Conversational Selling

We welcome Kendra Lee to this week’s episode of the Conversational Selling podcast. Kendra is the President of KLA Group and a new business development authority. She helps SMB companies increase revenue through targeted, multichannel lead generation and sales strategies that focus directly on a business’s ideal prospects. She is also an author of multiple sales books and is an in-demand speaker.Because each potential lead is unique, reaching out only through LinkedIn or email is not enough; we have to do more and we have to do it in coordination with marketing, sales, and delivery teams. Kendra is here to explain the benefits of having a multichannel approach to lead generation and how it results in increased sales and greater revenue. Her Revenue Generating System is a multipart process for filling a company’s prospect pipeline, and Kendra breaks it down for us.Our conversation is wide-ranging and full of great insights any sales or marketing team member needs to hear, including: How to write emails that people will respond to The importance of communication between teams Her proven process to increase referrals within weeks And more Get past referral dead-ends, tie your lead generation activities with your sales efforts, and listen now!

Our guest on this week’s episode is author, speaker, and CEO John Asher. His company, Asher Strategies, offers sales advisory services to clients all over the world. Working with Vistage, an international network of CEOs, John has presented best practices in sales, sales management, and marketing. And his team has trained over 80,000 executives, salespeople, and managers in almost two dozen countries over the past 19 years. The author of Close Deals Faster and The Neuroscience of Selling is here to talk with us about all things sales.Solution selling is dead. The idea of building rapport, conducting a needs analysis of the buyer, and then offering a solution that fits no longer works in today’s business world. While the average salesperson is a passive listener and good salespeople are active listeners, elite sellers are the ones who now practice perfect listening. No one stays at the top without training, especially with so much new information emerging in the field of sales. John breaks down the techniques that have replaced solution selling, including: How to become a perfect listener The five factors for sales success Identifying the right time to close a deal And much, much more John is truly a wealth of experience and information. He has helped so many salespeople get to the top of their game in the ever-changing landscape of modern sales. His approaches are backed by science and proven in the field. Become a more successful seller by becoming a perfect listener and listen now!

On this week’s episode of Conversational Selling, our guest is Wendy Thomas, Founder of Wendy Thomas Coaching. Wendy is a corporate and personal coach with a positive and infectious energy that inspires people to become more engaged, productive, and successful. Her Thinking into Results program helps businesses make changes that lead to positive growth and allows individuals to become stronger, more connected, leaders for tomorrow. Her passion is contagious and her insight into mindset helps her clients realize their full potential.Mindset impacts all aspects of our life and business, especially when times are tough. How are our conscious and subconscious minds connected to the world around us? How do our subconscious thoughts impact our body, behavior, and results? Can a pessimist become an optimist? And, can we have control over our success through the types of thoughts we invest our energy in? Wendy discusses her answers to each of these questions and shares further insights into the following: The ability to influence outcomes through our mindset The importance of having big dreams How to reset a negative mindset And more Wendy is a real yes-you-can gal. Yes, you can control your mindset. Yes, you can dream big and achieve it. Yes, you can realize your full potential. Positivity wins every time; listen now!

Amy Franko is our guest on this week’s episode. Amy is a sales strategist, speaker, and bestselling author of the #1 New Release, The Modern Seller. She was also named LinkedIn’s 2019 Top Sales Voice. Amy helps B2B sellers with her dynamic style, practical experience, and blend of current research and fresh insights. It has been her personal mission and goal to bring her learning and development background to help organizations and individual sellers fill the skills gap in the market and we are so excited to be speaking with her!Amy has created a strategic selling framework and specific curriculum to help identify and implement a healthy sales growth culture within organizations. Often overlooked, her unique ideas help modern sellers develop the skills behind the skills of selling. She shares some of these insights with us, including: Higher-level sales skills Uncovering pertinent client issues and trends How to avoid sales culture pitfalls And more Her company, Amy Franko Associates, works with numerous businesses and thought leaders from around the world to make the most of their sales in a changing economic landscape. She is changing the way organizations do sales. Listen in and have a fantastic sales day!

On this week’s episode, our guest is “The LinkedIn Whisperer”, Brynne Tillman! Brynne is the CEO of Social Sales Link and for over a decade has been teaching entrepreneurs, sales teams, and business leaders how to leverage the awesome power of LinkedIn for social selling. She has adapted proven traditional sales techniques to the new, digital world in order to find and engage the right target market.LinkedIn is the most powerful digital database for business. It offers users the ability to search and filter connections and leverage relationships in order to earn referrals and the permission to name-drop, like a virtual sales conference lobby social. Brynne’s insights into LinkedIn marketing helps companies and individuals maximize business opportunities on the site. Her tips include: How to convert your profile from a resume into a client resource Why it’s important to use a permission-based model How to engage with influencer articles to find new business The importance of offering free content to your network And so much more Brynne’s company offers e-learning memberships, coaching, and a community of like-minded business people making the most of what LinkedIn has to offer, but you can get all of her most important LinkedIn lessons by listening in now!

This week’s special guest is Lisa Magnuson, the Founder and Corporate Sales Strategist of Top Line Sales. Lisa is a sales mastermind with a proven track record of helping her clients land big deals regularly. She loves sales and sales leadership and is the author of four books and over 250 articles on a variety of sales topics. Her roll-up-your-sleeves style helps clients land seven-figure deals. Lisa shares with us the secrets not just to improving sales but to going after, and winning, 5x sales opportunities.Whether it’s working with a temporary account team or an established sales team, coming on board at the planning, proposal, or presentation stage for a 6, 9, or 18-month timeframe, Lisa brings a wealth of knowledge to the conversation. She shares: How to score and then prioritize sales opportunities Signs that a deal will move forward or stall out The importance of using a relationship map and the SWOT process The necessity of rigorous pre-call planning And much more 5x deals, deals that are five times the size of an average deal, need to be approached differently – they need their own strategy for success. Lisa has the proven approach for winning these types of deals AND a free offer for listeners. Get ready to learn!

Our special guest on this week’s episode of Conversational Selling is Alice Heiman. Alice is the Founder and Chief Sales Energizer of Alice Heiman, a sales strategy and tactics consultancy. She works with SMB companies to drive growth and bring about change through the newest research and best practices in positive mindsets. Her work often involves coaching CEOs to take the first steps to change a company’s approach to sales. Her view of sales success involves everyone in the business and yields real results fast.Alice is an award-winning sales expert who has appeared as a guest on multiple TV and radio programs, as well as in print publications. We are so excited to have her share her expert insights with us! She explains: The keys to a positive sales mindset Sales strategy communication, process, and deployment Who is ultimately responsible for sales And more Be ready to take your sales strategy to the next level with our Alice Heiman interview. Listen now!

On this week’s episode of Conversational Selling, our special guest is Tonya Bjurstrom, Founder of Dirby Solutions. Tonya leverages her impressive customer experience skill set to help companies gain valuable insight from their customers and better identify untapped opportunities for growth. Customer retention is so important and Tonya shares how to get the most out of it for our businesses.Most companies treat their customers well, many have developed great relationships with them, but few really tap into their customers as an avenue of growth or means to find solutions to their business challenges. Tonya takes listeners through the following steps to begin fully utilizing customer value: Identifying key desired insights Creating space where the customer is comfortable sharing Phrasing questions to elicit more feedback And more By staying curious about your customers, asking the right questions in the right way, and allowing them to guide the decision-making process, you’ll maintain their loyalty, increase revenue, and grow your business. It always starts with the human conversation. Listen now!

Our special guest on this week’s episode of Conversational Selling is Lauren Bailey, the Founder and President of Factor 8 – an award-winning sales rep and manager training company. She is a 20 year veteran of the inside sales industry. Traveling the world, she has worked with the likes of Sony, Grainger, Microsoft, and Google. Lauren is also the Founder of The Girls Club, an organization committed to getting more women into sales management and leadership.We speak with Lauren about the importance of inside selling and providing inside sellers with the training and coaching they need to be successful and avoid burnout, as well as: Which sales trends will last beyond the pandemic How inside sellers can best utilize a script while remaining authentic What’s being done to bring more women into sales management positions And more

Our special guest on this week’s episode of Conversational Selling is Meshell Baker, the Owner of Meshell Baker Enterprises and SuperFan Solutions. Meshell is an award-winning Keynote Speaker, Sales Coach, and Mentor who works with sales leaders and individuals to inspire and ignite confidence, and influence conversations that cultivate client relationships and new business opportunities. With over 25 years of successful corporate experience in sales, she is on a mission to change the way sales is perceived. We chat with Meshell about adaptability and mastery, as well as: The keys to generating more confidence How to quit self-sabotaging and activate your genius Shedding your excuses Overcoming the struggle with your inner voice and eliminating imposter syndrome And more