Podcast
How do I finish the year strong and stay motivated?
Next year starts today. Whether you’re the team leader or a salesperson, Paul has tips on how to stay motivated and finish this year strong. SHOW NOTES Take an open, honest look at your pipeline of opportunity, especially during times of peak performance. “Your pipeline is more likely to dry up when you experience success, …
How do I even get started? with Carson V. Heady, Salesman on Fire
Paul invites sales leader and best-selling author Carson V. Heady to share his perspective on common challenges facing the sales community and provide powerful solutions to apply in any marketplace. SHOW NOTES “One small win doesn’t mean all that much, but when you combine all of those small wins, it leads to big change.” -Carson …
What are the non-traditional networking techniques that actually work?
Paul explains why he skips traditional networking events and what he does instead. Show Notes Who won’t be at the traditional networking events? In social settings, make people aware not just of what you do, but how you help people. “The best time to network is when….” Go where the decision makers go. Focus more …
How do I sell during times of peak demand?
Paul addresses the uniquely tough time of selling when there aren’t the resources to meet peak demand. Show Notes “Your attitude is important as you go through and sell during these moments of peak demand. Realize that all your competitors are facing that same challenge.” “Within every challenge there lies an ….” Now is the …
How do I differentiate my total solution?
Paul gives you some tips and ideas when it comes to setting your solution apart. Show Notes When your product is the same as your competitor’s, you can’t just rely on the product. The product is just one element of the total package you are selling. Remind the customer that the value you and your …
What do buyers really want?
Paul answers the very important question of what buyers really want. Show Notes Do buyers want your products? No! Do buyers want your services? No! They want …. Stop thinking in terms of products or services. Sell the buyer on the outcome your solution can help them achieve. Be wary when a customer tells you …
How do I sell to the corporate executive?
Paul continues his series with another high-level decision maker: the corporate executive. Show Notes Corporate executives make decisions based on career advancement. They want to make the right decision, but also the popular one. With these decision makers, “highlight the prestige your solution can help them achieve.” Present your solution as one that fits within …
How do I sell to the financial executive?
Paul continues his decision-maker series by focusing in on the financial buyer (CFO/Controller). Show Notes These decision makers (DMs) help the other DMs make better decisions. Their science is accounting, and numbers don’t lie. “Always determine the power-base distribution in the opportunity that you’re working.” “These financial buyers may not be the ultimate decision maker, …
How do I sell to technical influencers?
Paul outlines the next decision maker in the series: technical influencers. Show Notes If this challenging decision maker likes your solution, they’re going to help you immensely. “They are focused on….” These decision makers are skeptical of salespeople and will challenge your data. Avoid surprises, hunches, intuition, speculation. Eliminate the “human” factor. Brand new is …
How do I sell to influencers and end users?
Paul continues his decision maker series: Level II—influencers and end users. Show Notes These are down-to-earth, practical people. Think the way they think. Level IIs want to avoid things that are too complex, disruptions, hypotheticals, overexposure. “They want something that is….” “[These decision makers] are influential in the decision because their opinion is their power.” …
