Sales Strategy & Enablement by Revenue.io

A Conversation with Victor Antonio

Nov 18, 2022

Ask episode

Chapters

Transcript

Episode notes

Victor Antonio is a Sales Trainer and Motivation Keynote Speaker at Sellinger Group and the host of the Sales Influence Podcast. A lot of factors naturally contribute to the elevating of individual and team sales performance.

Victor shares nuggets of wisdom about connecting with clients and prospects. He talks about why there's a misperception on salespeople no longer being needed because of the wealth of information available through technology and the internet. He also shares insight on how to approach self-improvement as a seller.

HIGHLIGHTS

The misconception that salespeople are no longer as needed because information is readily available
Defining and establishing trust
How Victor came up with the SMART Framework
Is quota an outdated metric?

QUOTES

There's a misperception that salespeople are no longer needed, says Victor: "I think salespeople are now more valuable than ever because there's so much information out there that buyers are actually confused. And it takes a great salesperson, going back to the domain expert piece, to actually help them clarify their thinking in order to make a decision."

Victor on how we train people to slow down: "When you measure the wrong KPIs, you get the wrong results. And also, salespeople are not stupid, they know how to game the system. If you're gonna measure me on the number of calls, well I'll just call anybody. Sometimes we're focusing on the wrong things."

Find out more about Victor in the links below:

LinkedIn: https://www.linkedin.com/in/victorantonio/
Website: https://victorantonio.com/