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Sales Tuners

A weekly Business, Management and Careers podcast featuring Jim Brown
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Episodes of Sales Tuners

Takeaways Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your pro
In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magi
Takeaways Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licens
In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s Influence: The Psychology of Persuasion. Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with
Takeaways Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have
Takeaways Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask them about how or why they do what they do, but you can definitely observe their actions. Break down how they speak, how the
Takeaways Ask the Next Question: By this point, we should all be used to hearing the word “no.” However, it’s what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it co
Takeaways Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract a
Takeaways Share: Even if what you share is unrelated to what you’re trying to sell, doing so allows you to show you care, which drives future opportunities. Focus on the Customer: Know the buyer from every angle at the company and personal lev
Takeaways Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 1
Takeaways Learn From Others: Everyone learns from failure, but you don’t have to learn from your own failure. Whether it’s your peers, other professionals in your network, books, blogs, or even podcasts like this. You owe it to yourself to see
Takeaways It’s Not About Learning: It’s about applying what you love and who you are to what you do. While you need to understand your product, It’s more important to know how to sell than it is to know all the technical features and benefits
Takeaways Be Responsive and Get Shit Done: When you’re working at a company that is really going somewhere, everybody has a hundred things on their plate and constantly shifting priorities. If you want to stand out, be the person that voluntee
Takeaways Remember It’s Not About You: Hearing “no” in sales is a given, but that doesn’t make it any less trying. Regardless of the circumstances surrounding how exactly you are shot down, there is no more important personality strength than
Takeaways Words are Powerful: Your mastery of language and results driven communication is paramount to your success in sales. It’s one thing to be good, but becoming a student of linguistics and really understanding the nuance between conscio
Takeaways Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers. Make it Personal: Altho
Takeaways Master the First 20 Seconds: We all get defensive when we receive an unexpected call from someone we don’t know. Don’t take it personal as it’s a cultural issue. However, it is your job to dissolve that defensiveness very quickly. Fi
Takeaways Invest Time Building the Right List: Knowing who your ideal prospect is, is only the beginning of a good outreach plan. Don’t take for granted the amount of work that goes into identifying exactly who those people are and trying to a
Takeaways Plan Your Target Accounts: Too many sales reps take the shotgun approach when it comes to prospecting. To me, it feels like that’s the reason we get so many shitty emails and generic LinkedIn connection requests. Take the time to pla
Takeaways Systematize Your Follow-up: I’m sure you’ve heard the phrase “persistence pays” many times. Well, I hope they were talking about sales, because it couldn’t be more true. I’ve read startling stats that say on average, a sales rep will
Takeaways Make Planned Calls, Not Random Calls: For many people it doesn’t take long to realize that quality over quantity matters. For example, sometimes it’s not about how many calls you make. It’s about making planned calls that target spec
Takeaways Disqualify Early: If you want to save both yourself and your prospect time, then it’s your job to disqualify them as early as possible. Now, if you have a weak pipeline or don’t like prospecting, I know you will hang on to every oppo
Takeaways Differentiation is Key: Most of us want to believe we’re not selling a commodity, but having been on the buyer's side of the table for several SaaS platforms lately, I assure you, each demo starts to blur together because the feature
Special Holiday Episode https://www.salestuners.com/making-a-list Sponsor Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.  
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