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Selling With Social

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Episodes

Empower a World-Class Sales Force With the Right Sales Enablement Framework, with Byron Matthews, Episode #72

5/24/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Sales enablement isn’t just a hot topic in today’s selling environment, it’s completely revolutionizing the way we approach sales. Byron Matthews was born and raised in sales and he now serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions. With over 4,000 clients across 50 countries, Byron and his team are leaders in the sales enablement sector. He’s also the...

Duration:00:41:22

Use Humor in Sales to Connect Better to Prospects with Jon Selig, Episode #71

5/17/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play When performed well, using humor in sales can break the ice, provide comedic relief, and serve as a launching pad for further sales conversations. Knowing how to use humor in sales is a fantastic skill that every salesperson needs to learn. For today’s episode of #SellingWithSocial I talk with stand-up comedian and salesman Jon Selig. He shares why utilizing humor in sales is so important, how to avoid common...

Duration:00:37:38

8 Steps to Energize Your Customer Buying Cycle Through Storytelling, with Mike Bosworth, Episode #70

5/10/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play The customer buying cycle is an idea that’s being revamped by Mike Bosworth, an industry leader in social selling. On this episode of #SellingWithSocial, Mike and I discuss 8 major steps to energize your customer buying cycle and increase sales performance. Mike shares his expert insights into why selling has to go beyond sharing product demonstration pitches. He also explains why agreements between CMOs and CSOs are...

Duration:00:49:14

4 Ways to Improve Your Sales Leadership and Encourage Better Hiring, with Steve Benson, Episode 69

5/3/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play I love stories about sales professionals stretching their sales leadership legs by leaving the corporate world and carving out their own path. That’s why this interview with Steve Benson, founder and CEO of Badger Maps, is so great. Steve had years of experience in sales that allowed him to create an app that saves field salespeople time, energy, and resources. On this episode of #SellingWithSocial, he shares ways to...

Duration:00:39:24

10 Steps to Launching a Digital Selling Program, with Brynne Tillman, episode #68

4/21/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Digital selling is more than just a trending phrase - it’s the key to success in today’s 21st century B2B sales environment. Brynne Tillman, Chief Learning Officer at Vengreso, is my guest on this episode of #SellingWithSocial. She is one of the most respected industry leaders when it comes to digital selling. Her high level of passion and dedication on the Vengreso team is inspiring. In this conversation she shares...

Duration:00:43:06

4 Sales Best Practices From the King of Sales, with Jeffrey Gitomer, Episode #67

4/19/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Few professionals in the sales industry are as influential as Jeffrey Gitomer, famously known as the King of Sales. Jeffrey is a world-renowned business coach, professional speaker, and the author of 13 books found on bestseller lists across the globe. He is a living example of how determination and desire can turn pipe dreams into reality. Jeffrey has developed a warrior attitude that can be connected to his own...

Duration:00:44:51

How To Build A Winning Sales Career And Become A Respected Sales Leader, with Kim Green-Kerr, Episode #66

4/12/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play These days, nobody starts their sales career with the intention of staying with one company for over 20 years, but Kim Green-Kerr has done exactly that. She is Senior Vice-President at Sprint Business Solutions, a post she’s attained by climbing her way up the Sprint corporate ladder. I asked her to be my guest on this episode of #SellingWithSocial because I knew she’d have great insight into how to build a successful...

Duration:00:41:45

The 4 Digital Lead Nurturing Steps That Work Sales Magic, with Charlene Li, Episode #65

4/5/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Digital lead nurturing is a hot topic because it’s where old-school prospecting methods are applied through technology-driven approaches. Anytime the old meets the new, feathers get ruffled. Charlene Li is an amazing, self-proclaimed "analyst who loves sales and marketing," and she’s uniquely positioned to see how a digital approach to prospecting and sales is already making a tremendous difference for many companies....

Duration:00:47:07

How To Stop Selling And Start Leading, with Deb Calvert, Episode #64

3/29/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Deb Calvert is the co-author of the brand new book, “Stop Selling and Start Leading” - a seminal work that outlines the actual responses of thousands of buyers to discover what they really want and need form the sellers they work alongside. This episode features a handful of the insights Deb and her co-authors gleaned in their research and is a great taste of how her book will help you make more sales through leading...

Duration:00:39:18

How To Nurture Customer Success And Create Customer Advocates with Allison Pickens, Episode #63

3/22/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Why is customer success so important for sales organizations? It’s because 50% of the company's job is getting a new customer, the other 50% is keeping that customer - and keeping them happy. That customer happiness is what enables them to become a customer who keeps on giving via renewals, upsells, and referrals. Said that way, it's easy to see how customer success is a critical part of every company's growth...

Duration:00:37:55

3 Steps to More Revenue With the Right Sales Funnel Analysis, with Matt Ostanik, Episode #62

3/15/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play We’ve all seen graphic representations of the sales funnel, which is one of the reasons most people clearly understand the concept. But understanding the concept is not the same thing as doing a thorough sales funnel analysis. My guest on this episode, Matt Ostanik and I agree, sales funnel management and analysis is one of the most neglected aspects of the sales cycle - and it’s causing money to be left on the...

Duration:00:41:06

4 Steps to Scale a Social Selling Training Program for Success, with Linda Dibias, Episode #61

3/8/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play In order to develop a social selling training program for your company, you’re either going to have to create it from scratch or learn from someone who’s already done it. That second choice sounds like a far better use of time, don’t you think? My guest on this episode is Linda DiBias, Manager of Content and Social Selling for Verizon Enterprise Solutions. I connected with Linda because I knew her team had recently...

Duration:00:34:03

4 Ways to Build A Winning Company And Sales Culture Using Video, with Greg Holmes, Episode #60

3/1/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play There is absolutely no doubt that video is here to stay, and the growth of a winning company culture and sales culture can be dramatically accelerated when leaders learn how to effectively train their teams to use video. My guest on this episode is Greg Holmes, Head of Sales for Zoom.us. Naturally, the Zoom team knows a thing or two about how to use video effectively, and their best practices are something all of us...

Duration:00:46:04

How To Increase Sales by 80% and Deal Size by 40% Year Over Year with Chris Merritt, Episode #59

2/22/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play One of the fastest ways to increase sales revenue is to increase average deal size. The problem is, it's not such an easy thing to do. But it's exactly what the team at Cloudflare did. They increased their average deal size by 40% year-over-year which was a major contributor to their 80% year-over-year growth as a company. On this episode, I'm speaking with Chris Merritt, Chief Revenue Officer of Cloudflare and one...

Duration:00:35:46

B2B Leads: Why and How to Create Your Own, with Tony Hughes, Episode #58

2/15/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Do you need more B2B leads? Then you'll have to understand something: Lead generation is NOT just the job of the marketing department, it’s ours too. Every sales professional must be responsible to create and maintain their own pipeline full of prospects. In the words of my guest on this episode of #SellingWithSocial, Tony Hughes, your sales leads are your responsibility. Join us for this conversation about creating...

Duration:00:41:50

How The Right Sales Stack Can Grow Sales Faster, with Erroin Martin, Episode #57

2/8/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Every growing company reaches the point where a powerful and integrated sales stack is needed to manage the sales cycle. It's a necessity because there are many places within the sales process that a prospect or customer can fall through the cracks. Every time it happens, an opportunity is lost. But putting together an effective and efficient sales stack can be very difficult. For this episode of #SellingWithSocial,...

Duration:00:43:45

Ramp Up Your Selling Skills By Overcoming Fears and Objections, with Jennifer Darling, Episode #56

2/1/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play No matter the amount of experience you have as a sales professional you can always benefit from improving your selling skills. My guest on this episode of #SellingWithSocial is Jennifer Darling. She has been in sales and sales management her entire professional career. Her proven track record of increasing sales, profits, and productivity at media affiliates for FOX, NBC, CBS, and Comcast make her an ideal person to...

Duration:00:41:53

Why AI Based Relationship Intelligence Will Drive More Referrals, with Paul Teshima, Episode #55

1/26/2018
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Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play There’s an old saying, “Your network is your net worth” and though many may feel it’s a tired old phrase, it 100% true. Both performance and science have proven the best salespeople build incredible relationships with their customers. However, today’s selling model has made it more complex to know where and when we should engage with a current or future client. That is why I asked Paul Teshima, co-founder of...

Duration:00:35:06

How to Make Account Based Marketing Work for You, with Sangram Vajre, Episode #54

1/18/2018
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What would it mean for your organization to embrace and adopt an account based marketing approach? How would it impact the relationship between your sales and marketing teams? On this episode of #SellingWithSocial, you’ll hear from account based marketing expert, Sangram Vajre. Sangram is the Co-Founder & CMO of Terminus. He has quickly built a reputation as one of the leading minds in B2B marketing. Before co-founding Terminus, a SaaS platform for account-based marketing, Sangram led...

Duration:00:41:04

Innovative Business Ideas that Lead to Growth, with Mario Martinez Jr., Episode #53

1/12/2018
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In order to achieve growth and success, leaders need to adopt innovative business ideas that will enable them to take their organizations to the next level. On this episode of #SellingWithSocial, you’ll hear a conversation I had as a guest on the Proposify Biz Chat podcast with Kyle Racki. In our discussion, I present several innovative business ideas that I’ve used to build my company, Vengreso from the ground up. You don’t want to miss this episode as I draw on my experience as the CEO...

Duration:00:34:56

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