In this podcast episode, John Golden interviews Greg Nutter, a management consultant and author of P3 Selling, about the top five mistakes B2B sellers make. Greg discusses the importance of creating awareness, effective prospecting, and the role of a salesperson in the buying process. He identifies the top three mistakes as forgetting what selling is, poor prospecting, and thinking the role of a salesperson is either a relationship manager or a product expert. They also discuss the importance of understanding the buying process and the critical areas where planning pays off in B2B selling. Greg recommends a process for reviewing opportunities and prioritizing tasks to increase sales success.

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In this podcast episode, John Golden interviews Lisa J. Smith, CEO and Founder of SmithCo, a sales consulting firm. Lisa shares her experience of launching her business during the COVID-19 pandemic and discusses the importance of adaptability and being nimble in today’s fast-paced business environment. They also discuss common blind spots that companies encounter in their sales process, including the lack of a defined sales process, targeting the wrong prospect, and over-reliance on automation. Lisa emphasizes the importance of follow-up, tracking the right data, and providing a good customer experience. She offers a free 30-minute call to help businesses succeed in sales.

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In this podcast episode, John Golden interviews Taft Love about Rev Ops, its definition, and its importance in today’s business world. They discuss the challenges of centralizing functions that traditionally belong to departments, the importance of customer experience, and the role of systems in Rev Ops. They also discuss the impact of technology on Rev Ops strategy and sales enablement, the role of AI in sales, and the importance of filtering out noise and focusing on quality over quantity. Overall, the discussion highlights the importance of using AI and other tools to enhance the effectiveness of salespeople and focus on high-value activities.

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In this podcast episode, John Golden interviews Tommy McNulty, founder and CEO of Rhythm, about how to use sales P&L to be a people-first leader. Tommy shares his personal experience of discovering the importance of understanding metrics beyond just activity and pipeline, such as customer acquisition costs, lifetime value, profitability by customer segment, and payback periods. They also discuss the impact of sales tools on sales performance and the importance of understanding the financial game of the business. Tommy stresses the importance of predictability in sales teams and the negative impact of hiring the wrong people. Overall, the episode emphasizes the importance of making profitability a team sport and using metrics to make informed decisions that drive sales performance.

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In this podcast episode, John Golden interviews Ryan Staley about the use of AI in sales and marketing. Ryan shares his experience with AI and how it can be used tactically and from a management perspective to get rid of time-consuming tasks and allow salespeople to focus on more high-value activities. He emphasizes the importance of understanding and owning the technical and business use case components of AI and warns that companies that don’t embrace AI will get replaced by those who do. John and Ryan agree that AI is a disruptive technology that companies need to be aware of to avoid being left behind.

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Salespeople and entrepreneurs need sales. Sales? Salespeople are seen as aggressive and greedy. False. Mental change sells. We’ll show you how problem-solving and product confidence may help you sell.

Problem-Solving-Driven

Businesspeople benefited. Pushy sales fail. Clients learn problem-solving. Ethical companies solve issues. Solving problems makes selling easier.

Self-Esteem

Selling requires problem-solving. before selling. This question determines product value. Product knowledge simplifies sales. Better than writing is believing your product will improve someone’s life.

Converting

Believe it? Trial or discount. Developing customers and prospects boost confidence. Your motivations. Without an objective, outreach and cold calls struggle. To keep motivated, write about your progress, what you can improve, and your goal every day. Reverse engineering and step-by-step analysis may aid everyday objectives.
Software, real estate, insurance, and mortgage sales are competitive. These fields seldom succeed. Sales demand perseverance. AI may aid sales.

Mentorship

Mentoring boosts sales. Mentors teach. Remote employees require community and accountability. Unsupervised remote work distracts. Hold people responsible to attain objectives. With patience, dedication, and direction, anybody can sell.

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Selling like a woman refers to a sales approach that emphasizes collaboration, relationship building, and value exchange, rather than aggressive tactics. It challenges traditional sales stereotypes that depict sales as a male-dominated, product-focused, and transactional field, and recognizes the unique skills and qualities that women bring to the profession, such as communication, empathy, and stakeholder management. The goal is to create a more inclusive, equitable, and effective sales culture, where all genders are valued and supported.

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Michelle Vazzana is a Co-founder and Chief Strategy Officer for VantagePoint, Co-author of three books. She is an expert of innovating sales force management, global sales effectiveness, and evidence-based research. Today, in this expert insight interview, John and Michelle Vanzana discuss “How To Change Sales force Behavior While Avoiding Common Pitfalls.”

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