Episode #201 – Chad Burmeister

How to Master the Negotiation Process

MEET

Chad Burmeister

Chad Burmeister is the founder and CEO of ScaleX.ai and literally wrote the book on AI for Sales. Chad is driven by his passion to help sales professionals increase revenue by focusing on the only two things that matter in sales – increasing frequency and competency, powered by artificial intelligence.

The negotiation process isn’t always easy for a salesperson to navigate. But mastering the process is paramount to your success. The bottom line: if you can’t negotiate well you won’t fare well in anything you do in life. In this episode of Sales Reinvented, Chad Burmeister joins me to talk about some of the parts of the negotiation process that salespeople shy away from—and how to change it.

Chad Burmeister is the Founder and CEO of ScaleX.ai, which promises to deliver an “unfair competitive advantage” by helping your salespeople increase lead frequency and sales competency. He is the author of multiple books, including AI for Sales and Sales Hack. Don’t miss his stellar insight on the negotiation process.

Outline of This Episode

• [1:29] Our lives are built on negotiation
• [1:59] Salespeople aren’t comfortable discussing money
• [4:45] How to master the negotiation process
• [6:29] Salespeople need to understand the customers’ problem
• [7:58] Chad’s favorite negotiation closing […]
  

Episode #193 – Steve Hall

Focus on a Customer-Centric Culture to Become More Productive

MEET

Steve Hall

Steve Hall is Managing Director of Executive Sales Coaching Australia and is recognized as Australia’s leading authority on Selling at C level. He is a member of the Sales Experts Channel and has been a finalist in several categories in the Top Sales World Awards.

According to Steve Hall, a customer-centric culture boosts productivity because you are able to focus on the right things. It isn’t about you, your sales goals, or your product—but about connecting with and understanding your customers and offering them something of value.

Steve is a “C” level sales expert, a member of the Sales Experts Channel, and the Managing Director at Executive Sales Coaching in Sydney, Australia. He likes to categorize himself as a corporate storyteller who can help companies craft a compelling narrative. Don’t miss this engaging episode of Sales Reinvented!

Outline of This Episode

• [0:49] What is productivity?
• [1:50] A lack of productivity is an organizational issue
• [3:25] How to improve productivity
• [5:07] Attributes of a productive salesperson
• [6:53] Tools or processes to aid productivity
• [7:57] Top 4 productivity dos and don’ts
• [10:35] Steve’s favorite productivity story

A lack of productivity is an organizational issue

Sales professionals are judged by their results. They need the ability to achieve more with the same or less effort […]

Episode #192 – Ian Moyse

When Being Productive Means NOT Closing the Deal

MEET

Ian Moyse

Ian Moyse is EMEA Sales Director at Salesforce cloud telephony provider Natterbox and is widely known as a cloud Social influencer. As a sales leader Ian speaks often also on Sales Leadership, Social Selling and Personal Branding. Ian was has been awarded the prestigious UK Sales Director of the year award from BESMA, was listed as one of the top 50 Sales Speakers in 2019 by Top Sales World and is a panelist on the Sales Experts Channel.

Salespeople are taught that it’s all about closing the deal. That it’s all about connecting with prospects and pushing them down the sales funnel. Today’s guest, Ian Moyse, points out that spending time on closing the deal may not always be in your best interest. Listen to this episode of Sales Reinvented to find out why.

Ian Moyse is the EMEA Sales Director at Natterbox and an expert in telephony. He is known as a cloud social influencer. Thinkers360 recognized him as one of the top 100 #B2B Thought Leader and Influencers to Follow in 2020. He’s also a panelist on the sales expert channel, was awarded the prestigious UK Sales Director of the year award, and is one of the top sales experts.

Outline of This Episode

• [1:04] Ian’s definition of productivity

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