#25 Walking the Walk of a Trusted Advisor in the Time of Covid

Driving B2B Sales Revenue

English - October 12, 2020 05:00 - 29 minutes - 20.2 MB
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Previous Episode: #24 A Holistic Approach to Hiring and Leading a Revenue Organization

Next Episode: #26 From Hip Hop to Chess - The Winning Sales Philosophy of DeJuan Brown

ABOUT THE GUEST: STEVEN ANTONACCI, SENIOR TEAM LEAD AT SMITH AND ASSOCIATES

From Steve’s LinkedIn profile:

“In my role as Team Lead, I serve the team as mentor, teacher, and sales leader. My goal is to develop and maintain effective, mutually satisfying relationships and to bring my clients to the highest level of fulfillment by providing responsive service and addressing the full spectrum of their supply chain challenges. I do this through needs analysis, process review/improvements and establishing key cost saving programs.”

Find Steve on LinkedIn here:
https://www.linkedin.com/in/steven-antonacci-0a733266/

ABOUT THE EPISODE:

Steve is a unique seller because he is 100% focused on a service attitude and because he has a partnership and leadership first perspective that has served him, his clients, and his self-created partner network very well even through the craziness of Covid. In this episode, Steve talks about what it means to walk the walk of a trusted advisor and how to sell from a service perspective. Way more than lip service here - this is the real deal at a very tactical and practical level!

0:45 - What is the best piece of sales advice that Steve has ever received?

3:48 - What’s some of the worst sales advice Steve ever heard (it includes spaghetti)

7:03 - David sets the context for the episode

8:12 - Steve discuses his background at Smith & Associates to set the context for the conversation

10:56 - Steve speaks more specifically about Smith & Associates and how they provide value

13:10 - Steve talks about prospecting in the time of Covid

17:35 - What are some of the unique challenges Steve is seeing in the marketplace among companies that are doing relatively well in this environment - those who are still selling and buying right now?

20:45 - How does Steve suggest that sellers overcome the uncertainty that most of us are feeling in the market right now?

22:35 - Does the way that a person expresses discipline in their free time correlate to the kind of discipline a person needs to succeed in sales and business?

26:19 - What are some of the resources that have helped Steve to sustain the momentum he demonstrates in his personal and business life?

28:11 - Where can you find and/or learn more about Steve