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TV #SalesChats / Sales Management / Mar 8, 2018 / Posted by Roy Osing / 3372 

#SalesChats: Sales as a Strategic Weapon, with Roy Osing

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How Sales Can Become More of a Strategic Weapon
#SalesChats: Episode 48

Most organizations underutilize the sales function. They treat things more tactically instead of strategically, with an emphasis on how to practice the art of sales and be more efficient. It’s a short-term oriented function. There’s a huge missed opportunity to make sales more strategic. Roy Osing discusses using sales as a strategic weapon in this #SalesChat, hosted by John Golden and Martha Neumeister.

Osing explains:

• How to push a product using relationships
• The role of bonuses for the sales staff
• Understanding strategic value creation and how to implement that so that salespeople can change ineffective patterns
• How to demonstrate the long-term advantage of utilizing strategic selling using both the sales leader and the sales team working collaboratively
• The little things that salespeople can do, like role definition change
• The importance of business acumen for strategic salespeople
• Be different, or be dead
• A few first, practical baby steps for sales leaders to transform their sales team strategically focused, starting with redefining sales
• Challenges to getting a strategic approach implemented and utilized

Our Guest

Roy Osing

Roy Osing

Roy Osing is a former President and CMO with over 33 years of leadership experience covering all the major business functions including business strategy, marketing, sales, customer service. He is a blogger, content marketer, educator, coach, adviser and the author of Be Different or Be Dead.

Links › bedifferentorbedead.com | twitter.com | linkedin.com

Our Hosts

John Golden

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Martha Neumeister

Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

About Author

Roy Osing is a former President and CMO with over 33 years of leadership experience covering all the major business functions including business strategy, marketing, sales, customer service. He is a blogger, content marketer, educator, coach, adviser and the author of Be Different or Be Dead

Author's Publications on Amazon

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Marketing 101 is in serious trouble. Its effectiveness is extremely limited. If you are practising traditional text book marketing, this book is your wake-up call. You are subjecting your organization to extreme risk.
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The challenge facing a leader in today's highly volatile economy is formidable. It is to create an organization to Stand-Out NOT Fit-In. Companies that fail to break away from The Competitive Herd and establish themselves as Unique, Distinctive and Remarkable to their Fans fade away…
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Selected by Soundview Executive Book Summaries as one of the top business books in the USA. The Challenge for any Business Leader is to harness the energy from all parts of their organization to work in unison to win in their market. In practical and…
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Want to take your career to another level? Achieve greater success in a world where the competition for a fast track route to success is fierce? Roy Osing’s 30+ years in business taught him one simple truth: if you are not DiFFERENT, if you are…
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