Best Sellin‪g‬ Vince Beese

Our guest on this episode is Jon Ferrara. Jon is the Founder and CEO at Nimble and was the Co-founder at Goldmine, one of the early CRM applications for sales. Its safe to say that Jon is a pioneer in the CRM space.

Jon and I start the conversation discussing the origins of sales enablement and sales force automation. Jon believes to be a successful seller today you must build your brand and develop relationships through different channels and touch points.

Our guest on this episode is Jeremey Donovan. Jeremey is the SVP of Sales Strategy at Salesloft which is one of the premier sales enablement platforms in the market. 

Prospecting is hard, prospecting without data is even harder and can lead to decreased results. Jeremey and I discuss the importance to using data when crafting your messages and outreach. For example, did you know that using the word “imagine” in an email will decrease reply rates by 41%?

Our guest on this episode is Patrick Boucousis. Patrick is a High-Performance B2B Sales Coach and Trainer at The Sales Natural. He is also my first guest from Australia.

Patrick and I start the conversation discussing how to gain the trust of the buyer. Patrick shares with us his approach to using natural conversations to build the relationships and buyer trust. We then explore to the importance of the discovery call and understanding what the buyer values.

Our guest on this episode is Jason Cutter. Jason is the Founder of Cutter Consulting Group and the author of Selling with Authentic Persuasion. 

Jason and I start the podcast discussing his new book. The book focuses on being authentic when selling by being self aware and understanding the way that you sell. It’s not about how you would like to be sold to, its about how your customers would like to be sold to. 

Thanks for tuning in. This is Best Selling.

Our guest on this episode is Steve Pacinelli. Steve is the CMO at BombBomb.

Steve and I discuss the value of video vs. email and voice. Its important to note that video is 3 dimensional you have, 1) body language, 2) tone and 3) word selection. Where email is just word selection and voice is tone and word selection. So if you want to be more personal start using video for intros, follow up or whenever the message would be better served one to one.

Our guest on this episode is Gessie Schechinger. Gessie is the VP of Sales at Oncourse which is a sales engagement platform for sellers.

Much of the focus of this episode is on how to effectively take advantage of LinkedIn for starting relationships and developing new opportunities. Gessie shares lots of great advise like; how to get your invites accepted, how to use hashtags to post and find relevant connections, and how to ensure your profile is updated for success.