Podcast interview with David Collins who builds great teams, inspires and empowers people to exceed all expectations. He selects sales teams and be an individual producer. He is been at five fortune 500 companies.

Here we are discussing the following points:

• Everybody knows that you should set goals for success but not everyone has that vision – how to set the right goals and what goals really look like?

• These days, a lot of people outsourced their lives and don’t really have a plan and don’t understand what they are doing, why are they doing, and who they are doing it for. So the clarity that comes through that process can be life-changing. What are David’s views regarding the same?

• How do you convince people to do something like that as a lot of them would go up vision board? How do you show them or demonstrate them that these things really work and it’s all about focusing on your energies? – To David Collins

• How do you help to become something that is sustainable and used on an ongoing basis as opposed to something that is put on the wall and then sort of forgotten about it? – To David Collins

• How do you help people who may be at different ends of the scale; people who set outrageous goals or people who set goals that you know are way too within their capabilities? – To David Collins

• How do you help people at the end of the year who haven’t achieved their goals or haven’t realized the things at the right time or maybe feeling a bit down? So how David help people when they fell short?

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What makes a perfect close? According to James Muir, author of the bestselling book The Perfect Close, salespeople have learned many manipulative-style closes over the years. The net effect is that prospects, not feeling comfortable with them, don’t do anything at all–in fact, 60 to 90 percent of sales cycles end in no close. Listen in as host John Golden sits down with James Muir to give you tips on how to make the perfect close.

This podcast is also a recorded live event you are welcome to view here: The Perfect Close

iTunes Podcast 

Sales processes and sales strategies are important parts of selling. A sales process follows from sales strategy. A successful operation does not just come about naturally; it is something that requires planning and intense consideration from both customers and companies. And yet, many companies don’t put sufficient work into creating their strategies, leaving their processes weak and unsuccessful. John Flannery, interviewed by John Golden, discusses how to create a solid sales strategy and successful sales process.

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

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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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