Episode #159: Jon Ferrara

People Buy Better Versions of Themselves with AI

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Jon Ferrara

John is a CRM and relationship management entrepreneur and noted speaker about social media’s effects on sales and marketing. He has re-imagined CRM by building a simple smart CRM for G suite and Office 365, his most recent venture, Nimble.com. It is the first CRM that works for you by building and updating contact data for you. Then works with you everywhere you work. Ferrara is best known as the founder of Goldmine Software Corp, one of the early pioneers in Salesforce automation and customer relationship management. He has recently been recognized on Forbes as one of the top 10 social CEO’s, top 10 social salespeople in the world, and top 100 marketing influences. [01.48] Jon defines the term ‘Sales Technology Stack’ –it’s the tools of sales success, it all kind of started back in the stone age with stone tablets and kind of moved on to Rolodex and then became more sophisticated with six by nine index cards that people used to use to log notes on calls and schedule next tasks and then order them on date of recall date. And that was really the precursor to what we invented with Goldmine. Ultimately all that evolved into CRMs, however CRMS weren’t really enough. You needed tools for sales intelligence and […]

Episode #158: Shawn Finder

Maximize Sales Conference ROI With AI

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Shawn Finder

Shawn is the founder and CEO of AutoKlose, which is a sales enablement platform with a built in business-to-business database. He is a former professional tennis player who has now bootstrapped multiple software companies to break even within six months of launch. Shawn is a top influencer in the sales community, and speaks globally about prospecting. [01.01] Shawn defines the term ‘Sales Technology Stack’ – means a combination of different tools that help you receive the best results, but with the least amount of effort.

[01.24] Why is it so important for businesses today to have a solid sales technology stack? – Shawn explains a few reasons, as new sales tools become available, sales reps and managers need to embrace the wide variety of new technologies that are always coming on the market, but also, sales leaders need to know the different platforms on the market and adjust accordingly.

[02.32] Shawn explains why salespeople resist taking on new technologies as part of their day-to-day sales roles – What I would say is, sales people want to focus on also making money and not learning new things. They want to do what they’ve been doing for years, but LinkedIn, Facebook, and all this other stuff wasn’t available 40 years ago, so you have to create a new […]

Episode #157: Victor Antonio

Fight the App Addiction

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Victor Antonio

Victor is an author, a speaker, and a business consultant. As a speaker he has shared the stage with some very big names from Zig Ziglar, Dr Robert Schuller, John May, and many other top business speakers. He has authored 13 books on sales and motivation and his latest book, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling is a must read for anybody wanting to stay abreast of technology and sales. [01.08] Victor defines the term ‘Sales Technology Stack’ –In its simplest form, it means the aggregate or total products you use to manage your business and selling.

[01.28] Why is it so important for businesses today to have a solid sales technology stack? – Victor shares the importance of time management. Business owners want their sales people to be more effective, and salespeople need to find more effective ways to be efficient with our time.

[02.06] Victor explains why salespeople resist taking on new technologies as part of their day-to-day sales roles – Part of the reason is fear of using a new technology and the possible things that could go wrong and not believing in the Return of Investment of the technology. To overcome the fear of using a new technology Victor recommends looking at the fact that you just can’t […]

Episode #156: Nancy Nardin

Shiny Object Syndrome

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Nancy Nardin

Nancy has been a salesperson since the early ’80s when she sold for the world’s first laptop computer manufacturer, Grid Systems in Silicon Valley. During her 30 year career, she’s provided sales leadership at some of the most well-known analyst firms. 10 years ago, she launched smart selling tools to track sales technology trends. Nancy has been recognized in Forbes as one of the top 30 social sales influencers in the world, and has won numerous top industry sales thought leadership awards. Recently, she co-founded Vendor Neutral, which helps companies to easily decide how to prioritize their needs and which technologies to purchase to best meet those needs. [01.25] Nancy defines the term ‘Sales Technology Stack’ – as a set of applications, solutions, that allow a salesperson or a sales team to get the most revenue possible. Many people think of a sales stack as just simply CRM, however is not enough.

[02.04] Why is it so important for businesses today to have a solid sales technology stack? – Nancy’s true belief is that businesses can’t be competitive without it . CRM isn’t enough on it’s own. Companies that are moving further to the right on the maturity model in terms of technology are today experiencing an advantage.

[03.13] Nancy explains why salespeople resist taking on new technologies as […]

Episode #155: Chris Croft

The Funny, Charming and Detached Negotiator

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Chris Croft

Chris Croft has an Engineering Degree from Cambridge. He started his own training company in 1995, since when he has trained over 90,000 people face to face, and a thousand people a day watch his training courses on lynda.com and LinkedIn Learning. He has courses on Negotiation skills and Sales Techniques, as well as Time Management, Project Management, and perhaps oddly, Happiness He has ten thousand subscribers on YouTube and a million views. [01.04] Chris defines Negotiation – Finding a price and other tradeables that two people can agree on.

[01.36] Chris explains how negotiation is important for business – Chris suggests that every meeting you have is a negotiation of some sort.

[02.24] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Chris feels that salespeople want to be liked and they fear that if you negotiate you won’t be liked or that they might lose the deal.

[03.50] How do you plan and execute a high stakes negotiation – Chris has a traditional five-step negotiation process (preparing, pre-amble, opening-offer, trading, close)

[05.45] What are the attributes of a good sales negotiator – Chris believes that planning is the number 1 attribute of a great sales negotiator. As well as detachment, sense of humor and charm as well as […]

Episode #154: Lisa Earle McLeod

The Triangle of Truth

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Lisa Earle McLeod

Lisa Earle Macleod introduced the concept of Noble Purpose in her best selling book, Selling with Noble Purpose. Her research, documents how organizations with a purpose bigger than money, make more money, and experience greater customer and employee retention. Her firm’s clients include Hootsuite, Roche, Volvo, and Dave & Buster’s. [01.00] Lisa defines Negotiation – Negotiation is quite simply coming to agreement on pricing and terms

[01.30] Lisa explains how negotiation is important for business – Lisa shares that negotiation early in the process to help the salespeople to avoid becoming emotionally and financially attached to the deal.

[02.25] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Lisa feels that salespeople don’t like to negotiate because it feels like a threat to the deal. Some salespeople feel like negotiation cheapens the deal.

[05.25] How do you plan and execute a high stakes negotiation – Lisa suggests that the most important work in a negotiation is done at the beginning of the sales process.

[08.00] What are the attributes of a good sales negotiator – Lisa believes that a great negotiator believes in the product that they are selling and shares her ‘selling with noble purpose’ methodology.

[09.40] Lisa shares her top negotiation tools and strategies – Lisa shares the Triangle […]

Episode #153: Allan Tsang

Bridging the Knowing and Doing Gap

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Allan Tsang

Allan Tsang was Born in Hong Kong, raised in Africa, and educated in the US, Allan’s early career took him throughout the country before finally settling in Virginia. His global experiences shaped his perspectives and enhanced his ability to bridge cultural gaps. Allan provides negotiation coaching to help companies with sales, conflict resolution, as well as merger/acquisitions. His passion is helping people master negotiation in order to stay safe. Startup to multi-billion dollar global corporations consider him to be their secret weapon, someone in their corner that they can count on. [00.52] Allan defines Negotiation – When two or more parties engage in a process to come to an agreement by solving problems, resolving conflicts or coming up with solutions that works for everyone without having to resort to violence.

[01.20] Allan explains how negotiation is important for business – Allan suggests that if you are doing business, you’re negotiating.

[01.55] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Allan feels that it comes down to three things. 1) They don’t have a system, 2) they go to what they have learned from TV or 3) Old school success. They don’t like it because it’s hard.

[03.10] How do you plan and execute a high stakes negotiation – […]

Episode #152: Mike Inman

‘Yes If….’ and ‘No, But If….’

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Mike Inman

Mike Inman has taught negotiations in over 20 countries on 6 continents for the past 8 years. Prior to joining TableForce as an Expert Negotiations Trainer, Mike was a Head of Global Procurement at MGM Resorts International. He has also held procurement and supply chain management roles at American Airlines, General Motors, and Raytheon. [01.00] Mike defines Negotiation – It’s two or more parties trying to reach an agreement, even if it’s a no. Bad news early is good news.

[01.41] Mike explains how negotiation is important for business – If we won’t or don’t negotiate, we rob ourselves of the opportunity to improve

[01.57] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mike challenges the question, he would suggest that there is a hesitation to negotiation, as opposed to not liking negotiation.

[04.22] How do you plan and execute a high stakes negotiation – Mike believes that a sophisticated seller approaches negotiation very differently. There are three principles, the willingness to try, planning for a negotiation and raising the bar.

[08.06] What are the attributes of a good sales negotiator – Mike believes there has to be a willingness to try, they have to believe in their own value with a great story to emphasize this point.

[10.36] Mike […]

Episode #151: Mark Meincke

Don’t Defend, Justify or Explain

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Mark Meincke

Mark Meincke is a multi award-winning author, a former professional sales trainer and serial entrepreneur. Mark has more than 12 years sales experience, since leaving the military. Mark is the founder of the Okotoks Business Association, Host of the Meincke Show Podcast and has just released a NEW book called the Home Sellers Bible in which he helps people negotiate the best deals. [01.00] Mark defines Negotiation – Mark suggests that Negotiation is a Dance.

[01.42] Mark explains how negotiation is important for business – Mark suggests that you have got to know what you are worth, or you undersell yourself.

[02.35] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Mark feels that people don’t like to negotiate, particularly when they feel commoditized. He also suggests that salespeople can negotiate on many things other than just price. Let’s start with on anything other than price.

[03.50] How do you plan and execute a high stakes negotiation – Mark suggests that you need to know who you are talking to, (using tools like DISC, True Colours, Myers Briggs etc) and tailor to that language.

[05.17] What are the attributes of a good sales negotiator – Mark believes that great negotiators are well prepared and do a great job in the sales […]

Episode #150: Melissa Hereford

Building Your Negotiation Muscle

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Melissa Hereford

Melissa Hereford spent 18 years at the world-renowned sales negotiation training company BayGroup International and another 3 at Corporate Visions after the company was acquired. Melissa continues to provide training to salespeople, procurement and internal teams to negotiate like humans: to have more authentic and connected conversations, to use their voice for change and show up in their lives with intention. She has worked with many Fortune 500 companies, including Cisco, Oracle, Hewlett-Packard and many more. [01.14] Melissa defines Negotiation – Negotiation is when two people have to come to an agreement.

[01.26] Melissa explains how negotiation is important for business – We are negotiating all day, every day in business.

[02.12] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Melissa feels that humans don’t like to negotiate, because it’s uncomfortable. Melissa also shares how to become more comfortable in negotiation through the building Negotiation Muscle.

[04.50] How do you plan and execute a high stakes negotiation – There are between 8-10 things to plan for in your negotiations, Melissa shares them.

[07.20] What are the attributes of a good sales negotiator – Melissa believes that curiosity is the number one trait that makes for a great negotiator.

[08.08] Melissa shares her top negotiation tools and strategies – Melissa suggests that psychology […]