Gail Kasper, a master sales trainer, introduced the Cockatoo Selling System during a podcast with John Golden. This system emphasizes adaptability, consistency, and effective communication in sales. Drawing from the behavior of cockatoos, the system encourages sales professionals to be flexible, ask probing questions, and build strong customer relationships. Key takeaways include preparing a list of thoughtful questions, actively listening, and handling objections confidently. By following this system, salespeople can better understand customer needs, build trust, and ultimately close more deals.

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In a recent “Expert Insight Interview,” John Golden and Dr. Ken Keis discussed the disconnect between how salespeople sell and how buyers prefer to buy. Dr. Keis emphasized the need for sales professionals to adapt to the changing landscape of buyer behavior. He highlighted the importance of authenticity, emotional intelligence, and genuine curiosity in building trust with buyers. Dr. Keis also encouraged salespeople to tailor their approach to different buying styles and to prioritize active listening and transparency. Sales success, he noted, relies on adapting to buyer preferences and focusing on meaningful engagement rather than manipulation.

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In a recent episode of “The Expert Inside Interview,” John Golden speaks with Janice Porter about mastering LinkedIn for building business relationships. Janice emphasizes the importance of creating a compelling LinkedIn profile, setting clear networking goals, and using personalized outreach instead of the “spray and pray” method. She highlights curiosity as a key tool for building authentic connections and recommends leveraging LinkedIn features like audio and video messaging to stand out. The episode concludes with practical tips on profile optimization and maintaining authenticity in interactions.

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In this podcast episode of the Expert Insight Interview, host John Golden from Sales POP! Online Sales Magazine and Pipeliner CRM speak with Mike Latch and Gregg Murphy, co-authors of “Sales Sucks.” They discuss the negative perceptions of sales and the manipulative tactics often associated with it. Mike and Gregg advocate for an ethical, straightforward approach to sales. They share personal anecdotes and emphasize the importance of a structured sales process, coaching culture, and leveraging individual strengths. They also touch on the potential of AI to enhance sales training and processes, offering valuable insights into improving sales practices.

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In this podcast episode, John Golden and Kristie Jones delve into the nuances of a career in sales. Christy, an experienced sales coach and author, emphasizes the importance of intentional career choices and self-awareness for sales professionals. They discuss the pitfalls of accidental careers in sales and the common issue of unprepared individuals being promoted to management. Christy advises salespeople to identify their unique strengths and seek roles that align with their passions, rather than conforming to traditional paths. The conversation also covers the necessity of personal development and the value of understanding the complex nature of managing people. Christy shares insights from her work with startups and offers interim sales leadership. The episode ends with a recommendation for Christy’s book and services.

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In this podcast episode, John Golden from Sales POP! Online Sales Magazine and Pipeline CRM hosts Ray Rike, a seasoned subscription software leader and co-author of “Data and Diagnosis Driven Selling.” They discuss the intricacies of sales in the unique microclimates of San Francisco, the necessity of a data-driven sales process, and the difference between sales methodology and process. Ray shares insights from his book, co-authored with Bob Scarpa, Mark Petrucci, and Paul McQueary, on identifying ideal customer profiles and using intent data for targeted outreach. They explore the importance of business diagnosis, solution design, and AI’s role in enhancing sales processes by predicting deal closures and identifying key decision-makers. Ray concludes by recommending his book to those seeking a data-informed sales approach and discussing his work on a benchmarking database for the software industry.

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In a riveting conversation with Andy Gole, a master sales trainer and consultant with over 30 years of experience, we uncovered corporate culture’s pivotal role in driving sales success. Andy’s insights shed light on the common pitfalls organizations face, such as a lack of entrepreneurial spirit and the tendency to prioritize bureaucracy over efficiency as they scale.

Our discussion delved into fostering an entrepreneurial mindset within sales teams, especially for small to medium-sized companies. We explored strategies for building trust, embracing bold behavior, effective opportunity qualification using forward-looking metrics, and the art of being easy to do business with. Andy’s expertise highlighted the need to cultivate a sales culture that recognizes and celebrates the “heroic salesperson,” advocating for a structured sales process that can lead to increased profitable sales when supported and committed to by the organization.

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Are you ready to shatter your self-limiting beliefs and unleash your true sales prowess? On our latest podcast episode, join us for an enlightening conversation with Shawn Feurer, a renowned mindset transformation coach.

Shawn’s expertise lies in challenging conventional thinking patterns and instilling a sense of freedom, abundance, and joy in professionals worldwide. In our riveting discussion, we delve into the detrimental effects of self-limiting beliefs and how to overcome them for sales success.

Shawn redefines the role of a salesperson, emphasizing the importance of building trust, conducting thorough needs analyses, and presenting solutions that genuinely serve the client’s interests. He stresses the pillars of integrity and fair trade, reminding us that salespeople are creators and peace producers, facilitating exchanges that contribute to a better world.

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