Elite Selling Podcast - Mastering Tech Sales

Show Notes: Defining the provocative sale. 0:00 The provocative sale. 5% of B2B buyers are in the market for something new this year. Introduction to today’s episode. 0:59 Introduction to Matt Cameron, chief executive officer of sassy sales leadership. Emotional intelligence in sales. Defining the provocative sale. 3:19 Defining relevant competencies and the provocative sale. Why emotional intelligence is a valuable asset. Having confidence in the formula for sales success. Having the right to ask for introductions. How to stay close to your customer. 8:45 Three key elements of sales, are optimism, self-regard, and empathy. Empathy for the buyer. Preparing for a specific call or personal development. Breaking out of a sales slump. How to get out of the valleys. 14:13 The importance of journaling and emotional intelligence. The four stages of the sales process. The importance of empathy and intelligence competency. 16:32 Empathy is the number one competency in sales. Assertiveness is also a competency. Reality testing is a key differentiator for elite salespeople. The ability to be vulnerable. 26:14 Emotional self awareness. 29:03 Emotional self-awareness, mindfulness and stress tolerance. Stress tolerance and how it impacts performance. The nine key emotional intelligence competencies needed for elite sellers. The sales leader questionnaire-based assessment. How do you define an elite seller in sales? 34:11 The three buckets of salespeople, the engineer, the designer and the architect. Transactional sales. Resources Matt recommends listeners and listeners to check out.

Podcast Summary: Seek first to understand your audience. 0:00 Understanding success and what success looks like. Seek first to understand before going into sales. Best practices that will last for a long time. Seeking first to understand. Why is seek first to understand so important? 3:04 Emotional intelligence and seeking first to understand. The seven habits of successful salespeople The first meeting might be uncomfortable because its untraditional Don’t go down the rabbit hole on one item. 8:24 Solving specific problems for the customer. Starting at c level with a value proposition. What else do you need to do to be successful? 11:07 Keep repeating the list of items to get access to information. Being solution resistant. How mark trains his team to not go down the rabbit hole. The Hans model. Seek first to understand before you advocate for your product. 15:44 Early in the process, understand success. Prioritize what's the impact of resolving the problem Seek first to understand, scout, soldier mindset Building durable champions that will last. 22:31 The crucible, where things get hot and challenging. Prepare yourself for the end when it becomes about risk and cost. Building trust. Selling to a customer’s intent. 25:50 Why hope is not a strategy. The importance of building a stakeholder base. Be solution-resistant, intent-resistant and design thinking. How do you measure success? 29:48 Roses, Buds, Thorns How to have hard conversations in a soft way Lead with your heart and your heart. 35:21 Why 30 minutes is the right amount of time for a meeting. The importance of intent over everything else. Focusing on the roses and thorns. 38:21 Being 100% focused on their success creates a human conversation. Daniel pink, sell as human. What the CFO is missing in the list. How do you define an elite seller? 42:55 Tiger woods and tom brady. Mark is able to command the resources of the organization. Being intentional over technique.

Here's what we will cover today: How to Navigate The Three Competitive Vectors: 1. Head to Head Competitors2. Cost of Doing Nothing3. Alternative Examples (Gravity Winds) Key Topics: -Know your customer better than your competition -Do deep research and get ahead of the competition -How to get creative in your deals Connect with Lynn: https://www.linkedin.com/in/lynncomp/

Griffin and Frankie break down the art vs. science of selling.

Show notes: -How to build champions -Top questions to ask CFOs -Definition of Elite Seller -How to find the right people and the right accounts -ROI Connect with Chris: https://www.linkedin.com/in/chrisorlob/

-Creativity in your deals -Building Champions -The importance of capturing your buyer's attention span -What Makes an Elite Seller -How to think outside the box

-No Champ, No Deal -How to build an executive summary for your champion -Multi-threading -How to identify your ideal champion

-How to navigate the current macro -Importance of understanding customer -How to have a great mindset during this time

The Power of Being an Introvert in Sales (Brandon Fluharty @Founder of BrandonFluharty.com)

Follow Dale: https://www.linkedin.com/in/copierwarrior/