Communication

In another stellar sales interview with another stellar sales guru, host Steve Benson sat down with globally recognized sales differentiation expert Lee Salz - author of the acclaimed The First Meeting Differentiator - and got absolute Lee Salz sales gold on why traditional discovery calls are dead… and what elite sellers do instead. Salz, a self-described “sales contrarian” ranked #6 on Global Gurus’ Top Sales Thought Leaders list, obliterates decades of old-school thinking and hands listeners a complete playbook to transform first meetings from selfish interrogations into high-value consultations that prospects actually thank you for. Here are the six…

As a sales professional, if the expert behind the acclaimed TED Talk on the importance of body language also had plenty to share on the subject of nonverbal communication in sales, you’d want to absorb and apply everything he had to say, right? That’s how we felt too, as Steve Benson sat down with Mark Bowden for an eye-opening discussion on how to level up your sales process by simply understanding and harnessing body language better. Voted the world's top body language professional, Mark Bowden shared game-changing tactics drawn from his work with Fortune 500 CEOs and G7 leaders…

You’ve mastered sales foundations. You’ve memorized tried-and-true sales tactics. You’re a confident closer and you don’t have trouble meeting quota. Not many salespeople can match your seasoned resume - it’d take a decades-long sales veteran to teach you something new. But as a master of sales, you’ve known one thing for awhile: learning never stops. To stay at the top of your game, you need insights from those expert sales peers. Luckily, I’ve had the privilege of being involved in the interviews of such professionals through the Outside Sales Talk Podcast and now I’m sharing their wisdom.  Here are 7…

While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does.  I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips.  Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer?  Michael: Uh… it’s equal.  Ryan: It is TEN TIMES more expensive to sign a new customer.  Michael:…