Sales Tales - A podcast sharing epic stories that get you through your sales adventure‪.‬ Josh Shirley

Do you have excited prospects who disappear when it's time to decide?



How do you know when you're finished qualifying a prospect?



Hear Dave and Josh take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one).



In this episode, you'll learn:




How to help your prospect do their 'own math' when gaining financial context for the impact of what you sell.
How to spot signs your prospect is ready to see a presentation.
Types of questions to ask when qualifying.

Are you an under-resourced Rev-Ops professional?



Are you using Rev-Ops correctly? If you are a Revenue Operations professional, how do you know you support your staff?



Rosalyn Santa Elena tells Rev-Ops this:

"Your job is to know the business and know the customer better than anyone else. In order to enable and support the life-cycle, you have to know how it works."



Rosalyn Santa Elena is the Founder and Chief Revenue Operations Officer of the Rev-Ops Collective. She's worked at companies both big and small - hear her Sales Tales in this episode.



In this episode, you'll learn:


How salespeople get Revops wrong.
How Rev-Ops can be better at supporting the sales force.
What Rev-Ops looks like when it's working at its best.

90% of every interaction with another person happens below the surface - or at the subconscious level.



One method of understanding what happens inside that 90% is Transactional Analysis - developed by Eric Byrne in the 1950s.



On today's episode, Dave and Josh break down sales interactions using Transactional Analysis. In this episode, you'll learn:



1. How some beliefs that serve you can also hurt you in sales.

2. What to do when the prospect (or you) becomes emotional.

3. Why we are OK with hearing "I want to think about it and get back to you" as an answer.

4. A new way to understand how to manage expectations and get decisions.

Is there a wrong enneagram type for a sales role?



Jim Gum teaches us that all people place a different emphasis on thinking, feeling, and acting. In this episode of Sales Tales, he helps us understand how the enneagram can be an enlightening methodology to help you understand your customers AND the people you work with.



Sales Tales Episode 28: Jim Gum - Enneagram for Salespeople, Where Communication Breakdowns Happen on Calls



In this episode, you'll learn:



The roles enneagram types gravitate to in the workplace

All enneagram types can have a place in sales

Where communication breakdowns occur on sales calls

David Mattson went on his first sales call with David Sandler 30 years ago.



He almost quit.



In Episode 27 of Sales Tales, David Mattson returns to give David Doherty and me a series of vignettes about selling. In this series of Tales, you'll hear:




How to spot red flags that appear before losing a client
How manager and employee coaching is supposed to sound
Mattson's epic story about the day he learned how to use a sales methodology correctly.

David Mattson, CEO of Sandler (LinkedIn is his client), tells us why. He also says there's a HUGE upside to sales - if you're an AE, AD, BDR, SDR or Sales Leader, it will brighten your day.



Mattson reminds us that you sell what you sell every day - but your buyer doesn't buy what you sell every day. This reality is what makes salespeople necessary.



Sales Tales Episode 26: David Mattson - How do you sell to a Modern Buyer? Why get into selling?




What makes a customer a raving fan
Why it's a good profession (you can only get work-life balance in sales)
The four steps of a modern buyer journey
What 9 out of 10 sales orgs are getting wrong every day