20 episodes

Business leader Russ Salzer joins Jon Stanis and other guests to talk about the problems that salespeople, managers, and teams face in their work. Subjects include prospecting, getting to close, the human element, the sales process, and more.

Inner Sales Sales podcast from 3YG

    • Business

Business leader Russ Salzer joins Jon Stanis and other guests to talk about the problems that salespeople, managers, and teams face in their work. Subjects include prospecting, getting to close, the human element, the sales process, and more.

    20: Please Lie To Me

    20: Please Lie To Me

    Thompson Barton has had great success helping teams of all kinds with his transformational workshops on accountability. In his book "Please Lie To Me" he describes how most adults live in fear of each other and how that fear holds us back in business. His Accountable Communication Technology workshops break down the fear and behaviors frame-by-frame to help teams overcome it for stunning results.
    Topics:
    Accountable Communication Technology
    Please Lie To Me
    What drives our fear?
    What is the old agreement?
    What is the new agreement?
    How does fear apply to sales?

    • 1 hr 20 min
    19: Does Your CFO Help You Win More Customers?

    19: Does Your CFO Help You Win More Customers?

    Kirk W. McLaren, CEO of Foresight CFO, joins Russ and Jon to talk about how to grow your company with a Growth CFO. Topics include how to have a growth mindset when it comes to company financials, sales post mortem, how to beat sales forecasts, and more!

    • 37 min
    18: Sales Ratios Revisited

    18: Sales Ratios Revisited

    Russ and Jon bring back the subject of sales ratios.

    Sales ratios are essential in every step of the sales pipeline from prospecting to closing a sale.

    The most important sales ratios are:
    1. Proposal/Win Rate
    2. Gather Information/Win Rate
    3. First Appointment/Win Rate
    4. Verbal Yes/Win Rate
    5. Opportunity Ratios

    • 24 min
    17: Top 10 Essential CRM Features

    17: Top 10 Essential CRM Features

    Russ shares his top 10 features of a functional CRM. We cover the sales funnel from prospecting to closing a deal.

    • 37 min
    16: LIFO Selling Styles

    16: LIFO Selling Styles

    What is LIFO Selling Styles? In this episode, Russ educates Jon on the LIFO Selling Styles program and how it helps salespeople find their preferred selling style.
    LIFO Selling Styles breaks down behavior into four categories.
    - Supporting/Giving
    - Conserving/Holding
    - Adapting/Dealing
    - Controlling/Taking
    Everyone has each expression but tends to prefer one over the others depending on the situation. Understanding these styles will help your sales team serve your potential clients in a mutually beneficial way.

    • 37 min
    14: Why Do You Pretend?

    14: Why Do You Pretend?

    Do you pretend you are going to hit your sales numbers when you know you won't? How about that you will prospect twice a day when you know you will not.
    We all pretend.
    In this episode, Russ and Jon discuss the reasons why we pretend and how to move past pretending to an open and trusting environment.

    • 33 min

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