Matt McCoy 🎥’s Post

In this episode of Business Growth on Purpose, host Jose Palomino interviews Tom Stanfill, an expert in adapting sales teams and processes to the new realities of buyer behavior. They dive into the premise of Tom's book, "Unreceptive," and discuss the declining receptivity of customers to traditional sales approaches. Tom shares strategies on how sales reps can make the customer the hero of the story, eliminate pressure, and influence customer buying decisions by understanding and validating their point of view. They emphasize the importance of being other-centered and building genuine, customer-focused relationships. Together, they explore the value that sales professionals can bring to the table in an increasingly ecommerce-focused sales environment. If you're ready to elevate your sales game and understand the new realities of buyer behavior, then this episode is for you. https://lnkd.in/eUitGp6G

We dove deep into the art of effective sales strategies and uncovered some game-changing insights. 🔑 A structured sales process is the key to success, ensuring credibility and clear communication. We delved into the fascinating world of objections, where Jennifer flips the script – objections aren't roadblocks but signs of active engagement! 📣 Drawing from personal stories, Jennifer passionately argued that everyone has innate selling skills; it's about refining and applying them in a business context. 🛒 🔥 Don't miss out on this episode if you're looking to master sales for your MSP and "Get comfortable leaning into discomfort." Listen now at: https://lnkd.in/edB3nQrs #SalesStrategies #PodcastEpisode #SalesMastery #TrustInSales #ObjectionsAsOpportunities #BusinessSkills #MSPSales #TuneInNow

What are the negative consequences of always trying to move everyone forward in sales, regardless of whether it's a good fit for the customer? Sales is about doing the right thing for and with your prospects, not to them. Reject the misconception that selling means always pushing to close the deal, even when it's not the best fit. Learn the value of helping people make the right decision for them, whether it involves buying from you or not. This episode is an excerpt from one of my training sessions where I talk about empathizing for success. Your success as a sales professional starts with doing the right thing for your prospects. Tune in to the full episode to gain invaluable insights into the transformative power of "no" in sales. Listen to the full episode now! https://lnkd.in/gsxGMsbD #authenticpersuasion #salespodcast #sales #salesprofessionals

Unlocking Sales Success: The Power of Trust and Competitor Engagement In this insightful video, we're thrilled to have Jason Smith, the visionary CEO and Co-Founder of Klue, share his invaluable expertise on the pivotal role trust plays in achieving sales excellence. 🚀 Key Takeaways: 🔑 Trust: The Foundation of Sales - Jason Smith emphasizes the indispensable nature of trust in the world of sales. Learn how building authentic connections can reshape your sales strategies. 🌐 Market Insights & Competitor Savvy - Discover the art of discussing your market landscape and competitors with elegance. Uncover how this skill transforms prospects into loyal partners. 💼 Navigating Price Battles - Jason reveals a game-changing approach when competitors try to win business solely on price. Understand how to gracefully step aside and win trust by putting value over cost. 🤝 Trust's Impact on Believability - Witness the remarkable transformation of your words into potent tools of persuasion. Explore how trust amplifies the credibility of your offerings. 🚀 Elevate Your Sales Game - Jason Smith's wisdom offers a blueprint for unparalleled sales success. Elevate your strategies, foster trust, and conquer your competition. Join us in embracing Jason's enlightening insights! 📈 Don't just sell; build lasting partnerships through trust. 🤝 Like, share, and subscribe for more game-changing discussions on sales, marketing, and business success! #SalesSuccess #BusinessGrowth #Podcast

How would you define creativity in sales? Why is it important for sales professionals? This episode is an excerpt from one of my training sessions where I talk about one of the Sales Success Traits. Learn more about how creativity and problem-solving can help in your sales career, and discover tips and strategies to enhance your skills. Listen to the full episode now! https://lnkd.in/ez7syM4U #authenticpersuasion #salespodcast #sales #salesprofessionals

What are some common mistakes salespeople make when transitioning between rapport and empathy in a sales conversation? The transitions from rapport to empathy are crucial in moving prospects forward in the sales process. Many fail at this point, resulting in missed opportunities. Prioritize the potential client's needs over promoting yourself. Use the "two ears, one mouth" approach and only share relevant information if asked. This episode is an excerpt from one of my training sessions where I talk about the formula of trust. Tune in to the full episode to learn more about the art of building trust in sales and how to shift the focus from self-promotion to creating valuable and meaningful connections with potential clients. Link in the comment section! #authenticpersuasion #salespodcast #sales #salesprofessionals

Have you ever worked in a sales role or interacted with salespeople? What was your experience like? This episode, is an excerpt from one of my training sessions where I talk about the question: "Are You an Order Taker?" Learn more and be ready to enhance your sales skills and master the art of authentic persuasion. Listen to the full episode: https://lnkd.in/eVXnN-WE #authenticpersuasion #salespodcast #sales #salesprofessionals

Effective sales leaders are engaging storytellers. To get your team energized and motivated for the year ahead, you'll need to start by getting their buy-in and commitment. Whether you’re speaking to senior executives or the most junior salesperson on your team, stories stick. Stories build a memorable narrative and unite us. It's easier to rally around a common goal when you know what you'll need to do, how you're going to do it, and why your contributions are important. Communicate the sales goal, the reasons for it (the "why") and break it down into actionable steps. When you bring the bigger picture into focus and align everyone's efforts, you create a sense of purpose within your team. Down the road, you'll be less likely to run into internal conflicts over specific tactics and techniques. At your sales kickoff meeting → tell a story that helps your team connect the dots → break down goals into actions → unlock team success Learn more about the attitudes, behaviors, and techniques necessary to succeed in sales. Subscribe to Sandler's "How to Succeed" podcast hosted by @Mike Montague at https://lnkd.in/e5eSsPZD

HBR study recommends 5 ways to turn more sellers into A-players. Here's the breakdown based on the sections I highlighted: 🟩Green: that's the ultimate metric! It's the best way to increase sales team performance and results. Make more sellers high performers. This is what is often called Attainment. Andy Champion talked about this on my Persuasion Lab podcast https://lnkd.in/enXSCXVU 🟦 Blue: don't waste time going after everyone. Go after those who will appreciate the value you offer! 🍊 Orange: really personalise, don't pretend to personalise! If you are going after targeted accounts, then you will have time to personalise as they will be more important to you! 🟪 Purple: help your reps identify, engage and develop higher-value opportunities. If you teach them to play small, they will think small and deliver small results! 🔴 Red: this is the MOST EFFECTIVE way to increase sales performance. Raise the skills, knowledge and characteristics of your reps and you will raise their results. Don't just throw money at sales enablement and tools without also raising the skills of those using them! This is the Science Of Persuasion. When buyers are not buying, sellers should not be selling. They should persuade to build better relationships. #sales #salestraining #salestips #salesenablement

Does Authenticity Impact Sales Growth? In this episode, Vince Freeman and I sat down with Sarah Jacobs to discuss how sales has had to evolve and adapt. Sarah is the new Senior VP of Sales for both Miles and HardingPoorman. Sarah shared insight into the changing landscape of sales, the importance of building relationships, and understanding client needs. We also delved into the interconnectedness of sales and marketing, the significance of lead generation, and strategies for effective selling. I'll put a link to this episode in the comments section. #authenticity #sales #marketing #brandmatterpodcast #growth #mindset