Quota Crusher™ Podcast- Selling Tips & Strategies
By Quota Crusher™
Quota Crusher™ Podcast- Selling Tips & StrategiesApr 27, 2021
S3 E38 : Your Humanity Is Your Most Important Sales Tool with Jordana Zeldin
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.
S3 E37 : From Sales Rep to Sales Leader
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.
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S3 E36 : Women in Sales with Alexine Mudawar
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.
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S3 E35 : How to Avoid Discounting!
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.
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S3 E34 : Why Most Sales Coaching Doesn't Work with Steve Parry
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.
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S3 E33 : Hiring Salespeople: Ask Them to Present!
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.
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S3 E23 : Brand Announcement (In Case You Missed it)
S3 E32 : Sales for Introverts and Ambiverts and How in My Experience They're Often Even Better at Sales with Aleasha Bahr
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.
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S3 E31 : Inbound Leads, Past, Present, and Future
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.
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S3 E30 : Executive Engagement with Lisa Magnuson
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.
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S3 E29 : Should Salespeople Focus on Client Experience, After the Sale?
In today's episode, let's talk through how a high-performing salesperson can leverage a focus on client experience to fill their pipeline. What is client experience and why is it important? So many organizations fail to implement the tech stack that's needed to create streamlined and efficient communication between team members that support the same client visibility into data metrics that are important.
Client experience is the experience you create for them from the very first touchpoint with your brand. It starts with your website, your social, the type of marketing and advertising that you do. After the sales, be a part of the implementation. Sit there on implementation calls, meet with your implementation, client success, or customer service teams. Don't just tell them about the parameters for the project while they're coming off of ABC technology. Be different than your peers. Genuinely care about the people that are involved and it's amazing what will happen after that. You have the power to do so much more than just sell a client.
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Quota Crusher™ Podcast
Mary Grothe
S3 E28 : How to Repair your Client Relationship When Things Go Wrong
Client relationships are everything. They can be the lifeblood of your business. What would you do when the client relationship goes awry? How do you prevent client blowouts? Today, we wanted to bring on an expert who is going to help talk us through how to repair your client relationship when things go wrong. We have today Lynn Whitbeck, Petite2Queen and Future Forward Sales.
When client relationships go south, normally that starts with a trigger event - client expectation is missed, didn't make a delivery on time of critical components, or any other trigger events. From your customer's perspective, their trust has been betrayed because they didn't get what they expected, which is going to cause a challenge. Assess what went wrong, communicate with your client and focus on aligning with them emotionally. Create an opportunity for them to be heard and rebuild the trust.
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Mary Grothe
Lynn Whitbeck
S3 E27 : Accepting Feedback
Typically, top sales performers have a bit of ego from their success, and accepting feedback can be difficult. People would lump anything other than positive praise and recognition into their criticism feedback bucket. Today, let's talk about accepting feedback gracefully. Well, it's not too late to start listening to advice from coaches. You'll be surprised with how much better you can get if you take ounces and bits of wisdom from others that have walked a path before you.
Shift your attitude from a know-it-all to a growth mindset? It is a conscious journey to start being okay with people giving feedback. Learn to bite your tongue and not react, chose to digest the information, and work through it. Your world will open up to all new possibilities when you allow other people's imperfect perspective to come into your life. Start accepting, start embracing, and start seeking feedback.
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Quota Crusher™ Podcast
Mary Grothe
S3 E26 : How to Overcome Anxiety in Sales
Umar Hameed, CEO of No Limit Selling talks about overcoming anxiety in sales. He is experienced in changing human behavior using applied Neuroscience, NLP, and Hypnosis. He decided to deep dive and understand why people do the things that they do. In today's episode, let's talk about the importance of beliefs, where they come from, and how to transform them. Where do beliefs come from? Did you know that anytime there is an event with a lot of emotions around it, we make meaning out of it. Yes, because humans are meaning-making machines.
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Quota Crusher™ Podcast
Mary Grothe
Umar Hameed
S3 E25 : Account-Based Podcasting, Stop Podcasting & Pitching Your Guests
S3 E24 : Community Building, Audience Intelligence, and Social Listening
Bonus Episode: Help Us Graduate 800 Families Out of Poverty with CrossPurpose
Quota Crusher Podcast host, Mary Grothe decided to use this platform today for something way bigger than she ever thought she could be a part of. You've seen her in this video, that's been circulating the internet about CrossPurpose. Quotas don't just have to be assigned to for-profit companies and salespeople getting to win their crystals and awards. Non-Profits have quotas, too. And they have goals. Turns out their’s are typically a little bit more meaningful.
Today, we welcome two of the amazing people of CrossPurpose, Jason Janz (CEO) and Darin Valdez (graduate) to the show. Jason co-founded CrossPurpose, influenced greatly by spending his childhood and adolescence in poverty. His passion for social entrepreneurship is satisfied through his role as CEO where he builds their staff team, sets the organizational culture, and raises funds. Listen in and be inspired to open the gateway to a new perspective.
Donate: https://www.classy.org/campaign/house-of-revenue/c325544
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Mary Grothe
Jason Janz
CrossPurpose
S3 E22 : How to Use Social Media to Find New Customers with Jean Ginzburg
S3 E21 : Your Buyer's Decision Process Matters
No two buyers buy the same way and when you're selling to a buying team, you are selling to multiple decision-makers so you can't copy-paste your strategy to each unique prospect you have. Understand the importance of the decision process so you can align your sales strategy accordingly. It is your responsibility to uncover their evaluation criteria and map out your prospect's buying journey.
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Quota Crusher™ Podcast
Mary Grothe
S3 E20 : Mental Clarity and Removing Emotional Blocks to Improve Sales Performance with Doug Brown
It’s a great pleasure for us to introduce our guest today, Doug Brown who is going to talk to us about mental clarity and removing emotional blocks to improve sales performance.
Know what are you bringing into your conversation with your prospects, your own frame of reference, understanding the way you were molded and shaped. Empower yourself by taking control of your mind and emotions. If you don't start on the inner work, you cannot have outer performance. Redirect your thoughts and interrupt your pattern, if you must. This allows you to step away from unnecessary habits, have more meaningful conversations to ensure deals don't slip through your fingers.
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Quota Crusher™ Podcast
Mary Grothe
Doug Brown
S3 E19 : How Startups Get Meetings with Brands like Kellogg, P&G, and Revlon with Stephanie Cox
As a start-up, how do you secure meetings with those big brand names like Kellogg, P&G, and Revlon? We found the perfect person with over 15 years of marketing experience and currently the VP of Sales and Marketing at Lumavate. A round of applause for Stephanie Cox.
The reality is consumers are hard to sell to whether it's B2B, B2C, or B2B2C. The buyer has changed so many times, in different ways so challenge what's possible. Set big goals that sound crazy then break down into "how do I get there"? Sometimes, the person who likes difficult challenges can drive the most results. Find out how Stephanie learned the art of booking meetings with giant companies.
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Mary Grothe
Stephanie Cox
S3 E18 : Objection Handling by an Outbound Prospecting Guru with Jason Bay
In today's episode of the Quota Crusher™ Podcast, Jason Bay will prove that, with effective techniques, you can turn sales objections into opportunities. Jason is the Chief Prospecting Officer at Blissful Prospecting.
Handling objections can be challenging, but there are powerful strategies to overcome them. Learn about the two types of objections - (1) the ones you should warm welcome to the point that you embrace them so highly, that if you don't hear them in the sales process, you bring them up yourself and (2) Objections that are results of not following a good sales process. Learn the difference and uniqueness of your prospects. Just because they fit the profile on paper does not mean that they're psychographics.
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Mary Grothe
Jason Bay
S3 E17 : What Separates an Average Presenter from a Great Presenter with Jay Mays
Why is it important to use PCE - passion, conviction, and enthusiasm in your presentation? What do you do to earn people's trust and create that emotional connection? Today, we bring you Jay Mays, an expert in helping sales teams differentiate from the competition to win more deals.
What separates an average presenter from a great presenter? It's funny how during the presentation phase, salespeople are killing it with all the bells, whistles, and shiny stuff. They really show off all the things they think are really going to wow prospects, however, sometimes the prospect is looking for something a little different. Identify these obstacles and stay focused on things that matter to your prospects. Notice how great presenters have a tendency to tell a story, easily transition to what you want to actually talk about? Tune in to Quota Crusher™ Podcast for more helpful takeaways.
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Mary Grothe
Jay Mays
S3 E16 : The #1 Job of a Salesperson with Wes Schaeffer
People who get into sales have a passion for the profession and see forward the life they can build in sales. Today, let's all welcome the sales whisperer who rehabilitates salespeople and trains their managers, Wes Schaeffer.
In sales, it's not your job to sell, to negotiate, or create proposals, but to prospect. Deliver powerful messages in a powerful manner consistently. You can be brilliantly smart, understand your products and services inside and out, and be aware of your competition. However, if you don't show up and do the work, then what's the point? The easiest step to sales success is hard work. When you work hard, people notice. The seeds that you put in the ground today, is the harvest you reap. Seeds are your thoughts, words, and actions. You can only control yourself so make great choices.
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Mary Grothe
Wes Schaeffer
S3 E15 : Do This & Quit Missing Quota
Sales is a tough profession. It's not for everyone. It takes extra skills and a little extra effort than any other regular job with no quota. Join Mary Grothe as she guides us on how to be a Quota Crusher™.
A quota is there to keep your job so make it your floor. Understand the mathematical equation behind your sales success. Look at the mechanics of what it takes to be a top producer. Know your competition in the marketplace. You said yes to this profession, make the conscious decision to do the work to get the results. If you want to win, be number 1, and earn a lot of money? You have to do something to earn that.
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Quota Crusher™ Podcast
Mary Grothe
S3 E14 : BQ Crushes Quotas With Alec Hornecker
S3 E13 : My Personal Take on B2B Social for Salespeople
Let's talk about how social media is adapted recently and how salespeople take advantage of it, what to stop, what to start doing, and do more of. Join Mary Grothe, CEO of Sales BQ® as we learn how we can earn relationships and opportunities by creating valuable content.
Write your profile in your prospect's language to help them understand the value that you could bring to them. Grow your network and start communicating. Share information, show your wisdom and credibility. Be consistent, don't be spammy or robotic. Don't ruin it for the rest of the sales community.
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Quota Crusher™ Podcast
Mary Grothe
S3 E12 : How Video Marketing Can Help Engage The Buyer And Boost Sales with Tyler Lessard
S3 E11 : Mental Mindset Isn't Fluff
So we are back for another exciting episode of the Quota Crusher™ podcast. Today, we'll cover the mental mindset and why it's everything in sales. A mental mindset is a real deal. If your head is not in the game, you can't succeed and you can't win. It feels your emotional state and that feels your actions which will then dictate your performance.
What are you putting into the ground, is what your harvest will be? You can be the light for other people if you let yourself be the light for you. It's amazing what we do as humans and how much control we have over how we show up in this world. Do remarkable work for people. It starts with your mental mindset, gets your head in the game, starts your day right, and own your success.
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Quota Crusher™ Podcast
Mary Grothe
S3 E10 : Shift Your Mindset To Get Different Results With Morgan Ingram
Salespeople need to be resilient, have a strong mind, and focused. Some fail through an inadequate mindset. So, how can you set yourself for success? Let's all welcome Morgan Ingram, Director of Execution and Evolution at JB Sales, focusing on delivering training to sales development teams to enhance their skillsets and performance.
Morgan believes that in order to set yourself for success, it is 90% mindset and 10% skills. He shared that you are 42% more likely to achieve your goals if you write them down. He also encourages mindful escapism - it could be reading a book, going to a concert, attending a music festival, playing video games, and exercising gratitude.
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Quota Crusher™ Podcast
Mary Grothe
Morgan Ingram
S3 E9 : What's Wrong With Your Sales Presentation
Every buyer has their own buying criteria and every presentation should be custom-tailored to each buyer. In today's episode, you will learn how to craft a compelling sales presentation. Follow Mary's tips to simplify this process and create an effective presentation.
Brilliant salespeople know how to think on their feet, pivot, and shift. Whatever you planted is what you're going to yield in your harvest. So, if you want to win and crush your quota, you must put in the extra work.
Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website. www.QuotaCrusherPodcast.com
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Quota Crusher Podcast
Mary Grothe
S3 E8 : Brand Building on LinkedIn with Jake Dunlap
It’s time to get deeper insights from our expert guest, Jake Dunlap! Learn how sales wizards keep themselves organized and utilize key LinkedIn marketing strategies.
LinkedIn is a proven platform for just about any business-related activity. You post on LinkedIn not to be famous, but to strengthen your brand. Talk about the topics that you love and know the right timing to post them. There is no easy button in driving high engagement, it's about consistency.
Learn more about Host, Mary Grothe, and Jake Dunlap on the Quota Crusher™ Podcast website.
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Quota Crusher™ Podcast
Mary Grothe
Jake Dunlap
S3 E7 : Mastering The Trust Equation in Sales
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.
Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website.
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Quota Crusher™ Podcast
Mary Grothe
S3 E6 : Communicating Like a Human, To a Human, While Using Automation with Dan Tyre
Prepare yourself for another episode of the Quota Crusher™ Podcast with our special guest known for his Smarketing presentation, Dan Tyre. He is an authority on inbound marketing and sales and has become a regular speaker, blog writer, mentor, and coach for those who want to harness the power of inbound marketing.
Volume does not equate to quality. Dan Tyre explains how to use automation to make your brand engaging with their customers like a human. Utilize automation to enhance your process, engage prospects, and gain trust through personalization. It's important to communicate like a human, and not sound like a robot.
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Quota Crusher™ Podcast
Mary Grothe
Dan Tyre
S3 E5 : Do This If You Want To Be #1
Join Mary Grothe, Founder and CEO of Sales BQ® as she talks about what she believes are the top attributes of high-performing sales people. Mary was a former #1 and Top 10 rep and now oversees dozens of top sales performers across the country. In this episode, Mary gives us a glimpse of what a day in the life of a CEO looks like and find out how she maintains a work-life balance.
Working with high urgency is one of the most well-respected characteristics in business development professionals and executive leadership. Remember that you have to shine. Show that you value your prospect, you want to earn their business and that you are serious in solving their problems. How you treat them in the front end is usually how the relationship would be.
Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website.
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Quota Crusher™ Podcast
Mary Grothe
S3 E4 : There's No Plan B If You Want To Win with Donald Kelly
It’s time to roll out the red carpet for our special guest Donald Kelly. Get some deeper insights on his amazing journey from a seller with no real basis for success to The Sales Evangelist we now know.
Today, Mary and Donald discuss the importance of investing in employee's training and development despite the risks. Empower your employees by cotinually educating them, giving them access to the right tools. For an organization looking to grow, increased turnover is pivotal -- and that means so is good sales training.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
S3 E3 : Account Management 3 Step Proven Process for Revenue Expansion
In today's episode, Mary Grothe, Founder and CEO of Sales BQ® uncovers how pivotal account management is. Learn how she crafts her key account management strategy to ensure successful meetings.
Account Management focuses on nurturing client relationships and retention. Through relationship nurturing you can grow existing accounts and find revenue with the clients you already have. It's important to get to know the company, understand their market, and the individuals you're working with. Show them that you are dedicated to solving their problems and it will make your conversation powerful.
Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website.
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Quota Crusher™ Podcast
Mary Grothe
S3 E2 : Account-Based Selling, What to do to get in the door!
S3 E1 : The Myth of the Sales Unicorn!
S2 E9 - Qualifying Prospects for A Smooth Close with Guest Andy Paul
S2 E8 - How To Start Your Career In Sales As An SDR with SDRevolution
S2 E7 - The Art and Science of Sales Enablement with Guest Roderick Jefferson
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.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
Connect with Mary Grothe: https://www.linkedin.com/in/marygrothe/
Connect with Roderick Jefferson: https://www.linkedin.com/company/roderick-jefferson-associates
S2 E6 - From Successful Exit to Redefining Revenue Generation in a Niche Industry with Javier Lozano Jr.
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.
Learn fresh and relevant sales techniques by accessing the Sales BQ® Training Room: https://www.salesbq.com/access-the-training-room
Connect with Javier Lozano Jr.: https://www.linkedin.com/in/javierlozanojr/
Connect with Mary Grothe: https://www.linkedin.com/in/marygrothe/
S2 E5 - Simple Strategies to Multiply Your Deal Sizes with Guest Jason Forrest
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.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
Connect with Jason Forrest: https://www.linkedin.com/in/jasonforrest/
S2 E4 - Setting Successful Sales Meetings with Executives with Guest Lisa Magnuson
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.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
Connect with Lisa Magnuson: https://toplinesales.com/
S2 E3 - What is PCE and How Will it Transform Your Sales Conversations?
S2 E2 - Trends and Predictions for Sales Leadership with Guest Ian Moyse
S2 E1 - Leadership Behaviors Drive Sales with Deb Calvert
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.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
Connect with Deb Calvert: https://www.linkedin.com/in/debcalvertpeoplefirst/
S1 E15 : How to Successfully Break into Sales with Cody Schmidt
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.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
You can also connect with Mary & Cody on LinkedIn!
S1 E14 : Be Consistent and Don't Burn Bridges with Prospects
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.
You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room
You can also connect with Mary Grothe and Kelly Fox on LinkedIn: