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

Who knows more about your product or service? You or the prospect?  Who know more about the decision-making process or criteria? You or the prospect? Who knows more and when is the question Bill and I will discuss with our special guest, Anthony Iannarino and his JUST released book: Elite Sales Strategies: A guide to being OneUp, Creating Value, and Becoming Truly Consultative on episode 508 of the Winning at Selling Podcast.

If your plan for following up with that new prospect is “Hey I just called to check in and see what you were thinking.” You need a new plan! Following up is essential to closing the sale but you must have a process that works. So listen up as Scott and I discuss The Art and Value of Following Up and other great ideas on episode 507 of the Winning at Selling Podcast.

Ever hear “for every action there is a reaction?” March 2020 introduced a tremendous change in our daily routine and now we are experiencing the outcome of those decisions. Change is inevitable however, growth is optional. How to you feel about change? Don’t change the channel and stay tuned, as Bill and I discuss the Fear of Change and other important ideas on episode 506 of the Winning at Selling Podcast.

If you’ve been in sales for any length of time, you’ve experienced a sales slump. It seems that no matter what you do, you just can’t get anything to close or maybe you can’t even get a sales process opened! So, what do you do? You listen closely to this podcast as Scott and I discuss Breaking Out of a Slump and other great ideas on episode 505 of the Winning at Selling Podcast.

How would you define the difference between sales and marketing?  Yes, both generate top line revenue. But how can you leverage and maximize the return of time, money, and talent on both to generate even more revenue. This could be a debate or a discussion, as Bill and I discuss the Difference between Sales and Marketing and other important ideas on episode 504 of the Winning at Selling Podcast.

Any worthwhile salesperson loves to win the deal. In many cases that is their major motivation. However, they are also greatly motivated by getting paid for the work and effort it took to get that deal closed. But commission structures, territories and base pay are all considerations regarding how much we see in our paycheck. Sales Managers and sales professionals should all pay close attention as  Scott and I discuss Sales Compensation Plans and other great ideas on episode 503 of the Winning at Selling Podcast.

Ever find yourself having a goal, the talent and ability to achieve it, but can’t find the energy to execute. During this episode you will assess and activate your seven Sales Success Energy Centers so you can engage more powerfully with the tasks and people you work with every day. Stay tuned to learn fast action steps to uplevel your energy when you need it most as Bill and I welcome our guest, Kristen Brown as she shows us how Energy Sells and other important ideas on episode 502 of the Winning at Selling Podcast.

What is your strategy for making more sales this year than you did last year? If you don’t have a well thought out plan, you probably won’t hit your goals. With a good strategy you will make more effective phone calls, have better discovery appointments and ultimately close more deals – deals that will get you more referrals. But as it has been said, if you don’t have a plan, you are planning to fail! So, if you don’t want to fail, let Scott and I share some thoughts on Sales Strategy and other great ideas on episode 501 of the Winning at Selling Podcast.

“Culture eats strategy for breakfast” is a famous quote from legendary management consultant and writer Peter Drucker. To be clear he didn't mean that strategy was unimportant – rather that a powerful and empowering culture was a surer route to organizational success Please stand for the national anthem as Bill and I welcome our special guest, Baltimore Colts, Super Bowl Champion, Ben Utecht to discuss Culture and Leadership and other important ideas on episode 500 of the Winning at Selling Podcast.

Have you ever held a grudge?  Did your life improve because it?  I’m guessing not so much. Granting forgiveness is a freeing endeavor. This includes some of our failures and mistakes. If you tune us out – I forgive you as Bill and I discuss the Practicing Forgiveness and other important ideas on episode 499 of the Winning at Selling Podcast.

We see it often, sales leaders that send their team to training, but are too busy? – important? – delusional? To get themselves trained. Our guest today contends that Sales Leadership training would increase the impact of sales training by a factor of 10. So hang onto your hats as Scott I discuss Training Sales Leaders with our guest, Steve Keating, episode 498 of the Winning at Selling Podcast.

The experiences we encountered as children defined our reality.  This reality created our belief system.  Today these beliefs are still real, however, they may no longer be true.  There lies the rub.  What is true and what is our new reality? Let’s get real - as Bill and I discuss The Power of Beliefs and other important ideas on episode 497 of the Winning at Selling Podcast.

FEAR - it can stop us from achieving and make us feel miserable. It seems that almost all of us must face it at one time or another – but we don’t know if we will win or if fear will overtake us. Can we conquer it? Or will it defeat us? Well, don’t panic, because Scott and I have some great tips on Overcoming Fear and other great ideas on episode 496 of the Winning at Selling Podcast.

What is the difference between Information, Knowledge and Wisdom?  How important is good judgement on a daily basis?  What makes you more successful than others? What has the greatest influence in the purchasing process?  If you are interested in hearing more… Stay tuned as Bill and I discuss the Importance of Specialized Knowledge and other cool ideas on episode 495 of the Winning at Selling Podcast.

Welcome, welcome! Look closely into my crystal ball and I will predict your future. HaHaHaHa! Or maybe not? But 2022 is upon us and we thought it would be a good time to look forward into the new year. So, pull out your tarot cards and Ouija Boards to see if you can predict what Scott and I have to say about Predictions, Resolutions and the Year Ahead and other great ideas on episode 494 of the Winning at Selling Podcast.

When was the last time you failed? When I was asked that question by my first sales manager, they followed with, “If it wasn’t recently, you not trying hard enough.”  What is failure? How does it affect us and how can we manage the remorse and regret? Stay tuned as Bill and I discuss failure; along with the statement, “whatever you do, don’t screw this up” and other ideas on episode 493 of the Winning at Selling Podcast.

Some days I just don’t feel like making calls, writing a proposal, or meeting with that difficult client. But despite how I feel I still need to get these things done. How then do I stay motivated, especially when I must do a task that I don’t particularly enjoy? One of my mentors tells me to, “Get a new feeling!” But just how do I do that? Well, I hope you can stay focused long enough to discover how Scott and I are Staying Motivated and other great ideas on episode 492 of the Winning at Selling Podcast.

As the adage goes, leaders are readers. And Heraclitus says, “you can never step in the same river twice.”  My point is, the market is ever changing and you don’t have to create all the solutions yourself.  Sometimes, someone has already figured it out. If I still have your interest and curiosity, stay tuned as Bill and I welcome our Guest: Mareo McCracken as we discuss his book and other ideas on episode 491 of the Winning at Selling Podcast.

The selling profession is complex and challenging. The benefit is that each day is different, the challenge is that we don’t always know how to deal with the fresh set of issues. Sometimes we can get these questions answered by our co-workers or sales managers but sometimes we have to bump it up to the pros. So listen for an answer to your question as Scott and I wrangle with Questions from Listeners and other great ideas on episode 490 of the Winning at Selling Podcast.

All sales conversations have creator. Sometimes it’s the salesperson trying to start one, others, include prospects raising their hand and initializing it. When prospects start the conversation, are you prepared to leverage the opportunity and convert the conversation to a commitment? If you want to close more sales from conversations you don’t start, tune in as Bill and I discuss Converting Quotes to Commitments and other great ideas on episode 489 of the Winning at Selling Podcast.