As we head toward the New Year, you might be feeling added pressure to hit your numbers. In this episode, Marcello and Shari discuss sales strategies to close out the year strong as well as tips that you should be using throughout the year!
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sales advice
Stop Selling and Start Leading – Interview with the Co-Author (ep. 66)
In this episode, Marcello speaks with Deb Calvert, the co-author of Stop Selling and Start Leading. They discuss 5 leadership principles for selling, how to navigate organizational changes, and what buyers respond well to. Deb is also offering the first chapter of the book for free!
Free Download: First Chapter of Stop Selling and Start Leading
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Integrations that Save Sales Reps Time (ep. 64)
Marcello speaks with Brandon from Cirrus Insight about how sales reps can save time and companies can speed up the sales process. They discuss CRM integration, email marketing flows, and app fatigue in the business place.
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Sales Fundamentals for Success with Jeb Blount (ep. 62)
In this episode, Marcello is speaking with Jeb Blount. He is the best-selling author of 9 great sales books, a speaker, & the founder of SalesGravy.com – a sales job community, which is extremely helpful to job seekers & employers.
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The Double Armbar – Wrestling with Sales
When I began wrestling in 4th Grade, I remember one mustachioed coach, showing the team how to run a double arm bar. One of the wrestlers sitting huddled in a Central NJ middle school cafeteria asked “How do you get out of the move?” Coach replied immediately, “Don’t get put in it!” Normally in this situation the person in the bottom position can hope to not get turned, or have a stalemate called. To this day, when asked the counter for a double armbar, I am quick to reply with the same answer and expression my coach gave minus the mustache. You can search the internet and find various videos on how to counter a single armbar, but I haven’t found one yet for a double armbar.
So what does this have to do with sales? Simple for me, there are certain sales situations where a salesman is put in a situation like the double arm that they cannot get out of and are hoping for a fresh start.
Here are some examples of salespeople allowing themselves to get put in a double armbar.…
Ask the Right Questions to Get the Sale (ep. 45)
Marcello gives specific examples of which questions to ask & when to ask them in various sales scenarios. The sales industry is continually changing, & what worked in the past won’t necessarily work today. Stay up to date with your tactics & keep improving your sales process.
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Take the Shot – Wrestling with Sales
As of writing this, the 2017 NCAA Wrestling Championships has just ended so wrestling is top of mind for me right now. Wrestling relates really well to sales, & can give great insight into how to improve your sales process.
Last year I started working with Wrestling Mindset helping them & individual wrestlers reach their full potential. One of the areas where Wrestling Mindset is helpful is getting wrestlers to open up & take more shots. They have looked closely at this situation & figured out the main reasons why wrestlers freeze up. Turns out, it’s not that different from the reasons that salespeople hold back.…
Interview with Tom Hopkins – Sales Legend & Best-Selling Author (ep. 41)
Marcello had the honor of speaking with Tom Hopkins for this episode. Tom has sold over a million copies of his book, How to Master the Art of Selling, & you currently have the opportunity to sign up for his Advanced Sales Academy. Listening to this episode gives you a free ticket to 40 years of sales experience & knowledge.
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What Your Customers Won’t Say (ep. 30)
Being in sales or marketing means that you need to establish relationships with your customers & work with them to figure out what will be best for their businesses. However, there are a few things that may be lurking beneath the surface that your customers just won’t say. Marcello & Shari talk about some of the most common things that go unsaid but could be having a significant impact on your business.
Sponsor for this episode: Grant Cardone’s Core MP3 Package (This 4 book package is on sale right now from $119.80 to $29.95)
Book that Marcello recommends: Smart Selling on the Phone & Online (<- affiliate link)
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Interview with Ryan Stewman of HardcoreCloser.com (ep. 28)
In this episode, Marcello speaks with Ryan Stewman of HardcoreCloser.com. Ryan is transparent about both his struggles & successes, & after years of being a salesman himself, he now has tools to help others become better sales people.
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