Why is the sales process important? Host John Golden sits down with Lisa Magnuson to tackle the topic of how a sales process is one of the most important subjects in sales. Unfortunately, most companies only pay it lip service or something that’s done once and remain the same instead of being dynamic. Yet the one important statistic about a sales process is that it actually improves sales results. If you build a sales process based on best practices and use it, sales will almost certainly improve.

This podcast is also a recorded live event you are welcome to view here: Importance of Sales Process

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Account-based revenue strategy (ABR) has been a buzzword in the sales world, yet few people understand it or use it properly. Trish Bertuzzi, interviewed by John Golden, explores the ways that using ABR can help, or hurt, your organization.

This podcast is also a recorded live event you are welcome to view here: The Keen Difference of Account Based Revenue Strategy

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One of the fundamental sales steps that is often missed by organizations is collaborative strategic sales planning. It’s all about engaging your sales team to come up with the key activities required to grow your business. Host John Golden sits down with Joe Micallef to discuss the necessary elements of the collaborative strategic sales planning and how to avoid common mistakes that companies make when planning their sales strategy.

This podcast is also a recorded live event you are welcome to view here: Strategic Sales Planning

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Host John Golden sits down with David Hoffeld to discuss his book “The Science of Selling”. David offers some really important insights around buying psychology and how sellers can adapt to how buyers like to buy.

This podcast is also a recorded live event you are welcome to view here: The Science Behind Selling with David Hoffeld

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You might find that prospects are not going to change their position unless they have a sense of urgency. The incumbency position is very strong, and may even consist of continuing to do nothing. Sometimes we’re not trying to take the business away from a competitor–we’re just trying to get someone to start a new behavior. To get them to change, a sense of urgency must be created, or an existing sense of urgency tapped into. Host John Golden sits down with Andy Gole to discuss Urgency Based Selling and how you can create urgency in your buyer.

This podcast is also a recorded live event you are welcome to view here: Creating Urgency Based Selling

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Million Dollar Sales Questions can be used to connect, direct, and sell more effectively. Julie Holmes discusses how to ask the best sales questions in this expert sales interview with John Golden.

This podcast is also a recorded live event you are welcome to view here: Learn to Ask Million Dollar Sales Questions

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Jeffrey Lipsius wants you to coach the customer. Salespeople often spend more time looking at their own sales record, as opposed to their customer’s sales record. But, customer buying performance is significant, and something that should be taken into heavy consideration. This isn’t just another conversation about how to coach salespeople. Lipsius, interviewed by John Golden, will tell you how to coach the customer.

This podcast is also a recorded live event you are welcome to view here: Coaching the Customer

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Having a solid customer strategy is a crucial part of any sales organization. If you don’t have a strategy, or if your approach isn’t up to par, you lose out on creating a dynamic client base. This ultimately impacts your bottom line. John Golden sits down with Jeff Tanner to provide essential tips on building and improving customer strategies.

This podcast is also a recorded live event you are welcome to view here: Customer Strategy for Sales

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