Quota Crusher™ Podcast- Selling Tips & Strategies

Today's topic is humanity in sales. At this time of automation and technology, how human is your sales process? How do you connect with humans and genuinely care about solving their problems? Effective selling starts with understanding human needs, acknowledging their circumstances, not just our needs, and our scripts. And if we can meet those very human needs, at every point in the sales conversation, we are going to be forming better prospect relationships, and ultimately having better sales outcomes. Give your prospects the autonomy at every stage of the conversation, make them feel that they're free to say no, they're free to say they're not interested. If someone is not psychologically or emotionally in a place where they're ready to buy, we as sellers, it's our job to prime them.

In this episode, let's talk through the journey from sales rep to sales leader. Often the top sales rep gets put into a management role and the expectation is they should just be able to turn every other performer into a top rep in the newsflash. One of the missteps is understanding how to put ourselves in other people's shoes. Invest in the salesperson as a person, you will notice that they will do far above what is expected of them. That shift from sales rep to sales leader takes time. Anytime you're stepping into that sales leadership role, there's the empathetic approach of identifying who your salespeople are, slow down, empower your people to sell at the highest level, help them identify their blind spots and areas of opportunity. 

Connect with Us!

Not all women are set up the same way in their current professional environments where they have several top performers on their team or female executives, or those that are modeling it for them and paving the way for them. Diversity and perspective are very powerful. If you don't have a model or a mentor that will help shape your belief systems, don't put yourself in a box. Seek out the next step in your careers and build a business plan that outlines your bare goals. Join sales communities like Women in Sales Club or Thursday Night Sales.

Connect with Us!

As a salesperson, how do you avoid discounting? How do you close a sale without offering discounts? Having the right sales strategy is critical in closing a deal. Make sure that your prospect understands the value that you provide, convince them to make an investment on getting your product or service because it meets their needs and fixes their problems. Stop sounding like you are discountable. Salespeople lack the PCE: Passion, Conviction, Enthusiasm. Price is only an issue in the absence of value.

Connect with Us!

In this episode, we are joined by Steve Parry, President of Sales Productivity Consultants as we deep dive into sales coaching and why most sales coaching doesn't work. If you're having a cycle of turnover with your reps, they're not hitting the number, and it's something prevalent in your organization, Steve can walk you through the process and help you identify where the gaps might be. Learn effective techniques to successfully coach your sales team. 

Connect with Us! 

One of the greatest talents of salespeople is how they present, how engaging they are, how well they're able to create conversation and discovery, identify problems, and then how they translate the answers they get into, and how they can solve that person's needs. Sets up your salesperson to be able to shine in their element, let them come to work, go through your onboarding and training and understand your product and service your company's story. They're going to be at that comfort level when they're through training. Be a good communicator, and let them set up the roleplay scenario.

Connect with Us!

Today, we have brought on Aleasha Bahr to talk about sales for introverts and ambiverts. We've seen problems with corporate making everybody do the exact same process, even though everybody isn't exactly the same and they don't care so much about the quality of client results. Learn more about her sales strategy specialized for introverts and how to sell more with a sales approach that's customized to introvert salespeoples' strengths. 

Connect with us!

In this episode, let's talk about inbound leads past, present and future. Most salespeople are treating inbound leads almost like outbound sales. They're not digging in deep enough into the current scenario of what prompted them to reach out where they are the journey where they're having to qualify from the very beginning and create that case. Learn how to address your approach and how they've evolved over time.

Let's Connect! 

Talking to executives and engaging them in deals and opportunities is one of the quickest and fastest ways to reducing the sales cycle, increasing the closed rate, and crushing the number. But it takes time to wine, get in the mindset and overcome the fear you may have about talking to executives and engaging them in your opportunities. Today, we've brought on a repeat guest Lisa Magnuson for this specific topic of executive engagement. She's worked with large, medium, and small corporate clients across a broad spectrum of industries. 

Connect with Us! 

What do you do to set yourself apart from the competition when meeting with your prospect or client? Join host, Mary Grothe, on today's episode of the Quota Crusher™ Podcast to discuss mastering the trust equation.

Trust is everything. It's important that you do what it takes to earn your prospect's trust. Understand the problem that you're solving and its impacts. Look at the whole picture of why your buyers are in a buying mindset and opening up that sales conversation. Go past the competition and crush your quota by mastering the trust equation in sales - be knowledgeable, be technical, be specific, be aware, and emotionally invested in solving their problems.

Join Mary Grothe, CEO of Sales BQ as we welcome Roderick Jefferson, one of the founders of the Sales Enablement Society and a keynote speaker. We are grateful for his powerful contributions to sales. He started as a BDR years ago, achieved President's Club multiple times, and eventually transitioned into sales training and sales enablement.

Roderick shares the 5P's of Sales - Purpose, People, Program, Performance, and Platform. For him, it all starts with people. Start making conversations. Listen. Ask the right questions.

In this episode, Javier Lozano Jr., National Director of Business Development at CMI Mechanical in Denver, shares why systems really matter in your business.

B2B and B2C sales both require human to human connection, so it’s critical to know how to communicate, identify pain points, ask the right questions, and resolve problems. Javier also makes a point that marketing and sales teams must be congruent and must help each other.

The Quota Crusher™ Podcast is bringing in an author, a sales ninja, and one of the most powerful guests we've had to date, Jason Forrest. He aligns with our BQ method and everything we teach on the behavioral quotient. BQ is fueled by your thoughts, which turn into feelings, which dictate your actions and result in your performance.

In today's episode, we bring you a sales expert, respected consultant, and the author of the invaluable Playbook: How to Win 5X Deals Repeatedly, Lisa Magnuson. Find out how she became a sales expert and how she cultivates executive relationships.

In today's episode, we interview Deb Calvert, a top sales and leadership speaker for organizations and industry events. Mary Grothe is delighted to interview someone who embodies the same philosophy in sales as that of Sales BQ®.

Let's uncover the importance of understanding the behavioral aspect of sales, with both buyers and sellers. Learn to align your selling style with your buyer’s buying style to advance the sales organization’s efficiency.

We have Cody Schmidt, Sales Executive at CIENCE. Sales is a performance-based industry and Cody believes salespeople should put our heads down and do whatever it takes to crush our numbers. Learn Cody's Top Attributes of Top Performers and how his drive, self-discipline, empathy, and humility helped him successfully break into sales.

Today, we brought on guest Kelly Fox, CEO, and Co-Founder of Kitchen Traffic. She is a Business Mentor, Customer Experience Expert & Brand Educator. Her success story is a perfect example of why failure should never stop you from following your vision and dreams.

Statistics from the White House Office of Consumer Affairs shows it’s 6 to 7 times more expensive to acquire a new customer than it is to keep a current one, so be consistent and don't burn bridges with prospects or clients.