The Salesman Podcast
The Salesman Podcast
Will Barron
The Salesman Podcast is the world’s most download B2B sales and selling podcast. Will Barron interviews the world’s leading influence, body language, psychology and sales experts to give you the information YOU need to close more deals and make
#679: How To Accelerate Your B2B Sales With Nicolas Vandenberghe
Nicolas Vandenberghe is the CEO Chili Piper a Inbound Revenue Acceleration platform and the CEO KosmoTime which is a Time Manager app. On this episode of The Salesman Podcast Nicolas is sharing the steps we need to take to accelerate our sales and we get into all the experiments that he’s running over at Chili Piper. Resources: * ChiliPiper.com* KosmoTime.com* Nicolas on LinkedIn
Nov 29
44 min
Half Of Sales Leaders Avoided Shifting To Remote Sales?! – TWIS
On this week in sales we’ll be looking at:  * Almost half of sales leaders have avoided the shift to remote selling* The UK see’s the biggest drop in economic output in 300 years* Salesforce rumoured to wanting to acquire Slack And much more! This Week In Sales hosts: * Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence Topics: HubSpot Sales Enablement Survey: Rebuilding the UK’s new business pipeline * Research found that 56% of UK businesses have seen their new business pipeline reduced because of COVID-19 and expect recovery to take 12 months* Almost half (48%) of UK businesses haven’t made any changes to support remote selling* While 64% of respondents are finding it more difficult to build relationships with prospects due to having less face-to-face contact* The research also found that 58% of sales representatives across the country feel it will be difficult to reach their targets by the end of the year* Younger people aged 18-40 are the most optimistic about their chances of meeting targets through November and December, and are 26% more optimistic than those over 55.* 22%) of sales representatives are looking to sell into new markets, showing the willingness to be flexible through the difficult times. hubspot.com/sales-enablement-report?utm_campaign=Sell-smarter-grow-better&utm_source=homepage-banner British Chancellor – Spending Review  * Biggest drop in economic output in 300 years* He’s not expecting the economy to get back to pre-pandemic levels for two years* Unemployment predicted to rise to a peak next year of 2.6 million people in the UK.  bbc.co.uk/news/av/uk-politics-55080606 Goldman Sachs said to cut ‘classic middle-aged males’ in equities trading * One headhunter said most of those leaving are “classic middle-aged males” of the kind whose skills are increasingly being superannuated by technologists at all banks. news.efinancialcareers.com/uk-en/3004890/goldman-cut-in-equities 5 Thoughts on Salesforce’s Reported Interest in Acquiring Slack Why would the world’s biggest CRM software company be interested in buying a firm whose software is most commonly used by people to message their co-workers? It probably has a lot to do with how that software is now also increasingly used to interact with people at other firms via shared messaging channels It’s quite an understatement to say that Salesforce, whose sales and marketing expenses still equal more than 40% of its revenue, both has tremendous go-to-market reach with enterprises and is considered to be very good at selling and marketing its wares. realmoney.thestreet.com/investing/technology/5-thoughts-on-salesforces-reported-interest-in-slack-15500358 Fast Private 2020: Winning By Design teaches how to be a sales superstar Winning By Design noted on fasted-growing-private companies li...
Nov 28
27 min
#678: How To Recognise B2B Sales Burnout With Tim Clarke
Tim Clarke is the founder of UNCrushed.org which is a platform and community for mental health awareness. Tim created UNCrushed as a result of his first-hand experience with mental health conditions following the sudden loss of his Dad in 2013. He felt passionately about creating a platform and community for people to share their experiences with mental health, starting to break down the associated stigmas in the workplace. On this episode of The Salesman Podcast Tim shares how to recognise and ways to deal with B2B sales burnout. Resources: * UNCrushed.org* The excellent UNCrushed content hub* Tim on LinkedIn* @TimxClarke
Nov 23
43 min
Are Salespeople Now Obsolete?! Does Selling Practice Make Perfect? – TWIS
On this week in sales we’ll be looking at:  * If insurance salespeople are now obsolete * Why selling practice might make perfect* If you should get paid daily rather than monthly And much more! This Week In Sales hosts: * Victor Antonio – Youtube.com/user/salesinfluence* Will Barron – Salesman.org/Youtube Topics: Your car insurance salesman is now an AI bot connected to blockchain Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance. The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options. https://cointelegraph.com/news/your-car-insurance-salesman-is-now-an-ai-bot-connected-to-blockchain X.ai X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language. https://salestechstar.com/sales-marketing/x-ai-adds-scheduling-support-for-different-55-languages/ MindTickle raises $100 million Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding. https://techcrunch.com/2020/11/15/sales-readiness-platform-mindtickle-raises-100-million-led-by-softbank-vision-fund-2/ Prospify Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals. https://www.proposify.com/ Hold the Emoji and Other Tips for Successful Email Negotiations According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual. https://knowledge.insead.edu/blog/insead-blog/hold-the-emoji-and-other-tips-for-successful-email-negotiations-15581 Perfect Practice Makes Perfect UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach. https://www.sciolytix.com/products/uptick-sales-training-simulations/ Surprising Changes Ahead For B2B Sellers (Forrester) Mary Shea, principal analyst at Forrester – “I’m calling 20...
Nov 21
59 min
#677: Using Forensic Investigation and Integration Tactics In B2B Sales With Michael Reddington
Michael Reddington, CFI is an expert at moving people from resistance to commitment. As a Certified Forensic Interviewer he achieved the highest professional designation available in the field of interview and interrogation. On todays episode of The Salesman Podcast Michael shares how we can use disciplined listening, forensic investigation and even some integration tactics to communicate better in our sales meetings. Resources: * Michael on LinkedIn* DisciplinedListening.com* @InQuasive
Nov 20
41 min
#676: Do B2B Salespeople Need To Create Content? (YES! Like… Right Now!) With Sam Dunning
Sam Dunning is a marketing expert who has helped start-ups through to well known brands get results via digital. On this episode of The Salesman Podcast Sam answers the common question of why B2B salespeople need to start creating content and the massive benefits of doing so. Resources: * Sam on LinkedIn* WebDesignChoice.co.uk* Sam’s podcast – Sam’s Business Growth Show Sponsor: This episode is sponsored by Drift.com and Hubspot.
Nov 16
37 min
Why CEOs Are Likely To Jump On YOUR Sales Calls – TWIS
On this week in sales we’ll be looking at:  * Why you’re more likely to have a CEO jump on your sales call because of the pandemic * Why sellers don’t influence buyers as much as they think they do* We’ll discuss a new study that shows that almost half of CRM data is complete rubbish And much more!  This Week In Sales hosts: * Victor Antonio – Youtube.com/user/salesinfluence* Will Barron – Salesman.org/Youtube Topics: 33 percent of sales leaders say they’ve “clawed” their sales results back to a significant recovery The Brooks Group asked leaders how the lingering effects of 2020 were shaping their current and future sales planning activities – * 33 percent have clawed their way to a significant recovery.* But most sales leaders indicated that their sales formula will need to continue to be tweaked well into the new year in order to effectively profit as the pandemic drags on. https://brooksgroup.com/sales-resources/whitepapers/sharpening-your-competitive-edge-during-the-pandemic Sellers have little opportunity to influence customer decisions * Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. * When buyers are comparing multiple suppliers‚ the amount of time spent with any one sales rep may be only 5% or 6%. https://www.gartner.com/en/sales/insights/b2b-buying-journey Product-based Sales Training Market to Grow by $ 4.21 billion by 2024 * Product based sales training a growing trend* Growthing emphasis on “micro learning” https://www.businesswire.com/news/home/20201111005746/en/Product-based-Sales-Training-Market-to-Grow-by-4.21-bn-During-2020-2024-Industry-Analysis-Market-Trends-Market-Growth-Opportunities-and-Forecast-2024-Technavio Study: Half of all businesses believe that the quality of their CRM data is somewhere between “very poor”and neutral * Over a third of participants claim to have no CRM data management process/one that is “ineffective”* 27 per cent also report that bad data costs them ten per cent or more in lost revenue annually. Almost half of participants actually believe their systems are so poor that they cannot even estimate bad data’s effect on revenue. https://www.thedrum.com/news/2020/11/11/poor-quality-crm-data-costs-enterprises-revenue Mailchimp sends billions of emails a month for millions of users.  Mailchimp scanned billions of emails delivered by their system (where campaign tracking was activated, and where users reported their industry) and calculated the average unique open rates, click rates, soft bounces, and hard bounces by industry. https://mailchimp.
Nov 14
1 hr 5 min
#675: Dealing With The “We Don’t Have The Money” Sales Objection With Niraj Kapur
Niraj Kapur is a sales trainer with over 25 years of experience. He has trained large corporates like Barclays and Sainsbury’s and over 300 SME’s on sales strategies, techniques and selling with integrity. On this episode of The Salesman Podcast Niraj gives us multiple strategies to deal with the objection “I don’t have the money”. Resources: * EverybodyWorksInSales.com* Niraj on LinkedIn* Book: Everybody Works In Sales: Here’s What You Need To Know To Achieve Success In Your Career Sponsor: This episode is sponsored by Drift.com and Hubspot.
Nov 12
40 min
#674: How To Become UNSACKABLE In Your B2B Sales Job With Ralph Barsi
Ralph Barsi is Global VP of Inside Sales at Tray.io and a well respected sales thought leader. On this episode of The Salesman Podcast Ralph shares the steps that you need to implement to become unsackable in your B2B sales role no matter what your market or the wide economy is doing. Resources: * Ralph on LinkedIn* RalphBarsi.com Sponsor: This episode is sponsored by Drift.com and Hubspot.
Nov 8
40 min
Why You MUST Challenge Your 2021 Sales Target! 66% Of Sellers Would Rather Clean Than Use CRM – TWIS
On this week in sales we’ll be looking at:&nbsp; * Why you should challenge your sales target if it looks ugly for 2021* A study that shows that 66% of Sellers Would Rather Clean their Bathroom Than Update Their CRM System* How Hub-and-spoke might be the future of selling-from-home And much more! This Week In Sales hosts: * Victor Antonio –&nbsp;Youtube.com/user/salesinfluence* Will Barron –&nbsp;Salesman.org/Youtube Topics: Forrester &#8211; Sales Leaders: Don’t commit to unrealistic numbers for 2021&nbsp; The analysts stated that the worst thing sales leaders can to do is to sign up for an unrealistic number for 2021. https://www.linkedin.com/video/live/urn:li:ugcPost:6717493416818683904/ By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels Gartner expects that by 2025 80% of B2B sales interactions between suppliers and 60% buyers will occur in digital channels of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling, merging their sales process, applications, data and analytics into a single operational practice https://www.gartner.com/smarterwithgartner/future-of-sales-2025-why-b2b-sales-needs-a-digital-first-approach/ Research: How Virtual Teams Can Better Share Knowledge Despite many tech companies announcing that workers could remain remote going forward, leaders like JPMorgan’s Jamie Dimon have called employees back to the office. https://hbr.org/2020/11/research-how-virtual-teams-can-better-share-knowledge Digital content management for sales. Next stage is developing content to meet the customer&#8217;s on their journey using AI. https://seismic.com/ Study: 66% of Sellers Would Rather Clean the Bathroom Than Update Their CRM System 90% of sellers complain that parts of their job take longer than they should. The top areas listed were &#8211; * entering notes in the CRM system (35%)* &nbsp;updating or working in multiple systems (34%)* &nbsp;and sales training activities (31%). https://www.forbes.com/sites/quickerbettertech/2020/11/04/on-crm-would-you-rather-clean-your-bathroom-or-update-your-crm-system-guess-what-a-study-found/ The Next Step in Recording Conference calls. Simple GUI, records on both sides and then uploads the individual video files, allows live call ins. https://riverside.fm/ The Missing Sales Metric That Can Mean CEOs’ Success Or Failure According to Gartner, only 28% of sales leaders say they’re meeting their cross-selling and upselling growth targets. <a href="https://chiefexecutive.
Nov 7
1 hr 6 min
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