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SalesTuners is a weekly podcast where I talk with great sales leaders and high performing individual salespeople about the attitude, actions, and abilities that have led to their success.
Takeaways Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money on...
In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional busi...
Takeaways Become a Subject Matter Expert : There have been many conversations on this show that have talked about the need to truly understa...
In our first ever episode of READefined, we're taking a look at Robert Cialdini's Influence: The Psychology of Persuasion . Today, we are al...
Takeaways Speak a Common Language : As Greg was learning to sell, he was taught baseball idioms like 'batting 1.000,' 'drop the ball,' 'be i...
Takeaways Observe the Actions of Others : You may not have the confidence or even opportunity to approach others to ask them about how or wh...
Takeaways Ask the Next Question : By this point, we should all be used to hearing the word "no." However, it's what you do after hearing it...
Takeaways Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It's our job to find people we can make...
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 futu...
Takeaways Take Advantage of Opportunity : There is a short window of time to take advantage of every opportunity. If you wait until an oppor...
Takeaways Learn From Others: Everyone learns from failure, but you don't have to learn from your own failure. Whether it's your peers, other...
Takeaways It's Not About Learning : It's about applying what you love and who you are to what you do. While you need to understand your prod...
Takeaways Be Responsive and Get Shit Done: When you're working at a company that is really going somewhere, everybody has a hundred things o...
Takeaways Remember It's Not About You : Hearing "no" in sales is a given, but that doesn't make it any less trying. Regardless of the circum...
Takeaways Words are Powerful: Your mastery of language and results driven communication is paramount to your success in sales. It's one thin...
Takeaways Pleasantly Persistent : Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relation...
Takeaways Master the First 20 Seconds: We all get defensive when we receive an unexpected call from someone we don't know. Don't take it per...
Takeaways Invest Time Building the Right List: Knowing who your ideal prospect is, is only the beginning of a good outreach plan. Don't take...
Takeaways Plan Your Target Accounts : Too many sales reps take the shotgun approach when it comes to prospecting. To me, it feels like that'...
Takeaways Systematize Your Follow-up : I'm sure you've heard the phrase "persistence pays" many times. Well, I hope they were talking about...
Takeaways Make Planned Calls, Not Random Calls : For many people it doesn't take long to realize that quality over quantity matters. For exa...
Takeaways Disqualify Early : If you want to save both yourself and your prospect time, then it's your job to disqualify them as early as pos...
Takeaways Differentiation is Key: Most of us want to believe we're not selling a commodity, but having been on the buyer's side of the table...
SalesTuners is a weekly podcast where I talk with great sales leaders and high performing individual salespeople about the attitude, actions...
Special Holiday Episode https://www.salestuners.com/ making-a-list Sponsor Costello - What if every sales rep inherited the habits of your b...
Takeaways Ask Direct Questions About the Sales Process: Buyers that are interested and want to actually buy are more forthright with informa...
Takeaways Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you...
Takeaways It Doesn't Matter What You Want: There's nothing that frustrates buyers more than getting cold messages that are all about you. Yo...
Takeaways: Use the Information You Get : Every salesperson has been told they need to ask great questions, but here's the deal, if you don't...
Here I am. Halfway around the world, living what most would consider the "experience of a lifetime." Yet, I'm spending my time thinking abou...
Takeaways Change Your Mindset : It is my strong belief that the next generation of great sellers will be subject matter experts that have be...
Takeaways Figure Out the Why First: Nearly everyone you come across knows 'what' to do, but do they know 'why' to do it? If they know, do yo...
Takeaways Think Big Even If You Start Small : Anyone who's either lived it before or is living it now knows the truth about being a sales de...
Takeaways Become an Advocate: As a seller, you will never benefit if a prospect goes down a path that isn't going to benefit them. We've tal...
Takeaways Relationships Begin With Intent: You don't need me to tell you this, but buyers can sniff a hard sell coming from a mile away. The...
Takeaways Prove the Concept: If you're rolling out a new product or service you know can solve a problem, but no one can vouch for it, consi...
Takeaways Never Assume: You've likely heard the saying about that when you assume, all you do is make an ass out of you and me. Well, it's t...
Takeaways Act as a Resource: With more information than ever readily available for prospects, we need to become good stewards of context. Wh...
Takeaways It All Starts With Data (But It Doesn't End There) : Data is the list of people you're going to call and the industry or demograph...
Takeaways Build Connections: Careers are long. If you start thinking about the sales you're going to make over the next 20-30 years, it will...
Takeaways Lock in on the Verbs: If you've ever been anxious on a sales call, thinking too far ahead or worrying about what your next questio...
Takeaways Give Your Prospect What they Need: Notice, I did not say "give your prospect what they want," there is a difference. No longer are...
Takeaways Remind Prospects of Their Priorities: When you're talking with a prospect and seem to be slipping or losing ground, it's your resp...
Takeaways Use Social for Call Prep: While doing research on prospects, it's obvious you need to look at the company website and blog to see...
Takeaways Prospecting : By simply picking up the phone you open up a world of new opportunities. Prospecting helps solves a lot of problems...
Full Notes https://www.salestuners.com/ permission / Book Recommendations The 7 Habits of Highly Effective People by Stephen Covey Tribes: W...
Takeaways Be Real: Sales calls should be mutually beneficial. If you're just talking at prospects, naturally their guard is going to be up....
Takeaways Don't Be Afraid to Work Hard: Just like the quote at the beginning said, winners embrace the need to work hard, where losers see i...
Takeaways Set Daily Goals: I know most of you listening to this are the type that set a really big vision for your year. Unfortunately, it's...
Takeaways Manufacture Urgency: Pushing a prospect across the finish line is one of the biggest questions I get day to day. That said, withou...