Elite Selling Podcast - Mastering Tech Sales

How to build your brand -How building your brand in 2023 has changed -Ways to kill your brand (common mistakes) -Why networking is so important -How to build your brand with your customers -What resources do you recommend -How do you define an elite seller

Summary: Introduction to this episode. 0:01 Welcome to a special episode of the elite-selling podcast. What Griff and Frankie wish they had known 10 years ago. Systems and habits are more important than goals. 1:06 Habits are more important than goals. Everything is negotiable, internally and externally. Be prepared to negotiate internally and externally. 2:36 Be prepared for negotiation, both int...

Show Notes: Defining the provocative sale. 0:00 The provocative sale. 5% of B2B buyers are in the market for something new this year. Introduction to today’s episode. 0:59 Introduction to Matt Cameron, chief executive officer of sassy sales leadership. Emotional intelligence in sales. Defining the provocative sale. 3:19 Defining relevant competencies and the provocative sale. Why emotional intelli...

Podcast Summary: Seek first to understand your audience. 0:00 Understanding success and what success looks like. Seek first to understand before going into sales. Best practices that will last for a long time. Seeking first to understand. Why is seek first to understand so important? 3:04 Emotional intelligence and seeking first to understand. The seven habits of successful salespeople The first m...

Here's what we will cover today: How to Navigate The Three Competitive Vectors: 1. Head to Head Competitors 2. Cost of Doing Nothing 3. Alternative Examples (Gravity Winds) Key Topics: -Know your customer better than your competition -Do deep research and get ahead of the competition -How to get creative in your deals Connect with Lynn: https://www.linkedin.com/in/lynncomp/

Griffin and Frankie break down the art vs. science of selling.

Show notes: -How to build champions -Top questions to ask CFOs -Definition of Elite Seller -How to find the right people and the right accounts -ROI Connect with Chris: https://www.linkedin.com/in/chrisorlob/

-Creativity in your deals -Building Champions -The importance of capturing your buyer's attention span -What Makes an Elite Seller -How to think outside the box

-No Champ, No Deal -How to build an executive summary for your champion -Multi-threading -How to identify your ideal champion

-How to navigate the current macro -Importance of understanding customer -How to have a great mindset during this time

The Power of Being an Introvert in Sales (Brandon Fluharty @Founder of BrandonFluharty.com)

Follow Dale: https://www.linkedin.com/in/copierwarrior/

-Importance of Positivity & Optimism in Life & Sales -What is Elite Selling -The Good, The Great, and The Wonderful

Enemy of Great..is Good Less than 4% of sellers scrimmage Most salespeople aren't good What defines an elite seller #1 Asset for an Elite Seller: Mindset "Hire the Person, Teach the Topic"

Simplify Your Life with Systems & Processes The Life Operating System  Q1, Step 1: Profiling the Territory  Know your Numbers! Read as Much as You Can! The Best Leaders Lead with Integrity Elite Sellers Take Immediate Action 

Live from San Francisco, Griff and Frankie sit down in person to recap their key takeaways from their SKO.

Experience --> Diversification Build Experience & Confidence Before Taking on the Next Challenge Build Your Side Business - The Blueprint  All Sellers Should Have Their Own Style 

Closed/lost deals take 2x as long as closed won Be selective of who you let into your pipeline Sell on pain, not annoyance  No Pain, No Deal "NO" is a good thing Clean up your pipeline

Show Notes: Finding & Hiring "A Players"  ICCE: Intelligence, Character, Coachability, Experience,  Elite Sellers Dedicate Time for Self-Reflection  Elite Sellers Align to Business 1) Value & 2) Pain 

Building Relationships Creates Opportunities Meet Your Customers & Prospects Where They Are "People Buy From People" "ASK" Grit Over Experience

Key Topics: Grit vs Grind (importance of setting long-term goals)  How to Develop Grit  Key to Elite Selling  Follow the North Star The joy is in the journey

Podcast Highlights: -"Intentional Excellence"  -Sellers Need to be Force Multipliers -Sellers Need a Point of View  -Focus on the Journey, not the Results  -If you're not at the table, you're on the table -Connect with your community

How consistent physical fitness has the ability to boost your career in sales Leveraging Data: Elite Selling & Athletic Training 10,000 Steps in your fitness and career Commitment: Sales & Health Preparation & Planning

Key Themes: The beauty of Emotional Intelligence  How to Improve EQ Naturally Self Awareness Social Awareness - how to build trust and credibility non verbally Self-Perception Test

Key Topics: Traditional Selling vs "Strategic Selling"  The Secret: Elite Sellers go straight to the Top of the Mountain Elite Sellers are NOT mountain climbers #1 Reason Mega Deals are Lost or Stalled