Sales Rehab Podcast (sales)

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Syndication

Episode 30: Mark Roberge Joins Sales Rehab

In Episode 30, former CRO of HubSpot, author of the Sales Acceleration Formula and Senior Lecturer at Harvard Business School, Mark Roberge joins CCS® President/COO and Sales Rehab host Frank Visgatis to share his insights into current sales trends including:

  • How changes in buying behavior has fed the inbound movement
  • Necessary balance between inbound and outbound sales
  • Cold calling isn’t dead and is still necessary in today’s selling efforts
  • Need for diverse demand generation
  • Inside-out approach (old) vs. outside-in approach (new, which focuses on the buyer)
  • Aligning with today’s empowered buyer
  • Involving multi-stakeholders from the beginning of the cycle
  • Dangers of selling to non-decision makers at low levels (from inbound “leads”)
  • What great salespeople do to engage with buyers in the self-educated buying cycle – putting everything into context that’s relevant to them
  • Sense of urgency development
  • Dangers of getting “happy ears” from inbound activity
  • Take on Q4 and the dangerous behaviors seen at year-end going into the new year
Direct download: Mark-Roberge_-_11216_3.35_PM.mp3
Category:sales -- posted at: 3:51pm EDT

Episode 29: Ralph Barsi Joins Sales Rehab

In Episode 29, Inside Sales Leader and head of Global Sales Development at ServiceNow, Ralph Barsi, joins CCS® President/COO and Sales Rehab host Frank Visgatis to share valuable insight for sellers that includes:

  • Importance of following sales process entering the year-end stretch
  • 5 key barriers to hitting quota
  • Difference between product training and sales training
  • Importance of strong verbal and written communication skills
  • “Looking” cycles vs. “Buying” cycles and why DISqualification doesn’t have to be a bad word
  • Concept of have a “trigger” to help salespeople pull through the hard times
  • How failure can actually be a positive thing
  • The #1 most important thing salespeople should focus on going into the year-end crunch 

Ralph stresses that all salespeople can perform better than they are right now. Don’t miss this insightful episode to hear Ralph’s expert advice and sales tips!

Direct download: Ralph-Barsi_-_11216_2.12_PM.mp3
Category:sales -- posted at: 2:34pm EDT

Episode 28: Jeb Blount Talks Fanatical Prospecting

Fanatical ProspectingYou don't want to miss this episode with Sales Gravy's own Jeb Blount as he talks with CCS® President and host, Frank Visgatis, about:

  • #1 reason why salespeople fail
  • Importance of prospecting
  • Dangers of hiding behind email or social media
  • Utilizing ALL tools available to you
  • Multi-channel, balanced approach to prospecting
  • What top sellers do to be successful
  • Teaching people how to sell at ALL ages, including millennials
  • Need and importance of regular PRACTICE and role-playing to make winning habits "stick"
  • Understanding human behavior in selling
  • Communication in Sales
  • Concept of "time-blocking" in prospecting and how it can help sellers do more in less time
  • "30-day" rule
  • How often sellers should spend prospecting
  • Jeb's new book, Fanatical Prospecting, now available on Amazon
Direct download: Jeb-Blount_-_10516_4.53_PM.mp3
Category:sales -- posted at: 5:17pm EDT

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