Above Target Sales Podcast

After a couple of years of working in sales I realised that when I'm in a sales consultation I'm putting on a performance. I'm being the best version of myself and I'm on stage so I better give it my best. So when you're in a sales consultation just remember you are putting on a performance. Be the best version of yourself. This episode is an insight into my experiences working in sales and putting on a performance. 

My guest on today’s episode is Clayton Navarro. He is the Director of VA World Outsourcing. He’s had various sales roles throughout his career and he gives me insights into using Impulse Factors throughout the sales process.

Russ Macumber is back! Russ is the GM and Strategy Director at Impressive Digital. He’s been working in sales for over 15 years and he’s read about 60 books about sales. He is my go-to guy when I need a good book recommendation about anything to do with working in sales. He has some book recommendations for me and he shares some of his favourites. He talks mainly about The Transparecy Sale by Todd Caponi. We also talk about Fanatical Prospecting by Jeb Blount.

The first stage of the sales proces is CONNECT. This episode is an overview of what's happening at this stage. You're building rapport here so we want to appear helpful and warm and friendly. Make some chit-chat. Introduce yourself and exchange names. Build the foundations here so you can have an amazing DISCOVER!

In today’s episode I have another great conversation with Russ Macumber, Strategy Director & GM at Impressive Digital. Russ has been working in sales for about 15 years and he gives me insights into the struggles he faced in his first job in sales.

Today’s episode is all about what happens if you work in sales and you don’t use a sales process. There are many traps you can get caught in during a consultation if you don’t follow a sales process. You’ll make mistakes and assumptions and ultimately you’ll lose more sales just because you have no sales process.

In today’s episode I have a great conversation with Russ Macumber, Strategy Director & GM at Impressive Digital. Russ has been working in sales for about 15 years and he gives me insights into the four different social styles that people fall into and how to adjust your own selling style to better suit the sales consultation.

LINKS:

Russ Macumber LinkedIn profile

Impressive Digital

What Type of Salesperson Are You?

What is SOCIAL STYLE?

 

 

Today I’m going to dive deeper into the Sales Process I was taught in my first sales role. In episode 2 I introduced this process to you. I briefly explained each step and now I’m going to go into a little more detail and give you more insights into the benefits of using an effective sales process. The sales process consists of 4 main stages: Connect Discover Create Commit.

Today’s episode is an introduction into my sales work experience. I wanted to give you an insight into where I learned everything I know so far about working in sales. If I'm going to produce a podcast series about sales it’s important for you to know who I am and how I got here.

This episode is all about the sales process I was taught in my first sales role. I used this process on a daily basis with every consultation and I can tell you right now, it works. I didn’t create this process, I was taught this process and it’s something that guides me throughout my sales career. Throughout this podcast series I’ll be going over each stage in more depth and giving you insights into the experiences I’ve had using them in my sales career.