Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Oct 29 2024 42 ep. 37 mins 5

Sales Tales - A podcast sharing epic stories that get you through your sales adventure. artwork

Introducing Sales Tales - a podcast for people who want to: Grow their sales performance Increase their income Learn to cope with failure Challenge the traditional-selling mindset This is for sellers, those who manage sellers, or those who lead organizations toward future revenue outcomes.

Copy RSS

Subscribe on Podcast Addict

Episode 40 - How to Land the Initial Meeting and How Selling is Different for Women

Oct 29 2024 37 mins

This episode is for you if you want to make your first meeting with a prospect more meaningful. When you get in front of a prospect, are you trying to build a relationship or are you trying to bond and build rapport? Heather Snyder, co-founder of ProMode.ai, career salesperson, and mentor to female sellers, teaches us that those are two different things. She also knows that this ke

Episode 39 - Four Questions to Fix your Pipeline

Oct 10 2024 40 mins

Have you ever felt that your sales pipeline will buckle under the weight of a couple of questions? Many reps and managers are scared their pipeline isn't "real." Dave shares his four pipeline questions with us that will help us keep our pipeline fresh, and keep our conversations brief and honest. Learn: How to accelerate dialog when discussing your pipeline. How to hold yourself

Episode 38 - The three factors destroying your SDRs

Sep 25 2024 34 mins

In this episode of Sales Tales, Dave and Josh examine the function of business development within the wider sales org. You could say BD is the hardest role in sales. At the same time, many organizations struggle with culture and keeping their roles stocked with talented people who can execute consistently. Why is that? In this episode, learn: Why the BD role is so important. Wh

Episode 37 - Email Prospecting: Subject Lines Done Right with Jay Schwedelson

Aug 06 2024 40 mins

Do you do email prospecting? Are you doing things that are preventing prospects from ever seeing them? EMAIL FAILS: Jay Schwedelson tells us the MULTITUDE of things we are doing wrong. You'll be surprised how many of them are easy fixes. Jay, Dave, and I focus on: Subject line cheat codes that increase your open rate Email copy DON'Ts that will help you warm up leads

Episode 36 - How to Ask for Money

Jul 25 2024 40 mins

Have you ever heard a pricing objection? Have you ever been told your product or service is too expensive? Many times, when it comes to dealing with the investment in your stuff, you are getting in your own way. In this episode, we talk about: 1. Handling budget in the right order 2. Talking to prospects who are willing and able 3. What we're often doing wrong

Episode 35 - How to be easy to buy from with Markku Kauppinen

Jun 25 2024 41 mins

Salespeople get in their own way all the time. Markku Kauppinen, CEO of FinxS Assessments, says that it's because we put too much pressure on our buyer to adapt to our preferred communication style. In this episode, you'll learn: How to quickly assess your buyer's preferred communication style and channel What signs to look for to better interpret how they will re

Episode 34 - Client Retention, Servant Leadership, and How to Grow Accounts with Dave Blake

Jun 12 2024 34 mins

Dave Blake, CEO of ClientSuccess, works with organizations constantly on how to turn challenges into growth opportunities. His meeting with Dell didn't get off to a solid start. His consultant began showing a presentation...on a MacBook. You'll have to hear how Dave got his team out of it. He teaches us that sometimes a tough challenge can be the best time to strengthen

Episode 33 - How to build trust - get results before relationships

Jun 04 2024 41 mins

Joe Ingram helps salespeople get that next deal. He says that people don't always need to like us to buy from us. He teaches us that getting people to like us is secondary to building trust. To build trust, you've got to get results. Joe tells an epic story about the mental shift that happened to him when calling on a prospect in the automotive industry. In this episode

Episode 32: How can you sell an imperfect product? Three steps for product gaps and service disruptions.

May 14 2024 28 mins

Have you ever sold something that didn't work? It's easy to let service disruptions or product blind spots take us from "we can do anything" to "we can't do anything." It can affect your mindset. Dave Doherty and Josh Shirley unpack how salespeople conduct calls differently when they let disruptions put them into a mindset of limitation versus a mi

Episode 31 - Are we done qualifying yet? Why do prospects lie? How to avoid the traps in qualification.

Apr 30 2024 34 mins

Do you have excited prospects who disappear when it's time to decide? How do you know when you're finished qualifying a prospect? Hear Dave and Josh take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one). In this episode, you'll learn: How to help your prospect do their 'own math&#