Best Of Sales Skills Podcast

One of the things I love about Phil Gerbyshak is his ability to mix both his digital selling expertise with tactical and simply stated sales tactics. Sales tactics that work well on LinkedIn, Phil is a Socially Savvy sales trainer. Selling today is very different from those old days of sales is a ‘numbers game’ of dial and smile and prospect manipulation. Buyers know it and so do sellers. At the s...

Bonus POW💥 Course Content. Virtual & Digital Selling Tutorial.   Let’s face it, virtual & digital Selling is here to stay. So why are salespeople so crap at it? After sitting on 1000’s of ZOOM calls, webinars, demos and sales calls that have completely stunk, I’ve decided to share a short action plan to help sellers lift their game when it comes to digital & virtual selling. We’ve all...

What would you do to get a meeting with your perfect buyer? How much would you pay for a sales conversation with your perfect prospect? Shahin Hoda is the Founder & Director of Xgrowth, they're an ABM marketing business- (Account-Based Marketing) and they specialise in landing meetings with very high quality and hard to reach accounts.   I challenge you to listen to the strategies and exa...

Life on the other side of 18million dials.  This episode provides you with a window into the mind of a true expert. Gerry Hill is the regional VP of a company called Connect & Sell. If you’re in sales leadership or you’re a close watcher of sales tech you will know the organization is at the very front of calling technology. Gerry does all the talking in this one which is perfect… because I fe...

Today we are exploring the acceleration of B2B digital buying and what it means for you (and me) as a sales professional today.   Do you think you're ready for the NEW reality of B2B selling? Because Adam Thorp says selling in 2022 and beyond will be very different to the B2B selling of 2020 and 2021.   Will you be replaced by Amazon’s new B2B platform?   Adam is the CEO of a sales strategy c...

A super tactical session.  Much more than ‘tidy up your profile and post some content’. Learn advanced social selling strategies on how you could reach out and restart conversations with either those you’re connected to but haven’t conversed with yet or those you are wanting to connect with. All without being a SPAMMER. Key strategies here for you are: The follow/ unfollow technique How to leverag...

Fred is a senior sales leader with Aircall and in our recent conversation we talked about what does a good comp plan look like and what are the main challenges in rolling out a plan. There were a couple of really interesting pieces in here you’ll love. Firstly, your comp needs to be aligned with your geographical location. Different geographies require a different mix of base and comms. Secondly,...

 A few years ago, Mark made the switch from a career as a procurement professional with Mars Foods to that as a sales consultant, trainer and author of a great book called "The Other Side Of Sales". Now, he coaches sales reps about the strategies professional procurement use in their buying process so we sellers can be better prepared and better armed when we are finally dropped into pro...

What do we need to consider and what should we do so that we have a deeper impact or a deeper relationship with our buyers? Jamie Martin is an award-winning Sales coach, Speaker and Podcaster from the UK, who has some great insights on selling to different personalities.   We all know that all things being equal, people like to work with people who are more like themselves. And that the spoken wor...

Tom Boston is our guest today; he has just been promoted to the role of ‘Social Sales Evangelist’ for Salesloft. He is a truly funny guy as well as a switched-on and proven sales professional.   You’ve probably seen Tom’s antics on LinkedIn, he has a way of creating cool video content that is both educational as well as engaging and hilarious. In this episode, we talk about Tom's recent move...

Michelle is an expert at LinkedIn company pages as well as a well-respected LinkedIn trainer. In this episode we cover the fallacy of LinkedIn live. It turns out live has a few tricks you need to be aware of to getting it to work for you that might not be as obvious as you might think.  Of course, we also dig deep into LinkedIn company pages, including, why should we bother, what do we post on the...

Nathan Clark is a sales enabler, working at the crossroads of tech and capability. Nathan has a long career in helping B2B salespeople to be more effective in their roles. Having worked at LinkedIn, RogenSi as well as running his own side-hustle as a deal coach, Nathan has plenty of experience in what makes a deal more likely to be successful. Nathan shares his 7 "Cs" strategy to more ef...

In this episode we hear from Joe Micallef, Joe is an ex-Aussie banker who now specializes in sales coaching and training for bankers, predominantly in the USA.    Joe and I go way back to the good Ol SalesITV days, where we were working with the legend, Dean Mannix.     So there is a lot of commonality in the way we train and the way we think about sales.     Joe has a couple of really simple ways...

New author, David Dulany , joins us to talk about how to build a sales development team and discusses the very recent release of his new book called The Sales Development Framework. We cover off some of the big things in sales development right now such as what does WFH mean for the make-up of the future typical SDR team? What’s happening with ageism in the sales space? Should you fill your SDR te...

Ellen Melco Moore is a recent Forbes contributor and has previously worked on both Oprah Winfrey's book club project as well as with the famous Zappos guys. Forbes has labelled Ellen "Arguably, America's Top LinkedIn Thought Leader" Ellen is also the CEO of a LinkedIn agency called “Supertight LinkedIn”.   In this episode, Ellen and I talk about the new features coming and from...

James and I have been swapping ideas on Twitter since our last episode and he has uncovered even more really cool ideas to help you engage with your buyers regardless of where they are.    We know that LinkedIn is getting harder and harder to use for sales and selling.  There are MORE and MORE spam messages arriving into everyone’s message streams and connections are harder to gain with most conne...

Sales reps who can hit their number, month after month, quarter after quarter, year after year are in short supply and high demand.   Chris Muddell is a sales guy who I have known for some time. And he has just finished his latest quarter BACK ON TOP of his organisation's leader board for both revenue created, and meetings booked.   This episode shines the light on how hyper-sales performance...

Could you conduct sales reach out to your prospects every single day and not be considered a pest or a Spammy Sammy? Jeff Bajorek argues we should be able to.  Being professionally persistent is ‘table stakes’ for salespeople if they want to start valuable conversations with their IDEAL buyer.  Yet, we see many, in fact, most sellers, simply attempt to reach out using one or two channels (Phone an...

Charlotte is the strategic account executive, named accounts for Uber Eats in New York. Her role is to call up busy restaurants and persuade them to join Uber Eats delivery.    Wow, I really loved chatting with Charlotte Lowrey from Uber eats and I know you’re going to get massive value from this short chat.   In today's episode we walk through Charlottes typical routine when she is calling n...

Jeff talks us through a real-life sales scenario where his clients and prospects tell him to not come around and visit them face to face anymore. We also discuss, why we might’ve been buying our prospects favour with gifts, golf and dinners and we question whether that’s going to be sustainable as we come out of a COVID selling environment. So, how can we build relationships remotely and how impor...

Building and maintaining a pipeline is one of the most important parts of being a business development professional. Pipeline management has always been a challenge for both sellers and sales managers. It’s considered both a measurement of your future success and how ‘good’ you are at selling. This is why some organisations have pipeline meetings, weekly. Today, I have a very simple but very cleve...

Richard van der Blom is the Bob Dylan of LinkedIn. Recently I was lucky enough to get to talk to Richard van der Blom. Richard is THE recognized expert in the LinkedIn/ Social selling space.   Richard van der Blom is the Bob Dylan of LinkedIn. Bob Dylan is usually listed as a major musical influencer of many of the great musicians of our time.  The Beetles, Neil Young, Jimi Hendrix, Jonny Cash etc...

Why taking NO risks is SUPER RISKY if you’re in sales? Dale is one of ‘those’ people who are all over social and LinkedIn. He estimates he has been a guest on close to 160 podcasts in the last two years. He is in high demand. With a background in copier sales, I have a soft spot for Dale, I have lots of copier clients myself and I strongly believe some of the best sellers come out of the copier sp...

In this show, we cover off how to handle one of the most annoying and deflating objections we all get from time to time.  The dreaded “I need to think about it...”    How many times have you heard that as a salesperson?    We get it all the time.  But what is a good way to navigate this type of typical objection?    Many of you might have been told to use a version of the old "what, specifica...

This LinkedIn play is actually too good because I have too many people connecting with me. I’m running solo on this week’s show and I’m keen to share with you my number one sales play on LinkedIn – it has been my number one play for over 6 years and it remains my go to play today. I can’t wait for you to put this into action. How would you like multiple conversations, every week, with your ideal b...