Najlepsze podcasty z kategorii: Tim Haller Stephen Keys (2024)

1
Inspiring Great Sales Leadership 5:57

12y ago5:57

5:57

Effective Sales Management and Coaching Improving and encouraging requires some specific sales and communications skills. A great sales manager is able to demonstrate effective performance rather than speak in generalities. In this podcast, Tim and Steven talk about ways that a sales manager can encourage and develop subordinates – making more mone…

1
Planning for the New Year MTSN-049 5:27

12y ago5:27

5:27

Making the Best of Your Year End If you have had a good year and hit your targets, it’s time to connect with your marketing counterpart. Revenue Marketing: Tell your marketing team what’s going to align with their program for the coming year. Marketing Qualified Leads from your marketing group is an opportunity to begin to plan the email marketing …

1
Closing Executives MTSN-048 6:04

12y ago6:04

6:04

Closing Along Above the Line Realignment to business and personal value is an essential component of closing executives. Tim provides an example of an authoritative close – that did not turn out well. From that experience, Tim learned how to sell above the line, getting to the real reason that they did not buy from you this time. Tim explains the c…

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Hard Closing Questions MTSN-047 5:46

12y ago5:46

5:46

Putting Your Customer into Mild State of Discomfort Your choice of Hard and Soft closes depend upon where the prospect is above or below the power line. Using the wrong form of close will not give you results either above or below the line. Your negotiation plan is a key element, especially when dealing with purchasing agents and those below the po…

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How to Close Business This Year MTSN-046 5:14

12y ago5:14

5:14

Are You Closing Power ? Your close will vary, depending upon the relationship with the power line. At least two buying signals must be present before your close. First, they are expanding the buying audience, and begin to use your vernacular. If you hear your jargon and not that of competitors, that’s a warning flag. You are always closing – for a …

1
Emotional Drivers in the Sales Process MTSN-045 5:29

12y ago5:29

5:29

Why Do People Buy ? The sale includes both personal and business value. Critical Business Issues (CBI) are why you are playing the game. But, do you really know what the business value is that your solution addresses ? It is necessary to align with pain, but that alone is not sufficient to swing things your way. Every vendor in competition with you…

1
Planning to Close Business MTSN-044 4:49

12y ago4:49

4:49

A Strong Plan for Engaging Effectively with Purchasing After there is an understanding of the current situation and future state – plus agreement from the prospect to buy – there is a process . Don’t take it for granted. There is a sequence of events that needs to be documented, because you cannot afford a slip in schedule. The difference between c…

1
Closing: Are you Aligned With Power ? MTSN-043 5:35

12y ago5:35

5:35

Testing Power at All Stages Those who have power are hard to connect with. They are very busy and unless they are highly organized are difficult to get to meetings. They make decisions quickly and firmly – but if they don’t engage with you willingly your access to power is slipping away. Continuously verify their power. Asking ” When you have bough…

1
Positioning Solutions to Prospects During Discovery MTSN-042

12y ago

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Solutions are Not Products How do you present options to clients ? Before your get to that step, you have to get the basic product sold. You need to be able to tell your prospect how clients have been able to solve problems using your product and service, not how your product solves problems. The basic reference story includes how your clients were…

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Sales Discovery Prompter Part 2 MTSN-041 5:50

12y ago5:50

5:50

DIscovery – the Key to Making More Money You have been trained to go for pain – but if you think that you can find bigger opportunities because people are in pain you may want to think about reasons why people will buy anything. Pain is only one motivator – a more productive one is big open questions around goals because it is exciting and safe. If…

1
Discovery Prompter for Using LinkedIn MTSN-040 5:37

12y ago5:37

5:37

Using Linked-In to Determine Relationship Power BEFORE the meeting LInked In is a powerful tool to determine a lot about your prospect. The first indicator is the number of connections: A shallow LinkedIn Profile with 18 connections could telegraph information to you about activities with peer group, standing in the industry and awareness of curren…

1
Understanding Meeting Drivers MTSN-039 5:32

12y ago5:32

5:32

What Motivates your Clients ? There’s an underlying motive that your prospects have – and it is your job to uncover the motivation that they have for taking a meeting. What is the meeting driver ? Why do they choose to meet with you ? Meeting drivers are NEVER product related. There are deeper business needs or pain that your product or service MAY…

1
Using Execs in the Discovery Process MTSN-038 5:37

12y ago5:37

5:37

If you have an executive from your company to join you on a sales call, you need to brief your execs, and give them a one or two page summary before you start towards the account. Make sure that you include information on reporting relationships and current Industry, Company, Competition and Project status. You are letting them do most of the talki…

1
Google Fu Tactics on Linkedin and Twitter Episode MTSN-037 5:42

12y ago5:42

5:42

Google Fu Part 2 Email intelligence: Finding the email convention of the target company is a straight forward search string, but seldom used to full advantage. Almost all large companies have an official template for email accounts such as firstname dot lastname @company.com or first initial lastname@company.com . If you search on the pattern @comp…

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More Sales in the Last Quarter Episode MTSN-036 5:10

12y ago5:10

5:10

Don’t Hunt Elephants when you only have time for hunting Small Game. Pipeline management: As the fiscal year begins to close, top performing sales people and managing their work in a way that ensures they have extracted every bit of value from their compensation plan to just hit target (or whatever accelerator incentives exist. You have to get ruth…

Podcasty warte posłuchania

Tim Haller Stephen Keys Podcasty

Podcasty warte posłuchania

1
Move The Sales Needle Podcast

Tim Haller - Stephen Keys

1
Inspiring Great Sales Leadership 5:57

1
Planning for the New Year MTSN-049 5:27

1
Closing Executives MTSN-048 6:04

1
Hard Closing Questions MTSN-047 5:46

1
How to Close Business This Year MTSN-046 5:14

1
Emotional Drivers in the Sales Process MTSN-045 5:29

1
Planning to Close Business MTSN-044 4:49

1
Closing: Are you Aligned With Power ? MTSN-043 5:35

1
Positioning Solutions to Prospects During Discovery MTSN-042

1
Sales Discovery Prompter Part 2 MTSN-041 5:50

1
Discovery Prompter for Using LinkedIn MTSN-040 5:37

1
Understanding Meeting Drivers MTSN-039 5:32

1
Using Execs in the Discovery Process MTSN-038 5:37

1
Google Fu Tactics on Linkedin and Twitter Episode MTSN-037 5:42

1
More Sales in the Last Quarter Episode MTSN-036 5:10

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