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So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.
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Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors
22:44
Customers are king and nowhere is that more apparent than in the casino and gaming industry. The retention and treatment of a customer can make or break a company. In this episode, managing partner Cory Morowitz talks about his experience consulting companies on the importance of the customer in the gaming industry.…
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Transparency is a buzzword but it’s still important. Great companies have figured out a way to be transparent but also be private. Transparency doesn’t mean telling everything but it does mean open and honestly. In this episode, David Karp talks about transparency and how great companies use this tool to be successful.…
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Account management has been around a long time but it’s changing every day. There are emerging trends that are forcing leaders of account management to change the way they do their job and it’s a good thing. In this episode, Suneal Rao talks about trends in account management and the secrets great companies are following to win with this important …
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Inside sales is growing at incredible rates and it doesn’t appear to be slowing down anytime soon. Many companies struggle to figure out how to change their typical outside sales motion to an inside sales motion. In this episode, Jeff Knowlton from Softchoice talks to us about how to effectively scale an inside sales team.…
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Change is hard. Nobody likes it but it is something that we all have to deal with every day in sales. In this episode, Sharlene Dozois from Cision talks about her experiences with change and how she’s managed teams through that change to be successful.Por Gabe Larsen, Sharlene Dozois
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Why do sales reps always want to talk about themselves? It’s because they are comfortable with that. It’s hard to learn about the customer, their problems, and their industry but that’s exactly what great salespeople do. They spend more time on the customer then they do themselves. In this episode, Chief Business Development Officer Lori Langholz t…
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We've all sold for a long time but many of us have not taken the time to step back and think about what are the principles that make us successful in our day-to-day selling. In this episode, Joe Haynie from JCI talks to us about three enduring sales principles that have shaped his career and help to make him a successful sales leader…
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Pre-call planning is one of most important tasks we overlook in sales. Many sales reps want to simply get on the phone and do their thing, but more and more reps are finding that shoot from the hip approach is not working. In this episode, we dive into how Jeff Boyle from Cision coaches his team to think about pre-call planning: - Research the cont…
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There are a lot of salespeople in the world but not every salesperson really wants it. To win at sales, you have to dive deep into yourself and really decided if you want to really get better at what you do or not. Don’t talk the talk if you’re not ready to walk the walk. In this episode, we talk about how some of the greatest salespeople in the wo…
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Front-line managers are oft-forgotten and they shouldn't be. In this episode, Natalie Bering from Service now talks about how to support managers by coaching them, maximizing your 1:1 time with them, and focusing on their professional development.Por Natalie Bering, Gabe Larsen
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September 11th was a terrible time for many people and the US as a whole. For many people, it was a day they will never forget as it changes their lives forever. In this special episode, we talk to inside sales executive Jim Donovan about his experience on 9/11 and how his life was transformed.Por Jim Donnovan, Gabe Larsen
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If you don't hire and retain you will wither and die in today's market. The problem most people don't know how to do this. In this episode, we discuss how to select candidates, on-boarding, and training.Por Neal Benedic
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We need to change the way we sell. We can't sell our products anymore. There are two many products but there are not enough solutions. Buyers have problems and they need solutions but not in the way you think you need them. We need to change the message in sales to get buyers to change vendors/product. Salespeople tend to focus on the gain by asser…
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Leveraging Effective Sales Operations to Drive Revenue and Profitability w/Sri Chakravarty @AshleyFurniture
16:14
Sales Operations is a known function for many organizations but it is often underutilized. In this episode, we discuss how sales operations can be most effectively utilized by using big data, understanding the customer lifetime value, and collaborating with other parts of the organization.Por Gabe Larsen, Sri Chakravarty
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Sales Development is an important role in many companies but many teams still struggle to figure out how to coach and train reps to be successful. In this episode we discuss the importance of sales development and the top three skills needed to be successful. Conversation starterLead ManagementQualified lead/opp transfer to sales…
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Let me guess, your sales pipeline isn't moving as you'd like it? Nobodies is. The question is how do you get it unstuck? Most people think you need to run fancy reports and have hours of conversations and although those are important things the most important thing about talking to customers is often overlooked. In this episode, we dive into the im…
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Everybody knows relationships make or break the sale but how do you build relationships to be a successful salesperson. In this episode, Sr Managing Director at JLL, Steve Steinmeyer talks about the power of relationship selling and how you can start to build relationships to help you sell more.Por Steve Steinmeyer
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In this episode, Gabe talks about using text messaging in your day to day sales activities to help you sell more.Por Brandon Bornancin
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There are multiple ways to communicate with prospects and potential buyers. As salespeople, we often get comfortable with the methods we know best which are phone and email. The problem with this is, if you're using those methods probably everybody else is as well. What can you do differently? What methods will help you stand out from your competit…
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There are a lot of reasons why companies win and lose. Some of the reasons are simple and some are complex but either way, it's never easy to become a great company. In this episode, Gabe breaks down some of his experience consulting other companies and he gives his advice as to why some companies win and some companies lose.…
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Acquiring new leads, moving them down the funnel, and closing the deal; this is the life-blood of any company. However, the complicated nature of strategy and execution often makes it the most broken process of an organization. How do you optimize this process in order to get the most out of your sales funnel and strike a balance between innovation…
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Account-based marketing is a buzz word but how do you actually do it and should you do it? In this episode, Gabe breaks down the term account-based marketing into a three simple step process to start doing this motion correctly.Por Brandon Bornancin
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Video in sales is all the rage but does it really work and should you use it? In this episode, Gabe Larsen talks about the secrets to using video and how, if done right, video can be a game-changing technology for you to use in your sales prospecting efforts.Por Brandon Bornancin
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I have nearly 1000 connection requests in my LinkedIn inbox (990). I'm not popular I'm just months behind because I promised myself I would do a personalized note for every response. I just looked at 990 requests and found that 142 of them had a note for a total of 14%. 14% of connection requests have a personalized note. . . hmmm interestingShould…
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Everybody needs the formula to sell more and sell better. The problem is that is exactly what people lack.Por Brian Robinson
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