Rather than creating scripts and pitch decks that encourage you or your sales reps to tell your story, start developing questions that prompt prospects to tell you theirs. Traditional salespeople tell prospects what they think the prospects need to know. Effective sales professionals establish themselves as trusted advisers by asking questions that make their prospects contemplate ideas and alternatives they wouldn’t have thought of on their own.
It’s usually pretty easy for us to think about the seller’s journey. That’s our sales process, and most of us are accustomed to thinking about that journey, simply because we already know what our own decision-making process looks like for deciding who we want to work with (and who we don’t). But what about the buyer’s decision-making process?
Looking for a way to create an engaging and effective product demo? Look no further than a story-led demo! In this episode of the How to Succeed Podcast, Nick Capozzi will join us to discuss the power of story-led demos and how they can help you succeed.
On this episode from the How To Succeed podcast, we have Stephanie van Dam discussing how to become fearless. She believes that in order to overcome fear and reach the next level of success, one needs to break through the fear and take action.
This week we welcome Martine Kalaw, author of The ABCs of Diversity: A Manager's Guide to Diversity, Equity, and Inclusion in the New Workplace. Tap into your organization’s full potential through understanding and strategic implementation of the best DEI Practices.
In this episode, we sit down with Duane Cerny, the author of Dead People’s Things, to discuss the sales lessons from selling vintage furniture and clothing. Duane explains how he decided to switch career paths from a lawyer to a business selling mid-century modern furniture when he was around the age of 30.
In this episode, we sit down with Stephanie Paul to discuss the magic of the story and how to use it to engage and influence any audience. Stephanie is an author and speaker coach who coaches executive sales teams, TEDx speakers, fundraisers, and other experts on how to become better storytellers and presenters.
This episode features Brad Ferguson as our guest. We talk about how to create a 30-Second Commercial successfully. Brad advises salespeople to target their ideal clients and specify the issues that others are facing that they can resolve.
In this episode, we sit down with Jennifer Smith, CEO and founder of Scribe, an automatic process documentation software. We discuss how people should go beyond simply looking at revenue when tracking sales success and instead focus on three levels.
In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.
In this episode, we sit down with Phil Johnson, the founder of the Master of Business Leadership program, to discuss the importance of emotional intelligence (EQ) and how influential it is to drive revenue, productivity, and profitability.
