Sales Influence Podcast

Victor Antonio
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Sales Influence Podcast

Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!

  1. HACE 4 H

    Buyer's Matrix - Sales Influence Podcast - SIP 545

    Stakeholder Framework 🎯 The MUTE acronym (Management, User, Technical, Economic buyers) provides a comprehensive framework for identifying and addressing key stakeholders in the sales process. 🔍 Stakeholders are distinguished from buyer personas by their actual decision-making responsibility within the company, making them crucial targets for sales efforts. Buyer Concerns 💼 Management buyers (executives and above) are essential for ultimate decision-making, while User buyers focus on practical application of the product or service. 🔧 Technical buyers evaluate interoperability, upgradeability, expandability, and compatibility of products with existing systems, as well as long-term maintenance. 💰 Economic buyers (purchasing department) prioritize price, breakeven points, return on investment, and return on assets when considering a purchase.

    10 min

  2. HACE 3 DÍAS

    Sales Enablement - Sales Influence Podcast - SIP 544

    Sales Enablement Impact 🚀 61% of companies have a sales enablement position, boosting quota achievement by 23% compared to those without. 💼 Sales enablement focuses on training, tools, and talent development, covering technical product knowledge and sales process skills. Time Management and Productivity ⏰ Only 37% of salesperson time is spent on actual sales activities, highlighting the need for productivity-enhancing tools. 🔧  A sales enablement person can curate technology by testing and implementing tools to make salespeople more effective. Training and Development 📚 Developing a sales training cadence involves determining frequency, types (classroom, LMS, video conferencing), and testing methods. 🎯 Effective sales enablement can help companies grow by 23% in terms of quota achievement, according to a study.

    12 min

  3. HACE 5 DÍAS

    Popcorn and Pricing - Sales Influence Podcast - SIP 543

    Pricing Strategy 🏷️ Decoy pricing strategy involves placing the middle option closer to the highest-priced option to increase sales of the more expensive item, exploiting the brain's risk-mitigating tendency. 💰 In a National Geographic experiment, offering $7, $6.50, and $3 popcorn options led most people to choose the middle option, but many upgraded to the highest when comparing the 50-cent difference. Consumer Behavior 🧠 The brain's risk-averse nature often leads consumers to choose the middle option when presented with three choices, a tendency exploited by companies like Starbucks and McDonald's. 🔄 Adding a third option to a two-option scenario can significantly shift consumer preferences, as demonstrated in the experiment where a $5 option added to $7 and $3 choices led most to select the middle price. Sales Tactics 📊 To boost sales of premium products, offer three options with the highest price closer to the middle, e.g., $20,000, $17,000, and $10,000 instead of evenly spaced prices like $20,000, $15,000, and $10,000.

    8 min

  4. 25 FEB

    Bagels and Success - Sales Influence Podcast - SIP 542

    Mindset and Focus 🎯 Focusing on objectives rather than obstacles is key to achieving success, as it creates motivational momentum that helps overcome challenges. 🧠 The attitude towards an objective drives behavior, which in turn drives consequences, highlighting the importance of maintaining a positive mindset. Overcoming Obstacles 🚀 When faced with obstacles, concentrate on how to get around them rather than dwelling on why you can't achieve your objective. 💪 People who focus on objectives tend to find ways to overcome roadblocks, while those fixated on obstacles often give up when faced with difficulties. Optimism vs. Pessimism 🌟 An optimistic mindset focuses on what you want to achieve, whereas a pessimistic or cynical mindset dwells on what prevents you from reaching your goals.

    10 min

  5. 19 FEB

    Two Success Ingredients - Sales Influence Podcast - SIP 541

    Consistency and Value Creation 🎯 Consistency in creating valuable content is the key to attracting business and relationships, leveraging the principles of law of attraction and value attraction. 💪 While intensity and passion are relatively easy to achieve, maintaining consistency in content creation is challenging, especially when relying on external validation. Content Creation Strategy 🔄 Daily effort and staying up-to-date with industry knowledge are crucial for consistent value content creation, which becomes difficult without enjoying the process. 📊 Creating valuable content consistently is essential for sales success, enabling salespeople to understand customer needs, pain points, and industry trends. Long-term Business Impact 🌟 Consistent value content is vital for long-term success, helping salespeople build trust, establish credibility, and attract repeat business.

    10 min

  6. 18 FEB

    Authenticity Sells - Sales Influence Podcast - SIP 540

    Authenticity in Sales 🔑 Authentic selling involves being open and honest, connecting with clients as individuals rather than labels, and focusing on building genuine relationships and trust rather than saying the "right" things. 💡 The key to authenticity is trusting oneself enough to be open with clients, requiring self-awareness, self-acceptance, and self-trust, rather than trying to manufacture or learn it from others. Personal Approach 🌟 Effective selling comes from embracing one's unique strengths, communication style, and approach, rather than copying successful salespeople or seeking external approval. Emotional Connection ❤️ Authenticity's power lies in its ability to connect with clients on a genuine and emotional level, building long-term relationships that are more valuable than simply closing deals. Embracing Imperfection 🔓 Authentic selling involves being real and vulnerable, embracing imperfections and learning from mistakes, rather than striving for an unrealistic image of perfection.

    11 min

  7. 14 FEB

    Gratitude and Latitude - Sales Influence Podcast - SIP 539

    Emotional Intelligence in Sales 🧠 Cultivate an "attitude of gratitude and latitude" by appreciating what you have and giving people more breaks, understanding that humans make mistakes and are often going through personal challenges when they act out. 🎭 Practice empathy in sales and personal relationships by considering the fundamental attribution error and trying to understand others' perspectives rather than assuming their actions are about you. Mental Energy Management ⏳ Avoid wasting mental energy on issues that won't matter in 24 hours or less, including customer interactions, confrontations, and negative news, focusing instead on what you can control. 🎢 Moderate your emotions by avoiding extremes in response to both positive and negative events, maintaining an even keel to prevent emotional rollercoasters and disappointment. Personal Growth 🌱 Grow your "empathy tank" by being more understanding and forgiving of others, which helps maintain composure and prevents being thrown off balance by others' actions.

    11 min

  8. 11 FEB

    Upsell Conversation Starters Part 2 - Sales Influence Podcast - SIP 538

    In this episode of the Sales Influence podcast, Victor talks about upsell conversation starters to use during sales pitches.

    10 min
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Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!

Información

  • Creador
    Victor Antonio
  • Años de actividad
    2016 - 2025
  • Episodios
    621
  • Clasificación
    Apto
  • Mostrar sitio web
    Sales Influence Podcast

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