• Salesology® - Conversations with Sales Leaders

  • By: Wendy Weiss
  • Podcast

Salesology® - Conversations with Sales Leaders

By: Wendy Weiss
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  • Summary

  • When you are ready to transform your sales for today’s transforming market, this is the show for you. In the Salesology®️ podcast, you’re going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
    2023
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Economics Marketing Personal Success
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Episodes
  • 114: Glenn Sandifer – Leading a World Class Sales Team

    114: Glenn Sandifer – Leading a World Class Sales Team
    Nov 25 2024
    Guest: Glenn Sandifer Guest Bio: Glenn has 20 years of experience in Regional and National Field Sales and Marketing roles. He has worked on product launches within Quick Service, Consumer Electronics, Home Theater, Mobile, and Telecommunications Industries. Currently, Glenn has the privilege of leading a world class Inside Sales and Client Success group within the Security Industry. Glenn is focused on the development of both inside sales and customer success teams, deploying an outbound contact strategy. His efforts lead to a consistent lead conversation. Glenn also provides strategic support with digital and affiliate marketing strategies, migrating a new CRM, and incorporating new onboarding and talent retention policies. Glenn also founded Glenn Sandifer Consulting, which has the aim of aiding smaller security dealers in developing winning programs and plans for predictable revenue and long-term success. Glenn serves as Vice President in the AA-ISP Tennessee Chapter, a Member of the Greater Nashville Chamber of Commerce, and Nashville Black Chamber of Commerce and a member of the Gamma Phi Chapter of Omega Psi Phi Fraternity, Inc. Glenn is from Indiana, but currently resides in Nashville, Tennessee with his wife and two children. Key Points: Outbound Sales Strategy: · Securitas stands out from competitors by implementing 15 different outbound sales strategies, focusing on building long-term relationships and pipeline growth. · Sales reps are required to make a minimum of 50 outbound calls and send 50–100 personalized emails daily. · There's a strong emphasis on data, tracking inbound leads and conversions, and continuously improving sales processes. Change Management and Team Integration: · Glenn emphasizes that managing change is difficult, especially when integrating teams from different companies. · He recommends leading by example, staying hands-on, and getting involved with both sales and operational teams to break down silos. Advice for Sales Leaders: · Leaders should "manage up" by encouraging their teams to provide insights and challenges from the frontlines to improve decision-making. · For handling sales teams, it's crucial to focus on core priorities and overcome the fear of change or new processes. · Leading by example and consistently repeating key messages can help reinforce the desired behaviors in the team. Hiring for Sales Positions: · Glenn looks for three key traits in candidates: grit, coachability, and adaptability. · Grit ensures perseverance in detailed sales tasks, coachability helps integrate new employees into the company's culture, and adaptability is needed for fast-paced, shifting sales environments. Managing Sales Team: · Glenn highlights the challenge of managing expectations and ensuring that team members stay focused on high-priority tasks. · He faced resistance when trying to shift from a customer service-oriented role to a more pipeline-driven, project-based model, but his leadership and persistence helped his team adapt. Leadership Philosophy: · Glenn believes that as a leader, it’s important to challenge the team to push beyond their comfort zone and achieve their full potential while understanding their individual motivations and pain points. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    30 mins
  • 113: Chandler Bolt – Why Write A Book?

    113: Chandler Bolt – Why Write A Book?
    Nov 18 2024
    Guest: Chandler Bolt Guest Bio: Chandler Bolt is an investor, the CEO of SelfPublishing.com, a Forbes 30 Under 30 honoree, and the author of 7 bestselling books including his most recent book titled “Published.”. selfpublishing.com is an INC 5000 company the last 4 years in a row as one of the 5,000 fastest-growing private companies in the US. Chandler is also the host of the 7 Figure Principles Podcast and the Self Publishing School Podcast. Through his books, podcasts, YouTube channels, and selfpublishing.com, he’s helped thousands of people write a book that grows their income, impact, and business. Key Points: Why Write a Book as a Business Owner? A book acts as a silent salesman. It helps you get leads, make sales, and generate referrals. A book builds authority. When you publish, you become an expert in the eyes of your audience, which increases your sales closing rate. How a Book Helps in the Sales Process It builds belief in your product or service, growing excitement and guiding prospects toward the next steps in your sales funnel. The book also simplifies the referral process, allowing you to encourage current customers to share the book with others. How to Start Writing Your Book Clarify your idea - focus on a topic that addresses a pain point, offers a promise, and aligns with your business goals. Use the "MORE" Writing Method: - Mind map: Brainstorm all ideas related to your book. - Outline: Organize your ideas into chapters. - Rough Draft: Write the first draft without worrying about perfection. - Editing: Revise the draft and hire an editor for quality. Chandler emphasizes consistency and accountability throughout the process to overcome challenges. Overcoming the "Rough Draft" Roadblock Getting the rough draft done is often the hardest part. Many people get stuck here, which delays their progress. Tip: If you're better at speaking than writing, try speaking your ideas out loud, having them transcribed, and repeating the process chapter by chapter. The key is to get it done, then polish it later with editing. Why Self-Publish Instead of Using a Traditional Publisher? Self-publishing gives you full control over your book: you retain the rights, royalties, and creative freedom. Traditional publishers often don't market your book—you're responsible for that, which makes self-publishing the better option for most entrepreneurs. How to Get an ROI from Your Book More Leads: Your book introduces your business to new people. It’s a way to grow brand awareness and attract new prospects. More Sales: A book helps in the sales funnel by qualifying leads, handling objections, and establishing trust and authority. Chandler uses his book to attract registrants for webinars and close more deals. More Referrals: Give your book away to existing customers or prospects as a value add, making it easier for them to refer others to your business. The Power of Giving Away Your Book Give your book away for free: Giving away copies at conferences and through referrals brings in leads and can even generate revenue immediately. Referral programs: Offering books for free to others encourages people to refer your business to their network, helping expand your reach. Final Advice If you're thinking of writing a book but feel overwhelmed, start small by mind-mapping your ideas. Set aside just 15 minutes to brainstorm your key topic and stories. Remember: Done is better than perfect. Don’t let the quest for perfection stop you from completing the draft. Be consistent: The book-writing process is long, but by staying accountable and following a step-by-step method, you'll create a valuable asset for your business. Guest Links: Audio Book: Published: publishedbook.com/audio KEY WORDS: Sales, sales management, selling, prospecting, cold calling, business development, Sales Leadership
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    28 mins
  • 112: Rachel Cossar – Nonverbal Communication

    112: Rachel Cossar – Nonverbal Communication
    Nov 11 2024
    Guest: Rachel Cossar Guest Bio: Rachel Cossar is a leader in the field of nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack for translating unique skills into relatable business skills and competencies. Virtual Sapiens comes as an evolution of Rachel’s combined work as founder of Choreography for Business, a nonverbal communication consulting firm as well as a faculty member with Mobius Executive Leadership and as a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS and more. With the increased dependency of video events as a way to connect and drive impact across organizations, Rachel and her team at Virtual Sapiens are excited to open up a world of access when it comes to one of the most human, and most important skills in business – communication. Key Points: The Evolution of Virtual Sapiens · Virtual Sapiens emerged from Rachel's work experience in leadership coaching, combining cutting-edge AI technology with her expertise in nonverbal communication. · The platform helps professionals improve their communication and leadership presence, particularly in virtual settings. Importance of Nonverbal Communication · Nonverbal communication goes beyond body language, encompassing facial expressions, posture, tone of voice, speech rate, and even things like what you're wearing or how you use hand gestures. · These cues are vital to the way we connect and relate to others, often influencing perceptions more strongly than words. · Rachel emphasizes the power of nonverbal cues, especially in virtual communication, where they can have a more pronounced effect due to the limited sensory feedback compared to in-person interactions. Lessons from Ballet and Teamwork · Rachel's experience as a dancer in the corps de ballet taught her the importance of awareness of others and being attuned to both team dynamics and audience perception. · This awareness is key in business communication—understanding other people's needs and how to build relationships effectively is a transferable skill from dance to leadership and sales. Nonverbal Communication in Virtual Settings · Video communication requires specific adjustments, such as ensuring eye-level camera placement, proper background setup, and the ability to use hand gestures effectively on camera. · Virtual backgrounds can also send a message—whether professional or distracting—so attention to the environment is crucial. · Key nonverbal behaviors in video communication include facial expressions (which should be varied to avoid a flat or disengaged appearance), posture, and voice tone. Challenges of Virtual Communication · Many professionals feel more confident in in-person settings but struggle with virtual interactions, losing connection and presence. · Overcoming these challenges requires intentional practice and mastery of digital presence, something that can be learned through training and AI-assisted tools. AI-powered Coaching with Virtual Sapiens · Virtual Sapiens use AI to analyze video interactions and provide real-time feedback on both verbal and nonverbal communication. · The AI offers insights on hand gestures, facial expressions, tone, filler words, and overall engagement to improve communication effectiveness. Guest Links: Here is the access link that will track any users who activate and unlock. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    28 mins

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