbary The post SSP 027: Sales Tips, Good Books and Productivity Hacks with James Carbary appeared first on Smart Sales Pro.

Todays guest is John C. Maxwell performance coach Tony Jalan. Tony Jalan is a speaker, sales performance coach, trainer, and sales leader. He believes that the only limits we endure are the ones we place on ourselves, and so for Tony, the sky’s the limit. Tony’s gonna talk about mistaking activity for achievement, figuring out your strengths, understanding your why and so much more. Key Points: If you want something you have to figure out why you want it. If that why is strong enough you’ll get over your fears. If only one degree off each day for a year and you’ll be 365 degrees off course in a year. If you want to be successful in sales you need to have a process you manage. Success leaves bread crumbs. It’s not just about becoming a better sales pro, its about becoming a better you. Activity without purpose leads to unfulfillment Sometimes it’s not that you’re doing things wrong but rather you haven’t been doing things right long enough. The bigger my why the less things get in the way of it. My philosophies created my beliefs My beliefs transferred into my actions Which give me my results Help enough people get what they want and you can have the world – Zig Ziglar Curiosity and resistance can not coexist. Instead of always be closing, always be curious. Book Recommendations: How to Win Friends and Influence People Intentional Living The Slight Edge How to contact Tony Jalan: Email: tony@leadershipcrew.com Twitter: tonyjalan LinkedIn: Tony Jalan The post SSP 026: Better You, Better Sales Pro with Tony Jalan appeared first on Smart Sales Pro.

Todays guest is John C. Maxwell performance coach Tony Jalen. Tony Jalan is a speaker, sales performance coach, trainer, and sales leader. He believes that the only limits we endure are the ones we place on ourselves, and so for Tony, the sky’s the limit. Tony’s gonna talk about mistaking activity for achievement, figuring out your strengths, understanding your why and so much more. Key Points: If you want something you have to figure out why you want it. If that why is strong enough you’ll get over your fears. If only one degree off each day for a year and you’ll be 365 degrees off course in a year. If you want to be successful in sales you need to have a process you manage. Success leaves bread crumbs. It’s not just about becoming a better sales pro, its about becoming a better you. Activity without purpose leads to unfulfillment Sometimes it’s not that you’re doing things wrong but rather you haven’t been doing things right long enough. The bigger my why the less things get in the way of it. My philosophies created my beliefs My beliefs transferred into my actions Which give me my results Help enough people get what they want and you can have the world – Zig Ziglar Curiosity and resistance can not coexist. Instead of always be closing, always be curious. Book Recommendations: How to Win Friends and Influence People Intentional Living The Slight Edge How to contact Tony Jalan: Email: tony.jalan@e-hps.com Twitter: tonyjalan LinkedIn: Tony Jalan The post SSP 026: Better You, Better Sales Pro with Tony Jalen appeared first on Smart Sales Pro.

Todays guest is Personal Branding Speaker and #1 Best Selling Author Terry Lancaster. Terry Lancaster is an entrepreneur, Personal Branding speaker, and the #1 best selling author of BETTER! Self Help For The Rest Of Us. Terry helps salespeople and entrepreneurs create an army of buyers who know, like and trust you BEFORE they’ve ever even met you. Terry can help you build your personal brand and find your authentic voice. Terry has worked with thousands of successful businesses offering proven strategies for making the cash register ring and spoken to audiences at TedX, The National Association of Broadcasters, and the National Automobile Dealers Association. Notes from the show: If your in sales, your in the friend making business. Sales is the greatest skill you could ever have. Start thinking about the things you can control and the outcome will take care of itself. We confuse being busy with being productive. There is no such thing as a good multi-tasker. Concentrate and focus on one thing at a time. Chunk your tasks. The most difficult thing about sales is getting caught in the outcomes. We let an imaginary there and then screw up a perfectly good here and now. Stay in the moment. Present moment clarity Greatest life lesson is that hard work pays off. If I don’t sell, I don’t eat. Life doesn’t come to you but life is waiting for you if your ready to reach out and grab it. You gotta fish when their biting. Book Recommendations: Smarter, Faster Better – Charles Duhigg The Power of Habit- Charles Duhigg Nice Guys Finish First – Doug Sandler How to be a Sales Superstar – Mark Tewart Greatest book ever written: How to Win Friends and Influence People – Dale Carnegie 85% of your success is dependent on your ability to communicate, convince and convert people to your way of thinking. You can’t be a better salesperson without first being a better person. The bigger the problems you solve the bigger the check Your smartphone is the worlds greatest device for making friends, forming connections, for building an army of buyers, who know like and trust you before they’ve ever even met you. The story you tell the world changes your world. How to contact Terry Lancaster: Email:T@TerryLancaster.net Website: http://terrylancaster.com/ Twitter: @terrylancaster LinkedIn: Terry Lancaster The post SSP 025: Communicate, Convince and Convert with Terry Lancaster appeared first on Smart Sales Pro.

Todays guest is Dave Kurlan. Dave founded Objective Management Group which is the leading developer of sales assessment tools as well as Kurlan & Associates, a full-service sales and sales management consulting and training firm, a SellingPower Top 20 sales training company. Dave is the author of Mindless Selling and Baseline Selling. Dave has an award-winning Blog and has published more than 1,400 articles and was inducted into the Sales & Marketing Hall of Fame in 2012. Dave has spoken spoken for Inc. Magazine’s Conference for Growing the Company, Sales & Marketing Management Magazine Conference, Fortune Sales & Marketing Summit, Inbound, and hundreds of industry conferences and events. How to connect with Dave Kurlan: Email: dave@objectivemanagement.com Blog: omghub.com Website: http://www.kurlanassociates.com Twitter: @ObjectiveMGMT LinkedIn: Dave Kurlan The post SSP 024: Do You Have Sales DNA with Dave Kurlan appeared first on Smart Sales Pro.

Odeal Faludi is a cold calling expert but but hates the term and prefers to see the interaction asKick Starting a Client Conversation.” Odeal has a proven track record of opening doors of C-suite level executives in the top 200 companies in Australia. Odeal runs workshops in Australia teaching Business Development Managers, Start-up Entrepreneurs, and Sales teams’ how to initiate client conversations and so much more. Episode Summary: Always be… reading, listening and learning. Sales is everyones business; from the receptionist straight up to the top of any organization. People who are good at sales and business development have a mindset of always widening their business net. Once you taste success its very addictive, you want that next win and the opportunity to help someone else. The more success I become is only because my students become successful. Elite athletes have repetitive, strenuous daily rituals; so do sales pros Prospecting, communicating, closing deals are daily rituals to build your business. Your mindset is created by rituals. Whats the most difficult thing about sales? Sales is very repetitious. In sales there is a lot of rejection but you can’t take it personally. We are conditioned to say no. Build your pipeline for the new year now.  Set up as many appointments as you can so come february you wont be cold calling, you’ll be reconnecting. A business relationship is built over many conversations, not one chance meetings. Start every conversation or meeting with giving. Start with a small piece of work, use it as an entry point to be top of mind for the big piece of work. Minds are like bank accounts, every time you do something positive its a deposit and something negative a withdrawal. in sales, when someone pauses you shut up! They are thinking of a solution to the problem. Most sales people keep talking cause they hate the silence. You can’t blame your team if you don’t train them. Even elite athletes have coaches. Mangers don’t have the skill set or the time to train their salespeople. You can’t expect a manager to double up as coach, there two different mindsets and to close to home. Let them manage but don’t expect them to coach also. We learn 10% by reading and 90% by doing. Knowing is one thing, doing is another. Stephen Covey Josh Kaufman – The Personal MBA Jill Konrath – Agile Selling Knowing others is enlightenment, knowing yourself is wisdom. How to connect with Odile: Email: odile.faludi@ensembleconsultinggroup.com Website: http://odilefaludi.com.au/ Twitter: odilefaludi LinkedIn: https://au.linkedin.com/in/odilefaludi The post SSP 023: Widen Your Business Net with Odile Faludi appeared first on Smart Sales Pro.

Episode 23 – Les is a Sales specialist, experienced in enabling businesses with limited resources to achieve the step-change required to deliver strategic and systematic approaches to Client Acquisition. In this episode Les shares his perspective on persistence, patience, sharpening your axe and staying patient in a buyers market. The post SSP 023: Staying Patient in a Buyers Market with Les Yuen appeared first on Smart Sales Pro.

Rob is a leader in the business and personal growth space as the Founder and host of the MWF Motivation Podcast.  The MWF Motivation Podcast produces inspiring episodes every Monday, Wednesday and Friday and can transform and enhance your day in just 10-20 minutes! MWfmotivation was ranked #1 on iTunes New & Noteworthy in six different categories, including Self Help and Business and had over 300,000 downloads in the first 6 months. Rob is passionate about “hacking” the human mind to unlock parts of ourselves that we never knew existed. Rob is also a published author, blogger and speaker that engages with people all over the world to help them become the best version of themselves. How to connect with Rob Dial: Website: Rob@MWFmotivation.com Twitter: @MWFmotivation Facebook: https://www.facebook.com/mwfmotivation/ Instagram: mwfmotivation Podcast: https://itunes.apple.com/us/podcast/mwf-motivation-podcast/id1033048640?mt=2 The post SSP 021: Hard Work Beats Talent When Talent Doesnt Work Hard with Rob Dial appeared first on Smart Sales Pro.

Morgan is a young, motivated and hungry sales development rep at Terminus,a B2B Account-Based Marketing platform provider, where he empowers companies to position their message in front of the right decision makers through account-based marketing. Morgan is also the host of The SDR Chronicles on youtube. A channel that provides motivation, tactics and skills for all aspects of the sales development rep Journey. Morgan is also a phenomenal motivational speaker helping people remove their negative thoughts to unlock their inner potential and stop making excuses in their life. This young man is skilled in sales, public speaking, marketing/social media marketing, branding,networking, relationship building and is on paces to read 300 books this year. How to connect with Morgan Ingram: morgan.ingram@terminus.com Twitter: morganjingram Youtube: The SDR Chronicles The post SSP 020: Motivation to the Max with SDR Chronicles Host Morgan Ingram appeared first on Smart Sales Pro.

Todays guest Peter Rathman, is President and Owner of SalesTechnik, where he works with individuals, organizations, and companies  to reverse engineer the strategies and tactics they need to acquire net new business for meeting their top line revenue goals. Peter is also the CEO and Founder MKEB2B; a complete, custom, and pragmatic sales training, sales coaching, and sales management service for B2B companies in Milwaukee and the M7 Region that need to grow and MKE Sales Accelerator which provides customized sales assessments,  sales workshops, and customized sales training. Peter is a sales gladiator who is gonna share his insight in reverse engineering situations, making educated strategic decisions, what separates the best from everyone else and so much more. How to connect with Peter Rathman: Linkedin: Peter C. Rathmann Twitter: @PeterCRathmann                 @SalesTechnik                 @mkeb2b Website: http://www.salestechnik.com/ The post SSP 019: Sales Intelligence with Peter Rathman appeared first on Smart Sales Pro.

Todays guest is James Muir. James is the author of The Perfect Close: The Secret to Closing Sales – The Best Selling Practices & Techniques for Closing the Deal that shows sales & service professionals a clear & simple approach that increases closed opportunities & accelerates sales to the highest levels while remaining genuinely authentic. Be one of the first five listeners to write a rate and review on iTunes and email me a screenshot of it at michael@smartsalespro.net and receeive a free copy of James Muir’s book The Perfect Close.   How to connect with James Muir: Facebook: James Muir Twitter: James M Muir – @B2B_SalesTips Website: http://puremuir.com/ The post SSP 018: The Perfect Close with James Muir appeared first on Smart Sales Pro.

Todays guest started out with dreams of being a Sports Agent like Jerry Maguire! Now he is sales and marketing pro, business coach and podcast host. His organization Dream chasers gives high caliber sales professionals and entrepreneurs the outside accountability, insights, and perspectives to close more sales. Dreamchasers is also his podcast available on iTunes  which features up and coming stars from all walks of life turning their dreams to reality. His guests share powerful insights, advice, and the challenges they encounter while on the path to creating their dream lives. This elite sales pro has over 1,000 closed sales under his belt and is gonna share with us 3 keys to going beast mode on your sales goals,  in life and so much more. Lucas can be reached at: Facebook: The Radical Sales Community The Radical Sales Coach Email: Lucas@radicalsalescoaching.com   Website: schoolofdreams.co   The post SSP 017: From Sports Agent to Radical Sales Coach with Lucas Barra appeared first on Smart Sales Pro.