43 episodes

Welcome to Ask the Right Questions, The Sales and Marketing Podcast with Paul Lafleur and Fab Calando!

This show is for B2B salespeople, marketers, executives and business owners who want to learn the real tactics and strategies that the best in the business are using to grow their businesses today. We share some behind the scenes experience, offer up exclusive conversations with world-class sales professionals, marketers and business owners -- and bring you real lessons from the people changing the game in current sales and marketing today.

Every great salesperson and marketer has a coach.

Ask the Right Questions, The Sales and Marketing Podcast Fab Calando & Paul Lafleur

    • Business

Welcome to Ask the Right Questions, The Sales and Marketing Podcast with Paul Lafleur and Fab Calando!

This show is for B2B salespeople, marketers, executives and business owners who want to learn the real tactics and strategies that the best in the business are using to grow their businesses today. We share some behind the scenes experience, offer up exclusive conversations with world-class sales professionals, marketers and business owners -- and bring you real lessons from the people changing the game in current sales and marketing today.

Every great salesperson and marketer has a coach.

    Here's How to Handle Sales Objection to Close More Deals

    Here's How to Handle Sales Objection to Close More Deals

    They happen all the time.

    They can happen anytime.

    And they aren't always obvious.

    Objections can throw off the best reps for many reasons:


    Not sure how to deal with them
    Not aware that there's an objection
    Too excited
    Too emotionally invested in the deal...


    In this episode, Paul explains to Fab how a rep should go about handling sales objections.


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    Send in a voice message: https://anchor.fm/sales-marketing/message

    • 16 min
    How Squash Your Insecurities to Create More Content

    How Squash Your Insecurities to Create More Content

    Creating content...

    We've been talking about creating content for 10+ years now.

    Content helps you sell and market. With it, you grow and become an expert. It helps build trust.

    It's a win-win option.

    So why don't people do it more?

    In this episode Fab and Paul help you build trust with your clients and potential customers


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    • 13 min
    How & When To Close A Deal

    How & When To Close A Deal

    What's the goal of every salesperson? 

    Close the deal. 

    Sure, closing deals is the job. But it also means one step closer to being a top rep and getting a commission. 

    But how do you close a deal? People paint it as the ultimate step, but Paul explains how it's much more organic than that. If executed properly, closing should end up being the logical conclusion of your sales process. 

    Enjoy the show!


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    • 14 min
    Sale meetings: How to start your sales team's day off with a 💥

    Sale meetings: How to start your sales team's day off with a 💥

    We won't hide it...  

    Sales meetings can be brutal.  

    But they can also be great. They can motivate, inspire, push and bring the team to the next level.  

    If you're struggling with your sales meetings, this episode is for you.


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    • 26 min
    How to Handle Sales Resistance to Close More Deals

    How to Handle Sales Resistance to Close More Deals

    Don't you ❤ it when you work a prospect hard only for them to tell you, "let me think about it" or "it's too expensive"?

    Does it make you angry? Nervous? Anxious or stressed?

    Those are examples of resistance, and most salespeople aren't aware that's what it is.

    It's not that the prospect is going to go back to their desk and ponder the question. Your potential clients are delaying; they're afraid to pull the trigger.

    And that's normal. It's nothing against you.

    There are a lot of different types of objections, and they can all impede your sales success if you don't know how to handle it well.

    In this episode, Paul and Fab discuss how to lower resistance to close more deals.


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    • 12 min
    Does everyone in the organization need sales skills?

    Does everyone in the organization need sales skills?

    Salespeople need selling skills.

    OK. That's obvious.

    But what about your marketers? It's not a far stretch to think that they need to understand sales.

    OK, but what about your accountants, HR specialists, and developers?

    The truth is that everyone, at every organization, from time to time, needs to sell their ideas internally: we need new accounting software, we need to rewrite the code, etc.

    There are two ways to go about it: the way that might get you what you want, and the way that will probably end in frustration.

    You see, what most don't realize (👈 even most salespeople and sales leaders) is that most sales skills are listening and communication skills.

    Learn how to sell your ideas internally today.

    Enjoy the show!


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    • 21 min

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