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Sales Influence - Why People Buy!

English, Education, 356 seasons, 589 episodes, 8 hours, 6 minutes
About
Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss 'Finding the Why in How Clients Buy' by using the latest studies in consumer behavior and neuromarketing to sell more effectively!
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The Sales Sherpa - What Buyers Want | 428

Salespeople need to shift from selling to guiding and clarifying, becoming domain experts in order to help customers navigate the overwhelming amount of content and make informed buying decisions. Understand how the client mindset has changed over time to use it to your advantage in sales. Customers want more information and guidance from salespeople, as they are now 57% into the buying journey according to The Challenger Sale. Customers are already forming preferences before contacting a vendor, so it's important to understand their buying cycle and the number of decision makers involved. Customers are overwhelmed by the abundance of information and the increasing number of decision makers involved in the buying process. Buyers are more informed and involve more decision makers, so salespeople need to adapt their approach to ensure success. Your expertise as a guide is crucial in helping customers make buying decisions in the age of overwhelming content. Become a domain expert in your field to guide clients to make buying decisions, shifting from selling to helping and clarifying. Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.   Summary for: https://youtu.be/R947o04zIVo by Eightify
7/11/20246 minutes, 37 seconds
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Training for Results Formula | 427

Key insights Using a three-part formula can help you train or coach more effectively by allocating time strategically during your sessions. Take one-third of the time to explain the concept, and the second third to showcase it in action. Implementing concepts in real life is where the real understanding comes from in training for results. The key to effective training is not just explaining concepts and providing examples, but also showing how to apply them to real business situations.  
7/10/20244 minutes, 46 seconds
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Level 3 Selling

The key to success in sales is reaching level three selling activities, which involves proactively identifying and solving customer problems, anticipating future issues, and providing long-term value to the customer. Understand the three types of salespeople and where you fit in the market to differentiate yourself in a competitive market. Differentiation and cost reduction can only go so far, so the key to success in sales is reaching level three sales activities. Level 3 selling is about proactively identifying and solving customer problems, rather than waiting for them to tell you. Level 3 selling involves anticipating and highlighting future problems for the customer, moving beyond just identifying and solving current problems. Understand the market and customer base to provide long-term perspective and value to the customer. Level 3 selling involves predicting and anticipating future problems for customers and guiding them, leading to less focus on price and differentiation. Companies are looking for business partners, not just suppliers, in today's hyper competitive market, so strive for level three selling. A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good, not oneself.
7/3/20246 minutes, 37 seconds
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How to Motivate Your Team | #425

Fear, apathy, and skepticism are common barriers to motivation, and managers need to address these issues by providing clear training, showing the value in employees' work, and connecting tasks with outcomes to motivate their team and reduce doubts. 00:00 Fear, apathy, and skepticism are the three categories that hold people back from being motivated. 01:01 Look for symptoms of skepticism in employees such as tardiness, laziness, negativity, and uncooperativeness. 01:35 Employees lacking quality work may be anxious and nervous due to fear of not knowing how to do something, which can be solved by providing clear training and guidance. 02:36 Managers need to show employees the value in their work to prevent apathy and lack of motivation. 03:08 Connect the task with the outcome and value to overcome apathy and skepticism in sales. 04:04 Show the purpose and value to motivate skeptics and reduce their doubts to be successful. 04:57 Release the mental breaks of fear, apathy, and skepticism to motivate your team and show them value. 05:39 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.
6/14/20247 minutes, 3 seconds
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STOP Using Weasel Words - Confidence Killer | #424

Using weasel words undermines confidence in sales communication and it's important to eliminate them to build confidence and persuade customers effectively. 00:00 Stop undermining your sales success and ability to persuade by using weasel words without realizing it. 00:32 Customers want confidence to make buying decisions, so it's important to differentiate yourself when presenting your product or service. 01:07 Using weasel words undermines confidence in communication with clients, so it's important to avoid them. 01:45 Stop using weasel words like "could, might, may, probably" and be more assertive in your language to build confidence. 02:22 Stop using weasel words in sales to avoid feeling better about not being pushy and start being more confident. 02:44 Using weasel words like "might, could, may" kills customer confidence in making buying decisions, which is crucial in a market where products and services are almost identical. 03:14 Stop using weasel words like "may, could, might" when selling, as it undermines your confidence and ability to convince others. 03:35 Eliminate weasel words from your speech to boost confidence and sales. Record yourself speaking, listen for weasel words, and eliminate them to improve your sales rates. Be aware of and eliminate weasel words from your presentations and conversations to improve confidence and sales influence.
6/14/20245 minutes, 14 seconds
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Training for Results Formula | EP 423

Here's a simple formula to follow when training salespeople or talking to customers to achieve higher retention.
5/20/20246 minutes, 3 seconds
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Strong v. Weak Salespeople - What the Data Shows | #422

TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 1. 00:00 Strong salespeople have verbal acuity, which determines their level of access within a company. 2. 01:27 High performers in sales have better verbal communication skills, are achievement oriented, and often have a background in individual or team sports. 3. 02:37 High performers use tools like CRM at a higher rate than low performers, which increases their chances of managing sales. 4. 03:17 Strong salespeople are dominant and proactive, while weak salespeople are submissive and reactive in their sales approach. 4.1 High performers have a relaxed dominant style in sales, while low performers have an anxious submissive style. 4.2 Weak salespeople are submissive and reactive, while strong salespeople are dominant and proactive in guiding the conversation. 5. 04:53 High performing salespeople have a higher degree of inward pessimism, which leads them to question deals more and qualify higher, despite projecting an outwardly optimistic attitude. 6. 06:10 High performers collaborate with sales managers on strategy and tactics, while low performers rely on managers for help, and high performers thrive in a company with defined moral compass and accountability. 7. 07:28 High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 8. 08:32 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone to make the client look good.
5/13/20249 minutes, 56 seconds
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Confidence Killer - Using Weasel Words | EP421

You will kill a buyers confidence when you use weasel words or ventilating modifiers.
5/7/20245 minutes, 13 seconds
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4 Ways to Overcome Price Objection | EP 420

Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling
4/26/20246 minutes, 15 seconds
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ShuHaRi - Developing Your Selling Style | EP421

When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,’ a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases: Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught. Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art. Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.   #shuhari #sellingstyle
1/16/20247 minutes, 45 seconds
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Connecting with Emotional and Rational Buyers - EP420

In this session, you’ll learn the difference between how rational and emotional buyers make buying decisions.  You’ll also be asked to evaluate what type of speaker, presenter or trainer you are and why it’s critical that you align yourself and your material with their audience.  Whether you’re an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive.  Lastly, you’ll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.
1/9/20246 minutes, 24 seconds
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AI Will Eliminate Jobs - #419

AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.
8/31/20238 minutes, 52 seconds
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AI Wrecks the Sales Market - #418

AI will change how we sell and how buyers buy.
8/27/20239 minutes, 25 seconds
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AI Makes Buying Easy - #417

Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.
8/25/20238 minutes, 24 seconds
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7 Rules for Sales Masters ( Top Performers) -#416

7 Rules for Sales Masters ( Top Performers) with Victor Antonio
6/1/20239 minutes, 55 seconds
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Client says, "I'm busy call me later."  #415

The client says, "I'm busy call me later."  What do you do?    
5/17/202310 minutes, 1 second
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Asking Painful Questions using a Psychological Chute #402

Asking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention.  This was highlighted in Robert Cialdini's book Pre-Suasion.
5/8/20239 minutes, 10 seconds
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Mastering Video Prospecting with Jarrod Best-Mitchell, Sales Influence(r)

In this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell where we talk about tactics and strategies for video prospecting and getting more business.
5/4/202355 minutes, 10 seconds
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Reduce Buying Friction - SIP #401

Learn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www.victorantonio.com
5/1/20239 minutes, 24 seconds
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Overcoming Sales Mistakes with Andrew Sykes, Sales Influence(r)

On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience transitioning from an actuary to a salesperson and how he has spent the past three decades researching and teaching about how humans think, feel and act when it comes to buying. Together, they deconstruct what it means to build trust with customers and how it can affect the overall sales process.01:09 Mathematical deconstruction of sales.  04:00 Mistakes in Sales Presentations.  08:02 Sales habits and deliberate practice.  10:15 Killing vices to create habits.  13:48 Motivation and dopamine.  19:01 Practice culture in sales.  20:00 Sales Skills Coaching.  23:20 Coaching for Sales Managers.  27:44 Sales feedback and practice.  29:23 Practicing and accepting feedback.  32:34 Building trust through personal stories.  35:39 Deliberate practice for managers. 
4/13/202339 minutes, 48 seconds
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Increase Average Deal Size with Decoy Pricing Options - SIP #400

If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's price point or perception. Resources: Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com
3/15/20237 minutes, 27 seconds
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Sales Relationship Matrix with Barry Trailer, Sales Influence(r)

In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing and yes, we define the relationship matrix. LMS Sales Velocity Academy: http://www.SalesVelocityAcademy.com MetaVerse Sales Training: http://www.SalesWorld.mv Sales Keynote Speaker- Trainer: http://www.VictorAntonio.com  
2/22/20231 hour, 2 minutes, 13 seconds
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Artificial Intelligence Breakaway Speed with Jim Dickie, Sales Influence(r)

In this episode of the Sales Influence podcast, we talk about Artificial Intelligence or AI's Breakaway Speed with Jim Dickie.  We talk about how the buyer has changed, and how tools are now dominating the sales landscape.   #salesinfluence #ai #artificialintelligence
2/22/20230
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Building Better Proposals with Joe Ardeeser, Sales Influence(r)

Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of the Sales Influence podcast. 
1/30/202338 minutes, 26 seconds
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Sales Innovation Paradox with Dr. Howard Dover, Sales Influence(r)

As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Professor and Author, Dr. Howard Dover shares insights from his book, The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance. In this conversation, you'll discover how technology continues to change both the buyer and the seller. We explore the reasons why innovations in sales technology don't always seem to deliver returns. You'll learn the powerful keys to navigating this dynamic environment we call sales!
1/24/20231 hour, 8 minutes, 1 second
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Unlock Your Full Potential with Udi Ledergor, Sales Influence(r)

Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-to-market teams close more deals and accelerate growth by capturing, understanding and acting on their most important asset – customer interactions.
1/15/202352 minutes, 38 seconds
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Transformative Speaking with Marcus Sheridan, Sales Influence(r) - EP 563

This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'!  I ask Marcus Sheridan, author of They Ask, You Answer about his approach to training and speaking, especially when it comes to audience interaction.  Marcus talks about blocking objections, framing conversations, and handling 'hostile' audience members.    #marcussheridan #salesinfluence
1/1/20231 hour, 6 seconds
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Practicing Sales Excellence with Kevin 'KD' Dorsey, Sales Influence(r)

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team.  Sponsored by BigTinCan, http://www.Bigtincan.com
12/4/202249 minutes, 5 seconds
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Flipping Your Sales Lens with Bob Moesta, Sales Influence(r)

Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers’ motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success.  An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including education, health care, defense, auto manufacturing, software, financial services, and construction. Bob is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University’s Kellogg School of Management. This podcast is sponsored by Bigtincan - Find out more at http://www.Bigtincan.com  
12/2/202245 minutes, 47 seconds
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Million Dollar Mango with Donald Kelly, Sales Influence(r)

In this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly.  His story is inspirational and is guaranteed to inspire you to sell more!  This podcast is sponsored by Bigtincan, a sales enablement platform to help salespeople create, connect and convert.  http://www.Bigtincan.com
11/30/20221 hour, 4 minutes, 18 seconds
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Get Inside Your Buyer's Brain with Tim Riesterer, Sales Influence(r)

Join me and Tim Riesterer on the buying motives of the human brain.  This is a great discussion with empirical data to back up the conversation on this Sales Influence Podcast. #timriesterer #salesinfluence
11/6/202253 minutes, 28 seconds
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The Silent Influencer with Rob Ashton, Sales Influence(r)

The way we write is wrong!  Few people really understand how the words we read and write affect what we think and do. Rob's on a journey to uncover and share the science behind it, so we can all build better working and personal relationships through email and personal communications.  This Sales Influence podcast is sponsored by http://www.bigtincan.com
11/1/20221 hour, 8 minutes
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The Dark Sales Funnel with Joe McNeill, Sales Influence(r)

In this episode, Joe McNeill of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel.  #darkfunnel #bigtincan sponsored by http://www.Bigtincan
10/26/202242 minutes, 56 seconds
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CX & Future of Marketing with Robert Rose, Sales Influence(r)

In this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.
10/18/202246 minutes, 7 seconds
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The Big Deal with Luigi Prestinenzi, Sales Influence(r)

In this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.
10/11/202258 minutes, 28 seconds
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Your Pipeline is Lumpy with Matt Heinz, Sales Influence(r)

Great discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan! #bigtincan #lumpypipeline
10/5/202249 minutes, 20 seconds
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Profitable Prospecting with Mark Hunter, Sales Influence(r)

What can you do to prospect more effectively?  Find out on this Sales Influence podcast with Mark 'The Sales' Hunter.
10/4/202247 minutes, 27 seconds
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411 - Status Quo v. Indecision

Knowing which state a client is in, will guide our sales conversation to a higher close rate.
10/4/20225 minutes, 36 seconds
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410 - Derisk Indecision

Get to Yes by De-risking Indecision is all about finding a way to reduce the buyer's perceived risk and increase their certainty of outcome with the outcome being, closing more deals (i.e., Derisk the Deal)
9/29/20220
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Client says, " Can we do another Demo? " - EP409

What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast
9/22/20226 minutes, 1 second
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The JOLT Effect with Matt Dixon, Sales Influence(r)

The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.  
9/19/20221 hour, 2 minutes, 55 seconds
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408 - 4 Sales Scenario Presentations

Context matters!  There are 4 sales scenarios you should prepare for when making a presentation.   #salespresentation
9/15/20227 minutes, 14 seconds
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407 - Investor Pitch Formula

Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his book SPIN Selling.  #spinselling #neilrackham #investorpitch   http://www.VictorAntonio.com http://www.SalesVelocityAcademy.com
9/14/20226 minutes, 59 seconds
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406 - When Prospects Hesitate...Do this

What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips
9/13/20226 minutes, 55 seconds
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Organize Your Spaghetti with Amy Franko, Sales Influence(r)

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business.   #amyfranko #bigtincan
9/6/202251 minutes, 20 seconds
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A CEO's Diary with Brandon Bornancin, Sales Influence(r)

CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips. #bigtincan #seamless #brandonbornancin
8/25/202248 minutes, 4 seconds
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Selling in a Recession #17 -  Categorize Your Clients

Selling in a Recession #17 -  Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #cxoleverage
8/20/20222 minutes, 3 seconds
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Selling in a Recession #16 - CXO to CXO Leverage

Selling in a Recession #16 -  CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #cxoleverage
8/19/20223 minutes, 5 seconds
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The Story Seller with Bernadette McClelland, Sales Influence(r)

In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling.  This episode is sponsored by Bigtincan:  http://www.Bigtincan.com   Victor Antonio: http://www.VictorAntonio.com
8/18/202255 minutes, 19 seconds
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Selling in a Recession #15 - No Discounting

Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #discounting
8/17/20222 minutes, 12 seconds
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Honor Your Prospects with Tony Parinello, Sales Influence(r)

In this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and how you can sell more effectively to decision-makers and influencers.  Tony has an amazing background in sales; you're bound to learn something new in this interview sponsored by Bigtincan. #sellingtovito #tonyparinello #bigtincan Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com
8/16/202259 minutes, 22 seconds
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Elite Sales Strategies with Anthony Iannarino on Sales Influence(r)

Elite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales engagement.  This episode is brought to you by Bigtincan http://www.Bigtincan.com  
8/12/202252 minutes, 49 seconds
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Selling in a Recession #14 - Easy Access to Decision-Makers

Selling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.   #sellinginarecession #recession #decisionmakers
8/12/20221 minute, 45 seconds
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Selling in a Recession #13 - Less Competition

Selling in a Recession #13 - Less Competition  with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #competiton  
8/11/20221 minute, 58 seconds
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Sales Enablement Obsession with Rusty Bishop, Sales Influence(r)

Bigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today. Link: http://www.Bigtincan.com
8/10/20221 hour, 1 minute, 13 seconds
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Selling in a Recession #12 - Offer FREE Training or Services

Selling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #freetraining  
8/10/20223 minutes
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Selling in a Recession #11 - Offer Better Terms & Conditions

Selling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #termsandconditions
8/10/20222 minutes, 51 seconds
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Selling in a Recession #10 -  Oust Your Competition

Selling in a Recession #10 -  Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #competitor #competition
8/4/20222 minutes, 37 seconds
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Selling in a Recession #9 -  Reactivate Old Clients

Selling in a Recession #9 -  Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #prospecting
8/3/20222 minutes, 6 seconds
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Selling in a Recession #8 - Receptive Decision Makers

Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #decisionmakers
8/2/20222 minutes, 29 seconds
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Selling in a Recession #7 -  Help Struggling Clients

Selling in a Recession #7 -  Help Struggling Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #helpingclients
8/2/20223 minutes, 43 seconds
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Selling in a Recession #6 -  Focus on Tier 1 Clients

Selling in a Recession #6 -  Focus on Tier 1 Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #upselling
8/2/20222 minutes, 52 seconds
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Selling in a Recession #5 - Relieve Client Pressure

Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #clientrelief
7/31/20222 minutes, 16 seconds
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Selling in a Recession #4 - Use Retention Strategies

Selling in a Recession #4 - Use Retention Strategies with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #retention
7/30/20222 minutes, 58 seconds
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Selling in a Recession #3 -  Sales Training Upgrade

Selling in a Recession #3 -  Sales Training Upgrade with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #upselling
7/28/20222 minutes
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Selling in a Recession #2 - Mentally in the Game

Selling in a Recession #1 -  Mentally in the Game with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #positive
7/28/20220
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Market Leader - How Best Leaders Manage People

How to Manage People and Be a Better Leader - Market Leader Learn how to manage people and be a better leader by applying one of two management theories: X or Y. http://www.VictorAntonio.com #managepeople #betterleader #business
7/28/20226 minutes, 47 seconds
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405 - Overcoming Indecision

In this episode of the Sales Influence podcast, Victor gives you some tips on helping customers out with overcoming indecision. Get Sales Velocity Academy Enterprise for your company. Apply here: https://victorantonio.com/licensing/ Sponsor the Sales Influence Podcast: https://victorantonio.com/podcast-sponsorship/ http://www.VictorAntonio.com #sip #salesinfluencer #overcomingindecision
7/27/20229 minutes, 3 seconds
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Selling in a Recession #1 - Upselling to Existing Clients

Selling in a Recession #1 -  Upselling to Existing Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #selinginarecession #recessiion #upselling
7/27/20223 minutes, 28 seconds
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Special - Scaling Your Business

Here are 4 ways to scale your business on this sale influence podcast.
6/15/20223 minutes
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404 - Be a Sales Sherpa

Here's what it takes to win more clients in today's competitive market.  
6/15/20226 minutes, 36 seconds
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403 - Turn Your Camera ON

Here's how you get folks to turn their cameras on so you can connect.
6/15/20223 minutes, 56 seconds
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402 - Level 3 Selling

There are 3 levels to selling,...where do you fit?
6/15/20226 minutes, 37 seconds
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401 - Dealing with Scared Clients

How can you move a deal forward (i.e., close it)?  Learn how to reduce a client's fears!
6/15/20227 minutes
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400 - Stop Being Skeptical

The number 1 thing that holds people back is skepticism...let's talk about it on the sales influence podcast.
6/15/20227 minutes, 3 seconds
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399 - Training for Results

3 Step Training Formula for training people or doing a workshop.
4/29/20224 minutes, 46 seconds
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398 - Strong vs Weak Salesperson

What makes a strong vs. weak salesperson?  Find out on this Sales Influence Podcast.
4/28/20229 minutes, 56 seconds
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How to Sell Training & Services (R102)

Understand the customer's pain points: - Help them close deals - Leverage good leads - Long Sales Cycles - Average deal size - Not enough sales activities - Can't demo value - Bad presentation skills - Upselling and Cross-Selling - No Follow-Up - Getting referrals - Good Salespeople - Can't sell value, not price  
4/26/202211 minutes, 23 seconds
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397 - Guaranteed RFP Win

 Guaranteed RFP Win on this episode of the Sales Influence Podcast.
4/26/20228 minutes, 9 seconds
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396 - Closing Service Deals

Closing Service Deals with Limited Contract or contractual obligation. #servicesales #servicedeals 
4/26/20228 minutes, 2 seconds
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395 - Price Increase Conversation #10 - Adding Value

Price Increase Conversation #10 - Adding Value.  #priceincrease
4/26/20223 minutes, 49 seconds
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394 - Price Increase Conversation #9 - Using a Reward System

Price Increase Conversation - Using a Reward System. #priceincrease 
4/26/20224 minutes, 26 seconds
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393 - Price Increase Conversation #8 - Down-Sell the Deal

Price Increase Conversation tactic #8 is knowing how to down-sell using the good, better and best approach.
4/8/20226 minutes, 34 seconds
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392-Price Increase Conversation #7 - Using Tradeoff

Price Increase Conversation using Trade-Offs #7
4/3/20225 minutes, 25 seconds
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391-Price Increase Conversation #6 - Compliance Trigger

How to use a Compliance Trigger when having a Price Increase Conversation.
3/30/20220
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12 Months Sales Challenge to Win Big (R101)

Here are 12 things you can do to win big at sales: Positive Mental Habits Product Knowledge Define Your Target Market + Buying Habits Define Your Sales Process Presentation Skills Influence and Persuasion Techniques Pricing and Closing Prospecting Pipeline Management (CRM) Handling Objections Upselling and Cross-Selling Follow-Up and Referrals
3/25/202210 minutes, 53 seconds
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390 - Price Increase Conversations #5 - Price Creeping

In this episode of the Sales Influence podcast, Victor gives you some good tools for selling the price increase using the PRICE CREEPING method when framing the price conversation with your clients.
3/23/20225 minutes, 7 seconds
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389 - Price Increase Conversation #4 - Extend and End

Use this 'Extend and End' strategy to get clients used to accepting a higher price over time in your pricing conversations.
3/23/20225 minutes, 58 seconds
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388 - Price Increase Conversation #3 - Anchoring the Price

In a price increase conversation, anchoring a price can help you nudge the client to accept the new pricing.  Here's how you sell the price increase with anchoring!
3/22/20226 minutes, 30 seconds
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What is Your Time Worth - Victor Antonio (R100)

Part of owning your time is knowing what its value is.  Time management is also money management.  Sales Influence Podcast with Victor Antonio (R100)
3/18/202212 minutes, 28 seconds
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387 - Price Increase Conversation #2 - The DRIP Method

Sometimes it's best to mention the possibility of a price increase to get clients use to the idea that one is coming.  Here's who you use the Drip Method.
3/11/20225 minutes, 22 seconds
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386 - Price Increase Conversation #1: Tell Them Why

Price Increase Conversation #1: "Tell Them Why" highlights that customers or clients will be more accepting of a price increase if they know why and how it will benefit them.
3/10/20224 minutes, 27 seconds
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385 - Sales Tools vs Sales Fools

As we begin to incorporate more tech into our stack, we need to be smarter.
3/4/20227 minutes, 12 seconds
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384 - Aim for Success

This is about staying focused on what it is you want to do and want...avoiding the pessimism!
3/4/20228 minutes, 55 seconds
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383 - Price Increase Conversations

Price increase conversations is a skill we all need to develop for today's salespeople.
3/4/202216 minutes, 2 seconds
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ABC - Attitude Behavior Consequence

In this Behind the Wheel episode, I look at ABC, Always be Closing....no.  How your attitude will drive your behavior which will eventually determine your consequence or outcome.
2/16/20223 minutes, 38 seconds
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382 - Spinning a Story

Here are 4 elements to a convincing story to help you sell more.
2/4/20225 minutes, 7 seconds
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381 - Big Sales Rocks

When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story.  HLA should be done early.  Also, When (Daniel Pink) can help us organize our day.
2/3/20224 minutes, 55 seconds
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380 - Avoid No Decisions

Your biggest competitor is not your competitor, it's a no- decision.  
2/2/20229 minutes, 27 seconds
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379 - Create a Value Chain

Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.
1/31/20226 minutes, 42 seconds
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378 - Position Your Value...Again

Position your value, not your price; that's the message.  Shifting your mindset to selling on value will allow you to see how you can sell more effectively.
1/30/20228 minutes, 25 seconds
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376 - 3 Levels of Empathy

There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.
1/26/20226 minutes, 17 seconds
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375 - Sell Without Selling Out

In this podcast I review Andy Paul's new book, Sell Without Selling Out!
1/25/20224 minutes, 35 seconds
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377 - IntraProspecting: A New Sales Term

When it comes to finding new business, we rely on two overarching strategies: We have 'inbound' prospecting (marketing). We have 'outbound' prospecting. And now, we have a third option, Intraprospecting.
1/24/20226 minutes, 1 second
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374 - STOP Asking That Question

As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.
1/23/20229 minutes, 33 seconds
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373 - Name That Sales Tune

We go from Name That Tune to Name that Sales Problem using the F.I.T. model for asking questions.
1/22/20229 minutes, 1 second
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372 - Generational Narcissism & Robert Greene

Sales Influence Podcast with Victor Antonio on Generational Narcissism & Robert Greene
1/13/20228 minutes, 37 seconds
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371 - Hiring a Sales Coach and Why

Hiring a Sales Coach - Dos and Don'ts
1/11/20225 minutes, 31 seconds
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How to Set Pricing with Chris Mele on Sales Influence(r)

How to Set Pricing with Chris Mele on Sales Influence(r) #pricing #prices
11/1/202144 minutes, 37 seconds
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Español - El Franquiciado Que Vende con Juan Rivera

Influencia en Ventas presenta El Franquiciado Que Vende con Juan Rivera y Victor Antonio donde hablamos del exito en ventas y mercadeo
10/26/202141 minutes, 54 seconds
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Really Care for Them with Sales Influence(r) Mareo McCracken

Really Care for Them: How Everyone Can Use the Power of Caring to Earn Trust, Grow Sales, and Increase Income. No Matter What You Sell or Who You Sell It To
10/26/202132 minutes, 57 seconds
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370 - The Golden Sandwich of Selling

The Golden Sandwich of Selling
10/26/20215 minutes, 23 seconds
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369 - Value Motive

Let's shift from a Profit Motive to a Value Motive on this Sales Influence Podcast with Victor Antonio #valuemotive
10/24/20214 minutes, 28 seconds
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368 - Voice of Treason

It's that little voice in your head that betrays you on this Sales Influence Podcast with Victor Antonio
10/24/20214 minutes, 55 seconds
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This Week in Sales #42 - With Victor Antonio and Will Barron

On this week in sales we’ll be looking at: Spaced learning, The Netflix of Cars Sales, “Inclusive” sales training And much more!
10/18/202151 minutes, 49 seconds
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This Week in Sales #41 - With Victor Antonio and Will Barron

This Week in Sales #40 - With Victor Antonio and Will Barron where we talk why salespeople don't go after big deals and more.
10/18/20211 hour, 42 seconds
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Book Review: Tech Powered Sales

Book Review: Tech Powered Sales by Justin Michael and Tony Hughes.
10/13/20213 minutes, 5 seconds
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Español : Escuela de Ventas con Agustin Nuño

En este podcast hablamos de todo ventas, como ejecutar y ganar como vendedor(a). El mercado de ventas sigue cambiando y la destreza deben de coincidir. Escuela de Ventas con Augustin Nuño - Influencia En Ventas Serie.
10/4/202133 minutes, 57 seconds
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Pipeline Signals with Jamie Shanks, Sales Influence(r)

In this podcast we talk about Jamie Shanks' new venture into pipeline signals and how selling is changing.  
9/28/202136 minutes, 10 seconds
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This Week in Sales #40 - With Victor Antonio and Will Baron

EP40 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Brainshark (allegedly) being in violation of biometric privacy rights Revenue intelligence Salespeople being suck in the past Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening Why recruiters need to embrace content marketing
9/23/202155 minutes, 35 seconds
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How Decisions Drive Behavior with Tyler Ludlow, Sales Influence(r)

Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.
9/22/202152 minutes, 56 seconds
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VA on Does Multitasking Work with Nicholas Carr

Does Multi-Tasking Work with Nicholas Carr
9/18/20212 minutes, 10 seconds
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This Week in Sales #39 - Victor Antonio + Will Barron

On this week in sales we’ll be looking at: - RFP management - Self-service for Salesforce - How long it’ll take before Victor crashes his new bike Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams Salesforce has also introduced Subscription Management for Revenue Cloud. Denave launches its retail solution mascot - Dgenie Customer Data Platform Market worth $15.3 billion by 2026 Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str
9/17/202151 minutes, 19 seconds
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This Week in Sales #36 with Victor Antonio and Will Barron

On this week in sales we’ll be looking at: All the sales tech companies getting funding (the market is booming) Chorus.ai doing conversational intelligence within Zoom meetings Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns Can Sales Assessments Help Address High Sales Turnover Rates? Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams The End of the Traveling Salesman? Covid’s Permanent Transformation of the Sales Industry
7/28/202153 minutes, 29 seconds
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Story Time - Meeting a Legend

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!
7/28/20214 minutes, 6 seconds
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367 - 5 Steps to Getting New Clients

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change. Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor: M.oney (cost of switching) E.ffort (required to switch) T.ime (investment and delays due to switching) A.doption and/or A.cceptance (will people/employees/team members use it) And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails. In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.
7/24/20212 minutes, 45 seconds
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This Week in Sales #35

On this week in sales we’ll be looking at: Zoominfo buying Chorus.ai Faceless avatars being set to take over the sales profession How much should you spend on Sales Enablement If a college degree is worth the investment And much more!
7/21/202158 minutes, 21 seconds
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The Ignorance Tax

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company.  I moved my  family to Argentina where I would run the territory.   After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going.  The conversation we had that day transformed me from a price seller to a value seller.   That was the day I almost got fired…this is my story.   #valueoverprice #nodiscounting 
7/20/20214 minutes, 6 seconds
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366 - Build an Upselling Roadmap

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.
7/15/20212 minutes, 44 seconds
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365 - Follow-up + Sell More

Decision Fatigue - How to Sell More on Follow-ups
7/14/20212 minutes, 50 seconds
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34 - This Week in Sales

On this week in Sales, Will Barron and I discuss: Seismic surpasses $200m in annual revenue  B2B Firms Can Price with Confidence 5 strategies can help B2B firms manage price increases Lilt Launches Next-Generation Multilingual Asset 
7/13/20211 hour, 12 minutes, 30 seconds
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364 - Upsell Impulse Buyer

Here's a new thought on how to use impulse buys to sell more.
7/12/20214 minutes, 38 seconds
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Story - Managers Who Steal Confidence

This is a story of how a manager stole my confidence and how it took a better manager to restore it.  Here is my story...
7/10/20216 minutes, 9 seconds
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363 - Frictionless Experience Sells More

How can you create a frictionless experience for your customers or clients and sell more?  Find out on this sales influence podcast.  #frictionlessexperience
7/8/20214 minutes, 53 seconds
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This Week in Sales EP #33

On this week in sales Will Barron and I be looking at: Selling behaviours that kill deals Virtual sales recruiting Apple pushing back on working remotely The LinkedIn State of Sales Report 2021 - 50% of buyers say that working remotely has made the purchasing process easier Celential.ai Appoints Vice Presidents of AI And Sales; Expands Its AI-Powered Virtual Recruiter Service To Sales Recruiting Remote working has pushed salespeople away: What is the solution? Apple pushes back on remote work Virtual selling expected to be the new normal of medtech sales in 2022 and much more.
7/7/202147 minutes, 57 seconds
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Story - Shadowing a Sales Killer

Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process. To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video). So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process. This is my story... #saleskiller #salesplaybook #salestraining #behindthewheel
7/6/20215 minutes, 49 seconds
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362 - Transitioning Your Prospects

The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find  out how.
7/5/20213 minutes, 58 seconds
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361 - Art of Saying No

Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.
7/5/20213 minutes, 25 seconds
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360 - Best Inbound Lead Question

Here's the best inbound lead question you  can ask a prospect and what buying signals to look for on this sales influence podcast.
7/3/20212 minutes, 33 seconds
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359 - Skip Discovery, Just Demo

With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo!  Here's why!
7/2/20215 minutes, 17 seconds
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32 - This Week in Sales with Victor Antonio and Will Barron

This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.
7/1/202158 minutes, 34 seconds
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358 - 3 Things Buyers Want

When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you.  #salestip #customerjourney
7/1/20212 minutes, 27 seconds
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357 - Control the Sales Conversation

What are customers looking for in a discussion?  For you to control the conversation and guide them in order to help them make a buying decision.
6/30/20213 minutes, 53 seconds
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355 - Ghost by Prospect or Client (Part 2)

Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.
6/30/20215 minutes, 31 seconds
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354 - Ghosted by a Prospect or Client (Part 1)

If you've ever been ghosted (stopped returning your calls or emails) by a  client or prospect, listen up.  
6/30/20214 minutes, 56 seconds
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353 - Get Better, Faster, Stronger

In selling, it's all about getting Better, Faster, Stronger.  Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.
6/25/20216 minutes, 5 seconds
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352 - Hugging is Selling

Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.
6/24/20215 minutes, 53 seconds
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351 - Change Client Priorities

Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.
6/23/20216 minutes, 46 seconds
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#31 - This Week in Sales with Victor Antonio and Will Barron

On this week in sales we’ll be looking at: AI-powered sales enablement platform Gong raises $250M Vidyard integrates with LinkedIn Messaging Outreach Closes $200M Funding Round Poised Raises $4.5M Seed Round to Improve the World’s Spoken Communication Swearing on rise but parents still don’t want kids hearing it, report finds Fastly apologizes for the outage, and breaks down the bug that hobbled major websites
6/13/20211 hour, 1 minute, 47 seconds
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Special - The Future of Sales

The Women Your Mother Warned Your About talks to Victor Antonio on the Victor Antonio Victor Antonio, sales leader, keynote speaker and best-selling author, brings his trademark energy and straight-talk to the show. Victor shares some stories from his career and how leaving corporate life taught him to hustle and educate himself. He emphasizes the importance of taking chances, working your butt off, marketing yourself, and that it’s ok to really like making money for it.  link: https://tinyurl.com/36mysbbh
6/13/202150 minutes, 49 seconds
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$350 - 4 Steps to Closing

4 Steps to Closing a sales on this episode of the Sales Influence Podcast with Victor Antonio when it comes to using persuasion and closing techniques to become an influencer in closing.  A great sales tip!
6/11/20213 minutes, 8 seconds
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#30 - This Week in Sales with Victor Antonio and Will Barron

On this week in sales we’ll be looking at:  Sales automation Post COVID lead generation trends Amazon’s Hire to Fire strategy News: What’s Your Sales Automation Strategy? A recent McKinsey study shows that more than 30% of sales activities can be automated to improve efficiency and effectiveness. However, lack of awareness of automation’s potential, inadequate tracking, return on investment (ROI) concerns, and delayed delivery challenges are hindrances to adoption. https://hbr.org/2021/06/whats-your-sales-automation-strategy Automated sales commission platform Spiff secures $46M Companies connect Spiff to their customer relationship management (CRM) platform, business intelligence (BI) tools, or accounting and payment systems to automatically glean real-time sales data.  While its prebuilt integrations include the likes of Salesforce, Looker, Snowflake, Quickbooks, and Stripe, the company also follows an API-first philosophy that opens things to just about any data conduit. Through the no-code Spiff commission designer dashboard, companies can combine rules, variables, and conditions around commission payments so that when an employee meets certain preset criteria, they automatically receive their dues.  This can support any number of commission structures, including deal splits, ramps, and team roll-ups. https://venturebeat.com/2021/06/01/automated-sales-commission-platform-spiff-secures-46m/ Lead Generation Trends Sales Leaders Should Know sales emails have now effectively doubled from the pre-pandemic baseline — 106% in March and 94% more email volume in April 2021. Sales calls, too, trended up. Call events were up 72% and 65% in March and April 2021, respectively (compared to pre-pandemic baselines).  In 2021, we find spending up a staggering 38% in both March and April 2021. The year-over-year uptick is 52%. However, despite buyers’ preferences for digital sales interactions — 70%-80% of respondents to McKinsey’s research survey prefer over face-to-face — all this activity has not led to increased sales. The HubSpot data indicates closed-won deals cratered early with the uncertainty surrounding the onset of the pandemic (-9% April 2020) and were underwater (up only 1% to negative) seven of the next 11 months. Things seem to have finally reversed in March 2021, popping 13% above the pandemic baseline. The big takeaways here are that more activity is generating fewer results and that this hard work, especially in prospecting or awareness-generating activities, is not currently showing signs of reversing course. https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2021/06/02/lead-generation-trends-sales-leaders-should-know/ Five Ps of Sales Success Five Ps of sales—purpose, precision, personalization, productivity, and profitability. Phil Harrell, a vice president and group director at Forrester, says in the report that modern buyers will place greater emphasis on companies’ social and corporate responsibility, and seller candidates will seek more than income when considering job opportunities. Will, how much consideration do customers (or seller candidates) put on social responsibility before making a buying (take a position with a company)? https://www.destinationcrm.com/Articles/CRM-Insights/Insight/The-Five-Ps-of-Sales-Success-147149.aspx Amazon’s Controversial ‘Hire to Fire’ Practice Reveals a Brutal Truth About Management According to the reporting, managers at the online retailer intentionally hire people that they know they’re going to fire.  The fact that managers at Amazon might offer someone a job just so they can terminate them isn’t even the worst part of the story. See, managers at Amazon have a target rate for annual turnover.  Managers are evaluated based on a metric, known as “unregretted attrition rate” (URA).  They’re expected to lose, either voluntarily or through termination, a specific number of employees every year. If you don’t, you’re expected to make up for it the following year.  Result: Managers are hiring people they otherwise wouldn’t, or shouldn’t, just so they can later fire them to hit their goal. To be fair, Amazon told Insider that “hire to fire” isn’t a policy and goes against Amazon’s leadership principles, one of which is “Hire and Develop the Best.” From the company’s website:  https://apple.news/AlbvHgzD5Tl6lSjHvcyHtzw Do you have to be a practitioner to be a successful coach? (assuming you have access to data…) 
6/9/20211 hour, 7 minutes, 59 seconds
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#349 - Help Your Customers

Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.
6/8/20213 minutes, 45 seconds
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#348 - Sales Disability into Ability

Here are 4 ways to change how your customer perceives your product or service.
6/7/20216 minutes, 9 seconds
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#29 - This Week in Sales with Victor Antonio and Will Barron

6/1/20211 hour, 10 minutes, 45 seconds
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#27 - This Week in Sales with Victor Antonio and Will Barron

6/1/20211 hour, 10 minutes, 24 seconds
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#26 - This Week in Sales with Victor Antonio and Will Barron

6/1/202152 minutes, 14 seconds
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#25 - This Week in Sales with Victor Antonio and Will Barron

On this week in sales #25, Will Barron and I talk about sales engagement and news updates on the world of selling.
4/28/20211 hour, 8 minutes, 47 seconds
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#24 - This Week in Sales with Victor Antonio and Will Barron

If Amazon are going to take over B2B sales Salesforce on it’s cloud 3.0 strategy Advertisers: Now’s The Time To Reconnect With Consumers Through First-Party Data Chorus.ai's Conversation Intelligence Platform Receives North America Customer Value Leadership Award from Frost & Sullivan New tech Start-up “Touch” ready to save salespeople half a billion hours of wasted time each year
4/22/20211 hour, 4 minutes, 19 seconds
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#23 - This Week in Sales with Victor Antonio and Will Barron

EP23 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Why Brands are Shifting From Digital To Human-To-Human How 58% Of Sales Reps Require Coaching To Sell In the Virtual Environment Why google is capping their sales reps bonuses after they’ve been taking home over $1 million in a year in commissions. DealHub Recognized as a CPQ Momentum Grid Leader for Spring 2021 by G2 Salesforce Reimagines Sales Cloud to Drive Growth in a Sell-From-Anywhere World Digital In-Store Engagement: Media or Merchandising Meteora Group's president discusses how retail media is poised for growth as out-of-home engagement model gains traction. Gartner Research: 58% Of Sales Reps Require Coaching To Better Sell In A Virtual Environment Some Google Cloud Salespeople Took Home Over $1 Million Salaries. That May Come To An End. Prince Harry Has a New Job with a Mental Health and Coaching App That He's Been Using for Months
4/1/20211 hour, 4 minutes, 58 seconds
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[Spanish] Confianza y Exito con Milton Olave, Sales Influence(r)

En este episodio de Influencia en Ventas hablo con un gran motivador y emprendedor, Milton Olave donde exploramos las raices del exito y como la confianza es clave.
3/28/202151 minutes, 13 seconds
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The New (Buyer) Chameleons with Michael Solomon, Sales Influence(r)

In this Sales Influence podcast I interview Michael Solomon, author of The New Chameleons where we talk about how the buyers have changed so we need to change our sales approach.
3/26/202153 minutes, 25 seconds
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344 - Sell the Big Picture

In any presentation, the common mistake is to 'build value' towards an outcome. Wrong move!  The right way is to go macro to micro!  
3/26/20214 minutes, 46 seconds
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This Week in Sale with Victor Antonio and Will Barron

EP22 - THIS WEEK IN SALES Whether “omni channel” is the future of B2B sales? Is Gong Wrong? And are they ‘Data Pandering’? How are sales reps losing deals? 50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021 McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent. And more
3/22/202157 minutes, 29 seconds
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#343 - Sell the Pain

Loss aversion is real and knowing how to sell the pain of the same over the pain of change is a sales gamechanger.
3/21/20216 minutes, 46 seconds
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Incentives in Selling with H. John Mejia, Sales Influence(r)

H. John Mejia works in the 'incentives' business leveraging promotional strategies to get salespeople and employees to pull in the same directions (i.e., growth and profitability).  Listen in as he describes what he does AND as a bonus, he also talks about his new book, Step Into Your Zone, a peak performance playbook which is now available on Amazon!
3/19/202152 minutes, 39 seconds
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342- The Ultimate Sales Sin

Here's the one thing many salespeople do to kill a sale!  It's one that's repeated time and time again!
3/18/20216 minutes, 49 seconds
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This Week in Sales with Will Barron and Victor Antonio

  EP21 - THIS WEEK IN SALES On this week in sales we’ll be looking at: - The Post-Pandemic Evolution of B2B Sales - Mary Shea, Leading Analyst of Sales Technology, Joins Outreach as the First-Ever Global Innovation Evangelist - 64% of B2B Marketers Still Faced with Budget and Resource Challenges - Top 10 CRM Software for Small Businesses - CAN AUTOMATED SALES EMAILS REALLY BE PERSONALIZED? - MindTickle number of Fortune 500 and Global 2000 customers and achieves more than 150% enterprise net retention - Imposter syndrome's ugly roots
3/15/20211 hour, 2 seconds
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The Power of Sales Leaders with Jeff Bajorek, Sales Influence(r)

Jeff Bajorek and I talk about what a real sales leader, mentor and manager can do to help salespeople on this episode of the Sales Influence Podcast.
3/13/202149 minutes, 19 seconds
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SDR Chronicle with Morgan Ingram, Sales Influence(r)

If you're an SDR and you want to know what it takes to reach out and connect with new clients, this podcast is for you.  Join me as I interview Mr. SDR Chronic(les) and host of Muffins with Morgan on this episode of the Sales Influence Podcast.
3/10/202159 minutes, 47 seconds
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This Week in Sales #20 - Victor Antonio & Will Barron

EP20 - THIS WEEK IN SALES The ever so brilliant @WillBarron and I talk about the following headlines: Only 23% of B2B sales reps say they sell as well virtually as offline - @gartner Can B2B sales be automated, and can bots make sales reps more effective? @oracle Amid rise in Remote Work, Dooly announces $25.5 MILLION to scale sales enablement platform @dooly According to Salesforce’s 2019 State of Sales Report, the average salesperson spends 34 percent of their day selling. Half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities @sugarcrm REMINDER: Go to ThisWeekInSales.com and leave us some feedback ATD’s New State of Sales Training Shows Trends in Learning Spending, Hours for Salespeople Female salespeople are 23% less likely to be offered financial bonuses than male colleagues, according to @hubspot Book Review: “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress” by Bob Moesta And, an update on Will's new dog who apparently is having digestive issues :-)
3/9/20211 hour, 3 seconds
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Elon Musk Says You Don't Need a College Degree! Really? (Special)

What does Elon Musk mean when he says you don't need a college degree to be successful?  Let me break it down on this special episode of the sales influence podcast.
3/7/202113 minutes, 45 seconds
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SPANISH - Campeon de Superacíon Luis Fallas, Influencia en Ventas

En este episodio de Influencia en Ventas, tengo el campeon de superacíon personal, Luis Fallas quien nos habla de como ir al proximo nivel de desempeño.
3/6/202143 minutes, 58 seconds
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The 5 Sales Rings with Niraj Kapur Sales Influence(r)

In this podcast, Niraj Kapur and I talk sales in the context of the great samurai's Miyamoto Musashi's 5 Ring philosophy for excellence.
3/5/202158 minutes, 38 seconds
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341-3-Step Sales Demo Sequence

If you have to demo a product, learn the best sequence to use to get the client or customer to buy.
3/5/20215 minutes, 41 seconds
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340- 4 Closing Conversations in Selling

Here are 4 ways you can get clients to move forward by reducing their anxiety and understand their time to value.
3/5/20217 minutes, 20 seconds
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Your Sales Agency Dream, Joey Gilkey Sales Influence(r)

Starting your own agency and launching your own company requires mental strength and a good sales strategy.  Find out why and how Joey Gilkey made the tough call to strike out on his own.
3/3/202145 minutes, 52 seconds
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Selling Prosperity with Randy Gage on Sales Influence(r)

Randy Gage is all about the prosperity mindset and that what he 'sells'.  Where others see only challenges, Randy Gage reveals how to discover the hidden opportunities. He will likely cause you to think and look at things in ways you never have before. His new book, Radical Rebirth is available on Amazon:  https://www.randygage.com/radicalrebirth/  Randy’s Prosperity Livestream page:  https://www.randygage.com/prosperity-livestream/  
2/24/20211 hour, 8 minutes, 26 seconds
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#339 - Use Sales Triggers to Sell

Finding the right moment to sell for the right reason is what will make or break a sale.  Find out what sales triggers to 'trigger' to close a deal.
2/23/20216 minutes, 18 seconds
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This Week in Sales with Victor Antonio and Will Barron EP19

  EP19 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Shaming salespeople on LinkedIn What “high growth companies” do different to “negative growth companies” B2B marketplaces According to research findings released today by ValueSelling Associates, Inc., 87% of high-growth companies take a value-based approach to sales compared to 45% of negative-growth companies. SurveyMonkey Announces Availability of GetFeedback’s Integration with Salesforce Commerce Cloud One study found that 75 percent of B2B buyers and sellers now want to make purchases or interact with business partners online. Lots of interest in “virtual trade shows within a marketplace environment”. Boutique CRMs - Hotel CRM Software Market Summary, Trends, Sizing Analysis and Forecast To 2025 Showpad Partners with Threekit to Improve Buyer Experience Through Enhanced 3D Visualization and Augmented Reality Performio, the leading enterprise-grade incentive compensation management software solution, has announced 110% growth in North America for FY2020,   Shaming salespeople on LinkedIn Jeff Molander made a LinkedIn post outing and shamed some dude who sent him cold outreach on the platform. The 350,000 views and 900 comments and Jeff got lit up for - Boomers left behind by jobs recovery A new book, The New Chameleons by Michael Solomon And more on THIS WEEK IN SALES      
2/22/20211 hour, 12 minutes, 57 seconds
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338 - Value Lifters

There are several ways to lift the value of your proposal so clients or customers can see the real value of your product or service.
2/19/20217 minutes, 37 seconds
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This Week in Sales - Victor Antonio and Will Barron

EP18 - THIS WEEK IN SALES On this week in sales we’ll be looking at: Salesforce declaring the 9-to-5 workday dead HubSpot Signs Agreement to Acquire The Hustle (and proves us right) Boutique CRMs Yext, Inc., the Search Experience Cloud company, announced the promotion of David Rudnitsky to President and Chief Revenue Officer. B2B sales data startup Lusha secures $40 million Series A funding SugarCRM Users Can Now Utilize Exceed’s Conversational AI to Automate Lead Qualification Vivun raises $35 million to advance presales engineering platform The Top Real Estate CRM software Market Leader Follow Up Boss Wise Agent TotalBrokerage IXACT Contact Research from Quantcast and Forbes Insights revealed that of 500 marketers, 52 per cent had noticed a growth in sales, while 51 per cent had noticed a growth in customer retention since introducing AI capabilities to their ecosystem. Onit - Speeding Up the Sale with Contract AI Software
2/16/20211 hour, 5 minutes, 2 seconds
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337 - Discovery Phase Questions

Here are key questions to ask during the discovery phase with a sales prospect on this Sales Influence podcast.
2/16/20215 minutes, 28 seconds
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336 - Selling Negative Features

Sometimes it's not about selling what you can do, but also what you can't do (i.e., negative feature).
2/16/20215 minutes, 33 seconds
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This Week in Sales with Victor Antonio and Will Barron

On this week in sales we’ll be looking at:  How only 75% of revenue leaders feel “somewhat” effective at training their salespeople What data storytelling is and how it can help you win more business How Hyundai has automated the nagging car salesman And much more!
2/9/20211 hour, 5 minutes, 38 seconds
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[SPANISH] - El Vendedor In-Poderado con Edward Rodriguez EP01

Español - En este primer episodio del podcast Influencie en Ventas, hablo con el fundador de la escuela de IN-Poderamiento Edward Rodriguez sobre los temas de ventas y auto-motivacíon!
2/4/202145 minutes, 14 seconds
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Sales Drop & Account Based Marketing, Kristina Jaramillo on Sales Influence(r)

Join me and Kristina Jaramillo as we talk about Account-Based Marketing and how you can leverage social medial to acquire more qualified leads.
2/4/202145 minutes, 23 seconds
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#335 - Become a Business Samurai

In 17th century Japan, there was a samurai so skilled that myths started to grow about him while he was still alive. After his death, he became a legend of supernatural skills with the sword. His name was Miyamoto Musashi, and he is known to have gone undefeated after more than 60 duels. Interestingly, not only was Musashi a master swordsman, he was also a poet, an artist, and a philosopher. He wrote a book containing what he considered to be the ideal qualities of a samurai. The Book of Five Rings.  In order to understand the business applications of The Book of Five Rings, we must first understand its originin Japanese culture.  The book is divided into five chapters based on the five elements of Japanese Buddhism: earth, water, fire, wind, and emptiness. 
2/4/20219 minutes, 28 seconds
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#334 - It's about Decision-Making Confidence

Helping a client be confident about their decision is what selling is all about today.  Find out why on this Sales Influence Podcast with Victor Antonio.
2/2/20217 minutes, 10 seconds
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#16 - This Week in Sales, Victor Antonio & Will Barron

In this week in sales, Will Barron and I discuss some of the changes happening in the world of Selling.  
2/1/20211 hour, 31 seconds
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Demolytics are Changing Sales, Garin Hess Sales Influence(r)

Garin Hess is a serial entrepreneur whose entire career has been in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. He has been directly involved in building several B2B sales teams and has held roles as acting Head of Sales and sales engineer. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus (goconsensus.com).
1/29/202136 minutes, 57 seconds
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A Mindset for Sales, Luigi Prestinenzi Sales Influence(r)

Luigi Prestinenzi's sales story is truly a remarkable one!  Learn how a real sales self-motivator thinks and what drives him to be the best of the best at selling on this Sales Influencer series.
1/28/202132 minutes, 25 seconds
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#333 - The Perfect Close 2.0 a la James Muir

James Muir wrote a great book (which I highly recommend you get) called The Perfect Close...I just added a  little  'sales influence' spin to make it fit for me. Check it out on this podcast!
1/25/20218 minutes, 45 seconds
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#323 - Rapport Building Questions

Starting a conversation will be less difficult if you have some good rapport building questions on this Sales Influence Podcast with Victor Antonio.
1/24/20218 minutes, 24 seconds
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Mastering Sales Persuasion, Jeremy Miner Sales Influence(r)

Jeremy Miner understands what it takes to not push, but persuade customers in the world of selling.  Join me as we talk about all things sales on this Sales Influence Podcast.
1/21/202146 minutes, 36 seconds
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#331 - Building Virtual Rapport in a Meeting

How do you start a meeting to build instant rapport?  Here's a strategy to help you on this Sales Influence podcast.
1/20/20215 minutes, 43 seconds
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#330 - Base Salary or Commission

How should you pay or compensate salespeople?  Which is more effective at motivating your sales team?  What are the pros and cons of a base salary versus a commission plan?  Find out on this Sales Influence Podcast.
1/18/20217 minutes, 10 seconds
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#15 - This Week in Sales, Victor Antonio & Will Barron

On this week in sales we’ll be looking at: How Apple are using virtual avatar salespeople Why customer service are binning their apps The insane growth and revenue in the CRM space Is Salestech the new martech? Salesforce Unveils Loyalty Management Platform For Businesses As Online Sales 80% of Customer Service Organizations Will Abandon Native Mobile Apps What Companies That Grew In 2020 Realize About Sales Training 8 Psychological Tricks to Increase Conversion Rates for SaaS Startups How Companies Are Using VR to Develop Employees’ Soft Skills E-scooter salesman fell off scooter with dog while drunk New book, Business Made Simple by Donald Miller Companies mentioned: Outreach Apple Salesloft Salesforce Gartner REMINDER: Go to ThisWeekInSales.com
1/17/20211 hour, 18 minutes, 22 seconds
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#329 - Recharge Your Sales

There are several ways to recharge your sales and yourself on this episode of the Sales Influence Podcast.
1/17/20216 minutes, 42 seconds
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#328 - The Rich Niche

Getting noticed and monetizing anything requires a relentless level of focus.  Learn how niches can make your riches...but you have to be the best at that you do.  This and more on this Sales Influence podcast.
1/15/20218 minutes, 20 seconds
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Introvert's Edge to Networking with Matthew Pollard, Sales Influence(r)

Matthew Pollard followups his Introvert's Edge to Selling with Introvert's Edge to Networking.  This is a great interview where I uncover how Matthew went from introvert to being a great communicator and leader on this Sales Influence Podcast.
1/15/202140 minutes, 1 second
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#327 - Create Quick Content that Sells

Content is king and creating it something we can all do with a little help of formulas and/or templates that work.  This and more on the Sales Influence podcast.
1/13/20217 minutes, 28 seconds
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Top Sales Secrets with Brandon Bornancin on Sales Influence(r)

Brandon Bornancin story in sales, his rise, his fall and rise again is a must listen to!  He has a new book out Sales Secrets and another on the way, Whatever it Takes.  He is the CEO of Seamless.ai, a lead generation company that uses artificial intelligence to curate contact information.
1/13/202155 minutes, 8 seconds
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#326 - Video Email Tips that Work

Here are a few tips to make your video emails more effective on this Sales Influence podcast with Victor Antonio.
1/12/20217 minutes, 7 seconds
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This Week in Sales - Will Barron & Victor Antonio EP14

On #ThisWeekInSales Will Barron, Mr. Salesman Podcast himself, and I look at: - Whether B2B sales heading into a “self-service” era - What Super Productive People Do Differently - Why 2020 wasn’t all bad for sales professionals - How murdered Will's pet goldfish And much more! FULL VIDEO IN COMMENTS Mentions: Sales Hackers, Inc., SalesLoft, Allbound, Bigtincan, ClearSlide, Harvard Business School , Richardson 🔥 🔥 🔥 Brandon Bornancin🔥 Salesforce and much more... #sales #business #twis #thisweekinsales
1/11/20211 hour, 19 minutes, 7 seconds
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The Perfect Close with James Muir on Sales Influence(r)

How would you like to learn the perfect close?  More importantly why the perfect close works from a psychological perspective.  Join me as I interview sales expert James Muir on the Sales Influence Podcast.
1/9/202149 minutes, 11 seconds
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#325 - Using Videos to Sell

After a meeting with a client, we often don't know if our 'champion' will sell our solution into and up the organization.  How can video help us?  How can we use video to leverage our selling reach?  Find out on this Sales Influence Podcast with Sales Expert Victor Antonio.
1/8/20217 minutes, 5 seconds
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Inside the Sales Mind of Matt King on Sales Influence(r)

If you don't know who Matt King is, you're in for a real treat!  A new breed of sales professional that is not only a great sales leader, but he has an AMAZING market brain that is rarely found in sales professionals.  Matt understands that salespeople are also brand extensions of their company or business.  Listen in as I go inside the mind of Matt King!  Be warned,...it's scary!
1/8/202121 minutes, 4 seconds
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#324 - Go For Maybe

It's not easy getting a prospect from No to Yes; very hard.  But, it's much easier to first get them to maybe before the yes.  Learn how in this episode of the Sales Influence Podcast with sales trainer and expert Victor Antonio.
1/6/20218 minutes, 21 seconds
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#323 - Share Your Price

Should you share your price on your website?  Should you make your pricing public?  You may be thinking no, but I think you should rethink what you're thinking.  More on this episode of the Sales Influence Podcast with Victor Antonio
1/5/20217 minutes, 2 seconds
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#13 - This Week in Sales with Will Barron & Victor Antonio

On this week in sales we’ll be looking at: -Outreach gets 'sentimental' and proclaims that email “open rates” and “reply rates” don’t matter anymore. -Only 25% of sales organisations have defined their own sales metrics. - Does Will’s beard make him a better salesperson than Victor according to the latest research? How will Victor respond? - Whatfix is Recognized in Gartner’s Latest Report on Digital Adoption Solutions (DAS)! What the heck is DAS? - Gartner Says Only 25% of Sales Organizations Have a Standard Definition for Sales Metrics! Uh oh! - Rise of the Influencers? 2021 predictions: on B2B companies will use decentralized tools to manage the role of influencers across the enterprise - Gong.io will show you how to PARTY! Releases a SKO (Sales Kick-Off) Checklist for 2020 : - Gartner Survey Finds 90% Of HR Leaders Will Allow Employees To Work Remotely Even After COVID-19 Vaccine Is Available - New Book Release: Game of Sales: Lessons Learned Working at Adobe, Amazon, Google, and IBM by David Perry This...and much more!
12/23/20201 hour, 13 minutes, 39 seconds
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#12 - This Week in Sales with Will Barron & Victor Antonio

On This Week in Sales #TWIS, Will Barron and I will be looking at: - How intelligent sales demo automation help you shorten sales cycles - Salesforce "State of Sales Report" on how only 24% of salespeople are high performers - We say “bye-bye” to trade shows - Chorus.ai is making some noise - Salesforce is picking up the "Slack" - What's Allego up to? - Elon Musk is Moving - And, the trials and tribulations of BREXIT
12/16/202055 minutes, 42 seconds
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#18 - Revenue Intelligence with Devin Reed on Sales Influence(r)

What is Revenue Intelligence?  What does Gong.io have to do with understanding what salespeople or customers talk about?  Find out how Artificial Intelligence is changing how we speak to our clients during calls, conversations and presentations on this Sales influence Podcast with Devin Reed.
12/6/202046 minutes, 40 seconds
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#17 - Win More Deals with Lee Salz on Sales Influence(r)

How do you win more deals?  How can you differentiate your product or service?  How can you name your price?  Lee Salz, sales expert, will walk you through the process of winning more deals and influencing the buying decision.
12/4/202049 minutes, 15 seconds
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#16 - Evolution Influences B2B Buying with Brent Adamson on Sales Influence(r)

How has sales changed just in the last 5 years?  It's much more than just providing insight, it's helping the customer make sense of what they need.  Join Brent Adamson and me on this Sales Influence(r) Podcast episode.
11/24/202044 minutes, 21 seconds
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#9 - This Week in Sales with Will Barron and Victor Antonio

On this week in sales we’ll be looking at: - If insurance salespeople are now obsolete - Why selling practice might make perfect - If you should get paid daily rather than monthly And much more! This Week In Sales hosts: Victor Antonio – Youtube.com/user/salesinfluence Will Barron – Salesman.org/Youtube Topics: Your car insurance salesman is now an AI bot connected to blockchain Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance. The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options. https://cointelegraph.com/news/your-c... X.ai X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language. https://salestechstar.com/sales-marke... MindTickle raises $100 million Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding. https://techcrunch.com/2020/11/15/sal... Prospify Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals. https://www.proposify.com/ Hold the Emoji and Other Tips for Successful Email Negotiations According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual. https://knowledge.insead.edu/blog/ins... Perfect Practice Makes Perfect UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach. https://www.sciolytix.com/products/up... Surprising Changes Ahead For B2B Sellers (Forrester) Mary Shea, principal analyst at Forrester – “I’m calling 2020 the year that B2B, sales, marketing and buying has changed forever.” AI and automation put sellers on a path to fulfil their consultative destiny – Shea believes that technology will increasingly take mundane tasks off of salespeople and give them better insights to be more consultative advisors. B2B sellers become experts at creating and engaging with video – “Historically, you would look for a salesperson who is a great communicator, a great problem solver, someone who can overcome objections and kick open that door and close that deal. B2B sales leaders activate more employees on behalf of commercial goals “The lone-wolf seller is facing extinction,” proclaims Shea. “As buy-side teams increase in size, expectations and expertise, we also need the selling teams to increase so that you have breadth and depth to meet the needs of a range of different buy-side stakeholders who may have different and competing agendas.” Sales tech consolidation accelerates as buyers demand end-to-end solutions – “Our research shows that about 41% of B2B organizations have reduced the size of their sales organization as a result of COVID economic hardships.” This cost pressure is impacting the tech tools sales forces use as well. https://www.forbes.com/sites/johnelle... Getting paid every day PayPal is one of the first major companies to pay its workers as soon as it’s earned rather than having to wait every two weeks. The move came after looking at the compensation and spending habits of its lowest-paid workers, many of whom were living paycheck-to-paycheck and relying on expensive borrowing (the company also boosted salaries after the research, says Bloomberg). By Alexander Besant, Editor at LinkedIn News https://www.linkedin.com/feed/news/ge... TV shows mentioned: - The Crown - Raised By Wolves
11/23/202059 minutes, 29 seconds
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#15 - Mind for Sales with Mark Hunter on Sales Influence(r)

Do you have a Mind for Sales?  That's the question I pose to Mark Hunter who is the author of a Mind for Sales on this Sales Influence Podcast with Victor Antonio.
11/21/202052 minutes, 9 seconds
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#322 - Power of Case Studies

Learn how to use case studies to close a deal on this Sales Influence Podcast with Victor Antonio.
11/19/20205 minutes, 54 seconds
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#321 - The 15-Minute Sales Pitch

Here's a simple structure for a 15-minute sales pitch or presentation on this episode of the Sales Influence Podcast with Victor Antonio.
11/19/20207 minutes, 50 seconds
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#320 - Avoid Sticker Price Shock with Clients

Often, clients have a price in their head of what they should pay.  When you don't correct that perception you run the risk of price sticker shock.  Learn how to reset a price anchor and avoid losing a potential client on this Sales Influence Podcast.
11/18/20206 minutes, 42 seconds
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#14 - AI + Sales Mastery with Jim Dickie on Sales Influence(r)

In this Sales Influence(r) podcast I speak with Jim Dickie on Sales Mastery, Artificial Intelligence and the change in the world of selling.
11/17/202050 minutes, 59 seconds
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#08 - This Week in Sales with Will Barron & Victor Antonio

On this week in sales we’re looking at: - Why you’re more likely to have a CEO jump on your sales call because of the pandemic - Why sellers don’t influence buyers as much as they think they do - We’ll discuss a new study that shows that almost half of CRM data is complete rubbish And much more! Your hosts: Will Barron and Victor Antonio
11/16/20201 hour, 5 minutes, 37 seconds
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#319 - Sales Demo With Ease

Here are three things you need to do during a sales demo to be able to sell with ease on this Sales Influence Podcast with Victor Antonio.
11/15/20205 minutes, 26 seconds
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#13 - Sales Enablement with Aaron Evans on Sales Influence(r)

Let's talk sales enablement with Aaron Evans on this sales influence podcast.  Sales enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.
11/13/202043 minutes, 27 seconds
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#318 - Post-Meeting Meeting

Here's a simple strategy for extracting valuable information from a client after a meeting on this Sales Influence Podcast.
11/13/20204 minutes, 43 seconds
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#317 - Be More Creative in Selling

Here's a simple exercise you can do to help you come up with creative ideas to sell more effectively on this Sales Influence Podcast with Victor Antonio.
11/12/20205 minutes, 54 seconds
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#12 - Thrive in Uncertainty with Meredith Elliott Powell on Sales Influence(r)

We are living in uncertain times!  How can you stabilize and thrive in this uncertainty?  I interview Meredith Elliott Powell who will walk us through the steps on this episode of the Sales Influence podcast.
11/9/202048 minutes, 4 seconds
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#07 - This Week in Sales with Will Barron & Victor Antonio

On this week in sales with Will Barron and Victor Antonio we’ll be looking at: - Why you should challenge your sales target if it looks ugly for 2021 - A study that shows that 66% of sellers would rather clean their bathroom than enter data into their CRM And much more! Mentions this week: Forrester, Gartner, Harvard Business Review, Seismic... and some others I've probably missed :).
11/7/20201 hour, 6 minutes, 34 seconds
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#11 - Energize Your Sales with Dan Jourdan on Sales Influence(r)

Dan Jourdan is known as the 'sales energizer'!  In this Sales Influence podcast I uncover what made him who he is today and why he values working with Small to Medium size Businesses (SMBs) in helping them get their revenue house in order.  This is a great interview with a few personal moments that I think you're going to enjoy!
11/7/202054 minutes, 3 seconds
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#10 - How Social Selling Works with Daniel Disney Sales Influence(r)

This is an incredible interview on how to leverage social selling to get more business.  Find out how you can be more effective on social with Daniel Disney the founder of The Daily Sales.  
11/5/202047 minutes, 59 seconds
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#316 - Grabbing Someone's Attention

Here's a way to grab someone's attention when they ask, "What do you do?" on this episode of the Sales Influence Podcast.
11/3/20206 minutes, 39 seconds
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#06 - This Week in Sales with Will Barron & Victor Antonio

Will had to go it alone; Victor Antonio had an Internet Outage.  - On this week in sales we’ll be looking at: - Whether it’s finally the end of the line for B2B sales calls - We’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. - We’ll uncover how sales enablement works in a socially distanced world And much more! Click to subscribe 👉 http://Salesman.org/Youtube Topics: The End of the Line for Sales Calls? 70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000. The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel. https://www.happi.com/contents/view_b... PandaDoc Releases State of Deals: 2020 Summer Edition Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours. Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc. The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June. https://www.pandadoc.com/library/eboo... Accenture Completes Acquisition of B2B Sales Firm N3 “Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations. https://martechseries.com/sales-marke... Microsoft Ignite showcases first Project Cortex AI tool for SharePoint Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts. https://www.cio.com/article/3575861/m... The Future Of Travelling Is Immersive The concept of immersive travel is slowly forming into a real tangible element in the industry. Immersive is defined as noting or relating to digital technology or images that actively engage one’s senses and may create an altered mental state. Immersive technologies have a meaningful impact on enticing traveller’s wanderlust. https://thelounge.rolzo.com/the-futur... -- 👇 SUBSCRIBE TO SALESMAN.ORG NOW 👇 https://www.youtube.com/channel/UCL5m... 👇 FOLLOW ON SOCIAL MEDIA FOR MORE SALES TIPS 👇 Facebook: https://facebook.com/salesmanpodcast Instagram: https://instagram.com/salesmanpodcast/ -- This video is about: No More B2B Sales Calls? Deals Happening Quicker Than Ever?! - This Week In Sales Link: https://youtu.be/YTnJpUkArdI
11/2/202028 minutes, 19 seconds
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#315 - Why Salespeople Don't Negotiate

When salespeople give discounts it's for a few bad reasons; which I cover in this sales influence podcast.
11/1/20205 minutes, 50 seconds
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#09 -Sales Branding with James Buckley Sales Influence(r)

James "Say What Sales" Buckley joins me on the Sales Influence podcast to talk about Sales Branding and his comeback story is incredible.
11/1/202052 minutes, 19 seconds
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#08 - Sales Influence(r) - Frank Visgatis on What Buyers Want

What Buyers Want!  Frank Visgatis, author of Customer-Centric Selling joins me on the Sales Influence Podcast to talk about how customers or buyers buy?
10/30/202050 minutes, 9 seconds
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#314 - Informercial Your Value

In this Sales Influence podcast find out how to structure your product or service value like an infomercial.  Learn how to develop an easy to remember the formula for pitching value!
10/27/20205 minutes, 35 seconds
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#05 - This Week in Sales with Victor Antonio and Will Barron

This Week in Sales with Victor Antonio and Will Barron.  On this week in sales we’ll be looking at: - New research shows that being honest about price leads to bigger deals - Microsoft is coming after Salesforce’s CRM dominance - Fractional management And much more! Brands mentioned: Salesforce, Microsoft, Copper, SalesGeek (🤓 Richard Few - FISM, Jonathan Finch - FISM), VanillaSoft (Darryl Praill), Google, Zoho CRM, Netflix.
10/25/202054 minutes, 55 seconds
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#07 - Sales Influence(r) - Kevin Dorsey on Inside Sales

In this Sales Influence (r) Podcast I speak with the VP of Inside Sales at PatientPop Kevin KD Dorsey. In this interview we get into what the best salespeople are doing to be successful, we talk systems, we talk failure and Kevin shares a funny sales story that will have you rolling! PatientPop is the only all-in-one practice growth solution. By enhancing and automating each touchpoint in the patient journey —
10/23/202039 minutes, 32 seconds
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#06 - Sales Influence(r) - Gavin Ingham on Leading Leaders

In this Sales Influence Podcast I chat with Gavin Ingham on helping leaders get the competitive edge in a rapidly changing world.  If you're a leader in any position, this interview has some nuggets for you.  
10/22/202040 minutes, 55 seconds
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#313 - Pre-Meeting SWAG

Want to engage your client or customers more online?  Send them some pre-meeting swag like books, manuals, samples, gifts, etc. so they can have them in hand before your meeting.  Create a virtual connection!  
10/21/20207 minutes, 1 second
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#312 - Riddle Me This (Fun Virtual Engagement)

Sometimes you have to make virtual engagement fun. Why not use riddles to liven things up on the Sales Influence Podcast by getting interactive with your meetings.
10/20/20205 minutes, 41 seconds
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#311 - Quick Sales Pitch

Here's a simple formula that you can use to deliver a quick and persuasive sales pitch or presentation on this Sales Influence Podcast with Victor Antonio.  #salestraining #salestips
10/19/20205 minutes, 20 seconds
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#05 - Sales Influence(r) - Jeff Shore on Follow-Up Sales

In this episode, I speak with sales consultant and trainer Jeff Shore about his new book, Follow-Up and Close the Sale on this Sales Influence(r) Podcast special.
10/19/202033 minutes, 55 seconds
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This Week in Sales EP004 with Victor Antonio and Will Barron

On this week in sales we’ll be looking at:  Gong.io who isn’t content at just analyzing your phone calls, they want to analyze your video calls as well How 5g technology is going to change sales And why you might want to start texting your buyers
10/17/202055 minutes, 44 seconds
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#310 - 3 Value Numbers to Know

When you're selling, part of positioning the value is help the customer understand the return on his investment, the timeline, and the overall cost.  I cover all three in this Sales Influence podcast.
10/16/20207 minutes, 49 seconds
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#309 - Engage with MentiMeter

Here's a tool that will help you engage your audience during a virtual sales call.
10/15/20206 minutes, 30 seconds
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#308 - Virtual Positive Tone

Setting the tone for any sales meeting is important to make it productive.  In this Sales Influence Podcast I'll show you how to get everyone engaged and contributing to a great virtual sales meeting.
10/14/20205 minutes, 35 seconds
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Special: Jeremy Miner interviews Victor Antonio

Jeremy Miner, Sales Trainer and founder of 7th Level Interviews Victor Antonio on sales and artificial intelligence.
10/13/202042 minutes
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#04 - Sales Influence(r): Anthony Iannarino on Sales Leadership

In this sales influence(r) podcast I'm joined by author, speaker and sales consultant Anthony Iannarino who talks about sales leadership.
10/12/202046 minutes, 46 seconds
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This Week in Sales EP003 with Will Barron and Victor Antonio

Will Barron and I discuss the latest in the world of selling regarding Technology, Strategy, and Culture to help you sell more effectively!
10/11/20201 hour, 6 minutes, 31 seconds
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#03 - Sales Influence(r): Dave Shaby on Virtual Selling

Dave Shaby is the co-author of Virtual Selling; a book by the RAIN group.  In this interview we talk about how selling has changed.
10/10/202056 minutes, 56 seconds
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#307 - Say No Nicely

In this Sales Influence Podcast, I give you a strategy and reasons for not allowing others to get you to do what they want.  Learn how to say no nicely.
10/9/20209 minutes, 9 seconds
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#306 - Simulate the Past

In this episode of the Sales Influence podcast Victor talks about how to simulate the past to close deals in the present.
10/8/202010 minutes, 36 seconds
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#02 - Sales Influence(r): Sam Silverstein on Accountability

Accountability expert Sam Silverstein takes us through the process of staying focused and committed to you and your customers on this sales influence podcast.
10/7/202043 minutes, 14 seconds
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#01 - Sales Influence(r): John Barrows on Sales Success

In this Sales Influencer Series, I interview John Barrows who drops some real nuggets on how selling has changed.
10/6/202055 minutes
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305 - Virtual Sales Meetings

Here's some insight on how to handle Virtual Sales Meetings with clients or customers on this episode of the Sales Influence Podcast with Victor Antonio.
10/5/20206 minutes, 19 seconds
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#304 - When to Meet With Someone

Timing is everything!  In this Sales Influence Podcast I'll go into the best times to meet and what to avoid to be more effective in selling. http://www.salesvelocityacademycom
10/4/20206 minutes, 46 seconds
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This Week in Sales EP002 with Will Barron and Victor Antonio

This Week in Sales is a collaborative podcast with myself and Will Barron of Salesman.org.
10/3/20201 hour, 3 minutes, 50 seconds
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303 - Keep it R.E.A.L. to Connect with Customers

How can you connect with a client?  By keeping it REAL: Rapport, Empathy, Authenticity and Likability.  All this and more in the Sales Influence Podcast.
10/2/20209 minutes, 19 seconds
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302 - Gamify Your Meetings

In this Sales Influence podcast, I talk about making your meetings more dynamic in this virtual era.
10/1/20206 minutes, 8 seconds
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301b - Drawing Power to Close

In the book, the Expansive Sales, you'll learn why drawing is better than PowerPoint presentations.  In this podcast, I'll share some fascinating insights on that impact.
10/1/20206 minutes, 9 seconds
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#301 - Wiggle Their Brain

How do you get a client's attention and how do you keep it? You simply learn to wiggle their brain.  More on this on the Sales Influence Podcast.
9/20/20207 minutes, 27 seconds
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#300 - Virtual Meeting Maximum

What is the ideal number of people to have on a virtual meeting?  Find out on this sales influence podcast.
9/18/20206 minutes, 11 seconds
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#299 - Open Sales Loops

In this episode of the Sales Influence podcast, Victor talks about how to create open sales loops to get the client to lean in and be curious to learn more.
9/17/20207 minutes, 16 seconds
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#298 - Make Them Believe You

Here are 3 ways that you can get people to believe in you on this sales influence podcast.
9/4/20209 minutes, 41 seconds
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#297-Make it Visual

Let me show you how to make something visual so the client or customer can make grasp your value proposition faster on this Sales Influence Podcast.  #visuals #salestraining
9/3/20206 minutes, 4 seconds
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#296 - 3 Step Sales Demo

Here's a simple formula for doing a sales demo for your clients on this sale influence podcast with victor antonio.
8/21/20209 minutes, 56 seconds
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#295 - Asking for Referrals

Here's a great way to ask for referrals so you're likely to get an answer on this Sales Influence Podcast.
8/20/20207 minutes, 20 seconds
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#294 - Tiering Your Customers Apart

Check out Pipedrive.Live/victorantonio.  When resources are tight, you have to focus on those customers who contribute greatly to your revenue.  You begin by segmenting or tiering your customers and offering different levels of benefits (loyalty programs, retention plans, etc. ) according to their revenue contribution.  Find out how in this Sales Influence podcast.
8/18/20209 minutes, 10 seconds
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#293 - Getting Customers to Follow Through

Check out Pipedrive.Live/victorantonio.  Getting a client or customer to follow through on a commitment or agreement can be hard. In this Sales Influence Podcast I'll show you how you can overcome this issue with only two words.
8/17/20208 minutes, 19 seconds
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#292 - Handling Price Questions

Sponsor: www.Pipedrive.live/victorantonio  How do you handle a caller who just wants to know about price?  In this Sales Influence Podcast, you'll learn what to say and how to take control of the conversation.  
8/10/20208 minutes, 34 seconds
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#291 - Taking Back a Discount

Once you give a discount it's hard to take it back without angering the customer.  In this sales influence podcast, I'll teach you how to take it back, get the customer to buy more, and be happy in the end.
8/9/20209 minutes, 22 seconds
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#290 - A Compelling Voicemail

Let me show you what a bad voicemail sounds like and want a winning voicemail should sound like.  I learned this tactic from Jeff Shore's new book, Follow Up and Close the Sale.  
8/7/20206 minutes, 51 seconds
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#289 - FINAL First Impression

Too often we talk about first impressions but no one ever talks about final first impressions,...until now.  In this Sales Influence Podcast I talk about the power of changing a first sales conversation impression.
8/6/20207 minutes, 32 seconds
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#288 - 5 Steps to Closing a Sale

Every successful close in selling has a checklist, a diagnostic checklist.  There are 5 things that must be aligned in order to close the sale.  In this Sales Influence podcast, I'll layout what they are.  
8/5/20208 minutes, 14 seconds
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#287 - 3 Ways to Extract More Information from Clients

When speaking with a client, how do you extract more information to help you sell and position your product more effectively?  In this episode of the Sales Influence Podcast, I'll show you 3 strategies for getting the client to talk more and give you 25% more information than they otherwise would have.  * This episode is sponsored by the awesome CRM company Pipedrive - Go to https://pipedrive.live/victorantonio, sign up and get an extended trial of 30 days FREE + 25% off the first 3 months by using the Promo Code: victorantonio 
8/3/20209 minutes, 19 seconds
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#286 - 7 Ways to Sell in the New Normal

In this episode we talk about the 7 ways you need to sell in this new normal.  The biggest takeaway is first acknowledging that there is a budget crunch and you understand and the pressure they're under.  This episode is sponsored by https://pipedrive.live/victorantonio  A CRM built by salespeople for Salespeople.  Sign up and get an extended trial of 30 days free + 25% off the first 3 months by using the Promo Code: victorantonio              
8/1/20209 minutes, 37 seconds
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LIVE: BYOB, Build Your Own Business

This is a LIVE STREAM recording with Victor Antonio focusing on how to Build Your Own Business.  Great concepts and ideas to help you become better at your business OR get started!
6/12/20201 hour, 49 minutes, 5 seconds
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Interview: Selling to Zebras with Jeff Koser

Jeff Koser wrote Selling to Zebras, a book on how to close 90% of your business by selling to your ideal client.  He also has a new venture with Salesforce that recently launched to help salespeople find Zebras in their CRM.
6/3/202037 minutes, 51 seconds
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Interview: Improve Your Speaking and Sell More

Sam Dunning's Business Growth Show - We learn Victor's story from being an engineer and getting into the sales world and how public speaking helped him in both business and sales. Plus Victor explains the digital marketing channel that has provided him with the most success and growth and how you can tap into it to skyrocket your biz & sales! More: https://www.samsbusinessgrowthshow.com/
6/2/202056 minutes, 11 seconds
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#285 - Universal Sales Formula

No matter what sales process you choose, this one fits all of them.  Find out the 3 step sales process in this Sales Influence Podcast with Victor Antonio.
6/1/20205 minutes, 28 seconds
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Special Interview with Andy Paul

Andy Paul and I go at it!  What happens when you put two sales pros in on virtual room and have them talk sales without a filter?  Well, you're about to hear it on this special of the Sales Influence Podcast.
5/6/202047 minutes, 29 seconds
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Right Clients in Tough Times - Let's Talk Sales #10

When tough times come, who should you sell to?  Find out how to find the right clients in tough times in this Sales Influence Podcast.
4/28/20204 minutes, 1 second
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Understanding Resistance - Let's Talk Sales #9

After a great presentation, what is happening when a client simply won't buy?  What's going on?  Find out in this Sales Influence podcast.
4/28/202015 minutes, 8 seconds
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No Value Buyer - Let's Talk Sales #8

What happens when a buyer is more focused on how much you make and not how much they'll save?  Find out in this Let's Talk Sales episode.
4/28/20206 minutes, 51 seconds
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Selling In Tough Times

You need to hear this message on how to sell with what's going on in the market and the world.
4/11/202010 minutes, 53 seconds
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Special: Let's Talk Sales Motivation Failure

In this special Let's Talk Sales, we'll touch on how motivation and failure can help us grow.
4/11/20206 minutes, 5 seconds
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#284 - Watch Your Hands

Communicating with effectiveness requires that you learn how to use your hands when you speak.   More on this Sales Influence Podcast.
4/5/20205 minutes, 11 seconds
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#283 - STOP The Whining

Sometimes you have to be bigger in order to be better.  Find out what I mean in this Sales Influence Podcast.  #sip #sales #selling
4/5/20205 minutes, 21 seconds
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Special: LinkedIn Loonies

Find out what I mean when I say LinkedIn Loonies and why you should never be one.  This and more on this special of Let's Talk Sales with Victor Antonio.
4/5/202015 minutes, 17 seconds
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#282 - No Means No

Here is some bad advice, when the client says no, just keep selling.  Find out why on this episode of the Sales Influence podcast.
4/5/202011 minutes, 20 seconds
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Interview: Adam McGraw, Positive Intelligence

What is Positive Intelligence?  I sit down with Adam McGraw and talk about how we are our own worse enemy at time.  This and much more on this special edition of the Sales Influence Podcast.
3/30/202044 minutes, 24 seconds
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#281 - This Before That

Selling successfully can come down to sequencing what to say or what to show. 
3/13/20209 minutes, 27 seconds
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#280 - Don't Leave Me

Let's talk about how to retain clients using this simple strategy on the sales influence podcast with victor antonio.
3/11/20207 minutes, 47 seconds
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Interview: Jonah Berger, The Catalyst

Interview with Jonah Berger, a marketing professor at the Wharton School at the University of Pennsylvania and internationally bestselling author of Contagious, Invisible Influence, and The Catalyst. He’s a world-renowned expert on social influence, word of mouth, and why products, ideas, and behaviors catch on.
3/8/202023 minutes, 12 seconds
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#279 - Presentation Power Model

Here's a great model for developing a strong and impactful presentation on this Sales Influence podcast with Victor Antonio.
3/7/202010 minutes, 33 seconds
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#278 - Conflict Resolution

How do you handle a disagreement or conflict?  Sometimes is all a  matter of definition.
3/6/202010 minutes, 49 seconds
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#277 - 3 Types of Non-Buyers

Being able to identify what type of buyer you're dealing with will help you personalize your presentation with Sales Expert Victor Antonio
3/2/20209 minutes, 36 seconds
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#276 - Controlling Questions

Find out why controlling questions will help you control the sale on this episode of the sales influence podcast with Victor Antonio.
2/16/20208 minutes, 17 seconds
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#275 - Getting a Yes

Why is getting a yes important when selling? Find out on this week's sales influence podcast with Victor Antonio.
2/12/20207 minutes, 20 seconds
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#274 - Shaming Managers

Find out more about shaming sales managers on the sales influence podcast with victor antonio.
2/8/20209 minutes, 4 seconds
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#273 - Reset Your Game

Find out how you can reset your sales game to sell more in this sales influence podcast with Victor Antonio.
2/5/20209 minutes, 13 seconds
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#272 - Postmortem Sale

Sometimes you have to stop and analyze why you lost a sale in order to be able to sell more effectively on this episode of the Sales Influence podcast.
1/31/20209 minutes, 52 seconds
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#271 - Prospecting High

Learn why selling high into an organization is a smart way to prospect for new business on this Sales Influence Podcast with Victor Antonio.  #salestraining #prospecting
1/30/20208 minutes, 30 seconds
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Special: Let's Talk Sales (Excellence)

In this special episode of Let's Talk Sales, we talk about skill, will and resources needed to be successful in selling!
1/25/202012 minutes, 43 seconds
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#270 - Value Your Offer

How can you stay motivated?  Learn to value what you offer.  Find out how in this Sales Influence Podcast with Victor Antonio.
1/22/20209 minutes, 8 seconds
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Special: Let's Talk Sales Scripts

In this "Let's Talk Sales" episode, I discuss why scripts matter and the when and why you should use them.
1/21/202015 minutes, 37 seconds
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#269 - Level Up Your Questions

The quality of your questions matter in the sales process.  Find out how in this episode of the Sales Influence podcast.
1/17/20207 minutes, 24 seconds
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#268 - A Strong Close

Find out what you need to close a sale.  It's not what you think on this episode of the Sales Influence Podcast with Victor Antonio.
1/17/20206 minutes, 23 seconds
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Interview: Ido Bornstein-HaCohen, CEO of Conversocial

This is a great AI conversation with Bornstein-HaCohen who joined Conversocial as COO in 2017 to oversee all commercial operations. Before coming on board, he achieved significant success growing and scaling companies with more than 15 years of experience in executive leadership positions at LivePerson, a leading Salesforce Consultancy and SAP. In early 2019, he was appointed Conversocial's president, expanding his responsibilities to include product and engineering oversight.
1/17/202027 minutes, 13 seconds
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Special: Let's Talk Sales - Starting a Presentation

Special: Let's Talk Sales - Delivering a Presentation.  A conversation with Victor Antonio.
12/21/20199 minutes, 58 seconds
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#267 - Upselling Conversation Part 2

Here are a few more upselling conversation starters in this second installment of the sales influence podcast with Victor Antonio.
12/14/201910 minutes, 1 second
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#266 - Killing Credibility

Nothing will undermine your credibility more than 'stretching the truth' or worse, fudging the numbers.  Find out more on this episode of the Sales Influence Podcast.
12/14/20197 minutes, 47 seconds
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#265 - Upselling Conversation Starters - Part 1

In a sale, how do you shift to upselling naturally and casually without spooking the customer or client?  Find out in this episode of the sales influence podcast with Victor Antonio.
12/9/20198 minutes, 51 seconds
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#264 - 4 Whys of Selling - Part 2

Understanding the four whys will allow you to qualify buyers and sell more effectively.  All this in this episode of the Sales Influence podcast with Victor Antonio.
12/9/20198 minutes, 4 seconds
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Interview: Revenue Intelligence with Amit Bendov, Gong.io

In this podcast, I interview Amit Bendov, CEO of Gong.io, a revenue intelligence platform that analyzes sales conversations to help salespeople sell more effectively.
12/2/201927 minutes, 11 seconds
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#263 - Gratitude and Latitude

Everyone should have an attitude of gratitude and latitude.  Find out what I mean on this episode of the Sales Influence podcast with Victor Antonio.
11/22/201910 minutes, 35 seconds
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#262 - Authenticity Sells

What is authenticity? Why does it work?  How can you make it work for you?  All of this in this Sales Influence podcast with Victor Antonio.
11/22/201911 minutes, 14 seconds
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#261 - Success Ingredients

What are two things you need to do to be successful?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.
11/22/20199 minutes, 49 seconds
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#260 - Bagels and Success

What can you learn from a bagel and Simon Sinek when it comes to success?  Find out on this sales influence podcast with Victor Antonio.
11/22/20199 minutes, 49 seconds
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#259 - Popcorn and Decoy Pricing

Here's a great way to shift the price point up on this sales influence podcast with Victor Antonio.
11/22/20198 minutes, 8 seconds
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#258 - Sales Enablement

How is Sales Enablement changing how we sell and how it helps companies grow their revenues.  
10/27/201911 minutes, 52 seconds
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#257 - Buyer's Matrix

Find out how buyers make buying decisions and how you can leverage the matrix to sell more effectively in this episode of the Sales Influence podcast with Victor Antonio.
10/23/201910 minutes, 20 seconds
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Bonus Interview - Oren Klaff - Flip the Script

Oren Klaff, the bestselling author of Pitch Anything, has devised a new approach to persuasion based on a simple insight: everyone trusts their own ideas. Instead of pushing your idea on your buyer, guide them to discover it on their own and they will get excited about it. They'll buy-in and feel good about the chance to work with you. In Flip the Script, Klaff breaks down this insight into a series of actionable steps.  More on this Sales Influence Podcast.
10/21/20191 hour, 6 minutes, 3 seconds
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#256 - Why Managers Matter

The success of many sales teams depends on the quality of the Manager in this Sales Influence podcast with Victor Antonio.
10/18/20199 minutes, 38 seconds
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#255 - Sales Anxiety

Find out what to do about Sales Anxiety in this Sales Influence Podcast with Victor Antonio.  #sales #selling #atlanta
10/18/20199 minutes, 15 seconds
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#254 - Qualifying a Great Meeting

How do you know if you had a great meeting?  Here's how in this Sales Influence podcast with Victor Antonio.
10/12/20198 minutes, 13 seconds
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#03 - On Messaging - VA Show

When you have an existing client, how do you get them to: renew, pay more or upgrade?  All this in this episode of the VA Show. #VAS
10/9/201930 minutes, 59 seconds
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#02 - On Procrastination - VA Show

This show covers the topic of procrastination; why we put things off and what we can do to prevent it.  Victor Antonio Show #vas
10/9/201933 minutes, 48 seconds
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#253 - Best 2-Minute Pitch

Here's how you grab a client's attention and sell yourself in 2 minutes or less in the episode of the Sales Influence Podcast with Victor Antonio.
10/9/20195 minutes, 2 seconds
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#252 - Buyers Vote 5 Ways

Here's a unique way of looking at how customers vote on what to buy in this episode of the Sales Influence Podcast with Victor Antonio.
10/9/201911 minutes, 37 seconds
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#251- 5 Types of Guarantees

Here is a whole new way of looking at guarantees for your customers in this Sales Influence Podcast with Victor Antonio.
10/9/20198 minutes, 34 seconds
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#250 - Dealing With Know-It-Alls

Here's a way to deal with people who think they know everything on this episode of the Sales Influence podcast with Victor Antonio.
10/9/20198 minutes, 53 seconds
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#249 - A Method to Selling

Method selling is in...here's why on this sales influence podcast with Victor Antonio
10/9/20198 minutes, 48 seconds
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#248 - Selling Something for Free

Do you have to sell if you're giving it away for free?  Yes, you do. Here's how in this Sales Influence Podcast.
10/9/20198 minutes, 22 seconds
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#247 - A Winning Presentation Plan

Find out how to develop a winning presentation in this episode of the sales influence podcast with Victor Antonio.
10/9/20198 minutes, 25 seconds
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#246 - Clients says, "Send me a proposal."

What do you do or say when a client just wants you to send them a sales proposal?  Find out what to do in this Sales Influence podcast with Victor Antonio.
10/2/201911 minutes, 16 seconds
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#245 - Spin the Value Arrow

Learn how to sell to different value shareholders in this episode of the Sales Influence podcast with Victor Antonio.
9/18/20199 minutes, 13 seconds
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#244 - 10 Sales Disqualifiers

Too often we focus on qualifying clients, but maybe disqualifying is as effective as well.  More in this Sales Influence podcast with Victor Antonio.
9/11/201910 minutes, 21 seconds
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#243 - Biological Sales Clock

What is the best time to email someone or connect with them?  The answer depends on their biological sales clock.  Find out why on this episode of the sales influence podcast with Victor Antonio
9/9/201911 minutes, 16 seconds
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#242 - 5 Value Hurdles

There are five value hurdles you need to get over to make sure you're able to sell value over price.  Find out what they are and how to get over them on this episode of the Sales Influence Podcast.
9/5/201910 minutes, 10 seconds
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#241 - Unique Aggregate Proposition

Forget the USP, try the UAP,...it's more effective in selling.  More on this topic in this week's episode of the Sales Influence Podcast with Victor Antonio.
9/3/20197 minutes, 52 seconds
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#240 - Timing Your Posts

When is the best and worst times to post on social?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.
9/3/20197 minutes, 54 seconds
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Interview: Victor Antonio with Dave Mamanno

Interview on the Avanti Entrepreneur podcast with host Dave Mamanno and guest Victor Antonio on the topic of Selling.
9/1/201934 minutes, 40 seconds
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#239 - Beware the Disappointment Dip

Beware of the Disappointment Dip in this Sales Influence Podcast with Victor Antonio.
9/1/201910 minutes, 21 seconds
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#238 - MVP Minimum Value Prospect

The key to winning more deals is to know who your Minimum Value Prospect (MVP) is.  Find out more on this episode of the Sales Influence Podcast with Victor Antonio
8/14/20197 minutes, 6 seconds
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#237 - Speed to Respond Data

How long should you wait to call a customer back?  What happens to your chances of closing when you call back 24 hours later? Find out on this episode of the Sales Influence Podcast with Victor Antonio
8/14/20197 minutes, 45 seconds
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Interview: Ways of Winning with Victor Antonio

Victor stops by the "Behind the Podcast" with DJ Podgorny to discuss his process for consistent content generation, how he uses knowledge to transcend culture, his incredible morning routine, the future of podcasting, and his hack for organically growing his audience.  0:20 – DJ’s introduction to today’s show 0:50 – Victor’s career path and journey to sales 4:40 – Why money will always give you options 5:20 – How he made the decision  to get into content creation 6:20 – Why the show will Sales Influence will get 100k downloads this month 8:20 – How Victor structures his podcasts with stories, datas, and lessons 10:20 – What Victor learned from Toastmasters 13:50 – Victor’s biggest challenge with speaking and podcasts 17:50 – Victor’s process for creating consistent content 21:35 – The two rules for reading any book 25:20 – How Victor has grown his audience over the years 26:15 – Victor’s hack for organically growing his audience 28:20 – His new podcast: The Victor Antonio Show 30:50 – Why he hasn’t run out of topics to discuss  34:20 – How Victor has used books to transcend cultures 39:20 – Why podcasts have helped him solidfy concepts 43:50 – Victor’s epic morning routine for winning his days 48:20 – Where Victor sees the future of podcasts going 49:50 – The Final Five
8/6/201957 minutes, 45 seconds
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#236-Aggregation of Marginal Gains

How can you create a new value proposition that stands out from your competitors?  Find out on this episode of the Sales Influence Podcast with Victor Antonio
8/5/201910 minutes, 17 seconds
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#235 - Collaborate and Improvise

Find out why being able to collaborate and improvise will get you to where you NEED to be in your career and personal life in this episode of the Sales Influence Podcast with Victor Antonio.
7/25/20198 minutes, 49 seconds
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#234 - Atomic Habits

Can you change how much you get done in a day?  According to James Clear, author of Atomic Habits, you can!  I love this book and talk about in this episode of the Sales Influence Podcast.
7/24/20199 minutes, 46 seconds
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SPECIAL: AI in Sales Conversations

Listen to this fascinating interview with Chorus.ai's CEO Roy Raanani who shares some stunning insights regarding sales conversations in this episode of the SIP podcast.  This is part of my AI in Sales series.
7/23/201930 minutes, 9 seconds
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#233 - The Top 25%

It's not always possible to be the best, but you can be in the top 25% and that's okay.  Why?  Find out in this episode of the Sales Influence Podcast.
7/21/20197 minutes, 1 second
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#232 - 4 Time Saving Strategies

As salespeople our time is valuable.  Here are four ways you can gain more time to sell more in this episode of the Sales Influence Podcast.
7/19/20197 minutes, 32 seconds
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#231- Enemy of Success

What is the enemy of success?  You might be surprised to find out in this Sales Influence Podcast with Victor Antonio.
7/18/20199 minutes, 41 seconds
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#230 - Losing Clients is YOUR Fault

When a client goes with a competitor, whose fault is it?  Well, there's only one place to look!  More on this in this Sales Influence Podcast.
7/16/201910 minutes, 18 seconds
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#229 - Don't Overcome Your Fear

Too many positivity pundits will tell you to overcome fear when they should be preaching reduce fear so you can take action.  More on this in this episode of the Sales Influence Podcast.
7/14/201910 minutes, 7 seconds
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#228 - Deep Storytelling

How can you really connect with an audience?  How can you go beyond average stories?  Find out in this episode of the Sales Influence Podcast with host Victor Antonio.
7/12/201910 minutes, 18 seconds
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#227 - Giving Away Value

Let's talk about the biggest flaw most salespeople have is giving away value by discounting their product or service in this episode of the Sales Influence Podcast with Victor Antonio.
7/10/201910 minutes, 13 seconds
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#226 - Employee v Owner Mindset

What's the difference between an employee mindset and an owner mindset?  How can this mindset difference be costing companies money?  This and more on this Sales Influence Podcast with Victor Antonio.
7/10/20199 minutes, 24 seconds
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#225 - Funnels, Pipelines & Process

In this Sales Influence podcast we step back and define what we mean by sales funnels, pipelines and processes with Victor Antonio.
7/9/20199 minutes, 1 second
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#224 - Cost of NOT Qualifying

What is the cost of not qualifying a buyer?  It's higher than you think.  This and more in this episode of the Sales Influence podcast with Victor Antonio. 
7/7/20197 minutes, 17 seconds
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#223 - Don't Be Yourself

Find out why not being yourself is better when it comes to selling in this episode of the sales influence podcast with victor antonio
7/6/201911 minutes, 29 seconds
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#222-Customer Profile Define

Targeting the right customer will improve your chances of selling more,...effectively.  Find out how to define your client in this episode of the sales influence podcast with Victor Antonio.
7/5/20198 minutes, 50 seconds
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#221 - Contractor Sales Process

If you're a contractor selling to homeowners, here's a sales process you can use in this episode of the Sales Influence Podcast with Victor Antonio.
7/4/201913 minutes, 24 seconds
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#220 - 4 Types of Leads

In this Sales Influence Podcast we talk about four (4) types of leads in every sales situation.
7/3/20197 minutes, 57 seconds
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#219 - The Invisible Spouse

When a client says I need to talk to my spouse, what do you say or do?  Find out on this episode of the sales influence podcast with Victor Antonio.
7/2/201910 minutes, 20 seconds
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#218-8 Reasons They Don't Buy

Find our 8 reasons customers don't buy in this episode of the Sales Influence Podcast with Victor Antonio.
6/30/20199 minutes, 59 seconds
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#217-Right Comp Plan

Designing the right compensation plan is what will focus and motivate your team to exceed sales expectations in this episode of the Sales Influence podcast with Victor Antonio.
6/27/201913 minutes, 39 seconds
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#216 - Vision or Mission Board

Here's why a Mission board is better than a Vision board in this sales influence podcast with Victor Antonio.
6/26/201910 minutes, 45 seconds
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#215 - 2 Types of Presenters

There are two types of presenters and one of them is worth listening to more than than the other.  Find out which on this episode of the Sales Influence Podcast with Victor Antonio.
6/7/20199 minutes, 52 seconds
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#214-The Golden Triangle

Simon Sinek has the Golden Circle, here I introduce the Golden Triangle in this episode of the Sales Influence Podcast.
6/5/201910 minutes, 58 seconds
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#213-Three Buying Modes

Every customer is in one of three states or modes when buying.  Find out more on this Sales Influence Podcast with Victor Antonio.
6/4/20199 minutes, 29 seconds
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#212-Guarantee Your Results

In this Sales Influence Podcast, I talk about how to guarantee your results.  A good attitude doesn't guarantee good results.  But good results guarantee a good attitude.
6/2/201912 minutes, 21 seconds
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#211-Greatest Management Principle

What is the Greatest Management Principle in business?  Find out on this episode of the Sales Influence Podcast with Victor Antonio.
6/1/20199 minutes, 37 seconds
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#210 - Guiding Customers

Customers don't want to be told what to do, so you need to guide them.  How?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.
5/19/20198 minutes, 27 seconds
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#209 - The Golden Bookshelf

The best books can help you find or do what you're trying to accomplish.  What books do you have on your shelf?  A discussion with Victor Antonio on this episode of the Sales Influence Podcast.
5/16/201912 minutes, 2 seconds
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#208 - Commission vs Quota

Which compensation plan is better and how should you structure a plan in this episode of the Sales influence Podcast with Victor Antonio.
5/15/201910 minutes, 7 seconds
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#207-Channel Switching

Find out how channel switching can decrease customer loyalty on this episode of the Sales Influence podcast with Victor Antonio
5/13/20198 minutes, 49 seconds
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#206 - Biasing a Question

How you ask a question will determine the quality of the answer you'll get.  Learn how in this Sales Influence Podcast with Victor Antonio.
5/2/20199 minutes, 25 seconds
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#205 - Flipping the Duck

When it comes to understanding the customer's turbulence, you have to flip the duck to find out what's holding them back from making a buying decision.   Find out more in this Sales Influence Podcast with Victor Antonio.
4/29/201911 minutes, 19 seconds
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#204 - What Drives Client Loyalty

Find out what drives customer loyalty in this sales influence podcast with Victor Antonio.  
4/29/201910 minutes, 52 seconds
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#203 - Money Buys Options

Money many guarantee you happiness, but it does guarantee options.  Find out more on this sales influence podcast with Victor Antonio.
4/28/20199 minutes, 47 seconds
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#202 - Make More Money

Let's talk about money in this sales influence podcast with Victor Antonio
4/27/201910 minutes, 33 seconds
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#201 - Magic 'Why' Question

Want to get to the heart of the matter when talking with a client.  Learn how in this Sales Influence Podcast with Victor Antonio
4/26/20198 minutes, 34 seconds
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#200 - LOWER Your Goals

Lower your goals to achieve your goals?  How? Listen in to this week's sales influence podcast with victor antonio
4/19/20199 minutes, 32 seconds
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#199 - Get Customers Cheap

Get Customers Cheap on the this episode of the Sales Influence podcast with Victor Antonio
4/8/20199 minutes, 31 seconds
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#198 - What Customers Want to Hear

There are 3 things customers want to hear from a salesperson.  Find out what it is in this episode of the Sales Influence Podcast with Victor Antonio.
4/6/20199 minutes, 47 seconds
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#197 - Frictionless Buying Experience

Creating a frictionless buying experience is what all customers want.  Find out how in this episode of the Sales Influence Podcast with Victor Antonio.
4/4/20199 minutes, 19 seconds
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#196 - Don't Be an UNpaid Consultant

Have you ever been in a situation where clients milk you for all your content and expertise only to buy from someone else?  If so, you'll want to listen in to this Sales Influence podcast with International Sales trainer Victor Antonio.
3/26/20198 minutes, 52 seconds
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#195 - Client says, I'm Not Ready to Commit

What to say and do when a Client says, I'm Not Ready to Commit in this week's sales influence podcast with Victor Antonio.
3/21/201911 minutes, 53 seconds
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#194 - Biggest Sale You'll Ever Make

What is the biggest sale you'll ever make?  Find out in this episode of the Sales Influence Podcast with Victor Antonio.  #salestraining
3/19/201910 minutes, 18 seconds
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#193 - Negative Buying Signals

Being able to sell effectively requires the ability to know when the client isn't going to buy.  How do you know?  Study their negative buying signals in the episode of the Sales Influence podcast with host Victor Antonio.
3/18/201910 minutes, 59 seconds
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#192 - Courage to say 'No'

How saying no will help you get to your goals faster n this episode of the Sales Influence podcast with Victor Antonio.
3/18/201911 minutes, 20 seconds
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#191 - POD People

Who are P.O.D. people?  You probably know a few of them!  Listen in on how POD people can impact your life on this episode of the Sales Influence Podcast with Victor Antonio.
3/15/201911 minutes, 49 seconds
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#190 - Listen With Your Eyes

Being able to read another person or client can be easier if you learn to listen with your eyes; more on this episode on the Sales Influence Podcast with Victor Antonio
3/11/201912 minutes, 43 seconds
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#189 - Buying Bullies

When talking to a client, let talk about how to detect when someone is trying to verbally bully in this episode of the Sales Influence Podcast with Victor Antonio
3/6/201910 minutes, 44 seconds
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#188 - Know Your Numbers Redux

In this Sales Influence podcast I revisit the old adage, "You have to know your numbers" in order to sell more effectively.
3/4/201910 minutes, 23 seconds
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#187 - Bond, Break and Build

To connect with others, you need to Bond, Break and Build in this episode of the Sales Influence podcast.
2/20/201910 minutes, 35 seconds
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#186 - Coaching with SPEED

Here's a simple method for coaching your salespeople to success on this Sales Influence Podcast with Victor Antonio
2/18/201911 minutes, 23 seconds
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#185 - GROW Your Sales Coaching

Find out a simple way to coach your top salespeople to success in this episode of the Sales Influence Podcast with Victor Antonio.
2/7/201911 minutes, 23 seconds
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#184 - Relationship Selling Isn't Enough

We live in a world where a great relationship isn't enough to close the deal.  Here's why on the Sales Influence Podcast with Victor Antonio.
2/6/20199 minutes, 40 seconds
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#183 - B2B Meeting Tips

Here are some meeting tips when meeting with decision makers on this episode of the Sales Influence Podcast with Victor Antonio.
2/3/201910 minutes, 57 seconds
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INTERVIEW - Mastering the Sales Presentation with Steve Benson

In this interview, Steve Benson of Outside Sales Talk and CEO/Founder of Badger Maps speaks with Sales Expert Victor Antonio on how to master your sales presentation.
2/1/201956 minutes, 3 seconds
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#182 - 10 Sales Best Practices - Sales Influence Podcast

Here are 10 things the best of the best do in selling on this episode of the Sales Influence Podcast with Victor Antonio.
1/31/20199 minutes, 49 seconds
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#181 - Best Time to Call

What is the best day to call a prospect?  What's the best time?  See what the data is telling us in this Sales Influence Podcast with Victor Antonio
1/20/20197 minutes, 46 seconds
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#180 - 3 Sales Success Factors

When it comes to being successful at selling, and making a great living, there are only 3 factors that really matter.  Find out more on this Sales Influence Podcast with Victor Antonio
1/19/20199 minutes, 38 seconds
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#179 - When You Don't Have an Answer

What do you do when a client asks a question you don't know the answers to?  Find out on this sales influence podcast.
1/19/20199 minutes, 34 seconds
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SPECIAL - AI in Sales Forecasting

How accurate can sales forecast be?  How can you predict how much you'll sell more accurately?  Answer in this special episode of AI in Sales with Victor Antonio
12/18/201823 minutes, 41 seconds
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#178 - INTERVIEW with Will Barron and Victor Antonio

Does B2B selling have to be complex?  Can we simplify the process of selling?  The answer to these questions in this interview with Will Barron and Victor Antonio on the Salesman Red Podcast.
12/13/201843 minutes, 24 seconds
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#177 - Find Your Pain

In order to stay motivated, you need a big enough reason why you're doing what you're doing.  More on this in this episode of the Sales Influence Podcast with sales trainer and speaker Victor Antonio.
12/12/20189 minutes, 19 seconds
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#176 - Inbound Selling in 5 Steps

Find out about Inbound Selling in 5 Steps in this episode of the Sales influence Podcast with Victor Antonio
12/11/20189 minutes, 11 seconds
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#175 - Watch Your Sales Language

What you say matters.  How you say it matters even more.  Sales Influence Podcast with Victor Antonio
12/10/201810 minutes, 15 seconds
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#174 - Acres of Sales Diamonds

Sometimes the opportunity for selling are all around us, we just don't see them.  Find out why in this Sales Influence episode with Victor Antonio.
11/30/20187 minutes, 28 seconds
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#173 - My Sales Turning Point

My sales turning point in this Sales Influence Podcast with Victor Antonio.
11/27/20189 minutes, 49 seconds
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#172 - They Don't Want Advice

They Don't Want Advice on the Sales Influence Podcast with Victor Antonio
11/24/201810 minutes, 42 seconds
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#171 - Getting a Time Commitment

Getting a Time Commitment on the Sales Influence Podcast for salespeople with Victor Antonio
11/24/20189 minutes, 29 seconds
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#170 - Brand Called YOU

Learn how to brand yourself through your actions in this sales influence podcast with Victor Antonio.
9/25/20189 minutes, 50 seconds
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#169 - Script or No Script

Should you use a script or not?  Let's find out in this sales influence podcast.  www.VictorAntonio.com
9/22/201810 minutes, 15 seconds
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#168 - When Buyers Aren't Buying YOU!

How do you get a buyer to buy into what you're saying and selling so you're able to close more deals?  Find out in this Sales Influence Podcast with Victor Antonio. 
9/7/20189 minutes, 37 seconds
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#167 - Top Three Sales Objections

Overcoming these objections will increase your close rate.
8/29/20189 minutes, 31 seconds
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#166 - Being Customer Centric

Learning to really see things from the customer's point of view will help you understand how to position your message.  Is there a sense of urgency?  Is it the right product or service fit?
8/21/20188 minutes, 49 seconds
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#165 - Cold Calling Metrics

Cold calling is both an art and a science.  To be effective, you have to be able to measure what's working and what's not.  Victor Antonio
8/5/20188 minutes, 25 seconds
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Interview - Making the Complex Simple

In this podcast, I'm interviewed by Chris Hatfield on the "Not Another Sales Podcast" podcast where we get into the topic of simplifying the complex.
7/5/201848 minutes, 36 seconds
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#162-Selling High-Priced Products

The challenge in today's sales environment is being able to demonstrate differentiation and added value for a more expensive product.  In this podcast, I'll give you some suggestions.
7/4/20188 minutes, 36 seconds
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#161-Selling Using Case Studies

Selling a customer with use case studies makes closing a deal easier by showing how they'll get a good ROI.
7/1/20189 minutes, 36 seconds
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#160 - Be Fearless When Selling

In selling, you have to be fearless in all aspects of selling.  Never be afraid of asking for the order.  Here's how...
6/29/20189 minutes, 30 seconds
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#159 - Biggest Reason Salespeople Fail

Why do salespeople fail?  Here's why and what you can do to avoid failure.
6/28/201810 minutes, 22 seconds
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#158 - Dark Days of Selling

In selling, there will always be those days when you simply can't get anything right.  The question is, "How can you change that?"  Find out in this week's podcast.
6/27/20189 minutes
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#157 - Quantify Your Sales Goals

Quantify your sales goal by figuring out how you'll hit your number.  Here's how...  
6/26/20187 minutes, 45 seconds
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#156 - Why are You in Sales?

Having a defined goal, a great reason to be in sales is a powerful way to stay motivated when selling.
5/12/20187 minutes, 45 seconds
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#155 - You Can't Afford It

Judging a book by its cover is never a good idea and neither is judging a customer by the way they dress.  In this sales influence podcast I share with you an actual experience that probably costs the salesperson a good commission.