About Randy Stroman:

Randy Stroman is a sought-after speaker, trainer and coach, and the co-founder of The Stromans, a leadership and relationship coaching firm located in Dallas, Texas. Randy works with Fortune 500 companies, successful entrepreneurs, small start-ups, and non-profits seeking expanded outreach and membership growth. He represents more than three decades of hands-on, senior-level experience.

Here we will be discussing:

• What is the importance of values in business and sales?
• What will be the exact definition of value?
• Today where everything is shortcuts and instant gratification where you want to grab as much as you can. In some ways, the concept of values sounds outdated. So how to tackle that!
• Identifying what your values are is something that most of the people don’t consciously do. That’s why organizational culture tends to grow up organically. So while working with people, what type of process one needs to follow to figure out the right values for the process!
• What are some of the common values that are more common to high performing organizations?
• How to train people; especially the managers to be able to have value-driven conversations?
• Is there any general example of transformation after adding values to the business?

Concept of Value:

There are a number of theories on the concept of value. Values are a kind of inner compass that tells you how you want to choose, how you want to react and that’s the reason why it is vitally important. Most of the businesses and individuals complain about not getting the desired results but the thing is we all are getting results. But the question is – are we getting the results we want! Our toxic culture may be one of the reasons why we can’t able to satisfy with what we have. To change your culture, you have to go all the way back to a progression that starts with your values and these will going to drive your thoughts.

The concept of value may sound outdated but the fact is everything that comes to us in life is going to come through our values. You can shortchange that process. We all have different values but the values you have will be going to determine your outcome every time.

Our Host

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.

About Oscar Trimboli:

Oscar Trimboli is the professional Speaker and Mentor working with clients to achieve growth within their organization, for their team and with their leaders. He has 30 years’ experience in bringing out the best in senior executives and next-generation leaders. Oscar is widely acknowledged and respected for his integrity, clarity, and ability to drive cross-group collaboration. He is the author of Deep Listening and Breakthroughs.

Here we will be discovering the five myths of listening. Along with that, we will be going to discuss some of the popular queries too.

What Is The Exact Meaning Of Deep Listening?

Today we live in a pervasive culture that is also instantaneous and people are not used to really being engaged. In such a situation, the idea of engaging in real deep listening is quite not acceptable to a lot of people. So how to tackle this!

When it comes to sales, it is often seen that while having a conversation with the salesperson and you ask a question from him, and he answers a different question. This is really frustrating and shows the negligence of effective listening. How to overcome this issue?

Deep Listening:

Deep Listening will help you move from confusion and conflict to thoughtful, insightful and powerful discussions that will transform not just your work, but your whole life. Miscommunication costs our organizations millions of dollars in mistakes and wasted time, and individuals their health due to anxiety and stress. It can create a culture of mistrust and increase conflict between team members.

How The Book Can Help You?

• Create the right space to listen to yourself first before you try and listen to anyone else
• Understand and use the 125–400 Rule to facilitate powerful two-way dialogue
• Improve meetings, conversations, briefings, and consultations because you can listen deeply
• Use 5 Levels of Listening to maximize the impact of every conversation you have every day.

Deep listening creates trust and authentic action for leaders at all levels and is crucial to the development and retention of talent.

Our Host

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.

About Frank Donny:

Frank Donny is an experienced executive with more than 25 years of marketing and sales operations leadership. Founder of two reporting and analytics software companies, he has 20+ years executive experience in the CRM, ERP and collaboration solutions. He owns the ability to integrate process and rigor into daily team workflows and provides a pragmatic foundation for business decisions, long-term relationships, and achievement of strategic objectives.

Frank is the Founder and Chief Evangelist of Marseli and is a recognized leader in sales performance, demand generation, pipeline management, and sales/marketing integration. Author of How You Can Increase the Close Rates of Your Early-Stage Pipeline Opportunities and Your CRM or Your Salespeople?

Our Sales Expert Interview we will be talking about the impact of lead to close one process adoption for CRM data quality.

• What is the meaning of lead to close one process adoption?
• One of the most irritating things that a lot of organizations suffer from is you can have the sales process right, but lack of consistency is a major issue today. How to bring a consistent understanding to get better outcomes?
• Many organizations work on their sales process and think that they can sit and relax for the next couple of years. But in reality, the buyer’s behavior changes as well as the dynamics of the market so the sales process is something that you need to keep on revisiting regularly. Is it right?
• Sales management and sales managers put its focus on last stage opportunities trying to help them over the line and don’t spend enough time working with the salespeople on qualifying properly at the early stages. How to tackle this issue?
• It’s been a great comfort to have lots and lots of stuff in the early stages because it makes you feel relaxed but unfortunately, all drops out later, which becomes a critical point of sales manages to drag themselves away from the later stages. How to overcome that?

Formulas To Create A Solid Forecast!

• Collect: Collect possible scenarios from educated others
• Review: Use the “four rights,” to understand whom to engage
• Meet: Discuss with your colleagues

Franks also believes that that probability is not the right way to go when you are looking for the most accurate sales forecast. Probability and weighing just aren’t adequate on the front line.

Our Host

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.

SalesPOP! Sales Expert – Gordon & Jill Viggiano:

Gordon Viggiano was an expert sales consultant, specializing in building and developing sales teams in small to mid-sized companies. He spent over 30 years of experience as a VP of Sales for a number of California companies. Gordon not only brought proven sales processes and means of success but also the “Big Picture” relationship between sales and the corporate structure.

Here we are going to talk about sales and the challenges that one may need to face and overcome. How a team can work together and recover the whole issues. Gordon and Jill will give some insights into the same through their unique story.

• When you faced such a life-changing dramatic event, it obviously becomes very tempting and easy to give up and disappear into the dark so what is it you both together actually turn it into something. How are you able to resist the temptation?
• Sometimes people don’t know how bad they are and how badly things are going. They think that they are doing well and then there comes someone who told them that they suck at everything. So how to approach and guide somebody towards reality in a positive way!
• Achieving small goals first can be an awesome strategy to overcome the final targets. Is this an amazing strategy for people even if they got bigger goals that they have to keep incrementally moving forward?
• Giving yourself rewards even if you are achieving small goals or overcoming small steps can help you and motivates you to perform well. Is it helpful?
• It is critical and true that things take more time than we predict at initial stages and people don’t have the patience to deal with that. So how to manage all that!

How To Improve Sales!

• Modify the sales activity metrics so the call counts, qualification and close ratios are consistent with your sales goals for each rep
• Increase QUALIFIED leads, so your sales reps don’t have to generate their own (this can be done with either with marketing automation or an entry-level Lead Qualification specialist).
• Pre-qualify your target list by doing the best customer analysis and targeting only those that fit your company’s proven sweet spot
• Increase transaction potential so more product/higher revenue can be sold to the same prospect
• Audiences will laugh, cry, and be inspired as Gordon and Jill discuss this life-changing experience and the life-lessons gained from their struggle.

Our Host

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.

If you want to create a high-performing sales culture, then you need to tune in to the #SalesChats on Sept 26th with the excellent and insightful Roy Osing.

Roy 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

Our host John Golden will engage in a high energy discussion with Roy on such topics as:

• Why sales culture matters
• How to create a sales culture that delivers
• What the most important characteristics of high-performing sales culture are
• The three things sales managers need to do to create and sustain this culture

#SalesChats and the accompanying Twitter chat are very popular ways to learn and engage with other sales professionals – join in and offer you own insights during the show.

Recorded 26th Sept at 9am PT/Noon ET

EPISODE QUESTIONS:

Q1: What is the purpose of a sales culture? How does the right culture relate to sales performance? #SalesChats

Q2: What are the most important characteristics of a high-performance sales culture? What does it look like? #SalesChats

Q3: What should the top 3 priorities be of the sales leader be in order to create a high performing culture? #SalesChats

Our Guest

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 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 a 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 our Sales Expert – Chester Elton:

One of today’s most influential voices in workplace trends, Chester Elton has spent two decades helping clients engage their employees to execute on strategy, vision, and values. In his provocative, inspiring and always entertaining talks, #1 bestselling leadership author Chester Elton provides real solutions to leaders looking to manage change, drive innovation, and lead a multi-generational workforce.

The video is all about the concept of all in culture engaging your people and enabling your teams and energizing your leaders.

• What is the concept of all in culture, according to Chester Elton?
• Money does flow if you focus on every single aspect. Hence, if you are going to sell something, then choose a product in which you believe. This will make it easy for you to sell and describe its benefits.
• One of the toughest things is when somebody becomes a sales leader; they prefer to guide others in the way they have proceeded in their life without understanding that everyone has his own way to take the steps.

Role Of Culture In Business Management!

There are many benefits of developing agility in a culture. Your people will be more able to deal with change, they will have clarity about the direction of the organization, and they will help you find the answers to meet market needs.

If you want a great culture, you have to take an active and ongoing role in clarifying avenues to learn, grow and develop. Managers can help their people grow and develop by giving them stretch assignments, etc. Some of your people may want to move up the ladder, while others might simply want interesting, solid work. No matter employee’s goals, managers’ can help develop their people.

The last competitive difference is culture. And if your culture works, then everything works better.

How Healthy Is Your Culture?

• Cultural Health: Trust in leadership; how your people feel about their work environment, their team, and the organization as a whole.
• Enablement: Do your people work in an environment that supports productivity; do they have clear direction and support from their leaders; do they have the tools and flexibility to succeed and deal with obstacles, changes, and challenges?
• Energy: Does your team feel that the company cares about their well-being (physical, emotional and social); do they receive non-monetary recognition; do they have high levels of energy (or drive) to sustain their current and future work performance?

Our Host

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.

About SalesPOP! Expert Sales – Stephen van Basten:

Stephen van Basten is a published author, speaker, edutainer and an extraordinary teacher. He is a trained Demartini Method Facilitator and certified NLP Life and Business Coach. Stephen is the Head Relationship Coach for The Real Entrepreneur Institute and a successful Advanced Toastmaster. He has owned his own company, worked in his family’s business, been employed by small and large businesses like Shell SA and the BTG Group.

Stephen van Basten’s Expert Advice About Sales!

It takes next-level commitment to succeed in sales. What is the meaning of the next level in this?

There is a couple of cultural forces are out there that really affecting people’s ability to do certain things. The very first thing in this series is the comparison culture where social media have been a great vehicle in the same context. This leads to lower self-esteem. So how to tackle that!

Often people set goals in sales and yes, you want to focus on the goal and want to achieve that too. Some people believe in taking the small steps while others just back off before taking any initiative. In this way, a number of people get caught between the two things, i.e. the goal and taking that little step. So is it right to do so?

In sales, it’s never going to be a simple journey and it depends how passionate you are to state success. You will find people stronger than you, but you need to identify your goals and then work hard to compete with yourself.

Think you have a sales meeting coming up or a tournament or whatever! On the final day, how will you wake up positively and prepare yourself all day long! Or what kind of influences you will fill your head with so that you can impress everyone! The preparation took place long ago so that everything goes into place perfectly.

Presently, it has been seen that people are not being engaged in a certain thing. So there is a need to actually consciously work on the same.

Our Host

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.

About SalesPOP! Sales Expert Chris Widener:

Chris Widener is an American author and motivational speaker. Widener has written several books on motivation and business. He is named one of the top 50 speakers in the world and he is also a part of

Inc. Magazine’s Top 100 Leadership Speakers. Chris helps leaders and salespeople gain trust, respect, admiration, and loyalty from those they lead and sell to.

What The Video Interview Is All About!

• Everyone has his or her own perception of influence. So how can you define this term?
• What are the four golden rules or stamps to this context?
• The power of integrity creates trust. So why integrity is so important and how can you actually project that you really are a person of integrity?
• Why you should be a consistent person all the time when it comes to sales?
• The power of optimism creates admiration. Why optimism is so critically important if you want to be influential?
• The power of service creates loyalty. Why is it so powerful and how you can enhance your sales with this?
• Why it is essential to consider customer’s interest before ours when it comes to sales?
• Is that should be a goal you set for yourself to be a person that other people come to for something?

About The Art Of Influence:

From Chris Widener, the author of the breakout bestseller The Angel Inside comes an inspiring new parable on the power of influence.

The Art of Influence will make you think twice about everything you’ve ever learned about influence. As Chris Widener’s inspiring story reveals, it’s not something you “do” to other people, but rather something that starts with how you shape and transform your own life. Forget about manipulation and slick, fast-talking; The Art of Influence teaches that your ability to influence others begins from within.

Difference between Persuasion & Influence:

Persuasion is based on using the technique, such as compelling presentations and winning arguments in order to move people to action.

On the other hand, Influence is different not because you don’t want people to take action; it’s about having a deeper impact than just a momentary call to action. Influence is how you control yourself propelling the action, not a momentary action, but one that is repeated time and again.

Our Host

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.