Rooted In Revenue

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What is The Modern Seller and Why You Need to Become One.

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Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. 

  • The big five skills that modern sellers need to become successful.
  • What it means to be agile in sales and why that’s critical.
  • How an entrepreneurial mindset can boost sales.
  • Why being “holistic” is an important trait.
  • How an energy routine can help build motivation and discipline.
  • The proven approach to take in creating your network.
  • What makes an ambassador unique.What characteristics make a great sales person?
  • How would you define modern selling? What's changed in the past 5, 10, 20 years?
  • What are some of the biggest trends influencing buyers in today's market?
  • What advice would you give to someone struggling to stay motivated in their sales role?
  • How can sales people continue to develop and keep sales strategies "modern?"

People are saying about the book:

“Amy has nailed it with The Modern Seller. This is exactly the mindset, skills, and agility sales professionals need to succeed and thrive in this fast-evolving selling environment. Our team is striving to make this transition right now. We see it as critical to our growth—and survival.”
Pete McChrystal - President & CEO, Accent Technologies

“The Modern Seller is an insightful, must-read book. If you don’t know what a modern seller is and how to get there, you will be left in the dust. This book is a critical guide for paving the way to becoming a modern seller.”
Andy Quintana - SVP Business Development, Partnerships & Alliances, Accent Technologies

“The Modern Seller is filled with actionable insights and practical strategies to set you apart from competitors, make you irresistible to today’s buyers and ultimately, drive more revenue. In short, YOU become the differentiator.”
Jill Konrath - Author of More Sales Less Time & SNAP Selling

The Seller’s Challenge - Gatekeepers, concerns vs. objections.

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If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

Points covered include:

  1. Procurement (or Purchasing) can be a challenging obstacle for many sellers. How would you advise a seller to deal with Procurement?
  2. I noticed that you use the term “concerns” in lieu of “objections”. Why was that?
  3. You describe Gatekeepers in a novel way. Tell our listeners about that.
  4. You have a chapter on managing price demands. What are 1-2 takeaways for our listeners in that chapter.
  5. Will you be offering any training or keynotes on the topics in the book?
  6. Are there any other tools available to be used in conjunction with the book?

Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores

Reach Tom Williams:

[email protected]LinkedIn
www.strategicdynamicsfirm.com  

and Thomas Saine:

[email protected]

The Seller’s Challenge

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This is a two part interview about the book by Tom Willliams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

In this first half I asked them about several chapters and key points of the book.

1. What was the genesis for the book? How did it evolve?
2. What is stakeholder mapping and why is it important?
3. You wrote an entire chapter on status quo. Why?
4. What role in sales training should insight-selling play?
5. For sellers that handle RFPs that chapter is a must read. What are 1-2 takeaways that are important for our readers to know?

Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores

Reach Tom Williams:

[email protected]LinkedIn
www.strategicdynamicsfirm.com  

and Thomas Saine:

[email protected]

Our next episode will cover Gatekeepers and their changing role and value, Price Demands and Procurement.