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It’s not uncommon to see salespeople everywhere leading with, ‘I give the biggest discounts, I have the lowest price, I will give you a good deal.’ They do and say all of this because they don’t know how to differentiate from the competition. But really, no one is going to buy something, no matter how […] The post Quick Tip: Don’t use Price to Differentiate appeared first on SOCO Sales Training.

I always get asked this from sales leaders I work with: How do I motivate my team? They tell me the team seems demoralized, and some might even be looking for new jobs. What can I do? In this episode, we find out what drives sales professionals, which will help leaders understand how to motivate […] The post Quick Tip: What Motivates Sales Professionals appeared first on SOCO Sales Training.

Networking tips with Kerrie Phipps Connect with people anytime and anywhere. In this episode, Kerrie Phipps shares with us some networking tips to help sales professionals connect online and offline. Do talk to strangers. Kerrie Phipps. She is the author of the book Do Talk To Strangers, despite what our parents told us. It’s important […] The post Out Of The Box Networking with Kerrie Phipps appeared first on SOCO Sales Training.

In this episode of the Selling in Asia podcast, Tom Abbott sits down with Donald Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist Consulting Firm, to discuss how to get the right mindset for sales. Join them as they discuss competitiveness in sales, the most common problems sales reps face, what sales reps can do right now […] The post The Right Mindset for Sales with Donald Kelly | Competitiveness In Sales appeared first on SOCO Sales Training.

Too many companies think they have a marketing issue when, in fact, they have a sales issue. Yes, sometimes there is room for marketing to improve, but what I like to look at is whether those leads are being handled effectively? Or are they being wasted on untrained reps? In this episode, Tom Abbott uncovers […] The post It’s Not A Marketing Issue, It’s A Sales Issue appeared first on SOCO Sales Training.

In this Selling in Asia podcast episode, Tom Abbott sits down with Steve Benson, Founder and CEO of Badger Maps. A time management software that helps sales reps optimize their routes and be on time. He was Google Enterprise’s top sales executive in 2009 and hosts the Outside Sales Talk podcast. Join them as they […] The post Adapting To The New Normal In Sales with Steve Benson appeared first on SOCO Sales Training.

While in Vancouver, Canada, recently, I met up with fellow podcaster Collin Stewart from the Predictable Revenue Podcast to talk about outbound sales and what it takes to qualify prospects. In this episode, we talk about different qualifying criteria and methodologies, including MEDDIC and BANT. Tune in next week, and we will share what it […] The post What It Takes To Qualify Prospects with Collin Stewart appeared first on SOCO Sales Training.

The new year is right around the corner, and whether you believe in New Year resolutions or not, I hope you’ll start the new year with the attitude to make the new year your best year yet. I’m sick of people saying they don’t believe in ‘New Year’s Resolutions’ because you need to commit to […] The post Quick Tip: Why You Should Have A New Year’s Resolution appeared first on SOCO Sales Training.

You know what? It’s easier to sell something expensive rather than something cheap. This is important because too many people think they must offer the lowest price or give significant discounts to get deals, but the opposite is true. In this Selling in Asia podcast episode, Tom Abbott explains precisely why selling high-ticket items is […] The post Quick Tip: Why it’s Easier To Sell Something That’s Expensive appeared first on SOCO Sales Training.

In this Selling in Asia Podcast episode, Tom Abbott sits with TV Presenter Andreea Zoia for a Q&A session. Join them as they discuss some of the most significant challenges that sales teams face right now, and how having the right sales mentality will benefit a salesperson and your perception of life. Additionally, listen to the end to get […] The post Mindset Needed to Succeed in Sales – Interview by Andreea Zoia appeared first on SOCO Sales Training.

In this Selling in Asia Podcast episode, Tom Abbott sits down with Dr. Christopher Croner, the Principal of SalesDrive, LLC – a firm that specializes in selecting and deploying high-performing salespeople. Join them as they discuss how to identify ‘drive’ in sales candidates. In particular, the three internal “drive” elements set these top performers apart from the rest. So […] The post How to Identify Drive In Sales Candidates With Dr Christopher Croner appeared first on SOCO Sales Training.

Small business owners play many different roles inside their companies, and being the salesperson is one of them. When speaking to entrepreneurs, I hear common misconceptions from them about sales. These ‘myths’ are holding them back from success with their company, so in this week’s podcast, I share 5 Small Biz Sales Myths Debunked and […] The post 5 Small Biz Sales Myths Debunked appeared first on SOCO Sales Training.

In this Selling in Asia Podcast episode, Managing Director Tom Abbott met up with friend Ashley Dudarenok, who is based in Hong Kong and does a lot of work in Mainland China. Join Tom and Ashley as she shares her best tips about connecting and selling in China. Sales are all about connections and relationships, […] The post Selling in China with Ashley Dudarenok appeared first on SOCO Sales Training.

In this episode of the Selling in Asia podcast, Tom sits down with Ashley Galina Dudarenok, China Marketing Expert & Founder of Alarice & ChoZan, to discuss how live streaming is changing sales professionals’ roles in China during times of COVID and beyond. Join them as they mull over everything related to the live-streaming selling […] The post How The Live Streaming Selling Trend is Changing Sales Professionals with Ashley Galina Dudarenok appeared first on SOCO Sales Training.

If you want to take your sales skills to the next level and learn how to master the entire sales process, join SOCO Academy and get certified in SOCO Selling. There’s no argument that the sales world has changed in the past few years, but most still wonder, “How much of this change is permanent?” […] The post 9 Virtual Selling Best Practices To Host Effective Virtual Sales Meetings appeared first on SOCO Sales Training.

In this episode of Selling in Asia, Tom Abbott sits down with Spencer Waldron to discuss how to craft highly engaging virtual sales presentations. Spencer is the Director of Global Brand Communications for Prezi – Where he masters the art of helping others communicate visually through storytelling and video. He is, of course, an expert […] The post Delivering Highly Engaging Virtual Sales Presentations with Spencer Waldron From Prezi appeared first on SOCO Sales Training.

In this Selling in Asia Podcast episode, Tom sits down with Gabriel Lim, one of the co-founders and CEO of Saleswhale. Join their discussion as they mull over how Artificial Intelligence-powered Virtual Sales Assistants can help sales teams qualify and engage leads like never before. Who doesn’t want more inbound leads and inquiries than you can handle? While this […] The post Using Sales AI to Qualify and Engage Leads with Gabriel Lim appeared first on SOCO Sales Training.

In this Selling in Asia podcast episode, Tom sits down with Carol Fong, Regional VP of the commercial sales team at Salesforce in Singapore, to discuss the increasing importance of digital tools in building business resilience in times of crisis. So join us to find out how data can help you make better business decisions […] The post The Increasing Importance Of Digital Tools with Carol Fong of Salesforce appeared first on SOCO Sales Training.

In this Selling in Asia podcast episode, Tom Abbott sits down with Vishal Salunkhe, Head of Sales Operations & Enablement of Carousell, to discuss utilizing data insights for effective sales leadership. Vishal is a seasoned Sales Operations Leader and expert in Business Operations & Commercial Effectiveness traversing across several industries: Software & IT services, E-commerce, […] The post Utilizing Data For Effective Sales Leadership with the Head of Sales Operations & Enablement of Carousell appeared first on SOCO Sales Training.

If you want to take your sales skills to the next level and learn how to master the entire sales process, join SOCO Academy and get certified in SOCO Selling. Your resume, CV or LinkedIn profile is almost like a company brochure. It’s the marketing that attracts people to you. Maybe they either contacted you […] The post Sell Yourself: 10 Expert Tips For Acing Your Next Sales Interview appeared first on SOCO Sales Training.