Breakaway Sales is essential training, lessons, expertise and insights to empower you with ongoing expert sales coaching so you can crush quota. Host Mike Kerrison has spent his career helping salespeople, sales managers, and sales organizations develop high performance, Breakaway sales skills. His innovative solutions, down-to-earth delivery and field-tested, results-driven methodologies help thousands of sales reps across different industries around the country build better careers and better lives.
Selling to the Chief Marketing Officer: The Engine for Attraction
The CMO is responsible for understanding the unique story of an organization and who wants to hear that story. In ideal cases there's a close relationship between the CMO and a VP of Sales, so that the marketing and sales messages are consistent. Selling to the CMO means knowing what's important to them and how to speak their language - and especially what their frustrations are with ineffective marketing. In today's episode Mike talks through the relationships and responsibilities salespeople should understand when it comes to selling to the CMO and introduces us to his Breakaway Marketing Attraction Engine, a methodology for easy modern marketing.
How to Sell to the CFO: Ask The Right Questions & Listen For The Opportunities
The CFO has eyes on a network of complexities inside a successful business, from revenues to reporting, taxes to managing targets. They're looking for some specific things in a sales conversation - things that deliver confidence or that contribute to skepticism. In today's episode I'll break down what the CFO is experiencing and how your leading questions, listening, and especially objection handling must be laser focused on what the CFO needs and wants to hear and know from you to move forward with confidence.
How to Sell To the CEO: Adjusting Your Technique and Approach
This episode of Breakaway Sales Pro starts a series of selling to the C-Suite, and we're starting off with the CEO. How do you sell to the CEO? What are their unique needs, perspectives, and problems? How can you connect?
The CEO's primary responsibility is one of vision, leadership, and guidance. They need to be meticulous planners, gatekeepers, key-holders and prognosticators. Learn more about how your product, services, and sales messaging needs to connect to those concerns so you're seen as an ally, trusted counselor, and ultimately a help - not a hindrance - for the CEO to get the job done.
The Personal Startup Productivity Hack: Creating The High Performance Day For Breakaway Results
When a brand new company gets started, they've got energy and inertia on their side. They're excited about what they're building, putting the right pieces together, focusing on the right things at the right times. Team members are surrounding themselves with other high caliber talents to help move the company forward.
Guess what - you are the CEO of You, Inc., and every day you have the power to manage your day to achieve results. This means focusing on the right things, at the right times, in the right ways. It also means creating a lifestyle that helps you get good work done.
In this episode of Breakaway Sales Pro, Mike Kerrison breaks down his daily workflow, how and why he does what he does to create success, and how each day's exercise in Mental Toughness can help you take small, realistic steps to achieving breakaway sales results.
The Fool-Proof Formula: How To Handle Objections Part 2
Today we're going to look at a real-world, actual scenario where, facing objections that threatened a mid-six-figure deal, I responded to those objections with listening, empathy, understanding, and problem solving. This is real meat-on-the-bone stuff - the must-do, tactical and practical art of not falling into pitfalls, traps, or bad habits and instead getting the customer on your side to get deals done. Learn more about these and other ways to improve your sales skills at mikekerrison.com!
Handling Objections Part 1: 3 Steps to Mastery
Objection handling is a key skill for the breakaway sales pro, and sets apart the top tier from the rest of the pack. In this episode we unpack 3 essential steps for successfully handling objections - eliminating friction, turning "no" into "not yet", and learning to stay involved. Additionally we'll look at the 4 aspects of the objection: No trust, no need, no help, no hurry. When you understand which of these your prospect is dealing with, you can learn to overcome.