Full Notes
https://www.salestuners.com/caponi/

Takeaways

• Ask for Time on the Calendar: The best evidence a customer is truly engaged is their willingness to put you in their calendar for another discussion. Reps lose control of deals because they're not getting on the customer's calendar. Before you hang up or step out of the meeting, secure the follow-up.
• Develop a Thirst for Learning: To continue improving, stay engaged in your own education. Whether it’s reading books, listening to podcasts, subscribing to trade magazines or just participating in discussions, you have to stay current with both your buyer and your industry.
• Don’t Pounce: When handling objections, let the prospect believe that it’s the first time you’ve heard that issue and attempt to solve it specifically for them.

Book Recommendation

• The Challenger Sale by Matthew Dixon and Brent Adamson
• The Sales Acceleration Formula by Mark Roberge
• What Great Salespeople Do by Ben Zoldan and Michael T. Bosworth

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes

https://www.salestuners.com/petetheplanner/

Takeaways

1. Lifestyle Creep: Even when you hit your sales goals and bring home a commission check, be careful to not splurge. Avoid the yo-yo effect and focus on achieving your financial goals by hitting your sales goals.
2. Be Present: Know your stuff, but beyond the presentation know your audience and acknowledge the moment — not just your agenda.
3. Personal Responsibility: Take responsibility for both the wins and the losses. Then learn from the no’s in order to better communicate your value.

Book Recommendation

• The Success Principles by Jack Canfield

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes

https://www.salestuners.com/barrows/

Takeaways

1. Prospecting: By simply picking up the phone you open up a world of new opportunities. Prospecting helps solves a lot of problems while developing you faster.
2. Time: Time is the most valuable asset any of us have. When reaching out to a prospect be clear on the value by doing research, asking good questions, sharing insights, and testing out different approaches.
3. Goals: Goal setting is one of the most important things any sales rep can do in their career, whether it’s daily weekly, monthly, or annually. The act requires you to ask yourself questions in preparation for prospecting meetings and help you to proactively address objections.
4. Objection handling: Feel, Felt, Found - I totally understand how you feel, other people have felt the same way, what I’ve found is...

Book Recommendation

• Influence by Robert B. Cialdini

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes

https://www.salestuners.com/vance

Takeaways

1. Candor: Prior to kicking off a sales call, set the ground rules for the meeting.
2. Practice: Stepping into the “batter’s box” helps great hitters hone their craft. The same is true for even the best salespeople.
3. Be Proactive: Salespeople often lose control of the sales process when they get ahead of themselves in answering questions.

Book Recommendation

• Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg

Sponsor

• Octiv - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes

https://www.salestuners.com/tomey

Takeaways

• Listen: Don’t dominate the conversation. Spend more time listening and, ask better questions.
• Recharge: Celebrate the wins and give yourself some space to unplug so you can be at your best when it’s showtime.
• Research: If you’re selling to a public company a 10K can be a roadmap to gold.

Book Recommendations

• The Challenger Sale by Matthew Dixon
• Escape Velocity: Free Your Company's Future from the Pull of the Past by Geoffrey Moore

Sponsor

• Octiv - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes

https://www.salestuners.com/rj

Takeaways

1. Your Network is your Net Worth: Spend the time necessary to grow your relationships both inside your organization and outside of it.
2. Coaching High Performers: Before starting the conversation use a simple three-part question, Do you want me to listen? Do you want me to fix? Or do you want me to coach?
3. Enablement is Ongoing: Simply put, enablement is not a single event, it’s getting the right people in the right conversations at the right time with the right information and it can’t start early enough.

Book Recommendation

• The Challenger Sale by Matthew Dixon

Sponsor

• Octiv - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes

https://www.salestuners.com/grant

Takeaways

• Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers.
• Make it Personal: Although tempting, don’t just use the templated email that you know won’t get opened. Spend the time to identify details about the person you’re emailing and get creative with it.
• Email Subject Lines: Using anonymous data across all clients, SalesLoft has determined the top subject lines had three things in common - they were three words or less, they contained some sort of mail merge data, and they contained a question mark.
• Discounting: While obviously wanting to maximize contract values, there are four appropriate situations where you can provide a discount. Can you get your prospect to sign a longer term commitment? Are they buying the highest version or package of the service? Can they buy higher quantity of the package or service? Are they able to buy today or pay cash upfront for the entire order?

Book Recommendation

• Moneyball: The Art of Winning an Unfair Game by Michael Lewis

Sponsor

• Octiv - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Full Notes:

https://www.salestuners.com/rowley

Takeaways

1. Share: Even if what you share is unrelated to what you’re trying to sell, doing so allows you to show you care, which drives future opportunities.
2. Focus on the Customer: Know the buyer from every angle at the company and personal level.
3. Provide Value: Constantly consume and share content that will be relevant to your buyers.

Book Recommendation

• Tribes: We Need You to Lead Us by Seth Godin

Sponsor

• Octiv - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

SalesTuners is a weekly interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. 

This episode is my introduction and my why. Learn more at SalesTuners.com!