Best Selling

Our guest on this episode is Jon Ferrara [https://www.linkedin.com/in/jonvferrara/]. Jon is the Founder and CEO at Nimble [http://www.nimble.com] and was the Co-founder at Goldmine, one of the early CRM applications for sales. It's safe to say that Jon is a true pioneer in the CRM space.   Jon and I start the conversation discussing the origins of sales enablement and sales force automation. Jon believes to be a successful seller today you must build your brand and develop relationships through different channels and touch points. In addition to email and phone you need to connect and engage with your audience through the different social channels. He also shares his secret to increasing his search results on google and that is to build your own Wikipedia page. Who would have thought? Enjoy the conversation.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Jeremey Donovan [https://www.linkedin.com/in/jeremeydonovan/]. Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market.    Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%? Jeremey shares other interesting data points to increase your chances of starting a conversation with a new prospect. Enjoy the conversation.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Patrick Boucousis [https://www.linkedin.com/in/value-selling-training-coaching/]. Patrick is a High-Performance B2B Sales Coach and Trainer at The Sales Natural [https://thesalesnatural.com/]. He is also my first guest from Australia.   Patrick and I start the conversation discussing how to gain the trust of the buyer. Patrick shares with us his approach to using natural conversations to build the relationships and buyer trust. We then explore to the importance of the discovery call and understanding what the buyer values. To successfully and consistently closing deals you need to sell based on what the buyer values; be it, service, price, ease of implementation etc. Enjoy the conversation.      Thanks for tuning in. This is Best Selling.

Our guest on this episode is Jason Cutter. Jason [https://www.linkedin.com/in/jascut/] is the Founder of Cutter Consulting Group and the author of Selling with Authentic Persuasion.    Jason and I start the podcast discussing his new book. The book focuses on being authentic when selling by being self aware and understanding the way that you sell. It’s not about how you would like to be sold to, its about how your customers would like to be sold to.    Thanks for tuning in. This is Best Selling.

Our guest on this episode is Steve Pacinelli. [https://www.linkedin.com/in/stephenpacinelli/] Steve is the CMO at BombBomb [http://www.bombbomb.com]. BombBomb helps build better business relationships with video messaging.   Steve and I discuss the value of video vs. email and voice. Its important to note that video is 3 dimensional you have, 1) body language, 2) tone and 3) word selection. Where email is just word selection and voice is tone and word selection. So if you want to be more personal start using video for intros, follow up or whenever the message would be better served one to one. There are a lot of great tidbits in this episode so take a listen and enjoy.    But before we jump into the episode I would like to let you know that T-REX has gone virtual for 2020!  Like many other in-person events we had to move online to make it happen. Join us for the first ever T-REX Virtual Conference Extravaganza [https://www.eventbrite.com/e/2020-t-rex-virtual-conference-extravaganza-tickets-116598831243]. This will be a 3 hours virtual conference with 4 great speakers and lots of key sales takeaways. See the podcast notes for details on our agenda and tickets or go to trexsummit.com [http://trexsummit.com].    Thanks for tuning in. This is Best Selling.