Podcast

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Jul 25, 2022 • Podcast

How can I unplug on vacation?

Paul throws down the gauntlet and challenges you to completely unplug on vacation. Show Notes Biggest challenge: leave your laptop and work phone at home. WHAAAT! If you are not able to take a vacation because you fear losing an opportunity or missing a sale, you need to find a better way to manage your …

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Jul 18, 2022 • Podcast

How do I get salespeople to follow policy and procedure?

Paul offers sales managers a different perspective when it comes to non-compliance to policies and procedures. Show Notes Take an honest look at the process of getting pushback. Does this policy or procedure add any value to the customer experience? Cost without value diminishes you in the marketplace. Regarding top salespeople, do their results have …

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Jul 11, 2022 • Podcast

How do I sell like a marketer? With Aidan McCann

Paul talks with Aidan McCann of Outré Creative, a global marketing design firm, about how sellers can be more relevant, persuasive, and close more sales by thinking like marketers. Show Notes “Marketing is more important now than ever before given that the composition of the marketplace has changed dramatically over the last couple of years.” …

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Jul 5, 2022 • Podcast

What if the buyer prefers emailed proposals versus in-person presentations?

Paul shares tips to get you out of the buyer’s email in-box and back in front of them for in-person presentations. Show Notes Explain that there are elements of your proposal that you need to walk through in person. Ask the buyer to consider how many phone calls, emails, and voicemails it takes to replace …

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Jun 27, 2022 • Podcast

What if procurement is stalling my deal?

Paul shares some ideas on how to move that deal past procurement and on to the close. Show Notes Reach out to other decision makers on the project and have them champion your solution with procurement. Introduce a benign sense of fear. What does that mean? Find out what scares this procurement buyer more than …

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Jun 20, 2022 • Podcast

How do I remain steadfast through struggle?

Paul shares some inspiring advice to help you remain hopeful even when you are struggling. Show Notes Your faith (in your success) has to be greater than your fear (of failing). “Not failing” is not the same as succeeding. Make your dreams bigger than your doubt. “Dream big enough to make your bones itch.” Tom …

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Jun 15, 2022 • Podcast

How do I handle price increases? with Jeb Blount

Paul interviews renowned sales author, Jeb Blount, about his newest offering, Selling the Price Increase, available June 15, 2022. Show Notes “Your primary role is to make your customers happy. Price increases don’t make them happy.” Jeb Blount What’s in the buyer’s mind when you ask for a price increase: What’s in it for me? …

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Jun 13, 2022 • Podcast

How do you know if a recession is coming?

Paul shares some insights on the indicators of a recession. Show Notes “The stock market has predicted nine of the last five recessions.” Paul Samuelson, American economist. (Maybe don’t just look at the stock market.) Purchasing Managers Index is above 50% (at the time of recording) but trending downward. Inflation and the Federal Reserve’s reaction …

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Jun 6, 2022 • Podcast

What if your main customer contact leaves?

Paul provides seven tips to deal with the inevitable issue of losing your main contact. Show Notes  How many good relationships do you have within your top customers? How many should you have?  When meeting the new decision maker, reinforce the popularity of your solution. Discuss your new key contact’s expectations and goals. When transitioning …

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May 31, 2022 • Podcast

How do I sell in a competitive bidding environment?

Paul lays out your rights, as the salesperson, in the competitive bidding process. Show Notes Let the customer know your rights as the salesperson: Access to the information you need to compile your proposal Access to decision makers To know the selection criteria To know who the competition is “If you’re willing to put your …

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Selling Through Tough Times

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Value Added Selling

Value-Added Selling (4th Edition)

The global, go-to guide that started the Value Selling Revolution - now updated for today's market.

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