Sales Is King

The main reason why Sales has failed to close deals the past 7 years in a row? They didn't show the prospects the money. The inability to effectively sell value is the main thing holding you back from crushing quota, make a ton of cash and turning losses and stalls into green. Tom Pisello wrote the book on selling value. In fact, he's written two: The Frugalnomics Survival Guide and his most recent best seller, Evolved Selling. Tom draws from his wealth of knowledge and experience working with hundreds of companies and thousands of sales teams to tell us how we can leverage value selling to change the face of our Sales game! Don't miss this one 🎙

Buyer confidence is cited as the #1 issue facing sales reps in B2B deals(new Gartner report) But it is not what you think. It is not the Buyer's confidence in the sales rep, but it is the buyer's confidence in themselves! Confidence to make the right decision. Buyer enablement and the sales rep's ability to help the Buyer navigate through the massive amounts of information that they are wrestling with is paramount to sales success. Dan details 5 steps to successfully engage with Buyers and show them the most prudent way to tackle the decision making process. Garter article: http://ow.ly/vFbj101NWfn

Growth Guru, Data Monetization Expert, Serial Entrepreneur, and now Investment Banker, Kristin Luck returns to the Sales Is King Spotlight to discuss the NEW RULES FOR SUCCESS in business today. Do not miss this conversation!

Relationships used to be all you needed in Sales. Today, with dramatically reduced attention spans, complicated buying decisions, executives doing more selling and buying, and buyers placing a diminished value on Sales Reps- the dynamics of relationships are changing. Dan explores this and discusses what you need to succeed in this increasingly transactional digital economy.

Do you feel guilty taking vacation from your job? Is the Hustle mentality detrimental to your health and wellness? Does it have a negative impact on your personal and family life? Does your company really care about your 'work-life' balance? If these questions interest you, tune into our interview with Carlos Hidalgo, who personally has felt the sting of the Hustle Culture. He almost lost his family in the process of 'hustling'  at all costs. His new book, The UnAmerican Dream, describes the rollercoaster ride that Carlos experienced and the story of how we jammed on the brakes and changed his life. It also provides a blueprint for putting some sanity back in your life!

74% of Sales Managers are poor communicators? What? Yes, a MHI study confirms our worst fears about sales leaders. Dan details some of the other critical issues plaguing sales leaders today and what needs to be done about it and FAST 🤔

[New Interview] Empathy expert, Dr. Helen Riess joins Dan in the Sales Is King Spotlight to discuss her outstanding book, The Empathy Effect.  We have spoken so frequently about the importance of Empathy not only in sales and in business but in Life.  Being able to establish deeper connections with your customers, your co-workers, your direct reports, your family and friends is paramount to feeling satisfied in your day to day activities.  In business, buyers can see through the people who only cares about themselves. The people who show a genuine interest in their friend, prospect, or customer are succeeding in connecting and differentiating. But can Empathy be learned? Or is it just part of our DNA? You better believe you can learn how to be more empathetic and Dr. Reiss explains how in this high impact episode. Too many folks have only a surface level understanding of empathy. In this interview, we get deep into what empathy really means, how you can improve your ability to be more empathetic and why it is becoming so important in the workplace today. Visit Dr. Reiss' organization here if you want to train and coach your team to be more empathetic: http://empathetics.com/ Do it 👊

Sales is being disrupted. There, I said it. What are you doing to evolve your sales game? Dan reviews the latest evidence that the chasm between the Haves and Have Nots in Sales is growing. The Elite Sellers are kicking the piss out of everyone else in the following areas: Trustworthiness Timeline of the deliverable(s) Referrals Expertise Credibility Personality Understanding Buyer needs Fit Price Chemistry Ease of working with Capabilities Your comfort level Reputation Proximity Flexibility Enough Already! It is GO TIME!

If you find yourself slugging it out with the competition, here are 5 powerful steps to win the deal. 1. Engage in effective discovery- around strategic objectives and business priorities 2. Us!  How do we deliver a different experience?   3. Show them the money!  Can you show the ROI?   4. Get deeper into the decision making process!   5. Talk about the post-sale experience.   Take a listen and share your thoughts.  What would you add?

I cannot believe it took 92 episodes to get down in the mud and talk cold calling. And we do it a big solid in this high energy episode.  Everything you need to succeed is here. Give a listen NOW