This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!)
Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales for [...]
Posts Tagged ‘selling skills’
Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
Episode 17 – Steven Bachert: Stop “Handling” Objections
Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections.
Steven Bachert is an accomplished executive and leader in the software industry with a 20-year track record of executive sales and operations management success. He has driven large and smaller/start-up organizations to superior performance. His [...]
Episode 7 – Craig Elias and Trigger Event Selling
Image of Craig Elias
This week, we had the chance to chat with Craig Elias, the founder of Shift Selling. At Shift, they believe the biggest mistake most selling professionals and sales organizations are making is analyzing lost sales versus analyzing won sales and finding or creating the perfect timing. What’s the difference? Listen and find [...]
Episode 2 – SMART Goals and You
Greetings listeners, and thanks for coming back! In this episode Brad and Jerry discuss one of the basic skills of being a great sales person: setting and reaching goals.
The key to achieving whatever you want in your career, business or life is to set goals that are SMART: Specific, Measurable, Attainable, Realistic and Timely. [...]
Welcome to the Sales Management 2.0 Podcast!
Welcome to the Sales Management 2.0 Podcast series. In this first episode, Brad Trnavsky, president of Sales Management 2.0, and Jerry Kennedy, owner of Inside Out Business Solutions discuss the motivation behind creating this podcast series: the mutual desire to create a new level of respect for the selling profession by elevating the skills, ethics [...]
