Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

“Sales is a contact sport.” We have all heard that before. I like the saying, “If you can take a call, you can make a call.” Sales is also a proactive game, with prospecting being the start of the sales conversation. Listen up as we discuss how to start more conversations as Scott, and I welcome Wendy Weiss to discuss Getting Sales teams to Prospect - without micromanaging - on episode 548 of the Winning at Selling Podcast.

Sales meetings are a weekly scheduled activity.  Leading the sales team by maintaining bilateral communication, sharing scorecards while receiving market changes, conveying company direction; and delivering coaching, training and performance goals. So, what does an effective sales meeting look like? Join us for roll call and attendance as Bill, and I discuss Leading Effective Sales Meetings and other interesting ideas on episode 547 of the Winning at Selling Podcast.

It’s the beginning of a new year and we naturally consider how last year has gone and what we want to happen in the year to come. But what can we do so that there is a positive change and how can we make this year better than the last? If these questions resonate with you, pull out your “To Do” list and join Scott and me as we explore Goals or Priorities and other fascinating ideas on episode 546 of the Winning at Selling Podcast.

Knowledge has timing and sometimes it’s out of step. We may have heard the answer in the past but didn’t know the question until now. Now that the answer has been forgotten. Are you in a philosophical state of mind? Stay tuned to hear the questions and answers -together - as Bill, and I answer Questions from Our Listeners and other interesting ideas on episode 545 of the Winning at Selling Podcast.

How can I get my work done when there are so many meetings – and most of them are just a waste of time! If you find this to be a challenge at your company, you are not alone. Recently one of the world’s most successful entrepreneurs sent a memo to his employees on just his frustrating topic and how to deal with it. So, if you want to get more done join Scott and me as we discuss Elon Musk’s Productivity Recommendations and other interesting information on episode 544 of the Winning at Selling Podcast.

Ever have a bad day turn into a bad month. Sometimes we fall into a rut and it seems nothing is working, the leads are all bad and the quotes stop turning into purchase orders.  We take emotional risks without getting a good return on our time, effort and operating expenses. How do we turn it around and start getting back into the groove? Tune in as we talk about going from Rut to Strut as Bill, and I discuss Getting out of a Slump and other interesting ideas on episode 543 of the Winning at Selling Podcast.

What attributes separate the common salesperson from a truly successful sales professional? Is it being a “good talker” as we so frequently hear? Or is it the courage to call on anyone at any organization? Is it some kind of “superpower” that they have, or could it be something simpler than that?   Maybe today you’ll hear the secret that will transform your career as Scott and I welcome sales expert Brent Widman to discuss The Importance of Consistency on episode 542 of the Winning at Selling Podcast.

Often unconscious human behavior is grounded in a need for validation or vindication from others.  We have a desire for approval of current behavior or a yearning of clemency for past discretions. Both can limit your progress and development. Remember: you are in the circle of trust, as Bill, and I discuss Validation or Vindication and other interesting ideas on episode 541 of the Winning at Selling Podcast.

According to a Hubspot survey conducted in 2016 only 3% of respondents believe that salespeople are “trustworthy”! Only 3% - that’s pretty low. But it’s not my fault is it? Or your? Well, perhaps it is. Because we are all responsible for how our profession is perceived by our customers. So we will be as honest as possible as Scott and I discuss Being Trustworthy and other interesting ideas on episode 540 of the Winning at Selling Podcast.

Outstanding leaders are outstanding listeners. And when you are in sales, you’re a leader. As we interact with prospects, clients, customers and colleagues’ successful relationships start with listening. And if you don’t listen to know what they are talking about – you don’t know what you are talking about. So, let’s talk about it.  And today ‘it’ is Listening - as Bill and I welcome award winning listener and speaker Dr. Manny Steil to discuss Effective Listening on episode 539 of the Winning at Selling Podcast.

You never get a second chance to make a first impression – or so the saying goes. If that’s true, then we should have a better understanding of how people judge us and how they determine if we are the type of person with whom they want to do business. Likewise, we should understand when we start making those impressions on others. So put on some business attire and comb your hair as Scott and I discuss First Impressions and other interesting ideas on episode 538 of the Winning at Selling Podcast.

The market is constantly changing. New companies are being launched. Seasoned businesses are merging; while others are closing their doors because they are no longer relevant. As we start to focus on a new year, now may be a good time to revisit your value proposition and how to present it to others. Stay tuned as Bill and I discuss Renegotiate or Reframe – Trading with price and other fascinating topics on episode 537 of the Winning at Selling Podcast.

Each of us gets 24 hours in a day and 7 days each week. So how is it that some people get SO much more done than others? Is it luck, planning, smarts or something else? Scott and I are excited to welcome one of those people who get a lot done and he is going to help us learn how daily execution results in extraordinary results. Put on your running shoes and pop in those earbuds as Scott and I welcome marathoner and development expert, Scott Welle to episode 536 of the Winning at Selling Podcast.

Self-awareness is the instigator of beliefs, thoughts, attitudes, and actions. People judge us by our behaviors.  We judge ourselves by our intentions. Let’s take an inward journey as Bill and I discuss Self Reflection – 5 Question to ask yourself and other fascinating topics on episode 535 of the Winning at Selling Podcast.

How do you feel about accountability? How can accountability produce better results for me and my organization? Does being threatened make people more creative or less creative? What is the difference between responsibility and accountability? Learn the answers to these questions as Bill and I Welcome Sam Silverstein author of The Theory of Accountability to episode 534 of the Winning at Selling Podcast.

Setting goals is crucial to success. But the truth is that many people don’t set goals and if they do, they seldom write them down. Are you a goal setter or could the lack of goal setting be keeping you from getting that big commission check? Let’s analyze our success process as Scott and I discuss Setting Goals and Hitting Quotas and other great ideas on episode 533 of the Winning at Selling Podcast.

What do you do when the prospect hesitates, when they start coming up with objections to the deal? Do you have a plan? Is there still a play to be made? And why did this have to happen? I thought it was all going so well, and now the deal is going down the drain – along with my hefty commission check! If this feels familiar to you, it’s time to zone in as Scott and I discuss Getting to a Decision and other great ideas on episode 532 of the Winning at Selling Podcast.

What is the most important step in the sales process? Some say the first one. Others respond with the Interview step. Seasoned salespeople reply with ‘the close.’  All of these are important, but without active listening you will not make a difference in someone’s life by selling them your best offering – and could make their lives worse. So listen up as Bill and I address Active Listening and other great ideas on episode 531 of the Winning at Selling Podcast.

Do you follow your manager or leader?  What’s the difference between leaders and managers? What makes good one, better ones, and the best ones? And why do people want to follow the best, no matter the role? How can you create better leaders or better followers? Listen up as the Professor is “off the leash” with our special guest, Steve Keating on episode 530 of the Winning at Selling Podcast.

The conversation between prospects and salespeople is constantly changing. Imagine a full count in a baseball game with 3 balls and 2 strikes, bottom of the ninth, tied score with 2 outs. The pressure, on the pitcher to throw another strike and win the game; and the batter to deliver a hit and stay in the game. How can we reduce the pressure of sales and maximize successful outcomes? So listen up for answers as Bill and I address Questions from Listeners and other great ideas on episode 529 of the Winning at Selling Podcast.