28 What do Top Sales Performers Do? With Scott Ingram

This week, Scott Ingram – Host of Sales Success Podcast and Inspired Marketing Podcast joins us to talk about what he has learned interviewing top sales professionals in organizations across the country.  You are going to want to listen to this episode over and over.

Discussed in This Episode

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27 How Do You Get Your Team Working in Sync? Tracy Larson with WeSuite talks all things CRM

This week, Jeff and Christie talk all things CRM and Sales Enablement with Tracy Larson, President of WeSuite.  If you have ever struggled through a CRM implementation or aren’t sure if you need a CRM system, this episode is definitely for you.  Some sage advice from Tracy:

  • Don’t over customize the system
  • Make it easy for your team to enter and get data
  • Show performance and predicted performance data to your team
  • Don’t underestimate the value of the coaching process during implementation

Discussed in This Episode

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24 Why Sales is Like Golf with Justin Benton

If you are a regular listener of The Why and The Buy, you know that Christie and Jeff are avid golfers.  We believe that golf and sales are very similar and strive to include golfing in our businesses as often as we can.  Justin Benton joins us this week to talk about all the ways that sales and golf are alike.  Some of the key parallels discussed include:

You have to train a little bit every day #whysalesislikegolf @justinbenton Click To Tweet
Be consistent and persistent regardless of your numbers #whysalesislikegolf @justinbenton Click To Tweet

You have to work on your weaknesses #whysalesislikegolf @justinbenton Click To Tweet

23 How to Build a Roadmap to Revenue with Kristin Zhivago

Buyers have changed the way they buy. Mobile and Google have put “anything I want to know or buy – now!” in the palms of their hands. We are literally in the midst of a Digital Revolution when it comes to how people buy. While consumers are buying “at the speed of thought,” companies are still moving at corporate speed. Their sales are slipping as a result.  What is a business to do?

This week, Jeff interviews Kristin Zhivago, author of Roadmap to Revenue about:

  • What the digital market leaders are doing
  • What tools marketers can use to catch up
  • What principles will ensure they make the best use of those tools

 

Discussed in This Episode

21 Predictable Prospecting with Marylou Tyler

It seems everywhere we look, someone is talking about prospecting.  What to do, what not to do, how to win, what pitfalls to avoid…It can be overwhelming for even the best sales people to know the right approach to take.

In this episode, we talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline.  Some of the topics we cover include:

  • How to land crucial meetings
  • Twelve habits of highly successful SDRs
  • How to leverage the right tools for predictable prospecting

Discussed in This Episode

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13 Eliminate the Noise – Putting Sales Distractions on Mute

“I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days.  Busy…busy…busy…We are all just so busy.  Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes.  Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky.  They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

  • Steer clear of Time Wasters and Naysayers
  • Put technology in it’s place
  • Flip the script in your head
  • Feed your mind

Discussed in This Episode

Significant Quotes

Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

Tweet: Don’t give your time to people who don’t deserve it…ignore idiots and zealots #Gitomer #eliminatethenoise

Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

Tweet: Flip the script – What if the customer says no? becomes What if the customer says yes?  What does this make possible? #eliminatethenoise

12 Everyone Sells Something with Liz Wendling

Liz Wendling joins us in The Why and The Buy podcast studio this week.  Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world.

Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages – Liz

There are so many gems in this episode, we can’t possibly list all of the salient points Liz makes here.  Some highlights to listen for:

  • Why movies like Glengarry Glen Ross have skewed our view of sales
  • Why serving, listening, and sharing are not selling
  • Why technology is killing your business

Discussed in This Episode

Significant Quotes

They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

Tweet: They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

The hard work is in the discovery..once you do it, you will reap the rewards over and over

Tweet: The hard work is in the https://ctt.ec/GSumf+ you do it, you will reap the rewards over and over #everyonesells #thewhyandthebuy

You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved

Tweet: You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved #everyonesells