When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,’ a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases: Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught. Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art. Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.   #shuhari #sellingstyle

In this session, you’ll learn the difference between how rational and emotional buyers make buying decisions.  You’ll also be asked to evaluate what type of speaker, presenter or trainer you are and why it’s critical that you align yourself and your material with their audience.  Whether you’re an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive.  Lastly, you’ll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.

AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.

AI will change how we sell and how buyers buy.

Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.

7 Rules for Sales Masters ( Top Performers) with Victor Antonio

The client says, "I'm busy call me later."  What do you do?    

Asking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention.  This was highlighted in Robert Cialdini's book Pre-Suasion.

In this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell where we talk about tactics and strategies for video prospecting and getting more business.

Learn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www.victorantonio.com

On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales.  04:00 Mistakes in Sales Presentations.  08:02 Sales habits and deliberate practice.  10:15 Killing vices to create habits.  13:48 Motivation and dopamine.  19:01 Practice culture in sales.  20:00 Sales Skills Coaching.  23:20 Coaching for Sales Managers.  27:44 Sales feedback and practice.  29:23 Practicing and accepting feedback.  32:34 Building trust through personal stories.  35:39 Deliberate practice for managers. 

If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com

In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix. LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com  

In this episode of the Sales Influence podcast, we talk about Artificial Intelligence or AI's Breakaway Speed with Jim Dickie.  We talk about how the buyer has changed, and how tools are now dominating the sales landscape.   #salesinfluence #ai #artificialintelligence

Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast. 

As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!

Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.

This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'!  I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction.  Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members.    #marcussheridan #salesinfluence

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team.  Sponsored by BigTinCan, http://www.Bigtincan.com

Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers’ motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success.  An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including education, health care, defense, auto manufacturing, software, financial services, and construction. Bob is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University’s Kellogg School of Management. This podcast is sponsored by Bigtincan - Find out more at http://www.Bigtincan.com  

In this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly.  His story is inspirational and is guaranteed to inspire you to sell more!  This podcast is sponsored by Bigtincan, a sales enablement platform to help salespeople create, connect and convert.  http://www.Bigtincan.com

Join me and Tim Riesterer on the buying motives of the human brain.  This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast. #timriesterer #salesinfluence

The way we write is wrong!  Few people really understand how the words we read and write affect what we think and do. Rob's on a journey to uncover and share the science behind it, so we can all build better working and personal relationships through email and personal communications.  This Sales Influence podcast is sponsored by http://www.bigtincan.com

In this episode, Joe McNeill of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel.  #darkfunnel #bigtincan sponsored by http://www.Bigtincan

In this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.

In this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.

Great discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan! #bigtincan #lumpypipeline

What can you do to prospect more effectively?  Find out on this Sales Influence podcast with Mark 'The Sales' Hunter.

Knowing which state a client is in, will guide our sales conversation to a higher close rate.

Get to Yes by De-risking Indecision is all about finding a way to reduce the buyer's perceived risk and increase their certainty of outcome with the outcome being, closing more deals (i.e., Derisk the Deal)

What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast

The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.  

Context matters!  There are 4 sales scenarios you should prepare for when making a presentation.   #salespresentation

Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his book SPIN Selling.  #spinselling #neilrackham #investorpitch   http://www.VictorAntonio.com http://www.SalesVelocityAcademy.com

What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business.   #amyfranko #bigtincan

CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips. #bigtincan #seamless #brandonbornancin

Selling in a Recession #17 -  Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #cxoleverage

Selling in a Recession #16 -  CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #cxoleverage

In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling.  This episode is sponsored by Bigtincan:  http://www.Bigtincan.com   Victor Antonio: http://www.VictorAntonio.com

Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #discounting

In this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and how you can sell more effectively to decision-makers and influencers.  Tony has an amazing background in sales; you're bound to learn something new in this interview sponsored by Bigtincan. #sellingtovito #tonyparinello #bigtincan Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com

Elite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales engagement.  This episode is brought to you by Bigtincan http://www.Bigtincan.com  

Selling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #decisionmakers

Selling in a Recession #13 - Less Competition  with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #competiton  

Bigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today. Link: http://www.Bigtincan.com

Selling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #freetraining  

Selling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #termsandconditions

Selling in a Recession #10 -  Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #competitor #competition

Selling in a Recession #9 -  Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #prospecting

Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #decisionmakers

Selling in a Recession #7 -  Help Struggling Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #helpingclients

Selling in a Recession #6 -  Focus on Tier 1 Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #upselling

Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #clientrelief

Selling in a Recession #4 - Use Retention Strategies with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #retention

Selling in a Recession #3 -  Sales Training Upgrade with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #upselling

Selling in a Recession #1 -  Mentally in the Game with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #positive

How to Manage People and Be a Better Leader - Market Leader Learn how to manage people and be a better leader by applying one of two management theories: X or Y. http://www.VictorAntonio.com #managepeople #betterleader #business

In this episode of the Sales Influence podcast, Victor gives you some tips on helping customers out with overcoming indecision. Get Sales Velocity Academy Enterprise for your company. Apply here: https://victorantonio.com/licensing/ Sponsor the Sales Influence Podcast: https://victorantonio.com/podcast-sponsorship/ http://www.VictorAntonio.com #sip #salesinfluencer #overcomingindecision

Selling in a Recession #1 -  Upselling to Existing Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #selinginarecession #recessiion #upselling

Here are 4 ways to scale your business on this sale influence podcast.

Here's what it takes to win more clients in today's competitive market.  

Here's how you get folks to turn their cameras on so you can connect.

There are 3 levels to selling,...where do you fit?

How can you move a deal forward (i.e., close it)?  Learn how to reduce a client's fears!

The number 1 thing that holds people back is skepticism...let's talk about it on the sales influence podcast.

3 Step Training Formula for training people or doing a workshop.

What makes a strong vs. weak salesperson?  Find out on this Sales Influence Podcast.

Understand the customer's pain points: - Help them close deals - Leverage good leads - Long Sales Cycles - Average deal size - Not enough sales activities - Can't demo value - Bad presentation skills - Upselling and Cross-Selling - No Follow-Up - Getting referrals - Good Salespeople - Can't sell value, not price  

 Guaranteed RFP Win on this episode of the Sales Influence Podcast.

Closing Service Deals with Limited Contract or contractual obligation. #servicesales #servicedeals 

Price Increase Conversation #10 - Adding Value.  #priceincrease

Price Increase Conversation - Using a Reward System. #priceincrease 

Price Increase Conversation tactic #8 is knowing how to down-sell using the good, better and best approach.

Price Increase Conversation using Trade-Offs #7

How to use a Compliance Trigger when having a Price Increase Conversation.

Here are 12 things you can do to win big at sales: Positive Mental Habits Product Knowledge Define Your Target Market + Buying Habits Define Your Sales Process Presentation Skills Influence and Persuasion Techniques Pricing and Closing Prospecting Pipeline Management (CRM) Handling Objections Upselling and Cross-Selling Follow-Up and Referrals

In this episode of the Sales Influence podcast, Victor gives you some good tools for selling the price increase using the PRICE CREEPING method when framing the price conversation with your clients.

Use this 'Extend and End' strategy to get clients used to accepting a higher price over time in your pricing conversations.

In a price increase conversation, anchoring a price can help you nudge the client to accept the new pricing.  Here's how you sell the price increase with anchoring!

Part of owning your time is knowing what its value is.  Time management is also money management.  Sales Influence Podcast with Victor Antonio (R100)

Sometimes it's best to mention the possibility of a price increase to get clients use to the idea that one is coming.  Here's who you use the Drip Method.

Price Increase Conversation #1: "Tell Them Why" highlights that customers or clients will be more accepting of a price increase if they know why and how it will benefit them.

As we begin to incorporate more tech into our stack, we need to be smarter.

This is about staying focused on what it is you want to do and want...avoiding the pessimism!

Price increase conversations is a skill we all need to develop for today's salespeople.

In this Behind the Wheel episode, I look at ABC, Always be Closing....no.  How your attitude will drive your behavior which will eventually determine your consequence or outcome.

Here are 4 elements to a convincing story to help you sell more.

When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story.  HLA should be done early.  Also, When (Daniel Pink) can help us organize our day.

Your biggest competitor is not your competitor, it's a no- decision.  

Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.

Position your value, not your price; that's the message.  Shifting your mindset to selling on value will allow you to see how you can sell more effectively.

There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.

In this podcast I review Andy Paul's new book, Sell Without Selling Out!

When it comes to finding new business, we rely on two overarching strategies: We have 'inbound' prospecting (marketing). We have 'outbound' prospecting. And now, we have a third option, Intraprospecting.

As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.

We go from Name That Tune to Name that Sales Problem using the F.I.T. model for asking questions.

Sales Influence Podcast with Victor Antonio on Generational Narcissism & Robert Greene

Hiring a Sales Coach - Dos and Don'ts

How to Set Pricing with Chris Mele on Sales Influence(r) #pricing #prices

Influencia en Ventas presenta El Franquiciado Que Vende con Juan Rivera y Victor Antonio donde hablamos del exito en ventas y mercadeo

Really Care for Them: How Everyone Can Use the Power of Caring to Earn Trust, Grow Sales, and Increase Income. No Matter What You Sell or Who You Sell It To

The Golden Sandwich of Selling

Let's shift from a Profit Motive to a Value Motive on this Sales Influence Podcast with Victor Antonio #valuemotive

It's that little voice in your head that betrays you on this Sales Influence Podcast with Victor Antonio

On this week in sales we’ll be looking at: Spaced learning, The Netflix of Cars Sales, “Inclusive” sales training And much more!

This Week in Sales #40 - With Victor Antonio and Will Barron where we talk why salespeople don't go after big deals and more.

Book Review: Tech Powered Sales by Justin Michael and Tony Hughes.

En este podcast hablamos de todo ventas, como ejecutar y ganar como vendedor(a). El mercado de ventas sigue cambiando y la destreza deben de coincidir. Escuela de Ventas con Augustin Nuño - Influencia En Ventas Serie.

In this podcast we talk about Jamie Shanks' new venture into pipeline signals and how selling is changing.  

EP40 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Brainshark (allegedly) being in violation of biometric privacy rights Revenue intelligence Salespeople being suck in the past Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening Why recruiters need to embrace content marketing

Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.

Does Multi-Tasking Work with Nicholas Carr

On this week in sales we’ll be looking at: - RFP management - Self-service for Salesforce - How long it’ll take before Victor crashes his new bike Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams Salesforce has also introduced Subscription Management for Revenue Cloud. Denave launches its retail solution mascot - Dgenie Customer Data Platform Market worth $15.3 billion by 2026 Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str

On this week in sales we’ll be looking at: All the sales tech companies getting funding (the market is booming) Chorus.ai doing conversational intelligence within Zoom meetings Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns Can Sales Assessments Help Address High Sales Turnover Rates? Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams The End of the Traveling Salesman? Covid’s Permanent Transformation of the Sales Industry

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change. Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor: M.oney (cost of switching) E.ffort (required to switch) T.ime (investment and delays due to switching) A.doption and/or A.cceptance (will people/employees/team members use it) And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails. In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.

On this week in sales we’ll be looking at: Zoominfo buying Chorus.ai Faceless avatars being set to take over the sales profession How much should you spend on Sales Enablement If a college degree is worth the investment And much more!

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company.  I moved my  family to Argentina where I would run the territory.   After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going.  The conversation we had that day transformed me from a price seller to a value seller.   That was the day I almost got fired…this is my story.   #valueoverprice #nodiscounting 

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.

Decision Fatigue - How to Sell More on Follow-ups

On this week in Sales, Will Barron and I discuss: Seismic surpasses $200m in annual revenue  B2B Firms Can Price with Confidence 5 strategies can help B2B firms manage price increases Lilt Launches Next-Generation Multilingual Asset 

Here's a new thought on how to use impulse buys to sell more.

This is a story of how a manager stole my confidence and how it took a better manager to restore it.  Here is my story...

How can you create a frictionless experience for your customers or clients and sell more?  Find out on this sales influence podcast.  #frictionlessexperience

On this week in sales Will Barron and I be looking at: Selling behaviours that kill deals Virtual sales recruiting Apple pushing back on working remotely The LinkedIn State of Sales Report 2021 - 50% of buyers say that working remotely has made the purchasing process easier Celential.ai Appoints Vice Presidents of AI And Sales; Expands Its AI-Powered Virtual Recruiter Service To Sales Recruiting Remote working has pushed salespeople away: What is the solution? Apple pushes back on remote work Virtual selling expected to be the new normal of medtech sales in 2022 and much more.

Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process. To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video). So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process. This is my story... #saleskiller #salesplaybook #salestraining #behindthewheel

The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find  out how.

Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.

Here's the best inbound lead question you  can ask a prospect and what buying signals to look for on this sales influence podcast.

With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo!  Here's why!

This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.

When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you.  #salestip #customerjourney

What are customers looking for in a discussion?  For you to control the conversation and guide them in order to help them make a buying decision.

Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.

If you've ever been ghosted (stopped returning your calls or emails) by a  client or prospect, listen up.  

In selling, it's all about getting Better, Faster, Stronger.  Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.

Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.

Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.

On this week in sales we’ll be looking at: AI-powered sales enablement platform Gong raises $250M Vidyard integrates with LinkedIn Messaging Outreach Closes $200M Funding Round Poised Raises $4.5M Seed Round to Improve the World’s Spoken Communication Swearing on rise but parents still don’t want kids hearing it, report finds Fastly apologizes for the outage, and breaks down the bug that hobbled major websites

The Women Your Mother Warned Your About talks to Victor Antonio on the Victor Antonio Victor Antonio, sales leader, keynote speaker and best-selling author, brings his trademark energy and straight-talk to the show. Victor shares some stories from his career and how leaving corporate life taught him to hustle and educate himself. He emphasizes the importance of taking chances, working your butt off, marketing yourself, and that it’s ok to really like making money for it.  link: https://tinyurl.com/36mysbbh

4 Steps to Closing a sales on this episode of the Sales Influence Podcast with Victor Antonio when it comes to using persuasion and closing techniques to become an influencer in closing.  A great sales tip!

On this week in sales we’ll be looking at:  Sales automation Post COVID lead generation trends Amazon’s Hire to Fire strategy News: What’s Your Sales Automation Strategy? A recent McKinsey study shows that more than 30% of sales activities can be automated to improve efficiency and effectiveness. However, lack of awareness of automation’s potential, inadequate tracking, return on investment (ROI) concerns, and delayed delivery challenges are hindrances to adoption. https://hbr.org/2021/06/whats-your-sales-automation-strategy Automated sales commission platform Spiff secures $46M Companies connect Spiff to their customer relationship management (CRM) platform, business intelligence (BI) tools, or accounting and payment systems to automatically glean real-time sales data.  While its prebuilt integrations include the likes of Salesforce, Looker, Snowflake, Quickbooks, and Stripe, the company also follows an API-first philosophy that opens things to just about any data conduit. Through the no-code Spiff commission designer dashboard, companies can combine rules, variables, and conditions around commission payments so that when an employee meets certain preset criteria, they automatically receive their dues.  This can support any number of commission structures, including deal splits, ramps, and team roll-ups. https://venturebeat.com/2021/06/01/automated-sales-commission-platform-spiff-secures-46m/ Lead Generation Trends Sales Leaders Should Know sales emails have now effectively doubled from the pre-pandemic baseline — 106% in March and 94% more email volume in April 2021. Sales calls, too, trended up. Call events were up 72% and 65% in March and April 2021, respectively (compared to pre-pandemic baselines).  In 2021, we find spending up a staggering 38% in both March and April 2021. The year-over-year uptick is 52%. However, despite buyers’ preferences for digital sales interactions — 70%-80% of respondents to McKinsey’s research survey prefer over face-to-face — all this activity has not led to increased sales. The HubSpot data indicates closed-won deals cratered early with the uncertainty surrounding the onset of the pandemic (-9% April 2020) and were underwater (up only 1% to negative) seven of the next 11 months. Things seem to have finally reversed in March 2021, popping 13% above the pandemic baseline. The big takeaways here are that more activity is generating fewer results and that this hard work, especially in prospecting or awareness-generating activities, is not currently showing signs of reversing course. https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2021/06/02/lead-generation-trends-sales-leaders-should-know/ Five Ps of Sales Success Five Ps of sales—purpose, precision, personalization, productivity, and profitability. Phil Harrell, a vice president and group director at Forrester, says in the report that modern buyers will place greater emphasis on companies’ social and corporate responsibility, and seller candidates will seek more than income when considering job opportunities. Will, how much consideration do customers (or seller candidates) put on social responsibility before making a buying (take a position with a company)? https://www.destinationcrm.com/Articles/CRM-Insights/Insight/The-Five-Ps-of-Sales-Success-147149.aspx Amazon’s Controversial ‘Hire to Fire’ Practice Reveals a Brutal Truth About Management According to the reporting, managers at the online retailer intentionally hire people that they know they’re going to fire.  The fact that managers at Amazon might offer someone a job just so they can terminate them isn’t even the worst part of the story. See, managers at Amazon have a target rate for annual turnover.  Managers are evaluated based on a metric, known as “unregretted attrition rate” (URA).  They’re expected to lose, either voluntarily or through termination, a specific number of employees every year. If you don’t, you’re expected to make up for it the following year.  Result: Managers are hiring people they otherwise wouldn’t, or shouldn’t, just so they can later fire them to hit their goal. To be fair, Amazon told Insider that “hire to fire” isn’t a policy and goes against Amazon’s leadership principles, one of which is “Hire and Develop the Best.” From the company’s website:  https://apple.news/AlbvHgzD5Tl6lSjHvcyHtzw Do you have to be a practitioner to be a successful coach? (assuming you have access to data…) 

Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.

Here are 4 ways to change how your customer perceives your product or service.

On this week in sales #25, Will Barron and I talk about sales engagement and news updates on the world of selling.

If Amazon are going to take over B2B sales Salesforce on it’s cloud 3.0 strategy Advertisers: Now’s The Time To Reconnect With Consumers Through First-Party Data Chorus.ai's Conversation Intelligence Platform Receives North America Customer Value Leadership Award from Frost & Sullivan New tech Start-up “Touch” ready to save salespeople half a billion hours of wasted time each year

EP23 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Why Brands are Shifting From Digital To Human-To-Human How 58% Of Sales Reps Require Coaching To Sell In the Virtual Environment Why google is capping their sales reps bonuses after they’ve been taking home over $1 million in a year in commissions. DealHub Recognized as a CPQ Momentum Grid Leader for Spring 2021 by G2 Salesforce Reimagines Sales Cloud to Drive Growth in a Sell-From-Anywhere World Digital In-Store Engagement: Media or Merchandising Meteora Group's president discusses how retail media is poised for growth as out-of-home engagement model gains traction. Gartner Research: 58% Of Sales Reps Require Coaching To Better Sell In A Virtual Environment Some Google Cloud Salespeople Took Home Over $1 Million Salaries. That May Come To An End. Prince Harry Has a New Job with a Mental Health and Coaching App That He's Been Using for Months

En este episodio de Influencia en Ventas hablo con un gran motivador y emprendedor, Milton Olave donde exploramos las raices del exito y como la confianza es clave.

In this Sales Influence podcast I interview Michael Solomon, author of The New Chameleons where we talk about how the buyers have changed so we need to change our sales approach.

In any presentation, the common mistake is to 'build value' towards an outcome. Wrong move!  The right way is to go macro to micro!  

EP22 - THIS WEEK IN SALES Whether “omni channel” is the future of B2B sales? Is Gong Wrong? And are they ‘Data Pandering’? How are sales reps losing deals? 50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021 McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent. And more

Loss aversion is real and knowing how to sell the pain of the same over the pain of change is a sales gamechanger.

H. John Mejia works in the 'incentives' business leveraging promotional strategies to get salespeople and employees to pull in the same directions (i.e., growth and profitability).  Listen in as he describes what he does AND as a bonus, he also talks about his new book, Step Into Your Zone, a peak performance playbook which is now available on Amazon!

Here's the one thing many salespeople do to kill a sale!  It's one that's repeated time and time again!

  EP21 - THIS WEEK IN SALES On this week in sales we’ll be looking at: - The Post-Pandemic Evolution of B2B Sales - Mary Shea, Leading Analyst of Sales Technology, Joins Outreach as the First-Ever Global Innovation Evangelist - 64% of B2B Marketers Still Faced with Budget and Resource Challenges - Top 10 CRM Software for Small Businesses - CAN AUTOMATED SALES EMAILS REALLY BE PERSONALIZED? - MindTickle number of Fortune 500 and Global 2000 customers and achieves more than 150% enterprise net retention - Imposter syndrome's ugly roots

Jeff Bajorek and I talk about what a real sales leader, mentor and manager can do to help salespeople on this episode of the Sales Influence Podcast.

If you're an SDR and you want to know what it takes to reach out and connect with new clients, this podcast is for you.  Join me as I interview Mr. SDR Chronic(les) and host of Muffins with Morgan on this episode of the Sales Influence Podcast.

EP20 - THIS WEEK IN SALES The ever so brilliant @WillBarron and I talk about the following headlines: Only 23% of B2B sales reps say they sell as well virtually as offline - @gartner Can B2B sales be automated, and can bots make sales reps more effective? @oracle Amid rise in Remote Work, Dooly announces $25.5 MILLION to scale sales enablement platform @dooly According to Salesforce’s 2019 State of Sales Report, the average salesperson spends 34 percent of their day selling. Half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities @sugarcrm REMINDER: Go to ThisWeekInSales.com and leave us some feedback ATD’s New State of Sales Training Shows Trends in Learning Spending, Hours for Salespeople Female salespeople are 23% less likely to be offered financial bonuses than male colleagues, according to @hubspot Book Review: “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress” by Bob Moesta And, an update on Will's new dog who apparently is having digestive issues :-)

What does Elon Musk mean when he says you don't need a college degree to be successful?  Let me break it down on this special episode of the sales influence podcast.

En este episodio de Influencia en Ventas, tengo el campeon de superacíon personal, Luis Fallas quien nos habla de como ir al proximo nivel de desempeño.

In this podcast, Niraj Kapur and I talk sales in the context of the great samurai's Miyamoto Musashi's 5 Ring philosophy for excellence.

If you have to demo a product, learn the best sequence to use to get the client or customer to buy.

Here are 4 ways you can get clients to move forward by reducing their anxiety and understand their time to value.

Starting your own agency and launching your own company requires mental strength and a good sales strategy.  Find out why and how Joey Gilkey made the tough call to strike out on his own.

Randy Gage is all about the prosperity mindset and that what he 'sells'.  Where others see only challenges, Randy Gage reveals how to discover the hidden opportunities. He will likely cause you to think and look at things in ways you never have before. His new book, Radical Rebirth is available on Amazon:  https://www.randygage.com/radicalrebirth/  Randy’s Prosperity Livestream page:  https://www.randygage.com/prosperity-livestream/  

Finding the right moment to sell for the right reason is what will make or break a sale.  Find out what sales triggers to 'trigger' to close a deal.

  EP19 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Shaming salespeople on LinkedIn What “high growth companies” do different to “negative growth companies” B2B marketplaces According to research findings released today by ValueSelling Associates, Inc., 87% of high-growth companies take a value-based approach to sales compared to 45% of negative-growth companies. SurveyMonkey Announces Availability of GetFeedback’s Integration with Salesforce Commerce Cloud One study found that 75 percent of B2B buyers and sellers now want to make purchases or interact with business partners online. Lots of interest in “virtual trade shows within a marketplace environment”. Boutique CRMs - Hotel CRM Software Market Summary, Trends, Sizing Analysis and Forecast To 2025 Showpad Partners with Threekit to Improve Buyer Experience Through Enhanced 3D Visualization and Augmented Reality Performio, the leading enterprise-grade incentive compensation management software solution, has announced 110% growth in North America for FY2020,   Shaming salespeople on LinkedIn Jeff Molander made a LinkedIn post outing and shamed some dude who sent him cold outreach on the platform. The 350,000 views and 900 comments and Jeff got lit up for - Boomers left behind by jobs recovery A new book, The New Chameleons by Michael Solomon And more on THIS WEEK IN SALES      

There are several ways to lift the value of your proposal so clients or customers can see the real value of your product or service.

EP18 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Salesforce declaring the 9-to-5 workday dead HubSpot Signs Agreement to Acquire The Hustle (and proves us right) Boutique CRMs Yext, Inc., the Search Experience Cloud company, announced the promotion of David Rudnitsky to President and Chief Revenue Officer. B2B sales data startup Lusha secures $40 million Series A funding SugarCRM Users Can Now Utilize Exceed’s Conversational AI to Automate Lead Qualification Vivun raises $35 million to advance presales engineering platform The Top Real Estate CRM software Market Leader Follow Up Boss Wise Agent TotalBrokerage IXACT Contact Research from Quantcast and Forbes Insights revealed that of 500 marketers, 52 per cent had noticed a growth in sales, while 51 per cent had noticed a growth in customer retention since introducing AI capabilities to their ecosystem. Onit - Speeding Up the Sale with Contract AI Software

Here are key questions to ask during the discovery phase with a sales prospect on this Sales Influence podcast.

Sometimes it's not about selling what you can do, but also what you can't do (i.e., negative feature).

On this week in sales we’ll be looking at:  How only 75% of revenue leaders feel “somewhat” effective at training their salespeople What data storytelling is and how it can help you win more business How Hyundai has automated the nagging car salesman And much more!

Español - En este primer episodio del podcast Influencie en Ventas, hablo con el fundador de la escuela de IN-Poderamiento Edward Rodriguez sobre los temas de ventas y auto-motivacíon!

Join me and Kristina Jaramillo as we talk about Account-Based Marketing and how you can leverage social medial to acquire more qualified leads.

In 17th century Japan, there was a samurai so skilled that myths started to grow about him while he was still alive. After his death, he became a legend of supernatural skills with the sword. His name was Miyamoto Musashi, and he is known to have gone undefeated after more than 60 duels. Interestingly, not only was Musashi a master swordsman, he was also a poet, an artist, and a philosopher. He wrote a book containing what he considered to be the ideal qualities of a samurai. The Book of Five Rings.  In order to understand the business applications of The Book of Five Rings, we must first understand its originin Japanese culture.  The book is divided into five chapters based on the five elements of Japanese Buddhism: earth, water, fire, wind, and emptiness. 

Helping a client be confident about their decision is what selling is all about today.  Find out why on this Sales Influence Podcast with Victor Antonio.

In this week in sales, Will Barron and I discuss some of the changes happening in the world of Selling.  

Garin Hess is a serial entrepreneur whose entire career has been in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. He has been directly involved in building several B2B sales teams and has held roles as acting Head of Sales and sales engineer. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus (goconsensus.com).

Luigi Prestinenzi's sales story is truly a remarkable one!  Learn how a real sales self-motivator thinks and what drives him to be the best of the best at selling on this Sales Influencer series.

James Muir wrote a great book (which I highly recommend you get) called The Perfect Close...I just added a  little  'sales influence' spin to make it fit for me. Check it out on this podcast!

Starting a conversation will be less difficult if you have some good rapport building questions on this Sales Influence Podcast with Victor Antonio.

Jeremy Miner understands what it takes to not push, but persuade customers in the world of selling.  Join me as we talk about all things sales on this Sales Influence Podcast.

How do you start a meeting to build instant rapport?  Here's a strategy to help you on this Sales Influence podcast.

How should you pay or compensate salespeople?  Which is more effective at motivating your sales team?  What are the pros and cons of a base salary versus a commission plan?  Find out on this Sales Influence Podcast.

On this week in sales we’ll be looking at: How Apple are using virtual avatar salespeople Why customer service are binning their apps The insane growth and revenue in the CRM space Is Salestech the new martech? Salesforce Unveils Loyalty Management Platform For Businesses As Online Sales 80% of Customer Service Organizations Will Abandon Native Mobile Apps What Companies That Grew In 2020 Realize About Sales Training 8 Psychological Tricks to Increase Conversion Rates for SaaS Startups How Companies Are Using VR to Develop Employees’ Soft Skills E-scooter salesman fell off scooter with dog while drunk New book, Business Made Simple by Donald Miller Companies mentioned: Outreach Apple Salesloft Salesforce Gartner REMINDER: Go to ThisWeekInSales.com

There are several ways to recharge your sales and yourself on this episode of the Sales Influence Podcast.

Getting noticed and monetizing anything requires a relentless level of focus.  Learn how niches can make your riches...but you have to be the best at that you do.  This and more on this Sales Influence podcast.

Matthew Pollard followups his Introvert's Edge to Selling with Introvert's Edge to Networking.  This is a great interview where I uncover how Matthew went from introvert to being a great communicator and leader on this Sales Influence Podcast.

Content is king and creating it something we can all do with a little help of formulas and/or templates that work.  This and more on the Sales Influence podcast.

Brandon Bornancin story in sales, his rise, his fall and rise again is a must listen to!  He has a new book out Sales Secrets and another on the way, Whatever it Takes.  He is the CEO of Seamless.ai, a lead generation company that uses artificial intelligence to curate contact information.

Here are a few tips to make your video emails more effective on this Sales Influence podcast with Victor Antonio.

On #ThisWeekInSales Will Barron, Mr. Salesman Podcast himself, and I look at: - Whether B2B sales heading into a “self-service” era - What Super Productive People Do Differently - Why 2020 wasn’t all bad for sales professionals - How murdered Will's pet goldfish And much more! FULL VIDEO IN COMMENTS Mentions: Sales Hackers, Inc., SalesLoft, Allbound, Bigtincan, ClearSlide, Harvard Business School , Richardson 🔥 🔥 🔥 Brandon Bornancin🔥 Salesforce and much more... #sales #business #twis #thisweekinsales

How would you like to learn the perfect close?  More importantly why the perfect close works from a psychological perspective.  Join me as I interview sales expert James Muir on the Sales Influence Podcast.

After a meeting with a client, we often don't know if our 'champion' will sell our solution into and up the organization.  How can video help us?  How can we use video to leverage our selling reach?  Find out on this Sales Influence Podcast with Sales Expert Victor Antonio.

If you don't know who Matt King is, you're in for a real treat!  A new breed of sales professional that is not only a great sales leader, but he has an AMAZING market brain that is rarely found in sales professionals.  Matt understands that salespeople are also brand extensions of their company or business.  Listen in as I go inside the mind of Matt King!  Be warned,...it's scary!

It's not easy getting a prospect from No to Yes; very hard.  But, it's much easier to first get them to maybe before the yes.  Learn how in this episode of the Sales Influence Podcast with sales trainer and expert Victor Antonio.

Should you share your price on your website?  Should you make your pricing public?  You may be thinking no, but I think you should rethink what you're thinking.  More on this episode of the Sales Influence Podcast with Victor Antonio

On this week in sales we’ll be looking at: -Outreach gets 'sentimental' and proclaims that email “open rates” and “reply rates” don’t matter anymore. -Only 25% of sales organisations have defined their own sales metrics. - Does Will’s beard make him a better salesperson than Victor according to the latest research? How will Victor respond? - Whatfix is Recognized in Gartner’s Latest Report on Digital Adoption Solutions (DAS)! What the heck is DAS? - Gartner Says Only 25% of Sales Organizations Have a Standard Definition for Sales Metrics! Uh oh! - Rise of the Influencers? 2021 predictions: on B2B companies will use decentralized tools to manage the role of influencers across the enterprise - Gong.io will show you how to PARTY! Releases a SKO (Sales Kick-Off) Checklist for 2020 : - Gartner Survey Finds 90% Of HR Leaders Will Allow Employees To Work Remotely Even After COVID-19 Vaccine Is Available - New Book Release: Game of Sales: Lessons Learned Working at Adobe, Amazon, Google, and IBM by David Perry This...and much more!

On This Week in Sales #TWIS, Will Barron and I will be looking at: - How intelligent sales demo automation help you shorten sales cycles - Salesforce "State of Sales Report" on how only 24% of salespeople are high performers - We say “bye-bye” to trade shows - Chorus.ai is making some noise - Salesforce is picking up the "Slack" - What's Allego up to? - Elon Musk is Moving - And, the trials and tribulations of BREXIT

What is Revenue Intelligence?  What does Gong.io have to do with understanding what salespeople or customers talk about?  Find out how Artificial Intelligence is changing how we speak to our clients during calls, conversations and presentations on this Sales influence Podcast with Devin Reed.

How do you win more deals?  How can you differentiate your product or service?  How can you name your price?  Lee Salz, sales expert, will walk you through the process of winning more deals and influencing the buying decision.

How has sales changed just in the last 5 years?  It's much more than just providing insight, it's helping the customer make sense of what they need.  Join Brent Adamson and me on this Sales Influence(r) Podcast episode.

On this week in sales we’ll be looking at: - If insurance salespeople are now obsolete - Why selling practice might make perfect - If you should get paid daily rather than monthly And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluence Will Barron – Salesman.org/Youtube Topics: Your car insurance salesman is now an AI bot connected to blockchain Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance. The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options. https://cointelegraph.com/news/your-c... X.ai X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language. https://salestechstar.com/sales-marke... MindTickle raises $100 million Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding. https://techcrunch.com/2020/11/15/sal... Prospify Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals. https://www.proposify.com/ Hold the Emoji and Other Tips for Successful Email Negotiations According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual. https://knowledge.insead.edu/blog/ins... Perfect Practice Makes Perfect UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach. https://www.sciolytix.com/products/up... Surprising Changes Ahead For B2B Sellers (Forrester) Mary Shea, principal analyst at Forrester – “I’m calling 2020 the year that B2B, sales, marketing and buying has changed forever.” AI and automation put sellers on a path to fulfil their consultative destiny – Shea believes that technology will increasingly take mundane tasks off of salespeople and give them better insights to be more consultative advisors. B2B sellers become experts at creating and engaging with video – “Historically, you would look for a salesperson who is a great communicator, a great problem solver, someone who can overcome objections and kick open that door and close that deal. B2B sales leaders activate more employees on behalf of commercial goals “The lone-wolf seller is facing extinction,” proclaims Shea. “As buy-side teams increase in size, expectations and expertise, we also need the selling teams to increase so that you have breadth and depth to meet the needs of a range of different buy-side stakeholders who may have different and competing agendas.” Sales tech consolidation accelerates as buyers demand end-to-end solutions – “Our research shows that about 41% of B2B organizations have reduced the size of their sales organization as a result of COVID economic hardships.” This cost pressure is impacting the tech tools sales forces use as well. https://www.forbes.com/sites/johnelle... Getting paid every day PayPal is one of the first major companies to pay its workers as soon as it’s earned rather than having to wait every two weeks. The move came after looking at the compensation and spending habits of its lowest-paid workers, many of whom were living paycheck-to-paycheck and relying on expensive borrowing (the company also boosted salaries after the research, says Bloomberg). By Alexander Besant, Editor at LinkedIn News https://www.linkedin.com/feed/news/ge... TV shows mentioned: - The Crown - Raised By Wolves

Do you have a Mind for Sales?  That's the question I pose to Mark Hunter who is the author of a Mind for Sales on this Sales Influence Podcast with Victor Antonio.

Learn how to use case studies to close a deal on this Sales Influence Podcast with Victor Antonio.

Here's a simple structure for a 15-minute sales pitch or presentation on this episode of the Sales Influence Podcast with Victor Antonio.

Often, clients have a price in their head of what they should pay.  When you don't correct that perception you run the risk of price sticker shock.  Learn how to reset a price anchor and avoid losing a potential client on this Sales Influence Podcast.

In this Sales Influence(r) podcast I speak with Jim Dickie on Sales Mastery, Artificial Intelligence and the change in the world of selling.

On this week in sales we’re looking at: - Why you’re more likely to have a CEO jump on your sales call because of the pandemic - Why sellers don’t influence buyers as much as they think they do - We’ll discuss a new study that shows that almost half of CRM data is complete rubbish And much more! Your hosts: Will Barron and Victor Antonio

Here are three things you need to do during a sales demo to be able to sell with ease on this Sales Influence Podcast with Victor Antonio.

Let's talk sales enablement with Aaron Evans on this sales influence podcast.  Sales enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.

Here's a simple strategy for extracting valuable information from a client after a meeting on this Sales Influence Podcast.

Here's a simple exercise you can do to help you come up with creative ideas to sell more effectively on this Sales Influence Podcast with Victor Antonio.

We are living in uncertain times!  How can you stabilize and thrive in this uncertainty?  I interview Meredith Elliott Powell who will walk us through the steps on this episode of the Sales Influence podcast.

On this week in sales with Will Barron and Victor Antonio we’ll be looking at: - Why you should challenge your sales target if it looks ugly for 2021 - A study that shows that 66% of sellers would rather clean their bathroom than enter data into their CRM And much more! Mentions this week: Forrester, Gartner, Harvard Business Review, Seismic... and some others I've probably missed :).

Dan Jourdan is known as the 'sales energizer'!  In this Sales Influence podcast I uncover what made him who he is today and why he values working with Small to Medium size Businesses (SMBs) in helping them get their revenue house in order.  This is a great interview with a few personal moments that I think you're going to enjoy!

This is an incredible interview on how to leverage social selling to get more business.  Find out how you can be more effective on social with Daniel Disney the founder of The Daily Sales.  

Here's a way to grab someone's attention when they ask, "What do you do?" on this episode of the Sales Influence Podcast.

Will had to go it alone; Victor Antonio had an Internet Outage.  - On this week in sales we’ll be looking at: - Whether it’s finally the end of the line for B2B sales calls - We’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. - We’ll uncover how sales enablement works in a socially distanced world And much more! Click to subscribe 👉 http://Salesman.org/Youtube Topics: The End of the Line for Sales Calls? 70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000. The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel. https://www.happi.com/contents/view_b... PandaDoc Releases State of Deals: 2020 Summer Edition Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours. Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc. The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June. https://www.pandadoc.com/library/eboo... Accenture Completes Acquisition of B2B Sales Firm N3 “Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations. https://martechseries.com/sales-marke... Microsoft Ignite showcases first Project Cortex AI tool for SharePoint Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts. https://www.cio.com/article/3575861/m... The Future Of Travelling Is Immersive The concept of immersive travel is slowly forming into a real tangible element in the industry. Immersive is defined as noting or relating to digital technology or images that actively engage one’s senses and may create an altered mental state. Immersive technologies have a meaningful impact on enticing traveller’s wanderlust. https://thelounge.rolzo.com/the-futur... -- 👇 SUBSCRIBE TO SALESMAN.ORG NOW 👇 https://www.youtube.com/channel/UCL5m... 👇 FOLLOW ON SOCIAL MEDIA FOR MORE SALES TIPS 👇 Facebook: https://facebook.com/salesmanpodcast Instagram: https://instagram.com/salesmanpodcast/ -- This video is about: No More B2B Sales Calls? Deals Happening Quicker Than Ever?! - This Week In Sales Link: https://youtu.be/YTnJpUkArdI

When salespeople give discounts it's for a few bad reasons; which I cover in this sales influence podcast.

James "Say What Sales" Buckley joins me on the Sales Influence podcast to talk about Sales Branding and his comeback story is incredible.

What Buyers Want!  Frank Visgatis, author of Customer-Centric Selling joins me on the Sales Influence Podcast to talk about how customers or buyers buy?

In this Sales Influence podcast find out how to structure your product or service value like an infomercial.  Learn how to develop an easy to remember the formula for pitching value!

This Week in Sales with Victor Antonio and Will Barron.  On this week in sales we’ll be looking at: - New research shows that being honest about price leads to bigger deals - Microsoft is coming after Salesforce’s CRM dominance - Fractional management And much more! Brands mentioned: Salesforce, Microsoft, Copper, SalesGeek (🤓 Richard Few - FISM, Jonathan Finch - FISM), VanillaSoft (Darryl Praill), Google, Zoho CRM, Netflix.

In this Sales Influence (r) Podcast I speak with the VP of Inside Sales at PatientPop Kevin KD Dorsey. In this interview we get into what the best salespeople are doing to be successful, we talk systems, we talk failure and Kevin shares a funny sales story that will have you rolling! PatientPop is the only all-in-one practice growth solution. By enhancing and automating each touchpoint in the patient journey —

In this Sales Influence Podcast I chat with Gavin Ingham on helping leaders get the competitive edge in a rapidly changing world.  If you're a leader in any position, this interview has some nuggets for you.  

Want to engage your client or customers more online?  Send them some pre-meeting swag like books, manuals, samples, gifts, etc. so they can have them in hand before your meeting.  Create a virtual connection!  

Sometimes you have to make virtual engagement fun. Why not use riddles to liven things up on the Sales Influence Podcast by getting interactive with your meetings.

Here's a simple formula that you can use to deliver a quick and persuasive sales pitch or presentation on this Sales Influence Podcast with Victor Antonio.  #salestraining #salestips

In this episode, I speak with sales consultant and trainer Jeff Shore about his new book, Follow-Up and Close the Sale on this Sales Influence(r) Podcast special.

On this week in sales we’ll be looking at:  Gong.io who isn’t content at just analyzing your phone calls, they want to analyze your video calls as well How 5g technology is going to change sales And why you might want to start texting your buyers

When you're selling, part of positioning the value is help the customer understand the return on his investment, the timeline, and the overall cost.  I cover all three in this Sales Influence podcast.

Here's a tool that will help you engage your audience during a virtual sales call.

Setting the tone for any sales meeting is important to make it productive.  In this Sales Influence Podcast I'll show you how to get everyone engaged and contributing to a great virtual sales meeting.

Jeremy Miner, Sales Trainer and founder of 7th Level Interviews Victor Antonio on sales and artificial intelligence.

In this sales influence(r) podcast I'm joined by author, speaker and sales consultant Anthony Iannarino who talks about sales leadership.

Will Barron and I discuss the latest in the world of selling regarding Technology, Strategy, and Culture to help you sell more effectively!

Dave Shaby is the co-author of Virtual Selling; a book by the RAIN group.  In this interview we talk about how selling has changed.

In this Sales Influence Podcast, I give you a strategy and reasons for not allowing others to get you to do what they want.  Learn how to say no nicely.

In this episode of the Sales Influence podcast Victor talks about how to simulate the past to close deals in the present.

Accountability expert Sam Silverstein takes us through the process of staying focused and committed to you and your customers on this sales influence podcast.

In this Sales Influencer Series, I interview John Barrows who drops some real nuggets on how selling has changed.

Here's some insight on how to handle Virtual Sales Meetings with clients or customers on this episode of the Sales Influence Podcast with Victor Antonio.

Timing is everything!  In this Sales Influence Podcast I'll go into the best times to meet and what to avoid to be more effective in selling. http://www.salesvelocityacademycom

This Week in Sales is a collaborative podcast with myself and Will Barron of Salesman.org.

How can you connect with a client?  By keeping it REAL: Rapport, Empathy, Authenticity and Likability.  All this and more in the Sales Influence Podcast.

In this Sales Influence podcast, I talk about making your meetings more dynamic in this virtual era.

In the book, the Expansive Sales, you'll learn why drawing is better than PowerPoint presentations.  In this podcast, I'll share some fascinating insights on that impact.

How do you get a client's attention and how do you keep it? You simply learn to wiggle their brain.  More on this on the Sales Influence Podcast.

What is the ideal number of people to have on a virtual meeting?  Find out on this sales influence podcast.

In this episode of the Sales Influence podcast, Victor talks about how to create open sales loops to get the client to lean in and be curious to learn more.

Here are 3 ways that you can get people to believe in you on this sales influence podcast.

Let me show you how to make something visual so the client or customer can make grasp your value proposition faster on this Sales Influence Podcast.  #visuals #salestraining

Here's a simple formula for doing a sales demo for your clients on this sale influence podcast with victor antonio.

Here's a great way to ask for referrals so you're likely to get an answer on this Sales Influence Podcast.

Check out Pipedrive.Live/victorantonio.  When resources are tight, you have to focus on those customers who contribute greatly to your revenue.  You begin by segmenting or tiering your customers and offering different levels of benefits (loyalty programs, retention plans, etc. ) according to their revenue contribution.  Find out how in this Sales Influence podcast.

Check out Pipedrive.Live/victorantonio.  Getting a client or customer to follow through on a commitment or agreement can be hard. In this Sales Influence Podcast I'll show you how you can overcome this issue with only two words.

Sponsor: www.Pipedrive.live/victorantonio  How do you handle a caller who just wants to know about price?  In this Sales Influence Podcast, you'll learn what to say and how to take control of the conversation.  

Once you give a discount it's hard to take it back without angering the customer.  In this sales influence podcast, I'll teach you how to take it back, get the customer to buy more, and be happy in the end.

Let me show you what a bad voicemail sounds like and want a winning voicemail should sound like.  I learned this tactic from Jeff Shore's new book, Follow Up and Close the Sale.  

Too often we talk about first impressions but no one ever talks about final first impressions,...until now.  In this Sales Influence Podcast I talk about the power of changing a first sales conversation impression.

Every successful close in selling has a checklist, a diagnostic checklist.  There are 5 things that must be aligned in order to close the sale.  In this Sales Influence podcast, I'll layout what they are.  

When speaking with a client, how do you extract more information to help you sell and position your product more effectively?  In this episode of the Sales Influence Podcast, I'll show you 3 strategies for getting the client to talk more and give you 25% more information than they otherwise would have.  * This episode is sponsored by the awesome CRM company Pipedrive - Go to https://pipedrive.live/victorantonio, sign up and get an extended trial of 30 days FREE + 25% off the first 3 months by using the Promo Code: victorantonio 

In this episode we talk about the 7 ways you need to sell in this new normal.  The biggest takeaway is first acknowledging that there is a budget crunch and you understand and the pressure they're under.  This episode is sponsored by https://pipedrive.live/victorantonio  A CRM built by salespeople for Salespeople.  Sign up and get an extended trial of 30 days free + 25% off the first 3 months by using the Promo Code: victorantonio              

This is a LIVE STREAM recording with Victor Antonio focusing on how to Build Your Own Business.  Great concepts and ideas to help you become better at your business OR get started!

Jeff Koser wrote Selling to Zebras, a book on how to close 90% of your business by selling to your ideal client.  He also has a new venture with Salesforce that recently launched to help salespeople find Zebras in their CRM.

Sam Dunning's Business Growth Show - We learn Victor's story from being an engineer and getting into the sales world and how public speaking helped him in both business and sales. Plus Victor explains the digital marketing channel that has provided him with the most success and growth and how you can tap into it to skyrocket your biz & sales! More: https://www.samsbusinessgrowthshow.com/

No matter what sales process you choose, this one fits all of them.  Find out the 3 step sales process in this Sales Influence Podcast with Victor Antonio.

Andy Paul and I go at it!  What happens when you put two sales pros in on virtual room and have them talk sales without a filter?  Well, you're about to hear it on this special of the Sales Influence Podcast.

When tough times come, who should you sell to?  Find out how to find the right clients in tough times in this Sales Influence Podcast.

After a great presentation, what is happening when a client simply won't buy?  What's going on?  Find out in this Sales Influence podcast.

What happens when a buyer is more focused on how much you make and not how much they'll save?  Find out in this Let's Talk Sales episode.

You need to hear this message on how to sell with what's going on in the market and the world.

In this special Let's Talk Sales, we'll touch on how motivation and failure can help us grow.

Communicating with effectiveness requires that you learn how to use your hands when you speak.   More on this Sales Influence Podcast.

Sometimes you have to be bigger in order to be better.  Find out what I mean in this Sales Influence Podcast.  #sip #sales #selling

Find out what I mean when I say LinkedIn Loonies and why you should never be one.  This and more on this special of Let's Talk Sales with Victor Antonio.

Here is some bad advice, when the client says no, just keep selling.  Find out why on this episode of the Sales Influence podcast.

What is Positive Intelligence?  I sit down with Adam McGraw and talk about how we are our own worse enemy at time.  This and much more on this special edition of the Sales Influence Podcast.

Selling successfully can come down to sequencing what to say or what to show. 

Let's talk about how to retain clients using this simple strategy on the sales influence podcast with victor antonio.

Interview with Jonah Berger, a marketing professor at the Wharton School at the University of Pennsylvania and internationally bestselling author of Contagious, Invisible Influence, and The Catalyst. He’s a world-renowned expert on social influence, word of mouth, and why products, ideas, and behaviors catch on.

Here's a great model for developing a strong and impactful presentation on this Sales Influence podcast with Victor Antonio.

How do you handle a disagreement or conflict?  Sometimes is all a  matter of definition.

Being able to identify what type of buyer you're dealing with will help you personalize your presentation with Sales Expert Victor Antonio

Find out why controlling questions will help you control the sale on this episode of the sales influence podcast with Victor Antonio.

Why is getting a yes important when selling? Find out on this week's sales influence podcast with Victor Antonio.

Find out more about shaming sales managers on the sales influence podcast with victor antonio.

Find out how you can reset your sales game to sell more in this sales influence podcast with Victor Antonio.

Sometimes you have to stop and analyze why you lost a sale in order to be able to sell more effectively on this episode of the Sales Influence podcast.

Learn why selling high into an organization is a smart way to prospect for new business on this Sales Influence Podcast with Victor Antonio.  #salestraining #prospecting

In this special episode of Let's Talk Sales, we talk about skill, will and resources needed to be successful in selling!

How can you stay motivated?  Learn to value what you offer.  Find out how in this Sales Influence Podcast with Victor Antonio.

In this "Let's Talk Sales" episode, I discuss why scripts matter and the when and why you should use them.

The quality of your questions matter in the sales process.  Find out how in this episode of the Sales Influence podcast.

Find out what you need to close a sale.  It's not what you think on this episode of the Sales Influence Podcast with Victor Antonio.

This is a great AI conversation with Bornstein-HaCohen who joined Conversocial as COO in 2017 to oversee all commercial operations. Before coming on board, he achieved significant success growing and scaling companies with more than 15 years of experience in executive leadership positions at LivePerson, a leading Salesforce Consultancy and SAP. In early 2019, he was appointed Conversocial's president, expanding his responsibilities to include product and engineering oversight.

Special: Let's Talk Sales - Delivering a Presentation.  A conversation with Victor Antonio.

Here are a few more upselling conversation starters in this second installment of the sales influence podcast with Victor Antonio.

Nothing will undermine your credibility more than 'stretching the truth' or worse, fudging the numbers.  Find out more on this episode of the Sales Influence Podcast.

In a sale, how do you shift to upselling naturally and casually without spooking the customer or client?  Find out in this episode of the sales influence podcast with Victor Antonio.

Understanding the four whys will allow you to qualify buyers and sell more effectively.  All this in this episode of the Sales Influence podcast with Victor Antonio.

In this podcast, I interview Amit Bendov, CEO of Gong.io, a revenue intelligence platform that analyzes sales conversations to help salespeople sell more effectively.

Everyone should have an attitude of gratitude and latitude.  Find out what I mean on this episode of the Sales Influence podcast with Victor Antonio.

What is authenticity? Why does it work?  How can you make it work for you?  All of this in this Sales Influence podcast with Victor Antonio.

What are two things you need to do to be successful?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

What can you learn from a bagel and Simon Sinek when it comes to success?  Find out on this sales influence podcast with Victor Antonio.

Here's a great way to shift the price point up on this sales influence podcast with Victor Antonio.

How is Sales Enablement changing how we sell and how it helps companies grow their revenues.  

Find out how buyers make buying decisions and how you can leverage the matrix to sell more effectively in this episode of the Sales Influence podcast with Victor Antonio.

Oren Klaff, the bestselling author of Pitch Anything, has devised a new approach to persuasion based on a simple insight: everyone trusts their own ideas. Instead of pushing your idea on your buyer, guide them to discover it on their own and they will get excited about it. They'll buy-in and feel good about the chance to work with you. In Flip the Script, Klaff breaks down this insight into a series of actionable steps.  More on this Sales Influence Podcast.

The success of many sales teams depends on the quality of the Manager in this Sales Influence podcast with Victor Antonio.

Find out what to do about Sales Anxiety in this Sales Influence Podcast with Victor Antonio.  #sales #selling #atlanta

How do you know if you had a great meeting?  Here's how in this Sales Influence podcast with Victor Antonio.

When you have an existing client, how do you get them to: renew, pay more or upgrade?  All this in this episode of the VA Show. #VAS

This show covers the topic of procrastination; why we put things off and what we can do to prevent it.  Victor Antonio Show #vas

Here's how you grab a client's attention and sell yourself in 2 minutes or less in the episode of the Sales Influence Podcast with Victor Antonio.

Here's a unique way of looking at how customers vote on what to buy in this episode of the Sales Influence Podcast with Victor Antonio.

Here is a whole new way of looking at guarantees for your customers in this Sales Influence Podcast with Victor Antonio.

Here's a way to deal with people who think they know everything on this episode of the Sales Influence podcast with Victor Antonio.

Method selling is in...here's why on this sales influence podcast with Victor Antonio

Do you have to sell if you're giving it away for free?  Yes, you do. Here's how in this Sales Influence Podcast.

Find out how to develop a winning presentation in this episode of the sales influence podcast with Victor Antonio.

What do you do or say when a client just wants you to send them a sales proposal?  Find out what to do in this Sales Influence podcast with Victor Antonio.

Learn how to sell to different value shareholders in this episode of the Sales Influence podcast with Victor Antonio.

Too often we focus on qualifying clients, but maybe disqualifying is as effective as well.  More in this Sales Influence podcast with Victor Antonio.

What is the best time to email someone or connect with them?  The answer depends on their biological sales clock.  Find out why on this episode of the sales influence podcast with Victor Antonio

There are five value hurdles you need to get over to make sure you're able to sell value over price.  Find out what they are and how to get over them on this episode of the Sales Influence Podcast.

Forget the USP, try the UAP,...it's more effective in selling.  More on this topic in this week's episode of the Sales Influence Podcast with Victor Antonio.

When is the best and worst times to post on social?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

Interview on the Avanti Entrepreneur podcast with host Dave Mamanno and guest Victor Antonio on the topic of Selling.

Beware of the Disappointment Dip in this Sales Influence Podcast with Victor Antonio.

The key to winning more deals is to know who your Minimum Value Prospect (MVP) is.  Find out more on this episode of the Sales Influence Podcast with Victor Antonio

How long should you wait to call a customer back?  What happens to your chances of closing when you call back 24 hours later? Find out on this episode of the Sales Influence Podcast with Victor Antonio

Victor stops by the "Behind the Podcast" with DJ Podgorny to discuss his process for consistent content generation, how he uses knowledge to transcend culture, his incredible morning routine, the future of podcasting, and his hack for organically growing his audience.  0:20 – DJ’s introduction to today’s show 0:50 – Victor’s career path and journey to sales 4:40 – Why money will always give you options 5:20 – How he made the decision  to get into content creation 6:20 – Why the show will Sales Influence will get 100k downloads this month 8:20 – How Victor structures his podcasts with stories, datas, and lessons 10:20 – What Victor learned from Toastmasters 13:50 – Victor’s biggest challenge with speaking and podcasts 17:50 – Victor’s process for creating consistent content 21:35 – The two rules for reading any book 25:20 – How Victor has grown his audience over the years 26:15 – Victor’s hack for organically growing his audience 28:20 – His new podcast: The Victor Antonio Show 30:50 – Why he hasn’t run out of topics to discuss  34:20 – How Victor has used books to transcend cultures 39:20 – Why podcasts have helped him solidfy concepts 43:50 – Victor’s epic morning routine for winning his days 48:20 – Where Victor sees the future of podcasts going 49:50 – The Final Five

How can you create a new value proposition that stands out from your competitors?  Find out on this episode of the Sales Influence Podcast with Victor Antonio

Find out why being able to collaborate and improvise will get you to where you NEED to be in your career and personal life in this episode of the Sales Influence Podcast with Victor Antonio.

Can you change how much you get done in a day?  According to James Clear, author of Atomic Habits, you can!  I love this book and talk about in this episode of the Sales Influence Podcast.

Listen to this fascinating interview with Chorus.ai's CEO Roy Raanani who shares some stunning insights regarding sales conversations in this episode of the SIP podcast.  This is part of my AI in Sales series.

It's not always possible to be the best, but you can be in the top 25% and that's okay.  Why?  Find out in this episode of the Sales Influence Podcast.

As salespeople our time is valuable.  Here are four ways you can gain more time to sell more in this episode of the Sales Influence Podcast.

What is the enemy of success?  You might be surprised to find out in this Sales Influence Podcast with Victor Antonio.

When a client goes with a competitor, whose fault is it?  Well, there's only one place to look!  More on this in this Sales Influence Podcast.

Too many positivity pundits will tell you to overcome fear when they should be preaching reduce fear so you can take action.  More on this in this episode of the Sales Influence Podcast.

How can you really connect with an audience?  How can you go beyond average stories?  Find out in this episode of the Sales Influence Podcast with host Victor Antonio.

Let's talk about the biggest flaw most salespeople have is giving away value by discounting their product or service in this episode of the Sales Influence Podcast with Victor Antonio.

What's the difference between an employee mindset and an owner mindset?  How can this mindset difference be costing companies money?  This and more on this Sales Influence Podcast with Victor Antonio.

In this Sales Influence podcast we step back and define what we mean by sales funnels, pipelines and processes with Victor Antonio.

What is the cost of not qualifying a buyer?  It's higher than you think.  This and more in this episode of the Sales Influence podcast with Victor Antonio. 

Find out why not being yourself is better when it comes to selling in this episode of the sales influence podcast with victor antonio

Targeting the right customer will improve your chances of selling more,...effectively.  Find out how to define your client in this episode of the sales influence podcast with Victor Antonio.

If you're a contractor selling to homeowners, here's a sales process you can use in this episode of the Sales Influence Podcast with Victor Antonio.

In this Sales Influence Podcast we talk about four (4) types of leads in every sales situation.

When a client says I need to talk to my spouse, what do you say or do?  Find out on this episode of the sales influence podcast with Victor Antonio.

Find our 8 reasons customers don't buy in this episode of the Sales Influence Podcast with Victor Antonio.

Designing the right compensation plan is what will focus and motivate your team to exceed sales expectations in this episode of the Sales Influence podcast with Victor Antonio.

Here's why a Mission board is better than a Vision board in this sales influence podcast with Victor Antonio.

There are two types of presenters and one of them is worth listening to more than than the other.  Find out which on this episode of the Sales Influence Podcast with Victor Antonio.

Simon Sinek has the Golden Circle, here I introduce the Golden Triangle in this episode of the Sales Influence Podcast.

Every customer is in one of three states or modes when buying.  Find out more on this Sales Influence Podcast with Victor Antonio.

In this Sales Influence Podcast, I talk about how to guarantee your results.  A good attitude doesn't guarantee good results.  But good results guarantee a good attitude.

What is the Greatest Management Principle in business?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.

Customers don't want to be told what to do, so you need to guide them.  How?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.

The best books can help you find or do what you're trying to accomplish.  What books do you have on your shelf?  A discussion with Victor Antonio on this episode of the Sales Influence Podcast.

Which compensation plan is better and how should you structure a plan in this episode of the Sales influence Podcast with Victor Antonio.

Find out how channel switching can decrease customer loyalty on this episode of the Sales Influence podcast with Victor Antonio

How you ask a question will determine the quality of the answer you'll get.  Learn how in this Sales Influence Podcast with Victor Antonio.

When it comes to understanding the customer's turbulence, you have to flip the duck to find out what's holding them back from making a buying decision.   Find out more in this Sales Influence Podcast with Victor Antonio.

Find out what drives customer loyalty in this sales influence podcast with Victor Antonio.  

Money many guarantee you happiness, but it does guarantee options.  Find out more on this sales influence podcast with Victor Antonio.

Let's talk about money in this sales influence podcast with Victor Antonio

Want to get to the heart of the matter when talking with a client.  Learn how in this Sales Influence Podcast with Victor Antonio

Lower your goals to achieve your goals?  How? Listen in to this week's sales influence podcast with victor antonio

Get Customers Cheap on the this episode of the Sales Influence podcast with Victor Antonio

There are 3 things customers want to hear from a salesperson.  Find out what it is in this episode of the Sales Influence Podcast with Victor Antonio.

Creating a frictionless buying experience is what all customers want.  Find out how in this episode of the Sales Influence Podcast with Victor Antonio.

Have you ever been in a situation where clients milk you for all your content and expertise only to buy from someone else?  If so, you'll want to listen in to this Sales Influence podcast with International Sales trainer Victor Antonio.

What to say and do when a Client says, I'm Not Ready to Commit in this week's sales influence podcast with Victor Antonio.

What is the biggest sale you'll ever make?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.  #salestraining

Being able to sell effectively requires the ability to know when the client isn't going to buy.  How do you know?  Study their negative buying signals in the episode of the Sales Influence podcast with host Victor Antonio.

How saying no will help you get to your goals faster n this episode of the Sales Influence podcast with Victor Antonio.

Who are P.O.D. people?  You probably know a few of them!  Listen in on how POD people can impact your life on this episode of the Sales Influence Podcast with Victor Antonio.

Being able to read another person or client can be easier if you learn to listen with your eyes; more on this episode on the Sales Influence Podcast with Victor Antonio

When talking to a client, let talk about how to detect when someone is trying to verbally bully in this episode of the Sales Influence Podcast with Victor Antonio

In this Sales Influence podcast I revisit the old adage, "You have to know your numbers" in order to sell more effectively.

To connect with others, you need to Bond, Break and Build in this episode of the Sales Influence podcast.

Here's a simple method for coaching your salespeople to success on this Sales Influence Podcast with Victor Antonio

Find out a simple way to coach your top salespeople to success in this episode of the Sales Influence Podcast with Victor Antonio.

We live in a world where a great relationship isn't enough to close the deal.  Here's why on the Sales Influence Podcast with Victor Antonio.

Here are some meeting tips when meeting with decision makers on this episode of the Sales Influence Podcast with Victor Antonio.

In this interview, Steve Benson of Outside Sales Talk and CEO/Founder of Badger Maps speaks with Sales Expert Victor Antonio on how to master your sales presentation.

Here are 10 things the best of the best do in selling on this episode of the Sales Influence Podcast with Victor Antonio.

What is the best day to call a prospect?  What's the best time?  See what the data is telling us in this Sales Influence Podcast with Victor Antonio

When it comes to being successful at selling, and making a great living, there are only 3 factors that really matter.  Find out more on this Sales Influence Podcast with Victor Antonio

What do you do when a client asks a question you don't know the answers to?  Find out on this sales influence podcast.

How accurate can sales forecast be?  How can you predict how much you'll sell more accurately?  Answer in this special episode of AI in Sales with Victor Antonio

Does B2B selling have to be complex?  Can we simplify the process of selling?  The answer to these questions in this interview with Will Barron and Victor Antonio on the Salesman Red Podcast.

In order to stay motivated, you need a big enough reason why you're doing what you're doing.  More on this in this episode of the Sales Influence Podcast with sales trainer and speaker Victor Antonio.

Find out about Inbound Selling in 5 Steps in this episode of the Sales influence Podcast with Victor Antonio

What you say matters.  How you say it matters even more.  Sales Influence Podcast with Victor Antonio

Sometimes the opportunity for selling are all around us, we just don't see them.  Find out why in this Sales Influence episode with Victor Antonio.

My sales turning point in this Sales Influence Podcast with Victor Antonio.

They Don't Want Advice on the Sales Influence Podcast with Victor Antonio

Getting a Time Commitment on the Sales Influence Podcast for salespeople with Victor Antonio

Learn how to brand yourself through your actions in this sales influence podcast with Victor Antonio.

Should you use a script or not?  Let's find out in this sales influence podcast.  www.VictorAntonio.com

How do you get a buyer to buy into what you're saying and selling so you're able to close more deals?  Find out in this Sales Influence Podcast with Victor Antonio. 

Overcoming these objections will increase your close rate.

Learning to really see things from the customer's point of view will help you understand how to position your message.  Is there a sense of urgency?  Is it the right product or service fit?

Cold calling is both an art and a science.  To be effective, you have to be able to measure what's working and what's not.  Victor Antonio

In this podcast, I'm interviewed by Chris Hatfield on the "Not Another Sales Podcast" podcast where we get into the topic of simplifying the complex.

The challenge in today's sales environment is being able to demonstrate differentiation and added value for a more expensive product.  In this podcast, I'll give you some suggestions.

Selling a customer with use case studies makes closing a deal easier by showing how they'll get a good ROI.

In selling, you have to be fearless in all aspects of selling.  Never be afraid of asking for the order.  Here's how...

Why do salespeople fail?  Here's why and what you can do to avoid failure.

In selling, there will always be those days when you simply can't get anything right.  The question is, "How can you change that?"  Find out in this week's podcast.

Quantify your sales goal by figuring out how you'll hit your number.  Here's how...  

Having a defined goal, a great reason to be in sales is a powerful way to stay motivated when selling.

Judging a book by its cover is never a good idea and neither is judging a customer by the way they dress.  In this sales influence podcast I share with you an actual experience that probably costs the salesperson a good commission.

Salespeople can sell more by incorporating data science and technology into the way they actually sell. Data science offers reliable answers to the questions salespeople ask most often, such as: Where should I focus my time? Who should I sell to? What actions should I take? Data science can do this because it is able to weigh thousands of attributes that make up an ideal prospect or next best action in a way that the human brain simply cannot. Reps need this superpower incorporated into the way they work both in and out of the CRM.  Guest: Gabe Larsen, VP at InsideSales.com

We've been taught to handle objections but we're rarely taught how to preempt them and what we need to do to make sure they don't hurt our ability to close the sale.  Find out why and how in this podcast.  Victor Antonio.

When you're in selling, having the right skill sets are only part of the tools needed to succeed.  Being able to stay mentally tough when things go wrong....matters!

In business and selling, there are always ways to position your product (or service) and your value. Here are three ways that you can do it.

When selling you want to be able to ask these 3 big whys to be able to control and guide the conversation.  Host Victor Antonio on the Sales Influence Podcast

Never wait for a client to raise an objection; learn to block the objection.  In this episode, you'll learn how Blocking price objection should be done the right way as to minimize buyer resistance.

When a call comes in to speak to a rep and the secretary answers, here's who they should respond to help out the rep on this episode of the Sales Influence Podcast.

In this sales influence podcast I'll show you how sharing the client's point of view will increase your trust factor.

 Stop Talking - I Got It

Automation In 7 Steps - Sales Influence Podcast with Victor Antonio

The question everyone is asking is, "How will AI impact salespeople?"  I answer this question succinctly in this podcast.  Victor Antonio

Using social media to sell more. Victor Antonio

Seven steps toward guiding a client - Sales Influence Podcast #SIP

Sales Training Outline on the Sales Influence Podcast.

Branding and connecting in this episode  - Sales Influence Podcast #SIP

How to coach!  www.VictorAntonio.com

In this podcast we look at how to ask questions to connect with the client, not only on a business level, but on an emotional level to understand what is driving their priorities.

BANT stands for Budget, Authority, Need and Timing; a good model to keep in mind when speaking with a client with Victor Antonio

Learn how to use norms, averages and metrics to sell the value of your product or service with Victor Antonio.

Most salespeople have a meeting, do a presentation and never ask for the order.  Here's why...

Selling to Wealthy clients is never easy especially if they believe they know more than you.  Find out how you position yourself as someone worth listening to.

Sales Influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales Influence podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Sales Influence Podcast with Victor Antonio

Selling effectively requires you to put yourself in the client's shoes or in this case, pajamas.  In this episode, I help a sleep expert sell more beds.

In this episode, I answer three inquiries from my subscribers.  The first one is on selling beer!  Great topic!  

In this episode I tackle a tough B2B Sales Channel question.  Check it out.

How can you sell more?  Well, let's dig deep into how Uber became such a huge business.

To be the best, you have to do what the best salespeople do.  Here are 7 ways to get good at selling.

What do you say when a client says, "That's all I can pay"?  Do you discount pricing?  Or, is there a better alternative!  www.VictorAntonio.com

Go inside the head of Victor Antonio and find out his philosophy on selling and life in this Sales Influence Podcast.  www.VictorAntonio.com

Using bad language can prompt clients to ask for a discount.  Here are some words to avoid in this Sales Influence Podcast.  www.VictorAntonio.com

How do the best sales performers balance their time?  Find out in this Sales Influence Podcast.  http://www.VictorAntonio.com

Getting sales and marketing to work together isn't easy.  What do salespeople have to know and managers have to do to make selling more effective?  Find out in this Sales Influence podcast.  www.VictorAntonio.com

How do you connect with clients?  How can you build trust more effectively?  Find out in this Sales Influence Podcast.  www.VictorAntonio.com

How many times has a client said to you, "I need to do more research?"  Probably too many times.  In this podcast we address this objection.  www.VictorAntonio.com

How do you deal with non-performing salespeople?  Should you punish them?  If not, what should you do?  www.VictorAntonio.com

How can you build your sales confidence?  How can you sell more without discounting your price?  Do you REALLY know your product's value? Find out in this Sales Influence Podcast. www.VictorAntonio.com

Why don't prospects call back?  What can you do to get your calls returned?  It's this simple on this Sales Influence Podcast!  www.VictorAntonio.com

Shortening the sales cycle and getting client commitment requires that you accelerate the sale or else risk the sales dying on the vines.  www.VictorAntonio.com

Selling is about getting the client to say yes with minimal effort.  To sell more requires that you take advantage of the easy sales.  www.VictorAntonio.com

Getting someone to believe in your product or service is NOT enough.  You have to prepare them to fight for you when you're not there.  www.VictorAntonio.com

Learn how to put yourself into the client's position.  See things from their point of view in order to CLOSE more effectively.  www.VictorAntonio.com

How can you improve?  How can you get better at selling?  What specific thing can you do to be more effective?  Find out in this Sales Influence Podcast.  www.VictorAntonio.com

What is Your Time Worth?  Do you know how to calculate your hourly value?  In this Sales Podcast you'll learn how much a lunch is really costing you.  www.VictorAntonio.com

How many clients do you need to speak with to hit your sales number?  How do you calculate your annual income?  Learn how to reverse engineer your number.  www.VictorAntonio.com

If you attend tradeshows and what to find out how to qualify sales leads, this is the podcast for you!  www.VictorAntonio.com

What happens when you listen to other people?  How does it impact you?  Find out in this sales influence podcast.  www.VictorAntonio.com

How do you nail the client down for a date to do a presentation?  What would you say?  Find out in this sales influence podcast!  http://www.VictorAntonio.com

Afraid to make the cold call?  Don't understand why you won't call?  www.VictorAntonio.com

Are you frustrated at hiring salespeople that don't work out? What can you do to hire the right salesperson?  Find out in this podcast!  http://www.VictorAntonio.com

How do you start a sales conversation?  How do you keep it going?  The best salespeople know how to build rapport through great conversation.  http://www.VictorAntonio.com

How can you close more deals?  In this Sales Influence podcast, I reveal ONE simple strategy you can use to close more sales!  www.VictorAntonio.com

How can you keep your team motivated?  Should you design a compensation plan to motivate them?  Find out on this Sales Influence Podcast.  

Who is the most important person in your business?  Who is the only one who is NOT cost center?  Find out in this Sales Influence Podcast.

Learn how to sell to business, consumers, and homeowners using 3 simple sales models.  www.VictorAntonoi.com

To close a sale, it's necessary to corner you client by getting them to divulge key information to help you close the deal.  Here's how you do it in this Sales Influence Podcast.  www.VictorAntonio.com

Are salespeople born (nature) or are they made (nurture)?  What percentage are natural salespeople?  Find out in this Sales Influence Podcast.

When is it time to walk away from a potential deal?  How do you know it's the right time?  Find out on this Sales Influence Podcast.

When is a good time to follow up?  What's the best way to follow up?  Find out on this Sales Influence Podcast! 

We all hate when a client says, "We'll get back to you."  Here's how you handle that situation.  www.victorantonio.com

If you need to acquire or prospect for new sales leads, use this predictable prospecting system to get started.  www.VictorAntonio.com

When you cold call someone and manage to get them on the phone, should you ask them for permission to speak or not?  www.VictorAntonio.com

Here's Grant Cardone's take on asking qualifying questions to see where the prospect stands. www.VictorAntonio.com

In order to grow, we have to let go or KILL our dependency on that which holds us back.  www.VictorAntonio.com

Gaining a client's trust is key when it comes to selling faster!  www.VictorAntonio.com

Most salespeople wait til the end to attempt to close a sale.  There's a BETTER way!  www.VictorAntonio.com

In this sales influence podcast we focus on the importance of talking about HOW, not just the WHAT!  www.VictorAntonio.com

Selling a B2B type product requires you to go beyond features and benefit and quantify the actual cost savings your product or service offers.  Here are five ways to do that!  www.VictorAnotnio.com

Sometimes we get stuck using sales approaches that no longer apply to what we're selling or HOW we sell.  Here's a perfect example and what you can learn from it.  www.VictorAntonio.com

Here are three elements to develop a compelling story and reason for people or customers to listen to you.  www.VictorAntonio.com

If you're in network marketing, it can be hard to convince people that it's a legitimate business that has to be worked.  Here's how you deal with dreamkillers.  www.VictorAntonio.com

When a client leaves and goes to our competitor our first reaction is to think that they got a better deal on price.  But the issue may be more complicated than that.  www.VictorAntonio.com

sales training selling podcast victor antonio

Telling a great story will get the client's attention.  Telling the R.I.T.E. story will get them to open their wallets.  Here's how you do it.  www.VictorAntonio.com

sales training, sales influence, selling, sales tips

Sales Influence Podcast: What do you do when a client ask, "How much is it?" without knowing the full extent of what you offer?  How do you answer this question?  What should you say? What should you do?  To be effective at selling, here are some sales tips.  www.VictorAntonio.com

Here's an example of a salesperson who doesn't know how to close and a company who failed to train them properly.  www.VictorAntonio.com

One of the worse things you can do to a productive salesperson is changing their compensation plan ESPECIALLY when they keep exceeding quota.  www.VictorAntonio.com

Being young in sales can be tougher when you're trying to sell a high-end product or service.  So what can you do?  Check out this Sales Influence podcast to find out.  

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?  www.VictorAntonio.com

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?  www.VictorAntonio.com

In this 3 part series, I'm going to show you how to scale/grow your B2B company by using distribution channels.  www.VictorAntonio.com

In this podcast I talk about Dr. Martin Seligman's work on Learned Helplessness and how it can impact you in your personal life or career.  www.VictorAntonio.com 

In this podcast I'm interviewed by Adicto Al Exito (addicted to success) where I speak openly about my career in sales and with my show Life or Debt.  www.VictorAntonio.com

B2B Sales - Making the Shortlist as a Vendor is tough.  In this sales influence podcast I share some data from Circle Research that may surprise you on how buyers go about choosing a vendor.  http://www.VictorAntonio.com

Sales is a noble profession.  Real selling isn't about taking advantage of others, but selling value to create more value.  Here is what I mean.   www.VictorAntonio.com

How to Set Your Price for your product or service in the market using the Gabor-Granger Pricing Model.  www.VictorAntonio.com (sales, sales tips, sales training)

Sometimes we overwhelm our clients with so much information that it causes them not to make a decision.  Here are some tips to avoid doing that!  www.VictorAntonio.com

In this podcast I define how to measure and achieve sales velocity by monitoring and improving on 4 levers or KPIs.  www.VictorAntonio.com

We have to ways of processing information; the reflective and reflexive brain.  Each operates differently and understanding how this influences the decision-making proceseses are made is important.  www.VictorAntonio.com

Buyers or clients need to able to trust if you want them to buy from you.  In this podcast I discuss 7 ways to build your trustworthiness! www.VictorAntonio.com

Here are 7 things every great sales leader or manager should do if they wish to command the respect of their salespeople.  www.VictorAntonio.com

I'm going to show you two strategies that will give you time to sell more and hit your quota.  http://www.VictorAntonio.com

In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books like The Challenger Sale and the Challenger customer.  Here's the link to the article:  https://hbr.org/2017/03/the-new-sales-imperative

In selling, you have to know your numbers.  How many calls are you making a day?  How many calls are converting to appointments?  How many appointments are garnering a sale?  Why is this important?  Listen to today's podcast to find out.  www.VictorAntonio.com

The number one mistake in selling is not doing....  This sales podcast will highlight what every salesperson needs to be doing during a sales conversation and HOW to do it.  www.VictorAntonio.com

Business owners make 4 common mistakes when handling their salesforce.  In this podcast I discuss how and why you need to shift your thinking when i comes to running a salesforce effectively.  www.VictorAntonio.com

If you're new to sales or are struggling to stay motivated in selling, you want to listen to this podcast.  Learn why you don't feel motivated to sell your product or service.  Understand what you can do to keep selling with purpose and focus.  www.VictorAntonio.com

Last week I did a coaching session with a small business owner who wanted to learn how to sell but didn't have their marketing approach clear.  Once we clarified them, it was easy to teach them how to sell.  www.VictorAntonio.com

What Salespeople Need to be Successful is a company that offers FIVE key things that will help them sell more effectively.  www.VictorAntonio.com

Did you ever find yourself in a funk?  A blue mood?  Not feeling like the world is working in your favor?  Well, you're not alone.  But what happens when you're in a bad mood and you try to make decisions concerning your future?  Your decision-making process is affected by the mood you're in.  So the question is, how do you break out of it?!  www.VictorAntonio.com

Here's a quick story on how I got into sales, four things you need to know about sales and having a sales eq!  http://www.VictorAntonio.com

Today's buyers like to go online to research before deciding to contact a company.  It's imperative that you leverage these channels to drive traffic to your website.  Learn why you should generate content to generate leads.  www.VictorAntonio.com

Get rid of clients who are not helping you be profitable by unbundling services and creating tiered pricing.  http://www.VictorAntonio.com

What are the key elements of a great sales presentation?  Who are your buyers?  What are their buying motives?  What do you need to know and have before doing a presentation?  All these questions are answered in this week's podcast.  www.VictorAntonio.com

Selling is a profession that requires a certain skillset and mental toughness.  We all go through our moments when sales are low and we question if we're really cut out for this profession. This podcast will help you clarify some doubts you may be having.   http://www.VictorAntonio.com

How to deal with clients who always want discounts.  www.VictorAntonio.com

In this podcast find out how the concern for price changes over time when it comes to the buyer.  Initially, the concern is "How much?" but then the customer's attention is more on the solution.  In the final phase of the presentation, the concern for price reemerges but with a different twist.  http://www.VictorAntonio.com

It goes without questioning that extroverts are better at selling than introverts. Extroverts have a gift for the gab, know how to engage clients and even persuading them into make a buying decision. They’re great talkers and great closers. Introverts on the other hand are too timid, don’t speak up much and they let the client control the conversation. They’re great listeners but not great closers.  Introverts are good at listening and but fall short on communicating value to client. Extroverts are engaging and communicate value but fall short on listening skills. Ambiverts apparently have the best of both extremes.

Written by Neil Rackham in 1987, SPIN Selling still stands as one of the great sales books on how to uncover pain points.  http://www.VictorAntonio.com

Client walks into your retail store and says, "I'm just looking around."  What do you say as a salesperson?  What should you say in response?  What rules of influence would Robert Cialdini use? http://www.VictorAntonio.com

THE SALES PROCESS PERSONALIZING A SALES PROCESS FOR YOUR BUSINESS: Studies have shown that the most consistent salespeople are these who use a sales process. Here are three compelling reasons whey having a sales process matters: Having an established sales process of what needs to happen to advance the sale allows the salesperson to be prepared  When the sales process isn’t working the salesperson is able to analyze, adjust or tweak a specific step in the process to get it back on track. Not having a sales process makes it difficult for the salesperson to know what isn’t working. You can’t fix what you can’t measure Training new salespeople and getting them up to speed becomes easier when a process is already in place  

If you're in the B2B space, you're going to appreciate this podcast.  Have you ever submitted a bid and you made the final cut?  You and another company have been asked to come in and discuss your proposal.  You've been selected to go first.  What do you say and do knowing your competitor may bad-mouth you?  Here are 3 strategies you can use.  

Clients buy from people they like.  So how do we get clients to like us?  How do they determine whether your friend or foe?  In this Sales Influence podcast we look at Albert Mehrabian's "Liking Formula".  http://www.VictorAntonio.com

Selling technology products into the international markets can be tricky. In this podcast I help someone figure out how to sell solar panel products internationally.

How do you get clients to switch over to your service?  What are the four (4) things you need to demonstrate in order to win the business?  In this sales influence podcast I'll tell you how you can win more deals on Value.  http://www.VictorAntonio.com

How many times has a client said to you, "I need to do more research." before they're able to make a buying decision?  What triggers this need to seek out more information?  In this podcast I introduce the concept of Information Asymmetry and why it causes clients to delay making a buying decision.  www.VictorAntonio.com

Why does listening work?  Why is it so important in the sales process?  Find out 5 ways to listen more effectively and 3 things you should never do when speaking with a client.  www.VictorAntonio.com

Learn how to change your sales behavior using the feed forward method.  Think of one behavior you'd like to change or improve on.  Then, ask 5-10 people to give you 2 ideas on what you can do going 'forward' to change or improve on that behavior.  www.VictorAntonio.com

Understanding who voters are going to vote for is tricky, but not as tricky as trying to find out what buyers prefer.  In this podcast I'll give you a strategy to uncover a true buyer's preference.

How has selling changed with the advent of the Internet?  If consumers are more informed, how do can you sell more effectively.  Listen to this radio interview with sales expert Victor Antonio

When you're at Networking event and someone asks, "What do you do?", how should you respond?  In this Podcast I give you an insightful strategy on how to use it to qualify clients who are worth following up on.

Clients usually ask for a discount.  Here are 7 ways you can counter the "can you give me a better price" objection without having to lower your price.  http://www.VictorAntonio.com

One of the most common objections you get from a client is, "That's more than I expected to pay."  Using this one simple, yet effective strategy, you can a) block that objection b) increase your average order size and c) do so without lowering our price.  http://www.VictorAntonio.com

Every manager has to learn how to condition their salespeople to think for themselves instead of always solving the problem for them.  In this podcast learn a simple trick, and why it works, on how to get salespeople to stop depending on you and depend on themselves. http://www.VictorAntonio.com

Don't psyche yourself out as a salesperson by Committing the Fundamental Attribution Error.  Too often we assume something about our customer or client that really isn't true.  In so doing, we question our own ability to sell and end up ruining the sale.  In this podcast I'll show you what you need to do to stay mentally in the game.  www.VictorAntonio.com

When a customer searches online or offline in search of a product, their 'preferences' begin to form in terms of what they want.  The only way to persuade a customer who has already formed preferences is to destabilize them.  In this podcast I'll show you THREE (3) Destabilization Strategies.  www.VictorAntonio.com

One of the toughest things to deal with is burning yourself out by doing too much and not enjoying what you're doing.  Burnout means you're so tired that you just can't do it anymore.  Adam Grant in his book Give and Take provides some ideas on how to avoid being overstressed and not motivated.  

I use an engineering story to drive home the point that we as salespeople need to stop and analyze our WINS in order to determine how we won the deal.  Taking time to reflect on why we won the deal, speaking with support people and eventually talking to the buying client, will allow salespeople to know WHY and HOW they won the sale so they can repeat it again.  www.VictorAntonio.com

What does it take to be the best in selling?  What should you know?  Who should train you?  Do you need a sales process?  In this special recording, Victor Antonio will walk you through the mindset, skill set and tool sets you'll need to be the best of the best in sales.  www.VictorAntonio.com

In this episode, I use the squirrel as an analogy for selling more to new clients.  Squirrels are creatures that are focused and determined.  If we can imbue our salespeople with that same focus and determination, imagine what they could do!  Well, I did that!  I made my salesperson sell like a squirrel and the results were...well,..listen to the podcast.  www.VictorAntonio.com

In this episode we look at how the brain works, more specifically the reptillian brain.  We talk about Fight, Flight and more importantly Freeze; when clients can't decide. You also get an example of creating brain pain to increase your close rate.

How much does a new client really cost your company?  More than you think!  You'll be introduced to Opportunity Costs, Return On Investment (ROI) and Lifetime Value of a Customer (LVC).  www.VictorAntonio.com

 STOP Competition from Bad Mouthing You by learning how use the inoculation theory, not to persuade others, but to stop others (your competitors) from persuading your client.  This simple strategy is high effective in a B2B environment.  For more info to go http://www.VictorAntonio.com

In this podcast I address how to handle the objection "Your price is too high." using a great example by the late great Zig Ziglar.  I then desconstruct his response to reveal why his example is very effective. 

We all hate to hear the words, "Let me think about it." after a great sales presentation.  In this episode I'll show you what you can say and do to maneuver the client to a 'yes' answer.

In this Sales Influence Podcast I talk about finding your presentation style and how authenticity is key when it comes to influencing and persuading others to buy from you or buy into what you're saying.

Here are 10 presentation tips to help you create a more powerful and persuasive presentation.  You need to have a structure, storyline, a narrative and supportive messages to support what you're trying to accomplish.

If a client is using someone else, how do you get them to switch over to buying from you?  Why do clients hesitate?  Why do they not want to change?  Learn what you need to do to make them want to switch.

In any B2B (or B2C) you typically have four types of buyers who will make the buying decision.  The key is understanding who they are, what are their individual motivations for buying and most important, why wouldn't they buy.  Knowing this will allow you to tailor and optimize your sales pitch.

Finding your B2B target clients starts off by knowing your industry, then segmenting it, finding the different markets and then identifying the clients within each.  Learn also how to use DATAMINING to help you sort your customers into three lead funnels: existing, inactive and new clients.  

There are 5 common mistakes business owners make when working with a salesforce.  Learn what not to do and how to manage a winning sales team.  Victor Antonio, sales and motivation expert will discuss shift our paradigm when it come to managing and selling.  For more information go to http://www.VictorAntonio.com 

What stops a client from making a buying decision?  In this sales training tip you'll learn about Brain Pain.  Sales trainer and motivation expert Victor Antonio will walk you through why clients don't buy and what you can do to sell more effectively.  For more information go to http://www.VictorAntonio.com

When a salesperson is struggling to hit their number, here's what you need to do!  In this sales training episode you'll learn what to do a sales manager. Sales trainer and motivation expert Victor Antonio shows you that selling ain't hard when you know how!  More info at http://www.VictorAntonio.com