Podcast
What is Do It! Selling? With David Newman
In Paul’s interview with David Newman, they provide valuable insight into some of the most common challenges salespeople face, including connecting with those top prospects. Show Notes What do you like about sales? “We get to talk to people about solving their problems or getting their outcomes. We’re on the same side of the table. …
Why is a sales process important?
Paul discusses the importance of the sales process from a seller standpoint as well as the leadership standpoint. Show Notes: Selling is neither easy nor predictable. Having a sales process will guide you. Trust the process. A sales process gives you structure to progress the sale forward. Are you struggling? A sales process will help …
How do I properly ask for referrals?
Paul shares ideas on how to use the easiest, fastest way to grow your business—your referral network. Show Notes One of the easiest ways to reduce price sensitivity is to get referred into an opportunity. Constantly build your network by participating in industry events, i.e., tradeshows, community events. Identify and engage your greatest referral sources—your …
How should I prepare to sell in a recession?
Paul gives you great tips to face the next recession with opportunity on your mind versus struggle. Show Notes It’s fine. I’m fine. Everthing’s fine…Not! You can’t outrun a recession. Be prepared. Review your pipeline and increase your activity level by 25%. Do not…DO NOT…lower your standards. Even in a recession, be sure the opportunities …
How do I differentiate in sales?
Paul delves further into the best practice of differentiating your solution and standing out from the competition. Show Notes Put yourself in the customer’s shoes. When looking at your solution, what do they see that is different from the competition? If you’re able to offer something different, then you’re able to charge a premium for …
How do I create a marketing one-sheet?
Paul provides insight on how to improve communication by answering four important questions for your customers in your marketing one-sheet. Show Notes What do you call it when you explain who you are, what you do, and to whom you sell, and all in under 50 words? Listen and find out. Do a deep dive …
How do I sell value in a commoditized industry?
Paul focuses on the challenge of selling value in a tough, competitive market. Show Notes It begins with attitude. If you believe your solution is the same as everyone else’s, that’s exactly what your customer is going to think. You must remind yourself that you are selling a unique, bundled package: the three dimensions of …
How do I live inspired? With John O’Leary (Rebroadcast)
Paul has the privilege of speaking with John O’Leary about what and who gave him the strength and courage to overcome even the most devastating circumstances. Show Notes “The greatest generation wasn’t made great because their life was easy. It was actually extraordinarily difficult.” John O’Leary Tough times expose our weaknesses so we can get stronger. …
What separates top-achieving salespeople?
Paul shares some great ideas that will help you become a top achiever. Show Notes Top achievers maintain a high level of activity. They are constantly filling the pipeline with opportunities. High-value targets (HVTs) are the opportunities that yield the greatest return on your investment of time. Is your pipeline full of HVTs? Build no …
How important are customer relationships?
Paul explains the importance of building solid relationships with your customers. Show Notes Relationship selling IS NOT DEAD! It is alive and kicking. Top sales achievers consistently attribute their sales successes to their customer relationships. Price is only an issue in the absence of value. The relationships you build with customers create immense value. Every …
