Sales Influence - Why People Buy‪!‬ Victor Antonio

On this week in sales we’ll be looking at:

All the sales tech companies getting funding (the market is booming)
Chorus.ai doing conversational intelligence within Zoom meetings
Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns
Can Sales Assessments Help Address High Sales Turnover Rates?
Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams
and much more!

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change.

Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor:

M.oney (cost of switching)

E.ffort (required to switch)

T.ime (investment and delays due to switching)

A.doption and/or A.cceptance (will people/employees/team members use it)

On this week in sales we’ll be looking at:

- Zoominfo buying Chorus.ai
- Faceless avatars being set to take over the sales profession
- How much should you spend on Sales Enablement
- If a college degree is worth the investment

And much more!

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company. I moved my family to Argentina where I would run the territory.
After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going. The conversation we had that day transformed me from a price seller to a value seller.
That was the day I almost got fired…this is my story.

#valueoverprice #nodiscounting

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.