Sales Iq Podcast

Attitude: The secret weapon of a sales professional One of a sales professional's most valuable tools is the attitude they bring to the table. Having a positive attitude and a buyer's mindset allows for you to sell more effectively, learn from your mistakes and move to the next level of selling while those around you cannot. This week Brandon Bornancin joins the podcast to discuss his career in sales. As the founder and CEO of 'Seamless.AI', Brandon has a love for helping people through the sales process. Listening to Brandon, you can hear the passion he has for his craft. When tuning in to this podcast, I want you to pay attention to his motivations and beliefs on attitude so you will be able to take that step next step and become a better sales leader. Places you can find Brandon: https://www.linkedin.com/in/brandonbornancin/ https://www.seamless.ai Timestamps [01:06] - Brandon explains his journey into sales and his experiences as CEO of both a successful and a failed company... [13:10] - Hold th

Jack's Guide to social selling In today’s sales industry, Social Selling has become a massive part of a sales professional’s career and yet so many people do not know how to use it effectively to enhance their sales ability. This week, the leading social expert for sales and marketing Jack Kosakowski joins the podcast to show you how you can use social to enhance your sales, extend your reach and increase your online presence. Some places you can go to find Jack: https://www.skillslab.io http://www.jackkosakowski.com  https://www.linkedin.com/in/jackkosakowski1/ Timestamps: [00:22] – Luigi introduces Social Selling as this week’s topic [02:05] – Jack introduces himself and his journey into sales and marketing [08:40] – Jack explains how helping his current clients develop their own strategies has in turn increased his abilities as a sales professional [11:10] – How you as a salesperson should be building up your social content [14:05] – Jack talks about the different content you need to create value for

Habits you need to drive Sales Success This week renowned author Carson Heady joins the podcast to discuss the habits a Sales Professional needs to be successful in the today’s world of sales. Working at Microsoft, one of the most prestigious companies in the world, Carson knows what drives success and from his experience he knows exactly what habits you need to develop to become a leading sales professional. Some places you can go to find Carson: https://www.linkedin.com/in/carsonvheady/ https://twitter.com/cvheady007 https://www.facebook.com/Carson-V-Heady Timestamps: [01:35] – How Carson started in sales [03:10] – Falling into the role of being a sales person [05:45] – The difference between B2B and B2C sales [06:42] – Should you expect to know everything? [08:55] – Carson explains what caused him to start seeing a big change in his abilities [10:30] – Carson’s book ‘The Birth of a Salesperson’ and why it is important you read it [14:24] – Some of the deals Carson has helped create and his philoso

The secret to successful outreach This week, Linkedin’s top voice of 2018 Morgan J Ingram joins the podcast to discuss SDR outreach and how to master calling your prospects and booking those meetings.   Being both a keynote speaker and the host of the SDR Chronicles podcast, Morgan has spent a lot time learning the best ways to get through to his prospects and with the knowledge he shares we will be able to improve our outreach skills.  Places you can find Morgan:  https://www.linkedin.com/in/morganjingram/  https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA  https://www.morganjingram.com/  https://www.facebook.com/morganjingram/     Timestamps:  [00:23] – Luigi introduces this week’s topic  [01:45] – How Morgan got into sales and focused on SDR  [03:10] – The biggest challenge Morgan faced getting into sales  [03:55] – The inspiration for Morgan to focus on building capability within the SDR function   [04:30] – Luigi and Morgan discuss how to be a good SDR  [05:38] – How important is the phone

The first 7 – 8 seconds of your first call are so critical – they are the difference between opening the door to give you opportunity to start building a relationship or another lead dropping out of your pipeline. And once you’ve opened the door, if you are not building rapport and directly showing a prospect how you can provide value - they are not going to be interested in meeting you to further the conversation on what you can do for them.

Understanding your company’s target market is vital to a sales professional and the best way to do this is to create ideal buyer personas for your organisation. Knowing the personas is key to opening your funnel, increasing your pipelines flow and having a healthy relationship with both your prospects and clients.

The sales process that you use directly affects your ability to sell to people in your industry. So it is interesting to see how unnecessarily complicated companies make this process. This week the international speaker Victor Antonio joins the podcast and helps us break down this process into 3 easy to remember steps... EMPATHIZE ... EDUCATE... EMPOWER.

Increasing your pipeline is the goal of ever Sales professional... but are you doing it the right way? This week we look back at some of the most important advice that each of our guest have given us so that we can push forward on our journey to becoming the best sales professionals we can be.

“The purpose of selling is to build profitable relationships. Without relationships there are only transactions and every day is just as hard as the one before it. With stronger sales relationships every day will be easier, more profitable and more fun!” - Jim Cathcart Relationships are a vital part in all aspects of life, whether it’s interactions with your family or gaining the trust of a new or potential client. To build lasting relationships where both parties receive value, we need to ensure we understand their motivations, needs and what they are getting from the relationship throughout the sales process. Joining the podcast this week is award winning motivational speaker Jim Cathcart, having over 40 years of experience in professional speaking. Author of 19 books including ‘The Acorn Principle’ and ‘Relationship Selling’ Jim has a key understanding of the ways in which we can enhance our skills as sales professionals and work better with both our clients and team members. Some places you can find Ji

“The best stories a sales manager can tell are stories where they messed up, not their success stories – it’s actually stories where they failed. Those build the strongest connection because we connect more with failure then we do success because most of us feel we are not where we want to be.” - Mareo McCraken Sales Leadership Leading a team takes more than just an understanding of the task at hand, it takes time, effort and an understanding of both your team and client’s needs. To be a good leader you must know how you can inspire your team to achieve their full potential and how to coach them through their challenges. Joining the podcast this week is sales leader and blogger Mareo McCraken. Having been in leadership roles for the past 12 years, Mareo understands the need for leaders in all aspects of the workplace to be both committed to their increasing their team's productivity and to maintaining a high-performance culture. Some places you can find Mareo: http://mareomccracken.com/  https://www.li

“If you deliver the right message, what will they think as alerts ding away on their cell phone…. Go beyond social selling and think digital selling. Harness all the tools available combined with your own value narrative and Wile. E Coyote determination and cunning.” - Tony Hughes, Combo Prospecting, page 53-54 Prospecting Prospecting is a vital part of the sales process as it is essentially getting your foot in the door, but what happens when you are in that first meeting with a potential client? The narrative you present is everything. Joining us this week is the award winning, international key note speaker Tony Hughes, talking with us about his experience in both prospecting and creating the world’s leading sales blog on LinkedIn. With over 35 years in business and sales Tony has truly become a master of his craft and with the knowledge he shares, we can take another step on our journey to becoming true sales professionals. Other places to find out more about Tony: https://www.tonyhughes.com.au/ ht

No matter what you are selling your customer will go through a buying process. As a sales professional, it is our job to understand this buying process and the ways in which we approach customers to ensure we are doing everything we can to successfully help them through this process. Joining us this week is Anthony Iannarino. Regarded as the number one thought leader globally in B2B sales and having written three best sellers, Anthony has shown he knows his stuff. Today he shares with us his knowledge on the buying process and how to successfully close more clients.

As Daniel says, Social Selling is simply using social media to sell. With all the discussion around cold calling vs social selling, we need a better understanding of how to utilize social channels to engage with our prospects and provide value early in the relationship.

Larry Levine doesn’t just talk the talk, using his real-world experience in B2B sales and learning by trial and error how to maximise social platforms, Larry walks the walk and has a genuine aspiration to help sales people sell more. International best-selling author of Selling From the Heart and co-host of the Selling From the Heart Podcast, Larry joins us to share how authenticity is vital for a sales professional, setting you apart from the “empty suit sales person” and helping you become a sales professional who is as a leader in the workplace and industry.

This week we speak to Mark Hunter, one of the key influencers within the sales industry about his views on prospecting. Being both an author and award-winning key note speaker, the Sales Hunter has both the experience and knowledge to help us as salespeople achieve more and strive to be the best sales professionals we can be.