SSP 036: Perfect Pitch with The Pitch Whisperer, John Livesay

Welcome to the Smart Sales Pro Podcast episode 36.   Todays guest is speaker, author, and podcast host, Pitch Whisperer John Livesay

As The Pitch Whisperer, John Livesay helps people craft a compelling pitch that tugs at the heartstrings so people open their purse strings.. He hosts “The Successful Pitch” podcast  and is the author of “The Successful Pitch : Conversations on Going From Invisible To Investable
Key notes:
People buy transformation, not information.
You have to be confident, but  not arrogant.
“The key to success is confidence and the key to confidence is preparation.” Arthur Ash
Be prepared and give a customized presentation whenever you can.
Make sure your open and your close are strong
Tug on their heart strings to open up their purse strings.
Why you, Why now?
Why are you uniquely suited to execute this idea and why now is the perfect time?
3 Unspoken Question Customers Have:
Do I like you?
Do I trust you?
Will this work for me?
They have to TRUST, LIKE and KNOW you in that order.
Increase trust through candor.
Rejection; you never take it personally, don’t reject yourself or the product.
“Failure is just feedback. Keep going until you get a zombie idea so great it wont die.” Tim Sanders
Be prepared to pivot when you have objections
Don’t go it alone, don’t take rejection personally, failure is just feedback
Greatest Life Lesson:
Who you are is bigger than what you do.
Separate your self worth and self esteem form what you do.
 
Book Recommendations:
Disrupt You: Jay Samit
Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges – Tim Sanders

SSP 035: 6 Principles of Outstanding Account Managers with Jermaine Edwards

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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.

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SSP 034: Social Selling with Dave Howe from Sales for Life

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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.

Continue reading SSP 034: Social Selling with Dave Howe from Sales for Life

SSP 033: Sales Chat with the Chief Sales Introvert Alen Mayer

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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”.

Continue reading SSP 033: Sales Chat with the Chief Sales Introvert Alen Mayer

SSP 032: Show Up Where You Are with Hardcore Closer Ryan Stewman

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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.


Continue reading SSP 032: Show Up Where You Are with Hardcore Closer Ryan Stewman

SSP 031: Educate, Equip and Evangelize with Luis Congdon

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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.

SSP 030: How to be a Problem Finder with Scott Plum

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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/

 

SSP 029: Top Performer Sales Tips with Fred Diamond

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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
  1. Get a coach or mentor
  2. Get clear on how you want to position yourself in the marketplace
  3. 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:
Twitter: @IESBD

 

SSP 028: Survive and Thrive with Factor8 President Lauren Bailey

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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:

SSP 027: Sales Tips, Good Books and Productivity Hacks with James Carbary

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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