How to Succeed in De-escalating Conflict with Carol Bowser
How to Succeed Podcast
In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and effective communication strategies for de-escalating conflict. Join us...
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How to Succeed at Having ROI Conversations with Rich Chiarello
How to Succeed Podcast
In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning...
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How to Succeed at Influencing People with Brian Ahearn
How to Succeed Podcast
In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity....
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How to Succeed at Sales without the Stress with Elle Ingalls
How to Succeed Podcast
In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members,...
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How to Succeed at Avoiding Being Ghosted with Scott Bliss
How to Succeed Podcast
In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature. Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset....
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How to Succeed at Scrappy ABM with Mason Crosby
How to Succeed Podcast
This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles. Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM...
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How to Succeed at Prospecting in 2024 with Tom Nation
How to Succeed Podcast
In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape. Throughout the conversation, Tom sheds light on the optimal...
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How to Succeed at Break through the Digital Barrier with Steve Spiro
How to Succeed Podcast
This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition. Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for...
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How to Succeed in Building the Sales Force of the Future with Dr. Courtney McCashland
How to Succeed Podcast
This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy...
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How to Succeed at Building a Nonprofit that Save Lives With Mike Kenny
How to Succeed Podcast
This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact. Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into...
info_outlineDiscover the future of sales leadership! Join the conversation on deal coaching with Troy Kanter.
Dive into the challenges faced by sales leaders and the common mistakes in deal coaching. Learn why meaningful and timely feedback is the key to success. Explore the need for a structured approach, as Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Octus IQ's contributions, bring data-driven insights into deal coaching. Gain insights into the ideal attitudes for deal coaching, finding the balance between nurturing sales reps and maintaining objectivity. Uncover the behavioral aspects of coaching with recommended weekly rhythms for one-on-one sessions. Caner introduces seven critical questions that revolutionize deal coaching, from identifying the buyer to evaluating the value in the sales process. Learn the importance of reps self-assessing and holding themselves accountable.
Don't miss out on this opportunity to enhance your sales leadership skills! Tune in to our podcast for practical advice and insights into improving de
Timestamps:
00:01:11 Deal coaching is the most underdeveloped management skill in sales leadership.
00:05:00 Emphasizing the impact of deal coaching on a sales team's development and organizational success.
00:07:04 Sales is a conversation between adults to uncover the truth.
00:08:28 Behavior part of deal coaching, including the suggested frequency and cadence.
00:10:29 Challenges of sales managers spending too much time on non-deal coaching activities and the need for a shift in focus.
00:11:52 Importance of spending 80% of the time on strategic deal coaching for sales managers.
00:16:00 The future of selling highlights the importance of creating value through human connection, empathy, and meaningful conversations that AI cannot replicate.
00:18:23 Addressing the role of sales managers in coaching and teaching reps who may not be ready to execute the plays.
00:22:47 The importance of distinguishing between deals based on confidence scores for effective decision-making.
00:24:51 The potential for Deal IQ to drive adoption and accelerate value in sales organizations.
Key highlights:
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Deal coaching is highlighted as a critical but often underdeveloped skill in sales leadership.
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Unstructured and subjective methods are common pitfalls in deal coaching.
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There is a need for a structured approach to deal with coaching.
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Lack of a structured approach can lead to downstream problems in forecasting and pipeline management.
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The ideal attitude for deal coaching involves a balance between nurturing and developing sales reps while maintaining objectivity.
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Seven Critical Questions for Effective Deal Coaching
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Sales reps are encouraged to self-assess and hold themselves accountable by thoroughly addressing the seven critical questions.
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Providing timely and meaningful feedback is highlighted as impactful in shaping successful sales teams.
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