SalesTV Live Podcast

In this episode of SalesTV, we explored the intricate world of corporate procurement with procurement specialist Michael Pearson. We uncovered strategies and insights to effectively engage with procurement professionals and transform challenges into opportunities for success. Michael shares his vast experience to help sales teams build meaningful relationships with procurement, discussing key motivations, negotiation tactics, and common mistakes to avoid. He sheds light on what procurement truly values, providing practical tips on initial contact, pitching, and navigating the negotiation phase. Highlights06:57 Early contact helps build rapport with procurement16:31 Ideal customer focus crucial19:33 Stay in contact, be comprehensive. Avoid extensions23:24 Expect price skepticism from procurement  SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Procurement #RFP #Buyers #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we discovered how to start driving value in sales and gained insights on stakeholder engagement and strategic vision from transformational leader Wendy Herbst. Learn actionable tips on differentiating your product. Understand the importance of asking the right questions and repositioning your offerings to create value rather than competing on price. Wendy highlights the significance of being inquisitive, from understanding market structures to drilling down on customer needs and how they can be met. Value creation starts with the salesperson’s mindset. Wendy explains how to ask the right questions to unearth customer challenges and provide tailored solutions, which can lead to increased margins and customer satisfaction. Highlights07:14 Focus on solving problems, not selling products11:09 Analyzing the entire value chain to improve pricing strategy14:43 Collaboration between sales and marketing is critical19:50 Learning drives change, growth, and value creation  SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Performance #SalesExcellence #CompetitiveEdge #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we explored how human needs and communication shape leadership and sales from motivational leadership expert and founder of Evolspiration, Elise Slotte. Discover how understanding and meeting basic human needs can significantly enhance employee performance and motivation. Elise talks about Maslow’s hierarchy of human needs, explaining how feeling safe, loved, unique, and purposeful are pivotal not only in our personal lives but in professional settings as well. The discussion brings clarity to why a motivated workforce is crucial and how leaders can harness genuine human connection to drive performance. Highlights07:26 View team members as people, not roles10:12 Leadership must balance productivity and human sensitivity14:55 Upskill or risk AI replacing your sales role22:28 Understanding behaviors aids effective team leadership 24:04 Employee safety and motivation crucial for retention.  SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we dive into the high-stress world of Customer Success Managers (CSMs) and explore actionable strategies to improve their experience with our guest, customer success leader Lara Barnes. Learn practical solutions to enhance business efficiency and ease the CSM workload by refining internal systems and processes. Lara highlights the importance of building trust with customers through measurable outcomes. Discover how her team integrated systems across multiple departments after acquiring four companies, utilizing a value realization framework to track customer adoption levels and ensure continuous value delivery. Highlights04:20 Customer success's value in business and collaboration09:47 CSMs face inefficiency, constant repetition, and pressure21:00 CS leaders bridge customer insights across business30:24 Set daily goals, measure impact, achieve success SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #CustomerSuccess #Loyalty #Retention #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Michael Phelan, founder of GoToMarketPros, shares insights on closing sales performance gaps. Learn how understanding critical performance metrics and competitive insights can give your sales strategy the edge it needs to surpass competitors. Understand why knowing where you stand relative to your peers is vital in today’s competitive environment. And discover how successful salespeople assess and understand performance gaps to boost their results. Highlights03:13 Sales reps must effectively engage prospects, identify gaps07:28 Use review sites to identify brand weaknesses18:01 SaleThru ranks retailers to influence buyer decisions22:55 Innovative approach secured major sales, energized team  SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Performance #SalesExcellence #CompetitiveEdge #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we dissect the intricacies of effective sales management and change management with our guest Kate Philpot, Global VP of Sales Enablement at Getty Images. Discover the benefits of scheduling meetings with yourself to foster reflection and research time - essential strategies to succeed in sales. Learn why focusing solely on numerical metrics falls short and how incorporating a more curious, coaching-centric approach can radically transform your sales team. Kate also sheds light on why many employees leave managers instead of organizations and discusses the importance of fostering job satisfaction. Highlights05:20 Prioritize time for effective business planning11:15 People leave managers, not organizations14:04 Coaching requires curiosity, independence, meaningful conversation27:45 Deliberate learning requires time and dedicated practice  SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #ChangeManagement #SalesEnablement #SalesTransformation #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we uncover tips on simplifying go-to-market strategies, aligning sales and marketing, and navigating the SaaS landscape from Louis Fernandes, Director at Magnitude 10 Associates. Explore the challenges and solutions for navigating complex purchases, aligning sales and marketing teams, and simplifying messaging to stand out in crowded markets. Gain practical knowledge on understanding your ideal customer profile (ICP), Segmenting, Targeting, and Positioning (STP), and the significance of maintaining clarity in your value propositions. And learn the fundamentals of achieving profitable, sustainable growth in the ever-evolving SaaS industry. Highlights07:00 Confusion arises from disjointed sales and marketing13:16 Focus on real value drivers for cohesion21:41 Staying focused on target audience optimizes success23:52 Balance brand and sales activation for success  SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #GoToMarket #SaaS #GTMStrategy #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, Leighann Lovely, COO at Sales Rescue LLC, shares her valuable insights on creating a sales-ready presence and building a professional digital profile. Leighann emphasizes the importance of personal branding and how being authentic can set you apart in the sales world. Discover how to make your online presence powerful and credible while avoiding common pitfalls. Learn actionable tips on optimizing LinkedIn profiles, balancing personal branding with professional content, and making your digital footprint work for you. Highlights05:35 Optimize your online presence for professional credibility09:13 Extreme beliefs may affect business relationships13:18 Personal storytelling enhances social media engagement14:15 Authenticity distinguishes great salespeople from average  SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #SalesReady #PersonalBrand #DigitalPresence #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV, we dive deep into the art of building a pipeline of sellers with the accomplished Eliana Medeiros. Offering a profound glimpse into her extensive luxury sales background, Eliana shares valuable strategies for creating a robust and active network of team members and partners, particularly in the luxury industry. Eliana emphasizes the significance of training and onboarding as part of building a high-caliber pipeline of sellers. Learn how examples from renowned brands like Tiffany and Apple incorporate luxury brand values into their customer engagement strategies, contributing to their enduring success. Highlights05:44 Personalized customer experience is key in sales12:22 Success requires understanding clients and impactful trends18:21 Proper onboarding is crucial for brand consistency23:12 Apple mimics luxury to enhance sales experience  SalesTV.live Early Edition broadcasts live on Tuesdays at 8:45am BST. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #Sales #SalesLeadership #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com

In this episode of SalesTV Live, we discover why your sales team hates role play and learn effective strategies to create a safe and impactful training environment sales training expert Cameron Badger, Founder and CEO of PraxisPro. We discuss why sales professionals often dislike role-playing sessions and how leaders can transform these exercises into positive and impactful training tools. Learn tips on developing a comfortable and growth-oriented atmosphere for role-playing, making role-play sessions enjoyable and insightful for every sales rep. Highlights03:18 Leaders must foster a learning, mistake-friendly environment07:33 Enhancing rep skills in-field poses developmental challenge13:55 Frequent feedback ensures development19:39 Reframe role playing to add value effectively  SalesTV.live Mid-Day Edition broadcasts live on Wednesdays at Noon ET/ 9:00am PT. Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success. You can find a link to our upcoming live shows at https://SalesTV.live #RolePlay #SalesTraining #SalesLeadership #Sales #Pipeline #LinkedInLive #Podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salestv.substack.com