Salesforce

Introversion, while seemingly counterintuitive, can be a real asset in the world of sales. Known for being great listeners, their ability to read a room, and deal with difficult situations, introverts bring a unique skill set to the sales environment. Christine Volden, Founder, Soulful Selling, shares the differences in and advantages of working with, working for, and selling to those who are on the more introverted end of the spectrum.

Episode #139: The Upside of Being an Introvert in Sales, with Christine Volden

While organizations equip their managers with coaching tools, what is often lacking is the context of the everyday job of their sellers. Learn what sales managers can do to create programs that fit their seller's circumstances. <a href= "https://sforce.co/2RYzRAA">https://sforce.co/2RYzRAA</a>   Guest: Michelle Vazzana (<a href= "https://www.linkedin.com/in/michelle-vazzana-52166a9/">https://www.linkedin.com/in/michelle-vazzana-52166a9/</a>) Host: Kevin Micalizzi (<a href= "https://www.linkedin.com/in/kevinmic/">https://www.linkedin.com/in/kevinmic/</a>)   Relate resources: <ul> <li style="font-weight: 400;">How to Keep Your Sales Team on Track https://sforce.co/2X7jOo2</li> <li style="font-weight: 400;">10 Questions to Masterfully Coach in 10 Minutes https://sforce.co/2RXPtEr</li> <li style="font-weight: 400;">To Supercharge Sales Productivity, Unleash Peer to Peer https://sforce.co/2N0JC0t</li> <li style="font-weight: 400;">3 Tips to Transforming a Sales Manager into a Sales Coach https://sforce.co/2St90BS</li> </ul>

Episode #135: Coaching Sellers to Success, with Michelle Vazzana

Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics: 1) creating an omni-channel experience, 2) effectively using customer analytics, 3) embracing technology and automation, and 4) optimizing the lifetime value of your seller with people analytics. Guest:  Maria Valdivieso de Uster: <a href= "https://www.linkedin.com/in/mariavaldivieso1/">https://www.linkedin.com/in/mariavaldivieso1/</a> Ben Vonwiller: <a href= "https://www.linkedin.com/in/benvonwiller/">https://www.linkedin.com/in/benvonwiller/</a> Host:  Krista Bauer: <a href= "https://www.linkedin.com/in/krista-h-bauer/">https://www.linkedin.com/in/krista-h-bauer/</a>

Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster

Learn how Nielsen, a global media company, is transforming its sales organization in terms of strategy, processes, technology, and culture. Andrew Criezis, SVP, Sales Ops & Enablement, walks us through how Nielsen recently redid its sales strategy to become more specific, focusing on personas. By creating sales specialists, Nielsen was able to access a greater share of each company’s wallet. In addition, Nielsen created inside sales teams to focus on new accounts and rolled out a new incentive plan that works to directly correlate to individual and team contributions. <a href= "https://sfdc.co/vhwnH">https://sfdc.co/vhwnH</a>   Guest: Andrew Criezis (<a href= "https://www.linkedin.com/in/andrew-criezis-072b716/">https://www.linkedin.com/in/andrew-criezis-072b716/</a>) Host: KayLeigh Dent (<a href= "https://www.linkedin.com/in/kayleighdent">https://www.linkedin.com/in/kayleighdent</a>)

Episode #148: How Nielsen Is Transforming Its Sales Organization, with Andrew Criezis

Learn how to break the cycle of negative self-talk that could be holding you back from your success. By surrounding yourself with people who give you confidence and using mindfulness to address negative self-talk, you can stop self-doubt from plaguing your mind. Hear how Michael O’Brien’s life-threatening accident helped him understand the key to achieving ultimate self-awareness and acceptance of himself and his choices. <a href= "https://sfdc.co/D3k46">https://sfdc.co/D3k46</a>   Guest: Michael O’Brien (<a href= "https://www.linkedin.com/in/michaelobrienpelotoncoaching/">https://www.linkedin.com/in/michaelobrienpelotoncoaching/</a>) Host: KayLeigh Dent (<a href= "https://www.linkedin.com/in/kayleighdent">https://www.linkedin.com/in/kayleighdent</a>) Related resources:  <ul> <li style="font-weight: 400;">Learn more about Michael O’Brien: <a href= "https://www.michaelobrienshift.com/">https://www.michaelobrienshift.com/</a></li> </ul>

Episode #147: How to Use Intentionality to Trigger Success, with Michael O’Brien

In enterprise sales, it’s hard to avoid proposals. Start treating proposals as an opportunity to close the sale, not just as a formality. By focusing on benefits, using your prospect’s language, and providing choices, you will be able to effectively communicate your value. <a href= "https://sfdc.co/bSiRiF">https://sfdc.co/bSiRiF</a>   Guest:  Bill Wilson (<a href= "https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca">https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca</a>) Host: KayLeigh Dent (<a href= "https://www.linkedin.com/in/kayleighdent">https://www.linkedin.com/in/kayleighdent</a>)   Related resources: <ul> <li style="font-weight: 400;"><a href= "http://www.salesforce.com/quotable/articles/three-shortcuts-to-proposal-writing"> 3 Shortcuts to Proposal Writing</a> </li> </ul> <ul> <li style="font-weight: 400;"><a href= "https://www.salesforce.com/quotable/podcasts/episode-145-build-trust-customers"> How to Build Trust with Customers</a></li> </ul>

Episode #146: Three Elements Needed to Write a Convincing Proposal, with Bill Wilson

Build trust with customers by letting them participate in the sales conversation through choices. Choices enable sellers to change the conversation with customers from “Am I going to buy from you?” to “What am I going to buy from you?” Giving customers full transparency into your offerings helps them feel less like they are being sold to and more like they are in control of their decisions. <a href= "https://sfdc.co/2jRGu">https://sfdc.co/2jRGu</a>   Guest:  Bill Wilson (<a href= "https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca">https://www.linkedin.com/in/wdrwilson/?originalSubdomain=ca</a>) Host: KayLeigh Dent (<a href= "https://www.linkedin.com/in/kayleighdent">https://www.linkedin.com/in/kayleighdent</a>)   Related resources: <ul> <li style="font-weight: 400;"><a href= "http://www.salesforce.com/quotable/articles/three-shortcuts-to-proposal-writing"> 3 Shortcuts to Proposal Writing</a> </li> <li style="font-weight: 400;"><a href= "https://www.salesforce.com/quotable/podcasts/episode-146-three-elements-proposal"> Three Elements Needed to Write a Convincing Proposal</a></li> </ul>

Episode #145: How to Build Trust with Customers, with Bill Wilson

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Episode #139: The Upside of Being an Introvert in Sales, with Christine Volden

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