When you’re preparing for your day in sales, surprisingly, a major part of your process has got to be how NOT to think like a sales rep, but rather to think like your customer. Maybe you’ve heard this before, but joining us is a guy who, through many years of experience in front of customers and of consulting sales teams, has developed road map that’s ready for prime time. Jerry Acuff, CEO of the consulting firm Delta Point, joins host Dan Walker in this 10-minute podcast.
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In the best of all worlds, you’d have just the right marketing for your product or service, a nice list of dependable customers, and of course a comfortable chair in which to sit back and take orders all day. Now, back to reality. We all know that we have to work hard every day in order to stay relevant. And in case you’ve forgotten that message, speaker, trainer & consultant Tim Connor joins host Dan Walker with a reminder.
Cold Calling – it’s unpleasant, ineffective, a waste of time & makes everyone crabby. Right? Not so fast…There’s a growing number of thought leaders who maintain that cold calling in fact DOES work and has a place in sales today. Speaker, partner and lead trainer for eCenter Training, Jeff Goldberg, joins Dan Walker with the scoop in this 10-minute podcast.
Being successful in sales nowadays requires a whole lot more than your basic product knowledge, list of probing questions and answers to common objections. In today’s world, we need a powerful attitude that’ll elevate us to that of an equal to our buyer. Speaker, Consultant and author of the best-selling book "The Hidden Leader" Scott Edinger joins host Dan Walker to explain in this 10-minute podcast.
In a perfect world, when you walk into a sales call, you'd just instinctively know the right things to say to your prospect to make them crave your product or service - get them excited, get the deal. But in most cases, unless you're clairvoyant, you don't know what they're thinking. You've got to get into their head by asking good questions. Top consultant Steve Waterhouse shares some great ideas with host Dan Walker in this 10-minute podcast.
No secret here - Social media ain’t just for being social any more…it’s evolved into arguably the most potent weapon for sales success EVER. But navigating those social waters the right way, the most effective way, requires that you know what the experts know. International Speaker, author, trainer and executive coach Kevin Knebl joins host Dan Walker with great insight in this 10-minute podcast.
Nowadays, on social media especially, we see lists – lots of lists. The top 10 most important things to do for this, top 5 things never to do for that…Well in sales, we have our own lists. And we love to spotlight lists that’ll help us become better sales reps. Hal Becker, who at the age of 22 was the number one sales rep out of a sales force of 11,000 at Xerox and has had a stellar career as a speaker, author and trainer. And guess what? He’s got just such a list. Listen, learn and earn in this 10-minute podcast with Dan Walker