 Today’s guest on the Sales Vitamin Podcast is Bryan Clayton, the co-founder and CEO of GREENPAL. GREENPAL is an online marketplace that connects homeowners with local lawn care professionals. GREENPAL has been called the “Uber for lawn care” by Entrepreneur magazine and has over 100,000 active users completing thousands of transactions per day. Before starting GREENPAL Bryan Clayton founded Peachtree Inc. one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired in 2013. GREENPAL has been featured on Forbes, Inc, the Wall Street Journal, Time, Harvard Business Review, and more.  Bryan discusses an array of sales topics in this episode and also talks about growing both of his businesses without debt, he used sales revenue as his capital. Bryan’s sales experience is practical and relevant to the individual sales professional, manager, leader, marketer or entrepreneur. Here's what you'll learn in this episode:
Connect with Bryan Official Website
0 Comments
Today’s guest on The Sales Vitamin Podcast is Suzanne Dudley, she’s the President & CEO of Behavioral Sciences Research Press, Inc. in Dallas, Texas. She's the daughter of co-founder, George Dudley. Emotional hesitation to develop new business can hurt your sales career. Studies show that up to 80% of new sales professionals may suffer from it. And 40% of veteran sales professionals have considered quitting all together because of the negativity towards prospecting and client engagement. Dudley and her team has spent 40+ years understanding the science behind the barriers that keep talented, deserving salespeople from earning what they're worth. She's also the co-author of the company's latest publication, Relentless: The Science of Barrier-Busting Sales.  Dudley is a CPA and the only CPA who has been a member of the Southwestern Psychological Association (SWPA), Society for applied Multivariate Research (SAMR) and Association for Psychological Science (APS). She has a strong financial background that enables her to practically apply the research conducted by BSRP. So, whether you sell a product, service or market yourself, you can learn to overcome the fears that hold your career hostage.  Here's what you'll learn in this episode:
Connect with Suzanne Dudley Official Website BSRP LinkedIn  This weeks guest on The Sales Vitamin Podcast is Dave Sanderson. He’s a lot of things. He’s an accomplished sales leader and executive, a best selling author, the owner of a personal leadership company and he’s a survivor. Yes a survivor. Dave was the last passenger off of US Airways Flight 1549 that crashed into the Hudson River on January 15, 2009. You know it as “The Miracle on The Hudson” and the movie Sully with actor Tom Hanks. It’s not that Dave survived the crash. Everyone on the plane survived. Miraculously. It’s what he’s done after the crash. His impact. The lessons learned and given. Dave Sanderson is the President of his firm, Dave Sanderson Speaks International based out of Charlotte, NC. Recently named one of the top 100 Leadership Speakers in Inc.com, Dave averages over 80 speeches a year for major corporations across the world.  In his TEDx talk, Bouncing Back, Dave shares strategies on how to grow from your own “personal plane crash”, in order to thrive, a new area of research that AARP profiled Dave on, known as PTGS (Post Traumatic Growth Syndrome). Whether it’s his outstanding TEDx talk, “Bouncing Back” or one of his keynote speeches on sales and leadership. Dave Sanderson is grateful. Grateful for life. Grateful to give back. Grateful for 3 powerful words, “Brace for Impact.” The only words he heard from Captain Sully before the flight plunged into the Hudson River. He’s an accomplished sales leader who held high level sales roles as the National Sales Manager for ADP; Management Consultant for KPMG, Senior Vice-President of Sales for Genesis 10; Sales Manager for Oracle, and Security Director for Robbins Research International, Inc., An Anthony Robbins Company. He's been featured on ABC, NBC, FOX, People and countless other media outlets. He has a great story. But, he's a great person. It's evident from the moment you start talking with him, he's convicted about his message and why it matters. This is a powerful episode where Dave details the final moments of the flight before impact. How the flight changed his sales approach and mindset. The “distinct advantage” he took away from the event and much more. He’s written two books. Moments Matter and his newest book, God Gives You The Lesson When You Are Ready. Connect with Dave Sanderson Official Website  Today’s guest on The Sales Vitamin Podcast is Mary Grothe, she’s the Founder / CEO of Sales BQ and House of Revenue. Mary is a former #1 MidMarket B2B sales rep who dominated in her sales role for a Fortune 1000 Payroll / HR firm for 8 years. She sold millions in revenue and broke multiple records along the way solidifying multiple Top 10 finishes. Sales BQ is an outsourced RevOps firm of fractional VP’s of Sales, Sales Ops and CMO’s who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue. Her success is grounded in listening to her clients and always solving their needs, putting their agenda before hers. Mary’s success speaks for itself and she is leading the charge as Sales BQ continues to grow and produce fantastic results. She’s been nominated for the Denver Business Journal 40 under 40 and one of the Colorado companies to watch. She's been voted one of the Top 50 Keynote Speakers and a Finalist for her Top Sales Podcast (The Quota Crusher Podcast) - make sure you check it out. This episode is filled with a ton of sales vitamins you can implement immediately. Here's what you'll learn in this episode:
Connect with Mary Grothe Sales BQ Official Website House of Revenue Official Website Sales BQ LinkedIn 
Today’s guest on the Sales Vitamin Podcast is Nigel Green, he’s the author of the best selling book Revenue Harvest A Sales Leader’s Almanac For Planning The Perfect Year. Nigel is a sales coach, author and consultant to some of the top organizations in the nation.
As an executive, Nigel has over 15 years of experience leading sales & marketing for Fortune 500 companies. He helps investors, executives and sales leaders of quickly-growing companies eliminate chance and create predictable sales growth. Nigel’s insights have been featured in Business Insider, Thrive Global and Inc. Magazine. His book Revenue Harvest is one of the most practical and detailed I’ve read on sales planning and management. It gives detailed, practical information you can use immediately to improve your sales teams performance. His analogy of farming and sales results is genius, but simple. This episode is filled with sales planning information you can implement immediately. 
Here's what you'll learn in this episode:
Connect with Nigel Official Website 
Today’s guest is Allan Langer, he’s the author of the Amazon best selling book 7 Secrets to Selling More by Selling Less and he’s the host of the popular Marketing and Sales Over Cocktails Podcast.
Allan’s a true sales professional with over 30 years of practical sales experience. His 7 Secrets Center for Sales & Marketing offers sales training, speaking and coaching services. Allan is also a Story Brand Certified Guide. Allan’s approach is practical and relevant. There’s no magic tricks or silver bullets. He’s been there and done that for over 30 years and he's humanized the sales approach. I can’t wait for you to hear his fantastic message and valuable sales information. This episode is filled with sales information that you can implement right away. 
Here's what you'll learn in this episode:
Connect with Allan Official Website 
A LESSON IN SALES AND LEADERSHIP TRANSFORMATION
Today’s guest is Jeremie Kubicek, he’s the Co-Founder and Executive Chairman of GiANT Worldwide and the author of multiple books, including The 100X Leader and 5 Voices.
GiANT is a global media and content development company specializing in leadership transformation. They have operations in 15 countries and operate by the value of "Unlocking The Potential of People". GiANT has clients all over the globe who utilize their online leadership transformation and sales training platform. Kubicek is an entrepreneur with an emphasis on transformational leadership. His is also the Co-author with Steve Cockram of two books: “5 Gears: How to Be Present and Productive When There is Never Enough Time” and “5 Voices: Discover Your Voice, Build Your Team and Change Your World”. He's also the author of the best selling book “Making Your Leadership Come Alive: 7 Actions to Increase Your Influence” 
If you are looking to level-up the leadership capacity of your team and organization, GiANT is the right place. Kubicek and his team operate by 4 Core Values:
They offer four key product lines to improve your leadership and individual performance.
Here's what you'll learn in this episode:
I can’t wait for you to hear Jeremie's fantastic message and valuable sales information. This episode is filled with practical sales and leadership information from one of the top leadership trainers in the industry. Connect with Jeremie Kubicek Official Website  Sales Expert Rob Cornilles Has Some Helpful tips for Anyone Wanting To Up Their Sales Game
Rob Cornilles is the founder of Game Face, a consulting company that delivers corporate and sports sales training. When he started his career in sales, he was in a challenging spot. Rob didn’t have any experience in sales, but he landed a job working on and then managing the sales team of the Los Angeles Clippers — which Sports Illustrated once called the “losingest team in history.” Among other duties, he was responsible for promoting season tickets for a basketball team that desperately needed to hold onto fans during a losing streak. Starting his sales career while the team was doing poorly, gave Rob the know-how to work in other industries. “Name one other industry that has an entire section of a newspaper and multiple television networks dedicated to telling the world where you're screwing up,” Rob says on an episode of The Sales Vitamin Podcast. “There are a lot of challenges around the sports industry. When you have a blemish, everybody can see it. And not to mention the fact that everyone seems to be passionate about your product, which is great when you're winning, but painful when you're losing.” But Rob persisted and took an alternative approach to ticket sales that focused more on human connection and less on watching your favorite team win. He didn’t know it at the time, but he was also building the foundation of his business. Today, Game Face has almost 400 clients that range from major league sports teams to nonprofits, all of whom have benefitted from the unique sales training Rob and his team provide. And in the process, Rob learned how empowering selling can be. “I quickly learned that, with the right intent and a philosophy behind it, selling isn’t just a transactional nine-to-five chore. It’s so rewarding,” Rob says. “And not just rewarding for you — it enables and empowers people who have finally discovered a way to get the results they’re looking for through your product or service. You can really change lives.” 4 ‘Sales Vitamins’ out of Rob’s playbook✅ Be the best at what you do right now Rob says that as he advanced in his career with the Clippers, he started wondering about his next opportunity. But he wasn’t quite sure how to find it. “I was too busy keeping my head down, just trying to be as successful as I could with the job I was given,” he says reflecting on that time in his career. That approach wasn’t just good for his current employer, it ultimately helped Rob advance professionally: Other sports teams watched what he was doing, and they started calling him to see if he could start working with them, too. Eventually, this led to the creation of Game Face. Rob says a lot of people in sales — especially young reps — are often worried about planning their next career move instead of focusing on what they’re doing right now. “The world will find you,” he says. “If you do good work for a client, they can't help but tell other people about it.” 👌 Your product isn’t perfect — and that’s okay Rob’s experience with the Los Angeles Clippers in the 1990s shows that you don’t need a popular product to be a great salesperson. Even if your product is great — there is always something that could be fixed. As a seller, you need to accept that so you can get down to focusing on what your product actually does. “Every product is objectionable. I don’t care what people say about their product: I can always tell them it’s too expensive, or I don’t like the model, or the color or the size. I’ve got objections for every product,” Rob says. “By focusing on the product, you’re creating an uphill battle for yourself. Instead, focus on the results of your product, because that’s not objectionable.” While he was working with the Clippers, Rob changed the narrative. He didn’t try to turn people into Clippers fans: He told them other reasons they should be going to their games, like forming connections and memories with the people they came with. “When people come to any sporting event, they want to obtain an outcome from that event with the person they’re with, more than watching a win,” Rob says. “I could use this thing that we’ll call ‘the LA Clippers basketball’ to help you accomplish something that’s more important to you.” ⌛ Change your definition of urgency Rob says the default in sales is to act with urgency — and that urgency means rushing a sale at any cost. But instead of doing whatever it takes to rush a sale, he says salespeople should focus on helping customers get the results they want sooner rather than later. “Whenever prospects or clients feel pressured, they immediately view it as the salesperson is someone who is just trying to make a commission or become salesperson of the week. When urgency is felt by the customer [in the sales process], there’s immediate pushback,” Rob says. “As a salesperson, you need to be able to communicate with potential clients that you can help them deliver the result they want today rather than tomorrow. Not that you can’t get it to them tomorrow, but that it would behoove them to achieve that result sooner.” Pressuring a prospective client into buying your product can feel slimy. But Rob says that once you communicate how your product can help them get their desired result more quickly, they’ll be grateful for the speed of the sale. ❌ Avoid ‘dead-end words’ Choosing language wisely is so important in any sales conversation. Rob says there are many words that salespeople use by habit, maybe even picking them up from movies like “The Wolf of Wall Street.” But those words can handcuff their ability to be successful. When making sales calls, most people do the “typical salesperson thing” and follow a script, minimizing the importance of the call or asking prospects questions that immediately make them aware you’re a salesperson. “Selling is not telling — selling is sharing,” Rob says. “And I suggest that salespeople say things like ‘I want to share with you,’ or ‘I want to introduce something to you.’ When you use those words, it sounds much more inviting, warmer, and more compelling.” Rob says that “dead-end words” are the phrases that will result in prospects providing one-word answers, which isn’t very helpful. Instead, you want them to monologue to you, providing the information you’ll need to justify what you want to propose to them. “All proposals and presentations should simply be a reflection of what the customer has already told you. You should want to share with them the very things they said they wanted, showing them you have the solution,” he says. By opening with language that invites clients to share what they really want, you set yourself up for success in giving them something they’re happy with. 👉 Find out more about Rob Cornilles and Game Face by emailing him at ryc@gamefaceinc.com, listening to the Game Face Execs podcast, or checking out his book, “The Sales Game Changer.” 👉 Check out even more great sales tips for sales leadership and sales management by subscribing to The Sales Vitamin Podcast.  RETHINK THE WAY YOU SELL WITH JEFF BAJOREK Today’s guest is Jeff Bajorek, he’s a sales author, expert, and one of the top sales trainers in the industry. Jeff spent over a decade in the field as a top performer. He’s been in your shoes. He knows what it takes to help you succeed. Jeff shares his sales strategies and methods through writing, speaking, sales workshops and training programs, and his Mighty Networks community. His book The Five Forgotten Fundamentals of Prospecting focuses on five simple, common-sense fundamentals most salespeople ignore. Jeff is also the co-host his really successful business, life, and leadership podcast,The Why and the Buy. He’s also got a new book out, “When Things Go Sideways”, perfect for today’s business environment. Jeff's unique approach has been featured on the Sell or Die Podcast, The Salesman Podcast, Business Growth Time, The Nice Guys on Business Podcast, and more. Jeff’s tagline is “rethink the way you sell” and in this episode, that’s exactly what he does. This episode is filled with practical sales advice that you can implement right away. Here's what you'll learn in this episode:
Connect with Jeff Official Website YouTube 
JON KRONEMEYER - THE JKRONY EXPERIENCE
Today’s Sales Vitamin Podcast guest is Jon Kronemeyer, he’s a sales leader, sales manager, sales professional and he’s the host of the Biz Bites with JK podcast.
Jon is a sales professional that walks the walk and talks the talk everyday in his role as a sales leader. He’s a lifelong sales professional that is real, authentic and passionate about sales. He’s known for bringing a “Sniper Approach” to increasing sales. His popular podcast, Biz Bites with JK has attracted some of the top sales authors, leaders and practitioners in the industry. Jon approaches sales from a practical standpoint and knows that it starts with creating a great culture and focussing on the basics. This episode is filled with practical sales advice that you can implement right away. Here's what you'll learn in this episode:
Connect with Jon Official Website YouTube EPISODE TRANSCRIPT |
Archives
April 2021
Categories
All
|
RSS Feed