Antonella O’Day

Join B2B sales leader Antonella O'Day, sales effectiveness expert Brian Walsh, and value-based selling specialist John Kaplan as they share essential insights for impactful sales meetings. Antonella emphasizes the importance of setting clear agendas and using tailored questions to build rapport. Brian discusses the significance of owning next steps while ensuring pre-meeting alignment. John introduces the MEDIC framework for post-call qualification, encouraging a team-oriented, customer-focused storytelling approach to drive sales success.

Antonella O'Day, a seasoned sales and career advisor, shares her expert insights for navigating job transitions. She emphasizes the importance of identifying when to leave a company and how to communicate your concerns with management. Antonella discusses evaluating new roles through frameworks of people, culture, and financial stability. She warns against the allure of startups and stresses the value of thorough due diligence—researching potential managers and trusting your instincts. Her practical advice ensures listeners are well-prepared for their next career move.

Antonella O'Day, a seasoned sales leader and coach, shares invaluable insights on mastering the crucial first meeting with customers. She emphasizes the importance of preparation, recommending a tailored agenda to clarify goals. With tips on crafting open questions, she encourages listeners to foster rapport with cautious clients. Antonella also highlights effective time management during discussions and the significance of clearly defining next steps, ensuring everyone is on the same page for a successful partnership.

Antonella O’Day from Force Management shares her expertise on multi-threaded selling and building consensus in customer accounts. She emphasizes the need for involving numerous stakeholders to achieve a 'Collective Yes.' The conversation delves into navigating differing perspectives, tailoring sales strategies for various executive personas, and the crucial role of champions in resolving internal conflicts. Antonella also advocates for engaging new stakeholders in sales meetings to enhance understanding and drive revenue growth.

Antonella O'Day, an expert in sales planning and strategy, shares invaluable insights on setting up for success this year. She emphasizes analyzing past trends and the competitive landscape to inform personal targets for 2025. Antonella discusses the importance of identifying ideal customers and uncovering new growth opportunities. Reflecting on past performances to learn from successes and mistakes is essential for future strategies. Additionally, she invites listeners to join an upcoming webinar with a chance to win a coaching session, making this a must-listen!

Antonella O’Day, a seasoned sales leader, shares her expertise on guiding prospects from mere interest to genuine buying intent. She emphasizes cultivating curiosity during initial calls to uncover true motivations. Antonella offers strategies for utilizing mutual action plans to foster alignment and trust with prospects. The conversation highlights the importance of asking insightful questions to deepen engagement and navigate complex sales dialogues, ultimately encouraging sellers to proactively address buyer challenges.

Antonella O’Day, a seasoned sales leader, shares her expertise on deal qualification and risk assessment. She discusses crucial questions sales reps should ask to assess their deals effectively. The conversation highlights understanding customer perspectives to gain a competitive edge, decoding their decision-making process, and overcoming roadblocks with the help of champions within organizations. Additionally, Antonella stresses the importance of identifying sales risks and proactively strategizing to tackle potential obstacles.

Antonella O’Day, a B2B sales expert, discusses the art of knowing when to walk away from a deal. She emphasizes evaluating whether you can actually solve a client’s problems and identifies key indicators for deal stalling. The conversation highlights the importance of tangible customer verifiable outcomes as signals of interest. Antonella also shares strategies for tactfully disengaging from deals while keeping relationships intact, reminding us that a no today can lead to opportunities tomorrow.

Antonella O'Day, a renowned sales expert, shares her insights on objection handling. She emphasizes viewing objections as opportunities to build trust rather than hurdles. Antonella presents a three-step approach: First, actively listen to acknowledge customer concerns. Second, ask discovery questions to uncover the underlying motivations behind objections. Finally, she teaches how to reframe the conversation to highlight value, especially when addressing price-related issues. Tune in for practical tactics to enhance your sales conversations!

Antonella O'Day, a sales leader and consultant specializing in sales effectiveness and go-to-market strategy, shares her insights on navigating competition. She highlights the importance of understanding competitors while emphasizing a focus on the buyer. Antonella discusses essential competitor intel, warns against over-analyzing, and outlines strategies like leveraging smaller company advantages. She offers tips on gathering competitive insights through professional relationships and stresses that keeping a customer-centered approach is vital for success.