Success could manifest in different ways, but at the heart of it, you can find some commonalities that catapult people to new heights. Our guest for this episode has moved around in her career, reaching higher from one transition to another. Karen Mangia, the Vice President of Customer & Market Insights with Salesforce, sits down for an …
In sales, some people are more relationship-heavy and some are more real-value-heavy, try to be a combination of both. In today’s episode, Lance Tyson interviews Brent Schoeb, Chief Revenue officer for the San Francisco 49ers. Brent is extremely process-oriented. So in this interview, Brent provides an insightful how-to manual on creating a culture of success. …
Sales Is All About Building Relationships And Finding Real Value With Brent Schoeb Read More »
The pandemic has caused a lot of uncertainty but we should know how to recognize opportunities and bounce back. Understanding challenges and discovering opportunities are among the key characteristics of effective sales leaders, as today’s guest shows. Josh Young is currently the VP of Sales and Service with F1 Miami Grand Prix. In his conversation …
In sales, trust is and always will be the name of the game. When you make deals, there has to be a certain level of trust there. You can’t build relationships without trust. Join your host, Lance Tyson, as he sits down with John Clark, the Executive Vice President & Chief Business Development Officer of …
Why All Client Relationships Are Built On Trust With John Clark Read More »
Increase Sales Performance Metrics by Appealing to What the Buyer Wants Do you turn your selling game on and off like a light switch? Or do you use it outside the office, too? Guess what? You’re not alone. We all sell. Every one of us. Sometimes it’s our product or service. Sometimes it’s ourselves.
Set a Slow and Steady Cadence to Increase Sales Performance Metrics Anyone who knows me well, knows that one of my guilty pleasures in life is buying watches. For me, a watch signifies so many things—time, commitment, longevity, patience, perseverance. Time is what we struggle to keep with those we love, and is what we …
Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk …
How to Increase Your Sales Effectiveness – Don’t Make It All About You Read More »
Leverage Empathy to Build a Strong Sales Team Think about the steps you take when you buy a pair of sneakers. Something in your world gets your attention and you come to the conclusion: I need a new pair of sneakers. In that process, you remove doubt because you’re actively looking. Then you start to …
In the early 2000s in the Atlantic, there was a tense showdown between Spain and the US Navy. Essentially, there’s an emergency frequency that maritime uses, and a message went out at night from a what the crew thought was a small Spanish boat to the USS Lincoln, the second largest battleship in the Navy.
Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it’s a $5 bar of iron doesn’t mean it has to …
This article was originally posted on May 1, 2019 by Lance Tyson in SellingPower I recently made a visit to the orthopedic surgeon to check in on a shoulder issue. I didn’t walk in the door wanting to sign up for surgery. After spending a bit of time in the waiting room, I was led …
Here’s a revelation about the sales process from our Director of Technology, followed by a few ideas on leveraging the power of rapport and becoming a valuable asset.
Back in 2016, I penned an article for Selling Power that addressed selling and opening the sales call in the new digital era where we are inundated with apps, devices, and instant price comparison.
In our programs, when we talk about building rapport, most people think of the NLP process that involves mimicking a person’s behaviors and speech. They think that somehow, doing this will magically give them the upper hand in talking with people. Don’t get me wrong. That stuff enhances the communication process. However, when we talk …
The One Key Ability You Need For Building Rapport Read More »
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