Sales IQ Podcast

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Published on:

16th Dec 2018

5:34pm

Authenticity is not optional with Larry Levine

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Larry Levine doesn’t just talk the talk, using his real-world experience in B2B sales and learning by trial and error how to maximise social platforms, Larry walks the walk and has a genuine aspiration to help sales people sell more. International best-selling author of Selling From the Heart and co-host of the Selling From the Heart Podcast, Larry joins us to share how authenticity is vital for a sales professional, setting you apart from the “empty suit sales person” and helping you become a sales professional who is as a leader in the workplace and industry.   

Find out more about Larry: 

 

Time Stamps:

[1:00] – Larry introduces himself and shares how he started in sales.

[5:20] – Getting ‘schooled’ by a CEO. 

[9:58] – Larry’s definition of a sales professional and the differences between a sales professional and sales representative. 

[14:20] – Mistakes sales professionals make in the industry. 

[15:50] – Larry discuss the importance and meaning of value. 

[17:00] – The concept of the empty suit sales person. 

[19:50] – Larry’s inspirations for writing ‘Selling From the Heart’. 

[24:15] – The core of selling, the fundamentals are critical. 

[25:20] – Advice for empty suit sales people who want to change.  

[29:15] – Larry asks a question to those who don’t do the fundamentals. 

[30:00] – Comparing sales representatives and sporting professionals.  

[34:40] – Larry’s response to the Debbie Downers. 

[35:40] – Luigi speaks about a new goal. 

[36:20] – How do we hit our targets while staying authentic? 

[38:08] – Larry’s sales training methods. 

[42:30] – How we can build a relationship funnel through digital presence and still add value?

[47:20] – The Biggest Influences in Larry’s Career. 

[51:00] – Some places you can find Larry. 

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Published on:

15th Nov 2018

9:07pm

Are we starting with the right prospects? with Mark Hunter

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This week we speak to Mark Hunter, one of the key influencers within the sales industry about his views on prospecting. Being both an author and award-winning key note speaker, the Sales Hunter has both the experience and knowledge to help us as salespeople achieve more and strive to be the best sales professionals we can be.

We here at Sales IQ, strongly support Mark’s philosophies and beliefs which he shares in his blog posts and books; ‘High-Profit Prospecting’ and ‘High-Profit Selling’.

Below are a few places you can visit to find more about Mark:

Time Stamps:

[1:10] – Mark tells us a bit about himself and what motivated him to move into sales

[4:10] – Mark’s understanding and thoughts on prospecting and what it means in today’s world

[8:20] – Defining your target market and understating the need for research

[10:40] – The shower example

[13:00] – The 6 prospecting myths

[20:20] – Is sales a science or art?

[27:00] – What do we have to do to fill our pipeline and when should we expect to see results?

[30:30] – The need for senior sales people to prospect

[34:10] – Do not be afraid of the top salesperson taking your business

[37:10] – What we shouldn’t do when prospecting

[40:30] – The need for passion and openness as a person within the sales industry

 

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About the Podcast

Sales IQ Podcast
Sales IQ Podcast: Learning from global thought leaders to build your Sales and Marketing capability
Join us as we talk to thought leaders from around the globe about the art and science of sales and marketing, personal development and the mindset required to sell more everyday. Listen here or go to our website for more episodes and awesome content focusing on Sales and Marketing www.salesiqpodcast.com