Sales Influence Podcast
599 episodes - English - Latest episode: 3 months ago - ★★★★★ - 308 ratingsToday's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!
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Episodes
ShuHaRi - Developing Your Selling Style | EP421
January 16, 2024 18:19 - 7 minutes - 6.76 MBWhen I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,’ a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases: Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the funda...
Connecting with Emotional and Rational Buyers - EP420
January 09, 2024 19:49 - 6 minutes - 5.6 MBIn this session, you’ll learn the difference between how rational and emotional buyers make buying decisions. You’ll also be asked to evaluate what type of speaker, presenter or trainer you are and why it’s critical that you align yourself and your material with their audience. Whether you’re an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive. Lastly, you’ll learn the 3-Step BLEND formula for creating a presentation, speech...
AI Will Eliminate Jobs - #419
August 31, 2023 13:55 - 8 minutes - 7.7 MBAI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.
AI Wrecks the Sales Market - #418
August 27, 2023 13:54 - 9 minutes - 8.14 MBAI will change how we sell and how buyers buy.
AI Makes Buying Easy - #417
August 25, 2023 13:51 - 8 minutes - 7.29 MBHere's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.
7 Rules for Sales Masters ( Top Performers) -#416
June 01, 2023 14:56 - 9 minutes - 8.84 MB7 Rules for Sales Masters ( Top Performers) with Victor Antonio
Client says, "I'm busy call me later." #415
May 17, 2023 19:34 - 10 minutes - 9.14 MBThe client says, "I'm busy call me later." What do you do?
Asking Painful Questions using a Psychological Chute #414
May 08, 2023 14:30 - 9 minutes - 8.29 MBAsking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention. This was highlighted in Robert Cialdini's book Pre-Suasion.
Mastering Video Prospecting with Jarrod Best-Mitchell, Sales Influence(r)
May 04, 2023 10:55 - 55 minutes - 63.1 MBIn this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell where we talk about tactics and strategies for video prospecting and getting more business.
Reduce Buying Friction - SIP #413
May 01, 2023 21:33 - 9 minutes - 8.48 MBLearn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www.victorantonio.com
Overcoming Sales Mistakes with Andrew Sykes, Sales Influence(r)
April 13, 2023 20:34 - 39 minutes - 36.5 MBOn this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales. 04:00 Mi...
Increase Average Deal Size with Decoy Pricing Options - SIP #412
March 15, 2023 11:51 - 7 minutes - 6.67 MBIf you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com
Increase Average Deal Size with Decoy Pricing Options - SIP #400
March 15, 2023 11:51 - 7 minutes - 6.67 MBIf you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com
Sales Relationship Matrix with Barry Trailer, Sales Influence(r)
February 22, 2023 14:32 - 1 hour - 71.9 MBIn this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix. LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com
Artificial Intelligence Breakaway Speed with Jim Dickie, Sales Influence(r)
February 22, 2023 14:15In this episode of the Sales Influence podcast, we talk about Artificial Intelligence or AI's Breakaway Speed with Jim Dickie. We talk about how the buyer has changed, and how tools are now dominating the sales landscape. #salesinfluence #ai #artificialintelligence
Building Better Proposals with Joe Ardeeser, Sales Influence(r)
January 30, 2023 13:33 - 38 minutes - 53.5 MBJoe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast.
Sales Innovation Paradox with Dr. Howard Dover, Sales Influence(r)
January 24, 2023 00:19 - 1 hour - 94.1 MBAs sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver...
Unlock Your Full Potential with Udi Ledergor, Sales Influence(r)
January 15, 2023 19:00 - 52 minutes - 60.9 MBUdi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.
Transformative Speaking with Marcus Sheridan, Sales Influence(r) - EP 563
January 01, 2023 15:49 - 1 hour - 69.5 MBThis is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'! I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction. Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members. #marcussheridan #salesinfluence
Practicing Sales Excellence with Kevin 'KD' Dorsey, Sales Influence(r)
December 04, 2022 20:00 - 49 minutes - 68.1 MBKevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work. In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team. Sponsored by BigTinCan, http://www.Bigtincan.com
Flipping Your Sales Lens with Bob Moesta, Sales Influence(r)
December 02, 2022 23:20 - 45 minutes - 53.1 MBBob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers’ motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success. An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry,...
Million Dollar Mango with Donald Kelly, Sales Influence(r)
November 30, 2022 22:58 - 1 hour - 74.3 MBIn this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly. His story is inspirational and is guaranteed to inspire you to sell more! This podcast is sponsored by Bigtincan, a sales enablement platform to help salespeople create, connect and convert. http://www.Bigtincan.com
Get Inside Your Buyer's Brain with Tim Riesterer, Sales Influence(r)
November 06, 2022 20:27 - 53 minutes - 61.9 MBJoin me and Tim Riesterer on the buying motives of the human brain. This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast. #timriesterer #salesinfluence
The Silent Influencer with Rob Ashton, Sales Influence(r)
November 01, 2022 10:49 - 1 hour - 78.5 MBThe way we write is wrong! Few people really understand how the words we read and write affect what we think and do. Rob's on a journey to uncover and share the science behind it, so we can all build better working and personal relationships through email and personal communications. This Sales Influence podcast is sponsored by http://www.bigtincan.com
The Dark Sales Funnel with Joe McNeill, Sales Influence(r)
October 26, 2022 01:38 - 42 minutes - 49.8 MBIn this episode, Joe McNeill of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel. #darkfunnel #bigtincan sponsored by http://www.Bigtincan
CX & Future of Marketing with Robert Rose, Sales Influence(r)
October 18, 2022 14:18 - 46 minutes - 64 MBIn this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.
The Big Deal with Luigi Prestinenzi, Sales Influence(r)
October 11, 2022 15:15 - 58 minutes - 67.6 MBIn this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.
Your Pipeline is Lumpy with Matt Heinz, Sales Influence(r)
October 05, 2022 13:18 - 49 minutes - 57.2 MBGreat discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan! #bigtincan #lumpypipeline
Profitable Prospecting with Mark Hunter, Sales Influence(r)
October 04, 2022 17:04 - 47 minutes - 65.9 MBWhat can you do to prospect more effectively? Find out on this Sales Influence podcast with Mark 'The Sales' Hunter.
411 - Status Quo v. Indecision
October 04, 2022 13:39 - 5 minutes - 5.18 MBKnowing which state a client is in, will guide our sales conversation to a higher close rate.
410 - Derisk Indecision
September 29, 2022 13:12Get to Yes by De-risking Indecision is all about finding a way to reduce the buyer's perceived risk and increase their certainty of outcome with the outcome being, closing more deals (i.e., Derisk the Deal)
Client says, " Can we do another Demo? " - EP409
September 22, 2022 12:14 - 6 minutes - 5.35 MBWhat should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast
The JOLT Effect with Matt Dixon, Sales Influence(r)
September 19, 2022 17:11 - 1 hour - 87.1 MBThe JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.
408 - 4 Sales Scenario Presentations
September 15, 2022 19:03 - 7 minutes - 6.12 MBContext matters! There are 4 sales scenarios you should prepare for when making a presentation. #salespresentation
407 - Investor Pitch Formula
September 14, 2022 14:22 - 6 minutes - 5.95 MBUse this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his book SPIN Selling. #spinselling #neilrackham #investorpitch http://www.VictorAntonio.com http://www.SalesVelocityAcademy.com
406 - When Prospects Hesitate...Do this
September 13, 2022 20:18 - 6 minutes - 5.93 MBWhat do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips
Organize Your Spaghetti with Amy Franko, Sales Influence(r)
September 06, 2022 15:25 - 51 minutes - 59.4 MBThis episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business. #amyfranko #bigtincan
A CEO's Diary with Brandon Bornancin, Sales Influence(r)
August 25, 2022 20:24 - 48 minutes - 44.7 MBCEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips. #bigtincan #seamless #brandonbornancin
Selling in a Recession #17 - Categorize Your Clients
August 20, 2022 16:00 - 2 minutes - 2.04 MBSelling in a Recession #17 - Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver...
Selling in a Recession #16 - CXO to CXO Leverage
August 19, 2022 18:40 - 3 minutes - 2.96 MBSelling in a Recession #16 - CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). I...
The Story Seller with Bernadette McClelland, Sales Influence(r)
August 18, 2022 12:28 - 55 minutes - 64 MBIn this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling. This episode is sponsored by Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com
Selling in a Recession #15 - No Discounting
August 17, 2022 11:48 - 2 minutes - 2.16 MBSelling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Sell...
Honor Your Prospects with Tony Parinello, Sales Influence(r)
August 16, 2022 10:32 - 59 minutes - 82.2 MBIn this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and how you can sell more effectively to decision-makers and influencers. Tony has an amazing background in sales; you're bound to learn something new in this interview sponsored by Bigtincan. #sellingtovito #tonyparinello #bigtincan Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com
Elite Sales Strategies with Anthony Iannarino on Sales Influence(r)
August 12, 2022 14:58 - 52 minutes - 72.8 MBElite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales engagement. This episode is brought to you by Bigtincan http://www.Bigtincan.com
Selling in a Recession #14 - Easy Access to Decision-Makers
August 12, 2022 04:00 - 1 minute - 1.76 MBSelling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lin...
Selling in a Recession #13 - Less Competition
August 11, 2022 19:14 - 1 minute - 1.96 MBSelling in a Recession #13 - Less Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In th...
Sales Enablement Obsession with Rusty Bishop, Sales Influence(r)
August 10, 2022 01:43 - 1 hour - 70.7 MBBigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today. Link: http://www.Bigtincan.com
Selling in a Recession #12 - Offer FREE Training or Services
August 10, 2022 01:40 - 3 minutes - 2.9 MBSelling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver l...
Selling in a Recession #11 - Offer Better Terms & Conditions
August 10, 2022 01:38 - 2 minutes - 2.74 MBSelling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver...
Selling in a Recession #10 - Oust Your Competition
August 04, 2022 04:00 - 2 minutes - 2.54 MBSelling in a Recession #10 - Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In...