High Tech Freedom Sales Podcast

How do you quickly do your account research before a meeting? In today’s episode we talk about the need to build a checklist so you can go fast! In addition, we cover topics that include:   Customer’s target market Information on how they are competing and where they are getting beat  What makes them unique?  Look at the company’s Twitter account.  Read their press releases Competitors press relea...

BIO: Aaron Cullip is the head of tax research for Walters Klure, where he oversees tax and accounting software for the US and Canada. His area of expertise lies in providing a web-based tax research subscription service and ensuring firms and corporations have access to state and federal laws and codes, as well as Canadian rules and regulations around tax filing. With a background in technical sof...

In this episode we talk about how you can improve and enhance your virtual sales meeting so that you can build more pipeline and sell more! Topics include: Preparation tips Addressing tools to avoid delays Tipis to use chat to keep the customer engaged How to get your customer to turn on video Recording and editing out video clips for follow up Leveraging breakout rooms to separate leadership from...

Bio: Peter Steube started his career in sales on Wall Street, where he created community events to share information with customers. He then evolved his career to focus on the tech industry, running a research business where he interviewed IT professionals and founders of tech companies. He ultimately joined Gartner, where he is now building out the Gartner peer community, which aims to provide a...

We cover:   Why spend time trying to uncover the personal pain of your customer contacts? How can you uncover personal pain and some example questions to ask.    We touch on topics that include: Motivation Competition Building long-term sales relationships Using your own CRM Thoughtful follow up Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Ho...

Chris White graduated from college in the early 90s as an IT professional and spent 15 years as an IT consultant in enterprise architecture. Feeling miserable in his job, Chris discovered sales and specifically presales as a sales engineer. He became the number one sales engineer within his organization and later became a manager, creating training for his team and turning things around. He then t...

What is latent pain? What is real pain? Why do they matter?   Why does finding latent pain in the sales matter? Some strategies to find latent pain. How to bridge the gap between latent pain and real pain.   We also cover the incredible advantages to the sales professional.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Informati...

Guest Bio: Jason Forest is a sales guru who wants to make selling the most honorable profession in the world. He believes that most salespeople don't choose sales as their plan A career due to the lack of education in professional selling. This, coupled with the bad reputation some salespeople have, has created a negative perception of the profession. Jason Forest wants to change this by teaching...

Episode Summary   Incremental Changes and Personal Growth - Emphasizes the importance of monitoring one's progress in achieving a high say to do ratio - Invites listeners to share their experiences and thoughts on the topic or recommend others who excel in this area   Networking and Personal Branding - Starting with small commitments and building up the habit of networking can lead to bigger oppor...

Michael shared Interesting story of going from an account to a sales rep, which was an intentional progression for him.   In this episode, we discussed: Talked about being authentic with your sales approach and how that plays out in your sales process.  Examples of being vulnerable with your clients and how that lowers the customer’s sales barrier How customer decision making is not in your contro...

Introduction: Recap of the poll question on whether sales reps should work over the weekend. Introduction to the topic and its alignment with Episode 107, "Slow Down Does not Mean Stop." Highlighting the importance of flexibility and upside through commissions in sales. Exploring the Weekend Work Question: Discussing the behavior of top performers who go the extra mile by working when others are n...

Sebastian is a Sr. Level Technology Sales Management Executive with a proven record of achievement in leading organizations to unprecedented growth.   In this episode we discuss: Lessons learned making the move from BDR to field sales Lessons learned when making that initial move from field sales to sales manager Finding motivation through recognizing the small wins Tips for building more pipeline...

Are you falling into the trap of “Slowing down to smell the roses”? Everyone is saying that we need to slow down, find your why, and find your purpose.   What they are not saying is to stop.    In this episode we share a few thoughts on slowing down from 100% to 70% to prepare for upcoming risks or needed changes in your business.    The top earners have not forgotten one of the foundational keys...

In 2005-2006 Nate was deployed to Kuwait, a 1st Lt in the US Army. Charged with the responsibility and leadership of over 40 men for over 15 months thousands of miles from home.   He came back home to his wife and their dog after a successful deployment and what he thought of himself as a Championship Leader. Not exuding the qualities or characteristics of a Championship Leader at all as he tried...

In this episode we talk about why you should do it and then some tips on how to do it. Why should you go around your main contact in the sales process? A simple reason why is that there are on average 10+ people with influence over your deal. If not you, who is influencing those 10 people? This is based on a Gartner study back in 2020.  There are other groups or stakeholders that could be impacted...

With over 17 years of sales experience as a top producer across various industries, Keeley has conquered nearly every obstacle imaginable as she implemented her custom sales process that grew an international organization’s revenues from $40M to over $220M in less than 4 years.   As a sales coach and business strategist, Keeley helps her clients confidently close more deals to achieve consistent i...

As a high performing sales rep, why in the world would you want to take 2-3 days out of the field to attend your national or global sales conference?   I have shifted my thoughts on this over the last few years, especially after the pandemic and attending a few virtual sales conferences.   If you are going to go, and you really don’t have a choice, how can you maximize your time to actually grow y...

Fabiana has 18 years of experience in all aspects of field marketing, marketing operations, demand generation, and business development. She is currently the Director, Enterprise Marketing at Pure Storage.    In this episode, Fabiana touches on: How top sales professionals utilize field marketing Events & activities that are driving high-level executive engagement How field marketing activities sh...

What’s holding you back to success in sales? Are you holding yourself back from incredible sales success? Have you ever said that you were too young, too old, not smart enough, not enough experience, not enough industry knowledge, fear of rejection, or insert any other excuse? In this episode we share two tips to get over the beliefs that may be holding you back. Enter our monthly drawing for an i...

After founding and running his own company for 15 years with a successful exit, Jason Guppy continued to advise and consult on Enterprise Performance Management (EPM) projects for another 8 years.   Jason has recently made the jump to a sales role as a reseller for EPM software. While Jason has 20+ years of business experience, he is in the early stages of selling and shares some valuable lessons...

Have you been impacted at your job? Are you looking for your next career move?   In this episode, we cover 5 tips to help with your next job pursuit. Topics include: Working with the recruiter Preparing your questions Prepare examples Support your achievement claims Meeting recap   Would you like to be a guest on the podcast?  Book a quick call. https://calendly.com/freeman-ppp/15-minute-virtual-c...

After spending 20 plus years selling enterprise software, Brian is now working with leadership teams he helps create and dominate their market segments. Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies; what he discovered is that the majority of salespeople are Selling Backwards.    Selling Backwards means t...

What is a sales success binder? It is a way to organize all my accomplishments and achievements over a career.  As you progress in your sales career, you will no doubt have milestones, successes, special moments when all the hard work and the grind of sales pays off.  Why do it? Support your success claims when interviewing for a job Walk down memory lane Remind yourself that you have been there w...

Marcus Chan is the Founder of Venli Consulting Group. He helps Account Executives sell and earn $100,000+ MORE each year through his coaching and training programs. Marcus is an official member on the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. Most...

Are trade shows a waste of time? As we enter the spring, there has always been a ramp of industry trade shows. Could your time be better spent elsewhere? That is the question you should always be asking yourself when planning out your day and week. Your sales time is the most valuable thing you can control during the week.   In this episode, we discuss the following: Why trade shows still have a p...