The Sales Strategist Podcast (ENG)

A few months ago I had the chance to meet and interview Patrick Tinney, trainer, coach, consultant and author of several sales books. At that time we talked about 'Unlocking Yes,' a book that Patrick published in 2015 (first edition) which is still one of the few books ever written on sales negotiation. Patrick has recently published 'Nothing Stops Me,' an extraordinarily intimate book on sales: u...

One of the biggest problems that sales teams face is definitely the transition of one or more salespeople to the competition. Very often what generates this transition is what we call the 'Belonging Problem': salespeople (both internal and external) don't feel part of the company they represent. But what can sales managers do to reinforce this sense of belonging and prevent the best resources from...

In 2021 Dave Kurlan (author of 'Baseline Selling' and founder and CEO of Objective Management Group and Kurlan & Associates) wrote an article that resonated within the sales world. The title of the article is "Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales" and is quite emblematic. In the article Dave focused on why leaving pipeline generation to the BDRs/SDRs...

In the early 2000s a major revolution happened in sales: most companies switched from a full sales model led by the A.E. to a split model, in which more junior workers (SDR/BDR) were in charge of prospecting and the salesperson was in charge of closing the sale. Although this model is considered scalable by most companies there are conflicting opinions about it, especially from the perspective of...

Nowadays how much does fear of change weigh on a buying decision? And how do the best salespeople (the so-called 'High Performers) overcome the prospect or customer indecision? How do they manage this fear so that the customer or prospect can to overcome the indecision experienced? I talked about this with Matt Dixon, Founding Partner in DCM Insights and author of 'The Jolt Effect', 'The Challenge...

In the last months we have seen an increase in the use of the words 'Revenue Operations'. In fact there are many companies which have transformed or are transforming their processes to start a Revenue Operations program. However there are lot of other companies that decided not to take this path, postponing the change until there is a need, when the conditions will better, when the 'right moment'...

In an economic downturn we naturally tend to focus more on existing customers. This reasoning behind the action is quite logical: companies will buy less and it will be more difficult to establish relationships with new customers, so it's more effective to the existing ones to achieve our goals. After all, a relationship already exists and the sale will be safer and less difficult. Fortunately or...

Over the past few weeks however, I realized that the knowledge we salespeople have about the effects of discounting on corporate profits (and other) is extremely poor. This is precisely why I decided to talk to a specialist. I had the pleasure of interviewing Alessandro Monti, Dean of Marketing, Sales & Retail Faculty at CBS International Business School in Cologne to discuss about the topic.

In the last two years we went through several changes, especially in sales. It seems we're living a situation of constant uncertainty, which makes it increasingly difficult to close sales and get accurate commitments from customers. But how to close a sale in such an uncertain time? What can be helpful? I talked about this with James Muir, sales trainer, speaker and author of the best book on sale...

In 2019 David Brock (CEO of Partners in Excellence and author of 'Sales Manager Survival Guide') wrote an interesting and counterintuitive article. According to David, the SDR/BDR model was not a fit for complex sales and it needed to be revised. Three years later, that article is still more relevant than the day it was written: this is why I decided to explore the topic with David trying to under...

Sales Negotiation deserves more space in the training industry. There are many books and resources on Negotiation, each with a different focus: Legal Negotiation, Hostage Negotiation, Purchase Negotiation... but there are only 3 on Sales Negotiation. Patrick Tinney is one of the few authors who delved into it in his book 'Unlocking Yes,' one of my favourite texts. Furthermore, he's one of the few...