51: "Ask-the-Coach" Q&A - Does Social Selling Compete with or Complement Referral Selling?
Release Date: 06/14/2017
66: Steve Benson Interview - Sell Like a Badger
Sales Integrity
Steve Benson is the Founder & CEO of Badger Maps, the #1 app for route planning and scheduling to help outside sales reps save up to 10 hours every week in busy work - so that they can focus on selling more. Prior to launching Badger Maps Steve thrived in outside sales roles for IBM, Autonomy and Google, where he was recognized as Google Enterprise's Top Performing Sales Rep in the World for 2009 (227% of quota for the year). So Steve knows a thing or two about selling like a badger in an outside sales role. Throughout this interview Steve shares valuable insights for not only outside...
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65: JV Crum III Interview - Conscious Millionaire Mindset
Sales Integrity
JV Crum III is the host of the very popular podcast, Conscious Millionaire, which has 12 million listeners in over 190 countries with over 1000 episodes broadcasted. INC Magazine named Conscious Millionaire one of the Top 13 Business Podcasts for 2017. JV is also author of the best-selling book by the same name - Conscious Millionaire. JV is a High Performance coach and has come on the Sales Integrity Podcast to discuss the power of Mindset and Prosperity Thinking to help our audience achieve High Performance. On this episode you will find out why setting goals doesn't work and what you...
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64: The 3 Pillars of Prospecting On Purpose
Sales Integrity
On this episode of the Sales Integrity Podcast we discuss whether or not you are already behind your numbers just midway through the 1st Quarter of 2018 and clarify the cause for why you might struggle to achieve your goals. Furthermore, we discuss how to create a Quarterly Sales Plan (i.e. your Sales Business Plan). More specifically, we walk through a high level overview of The 3 Pillars of Prospecting On Purpose and how you can leverage these pillars for creating your customized sales plan. Most importantly, we discuss executing your plan on a consistent weekly basis through the lens of The...
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63: Scott Ingram Interview - Sales Success Stories
Sales Integrity
Scott Ingram's passion lives at the intersection of marketing, sales and technology. As a sales practitioner, Scott is a Strategic Account Manager at Relationship One, a company that empowers organizations to modernize their marketing through strategy, technology and data. In addition to Scott's role at Relationship One, he is the host of two popular podcasts - "Sales Success Stories", where he deconstructs world class sales performers (individual contributors) to understand the habits, mindsets, routines, tools and techniques that get and keep them at the top; and "Inspired Marketing",...
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62: Social Profile vs. Social Presence
Sales Integrity
On this episode of the Sales Integrity Podcast we discuss the difference between your Social Profile and your Social Presence. These are two distinctly different, yet related, very important topics. One of these topics has to do with your mere existence as a sales professional in the digital world. The other has to do with your experience, and more importantly how you convey that experience to the world so you are seen as a go-to specialist in your field. Together these two topics, if mastered, can provide you a distinct competitive advantage to help you stand out in a sea of competition. If...
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61: Phill Keene Interview - Real Sales Talk
Sales Integrity
Phill Keene is the Director of Sales at Costello Inc, provider of a Deal Management software platform, and Co-host of the very popular Real Sales Talk Podcast. As an everyday sales practitioner, both from a selling perspective and sales leadership perspective, Phill has recently earned the distinction of "2017 Top 25 Most Influential Inside Sales Professionals" by AA-ISP and "Top 50 Sales Development Leaders You Should Know" by Engagio. Being from Indianapolis, we discuss how Phill incorporated the Indy 500 into the sales culture at Costello to encourage higher activity levels of prospecting...
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60: Mike Shelah Interview - Connect and Cultivate
Sales Integrity
Mike Shelah is the Founder of Mike Shelah Consulting where he works with individuals and companies to help them combine LinkedIn, Emotional Intelligence, Networking, Public Speaking, Leadership and Business Development for the purpose of generating more leads and increasing sales. During this interview Mike and I discuss how emotional intelligence affects your selling success, the difference between a "sales funnel" and "sales pipeline", Mike's definition of what "LinkedIn Gold" is and how you can leverage it to "connect and cultivate" the right relationships to open up more doors of...
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59: 5 Tips for Improving Your LinkedIn Profile
Sales Integrity
On this episode of the Sales Integrity Podcast we discuss 5 tips for improving your LinkedIn profile. There are some basic mistakes sales professionals make when it comes to how they handle their LinkedIn profile and during this episode we will review not only what those mistakes are but more importantly how to avoid those mistakes by making some subtle edits to various sections of your LinkedIn profile. They key is you want to make it easy for the right target audience to find you, connect with you and contact you after they connect with you. You want to make it easy for people to help you...
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58: 3 Key Aspects of a Successful Sales Game Plan
Sales Integrity
On this episode of the Sales Integrity Podcast we discuss the 3 Key aspects of a successful sales game plan and more importantly address how you can apply them to improve your overall sales game. We all lose at some point. Sometimes we lose to competition. Many times we lose to the status quo, meaning your prospects and clients choose to do nothing after evaluating your solution. It is your duty and obligation to yourself to put yourself in the best position to win at all times. At the end of the day, he or she who masters these 3 key aspects of a successful sales game plan will win more...
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57: Difference between Use Cases and Case Studies
Sales Integrity
On this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between "Use Cases" and "Case Studies" and how both tactics can be used within your prospecting and selling efforts. Many sales professionals would like to leverage Case Studies within their selling efforts because helps demonstrate credibility within the selling process. Case Studies make it easier to convince prospects and customers you have "been there; done that" as it relates to the solution you are selling. However, many companies lock down the process of creating formal Case Studies and only allow...
info_outline"A referred customer spends 13.2% more than a non-referred customer." [Source: Journal of Marketing] On today's Sales Integrity Podcast episode we try out a new format - "Ask-the-Coach" Q&A. I receive questions from time-to-time from my listeners and will start answering them on the podcast so all listeners can benefit from the coaching advice. Today's question comes from Brian Childers, President of Comport Consulting Group. Brian asks: "Sean, can you discuss the changing landscape of leveraging social media selling as it relates to referral selling? Specifically, it has been proven that more people will buy from a personal referral, either direct or indirect via a trusted resource/friend, versus cold-calling, mass marketing, etc. As a professional sales coach and industry expert, how do you see these either competing against or complementing each other?" If you are wondering the same thing then you will want to listen to this episode to find out my answer!