Ian Selbie

Confessions of a Sales Pro with Ian Selbie

Business EN ↓ 283 episodes

Why is it the same repetitive mistakes continue to rob salespeople of more commission cheques? Ian Selbie achieved the accolade of top salesperson in the world at Apple and in this Podcast he will discuss how he overcame the problems encountered during his sales career and gives the benefit of his wisdom to everyone listening who work in the world of sales, helping you reach new levels of sales success. Less sins, more wins. For more information contact Ian Selbie via email: ian@ianselbie.com or go to www. SalesMentorU.com for more information.

Author

Ian Selbie

Episodes

Ep8: The Seven Sins of Sales Management - Sin #1: Promoting Your Top Salesperson To The Role of Sales Manager 17.12.2020 7:02

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com The Seven Sins of Sales Management. Sin #1: Promoting Your Top Salesperson To The Role of Sales Manager. ## Confessions of a Sales Pro , sponsored by Saleslook ## Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more. Free Your...

Ep7: The 7 Deadly Sins in Selling - #7 Thinking That Software Will Correct An Inconsistent Or Ineffective Sales Process 10.12.2020 6:28

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com Regardless of the business process, accounting, operations, software development, even warehouse management, software has never corrected or created an effective process. You must start with an effective process first, and then apply the appropriate tools or software to support the effective process. Let us use t...

Ep6: The 7 Deadly Sins in Selling - #6 Under Utilizing Your Best Sales Tool 03.12.2020 4:21

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com The most powerful tool a salesperson has is the power of proof "the reference customer". We work with a wide range of companies and we usually discover that they are not fully leveraging their existing customers to help them succeed. In our sales performance workshops, we teach the seven "R's&...

Ep5: The 7 Deadly Sins in Selling - #5 Not Having A Documented and Measurable Sales Plan 26.11.2020 8:06

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com "If you fail to plan, you plan to fail" … this is so true in the world of sales. Beyond having an annual sales quota, every salesperson needs to have a plan to achieve, in fact overachieve, his or her numbers. Salespeople need to build an annual strategy, broken down into monthly goals and objectives. Qu...

Ep4: The 7 Deadly Sins in Selling - #4 The Premature Proposal Trap 19.11.2020 6:16

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com What is the fastest way to get rid of a salesperson? Ask for a proposal. The salesperson usually hurries back to their office to begin their proposal building process, and for some salespeople this is a major work of art. After countless hours, or days of work, the salesperson calls the prospect and says, &quo...

Ep3: The 7 Deadly Sins in Selling - #3 Not Using A Consistent Sales Process 12.11.2020 10:12

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com When conducting assessments for clients, we typically find as many sales processes in companies as there are salespeople. The absence of a consistent approach creates three significant challenges for sales organizations. #1. The first is a lack of consistency with customers. Salespeople use their own approach, wh...

Ep2: The 7 Deadly Sins in Selling - #2 It’s All About Qualifying, Not Closing 05.11.2020 6:06

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com When meeting company presidents for the first time we often hear, "our salespeople struggle with closing; can you help us?" After helping well over 17,000 salespeople from around the world we have found that it has never been a closing problem, but always failure to diligently qualify opportunities that...

Ep1: The 7 Deadly Sins in Selling - #1 Calling at Non-Decision Making Levels 29.10.2020 9:28

Learn more about my Sales Training & Coaching programs at www. SalesMentorU.com In the highly dynamic world of selling, there are two very desirable words - “Yes" and a quick “No". The slow “no" robs salespeople of their most precious asset, time. The quick “no” allows salespeople to move onto opportunities they can win. The most significant contributor to the slow “no" i...