Claim OwnershipQuota Crusher™ Podcast- Selling Tips & Strategies
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The Quota Crusher Podcast is hosted by the CEO of Sales BQ, Mary Grothe. She is not holding anything back on these episodes. Mary and her guests will share all of their knowledge on how to be a #1 Sales Rep. Each episode will have a different topic diving deep into the process of how to crush your quota.
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Today's topic is humanity in sales. At this time of automation and technology, how human is your sales process? How do you connect with humans and genuinely care about solving their problems? Effective selling starts with understanding human needs, acknowledging their circumstances, not just our needs, and our scripts. And if we can meet those very human needs, at every point in the sales conversation, we are going to be forming better prospect relationships, and ultimately having better sales outcomes. Give your prospects the autonomy at every stage of the conversation, make them feel that they're free to say no, they're free to say they're not interested. If someone is not psychologically or emotionally in a place where they're ready to buy, we as sellers, it's our job to prime them.
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Mary Grothe
Jordana Zeldin
In this episode, let's talk through the journey from sales rep to sales leader. Often the top sales rep gets put into a management role and the expectation is they should just be able to turn every other performer into a top rep in the newsflash. One of the missteps is understanding how to put ourselves in other people's shoes. Invest in the salesperson as a person, you will notice that they will do far above what is expected of them. That shift from sales rep to sales leader takes time. Anytime you're stepping into that sales leadership role, there's the empathetic approach of identifying who your salespeople are, slow down, empower your people to sell at the highest level, help them identify their blind spots and areas of opportunity.
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House of Revenue™
Mary Grothe
Not all women are set up the same way in their current professional environments where they have several top performers on their team or female executives, or those that are modeling it for them and paving the way for them. Diversity and perspective are very powerful. If you don't have a model or a mentor that will help shape your belief systems, don't put yourself in a box. Seek out the next step in your careers and build a business plan that outlines your bare goals. Join sales communities like Women in Sales Club or Thursday Night Sales.
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House of Revenue™
Mary Grothe
Alexine Mudawar
As a salesperson, how do you avoid discounting? How do you close a sale without offering discounts? Having the right sales strategy is critical in closing a deal. Make sure that your prospect understands the value that you provide, convince them to make an investment on getting your product or service because it meets their needs and fixes their problems. Stop sounding like you are discountable. Salespeople lack the PCE: Passion, Conviction, Enthusiasm. Price is only an issue in the absence of value.
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House of Revenue™
Mary Grothe
In this episode, we are joined by Steve Parry, President of Sales Productivity Consultants as we deep dive into sales coaching and why most sales coaching doesn't work. If you're having a cycle of turnover with your reps, they're not hitting the number, and it's something prevalent in your organization, Steve can walk you through the process and help you identify where the gaps might be. Learn effective techniques to successfully coach your sales team.
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House of Revenue™
Mary Grothe
Steve Parry
Today, we have brought on Aleasha Bahr to talk about sales for introverts and ambiverts. We've seen problems with corporate making everybody do the exact same process, even though everybody isn't exactly the same and they don't care so much about the quality of client results. Learn more about her sales strategy specialized for introverts and how to sell more with a sales approach that's customized to introvert salespeoples' strengths.
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Mary Grothe
Aleasha Bahr
In today's episode, let's talk through how a high-performing salesperson can leverage a focus on client experience to fill their pipeline. What is client experience and why is it important? So many organizations fail to implement the tech stack that's needed to create streamlined and efficient communication between team members that support the same client visibility into data metrics that are important.
Client experience is the experience you create for them from the very first touchpoint with your brand. It starts with your website, your social, the type of marketing and advertising that you do. After the sales, be a part of the implementation. Sit there on implementation calls, meet with your implementation, client success, or customer service teams. Don't just tell them about the parameters for the project while they're coming off of ABC technology. Be different than your peers. Genuinely care about the people that are involved and it's amazing what will happen after that. You have the power to do so much more than just sell a client.
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Quota Crusher™ Podcast
Mary Grothe
Client relationships are everything. They can be the lifeblood of your business. What would you do when the client relationship goes awry? How do you prevent client blowouts? Today, we wanted to bring on an expert who is going to help talk us through how to repair your client relationship when things go wrong. We have today Lynn Whitbeck, Petite2Queen and Future Forward Sales.
When client relationships go south, normally that starts with a trigger event - client expectation is missed, didn't make a delivery on time of critical components, or any other trigger events. From your customer's perspective, their trust has been betrayed because they didn't get what they expected, which is going to cause a challenge. Assess what went wrong, communicate with your client and focus on aligning with them emotionally. Create an opportunity for them to be heard and rebuild the trust.
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Mary Grothe
Lynn Whitbeck
One of the greatest talents of salespeople is how they present, how engaging they are, how well they're able to create conversation and discovery, identify problems, and then how they translate the answers they get into, and how they can solve that person's needs. Sets up your salesperson to be able to shine in their element, let them come to work, go through your onboarding and training and understand your product and service your company's story. They're going to be at that comfort level when they're through training. Be a good communicator, and let them set up the roleplay scenario.
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House of Revenue™
Mary Grothe
We are now halfway through our third season and we want to make sure our amazing community knows what we recently did. In December 2020, we split into two brands, Sales BQ® and House of Revenue™. Looking at the growth and the scale that was brought...
In this episode, let's talk about inbound leads past, present and future. Most salespeople are treating inbound leads almost like outbound sales. They're not digging in deep enough into the current scenario of what prompted them to reach out where they are the journey where they're having to qualify from the very beginning and create that case. Learn how to address your approach and how they've evolved over time.
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Mary Grothe
Talking to executives and engaging them in deals and opportunities is one of the quickest and fastest ways to reducing the sales cycle, increasing the closed rate, and crushing the number. But it takes time to wine, get in the mindset and overcome the fear you may have about talking to executives and engaging them in your opportunities. Today, we've brought on a repeat guest Lisa Magnuson for this specific topic of executive engagement. She's worked with large, medium, and small corporate clients across a broad spectrum of industries.
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Mary Grothe
Lisa Magnuson
Typically, top sales performers have a bit of ego from their success, and accepting feedback can be difficult. People would lump anything other than positive praise and recognition into their criticism feedback bucket. Today, let's talk about accepting feedback gracefully. Well, it's not too late to start listening to advice from coaches. You'll be surprised with how much better you can get if you take ounces and bits of wisdom from others that have walked a path before you.
Shift your attitude from a know-it-all to a growth mindset? It is a conscious journey to start being okay with people giving feedback. Learn to bite your tongue and not react, chose to digest the information, and work through it. Your world will open up to all new possibilities when you allow other people's imperfect perspective to come into your life. Start accepting, start embracing, and start seeking feedback.
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Quota Crusher™ Podcast
Mary Grothe
Umar Hameed, CEO of No Limit Selling talks about overcoming anxiety in sales. He is experienced in changing human behavior using applied Neuroscience, NLP, and Hypnosis. He decided to deep dive and understand why people do the things that they do. In today's episode, let's talk about the importance of beliefs, where they come from, and how to transform them. Where do beliefs come from? Did you know that anytime there is an event with a lot of emotions around it, we make meaning out of it. Yes, because humans are meaning-making machines.
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Quota Crusher™ Podcast
Mary Grothe
Umar Hameed
Have you heard about account-based podcasting? You take your top target amazing executives and people you want to have a sales conversation with but aren't receptive to your traditional marketing and sales efforts. As part of your outbound prospecting...
Join Mary Grothe as she welcomes an expert digital strategist, Christina Garnett. She brilliantly identified a way to create community engagement, listen to her audience, and build a newsfeed that people love. Nowadays, almost every business is...
Quota Crusher Podcast host, Mary Grothe decided to use this platform today for something way bigger than she ever thought she could be a part of. You've seen her in this video, that's been circulating the internet about CrossPurpose. Quotas don't just have to be assigned to for-profit companies and salespeople getting to win their crystals and awards. Non-Profits have quotas, too. And they have goals. Turns out their’s are typically a little bit more meaningful.
Today, we welcome two of the amazing people of CrossPurpose, Jason Janz (CEO) and Darin Valdez (graduate) to the show. Jason co-founded CrossPurpose, influenced greatly by spending his childhood and adolescence in poverty. His passion for social entrepreneurship is satisfied through his role as CEO where he builds their staff team, sets the organizational culture, and raises funds. Listen in and be inspired to open the gateway to a new perspective.
Donate: https://www.classy.org/campaign/house-of-revenue/c325544
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Mary Grothe
Jason Janz
CrossPurpose
In this episode, we are joined by Jean Ginzburg, Founder and CEO of Ginball Digital Marketing. Digital Marketing has evolved over the last decades so it is important to keep up with the changing trends. The question is: Are you leveraging these social...
No two buyers buy the same way and when you're selling to a buying team, you are selling to multiple decision-makers so you can't copy-paste your strategy to each unique prospect you have. Understand the importance of the decision process so you can align your sales strategy accordingly. It is your responsibility to uncover their evaluation criteria and map out your prospect's buying journey.
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Quota Crusher™ Podcast
Mary Grothe
It’s a great pleasure for us to introduce our guest today, Doug Brown who is going to talk to us about mental clarity and removing emotional blocks to improve sales performance.
Know what are you bringing into your conversation with your prospects, your own frame of reference, understanding the way you were molded and shaped. Empower yourself by taking control of your mind and emotions. If you don't start on the inner work, you cannot have outer performance. Redirect your thoughts and interrupt your pattern, if you must. This allows you to step away from unnecessary habits, have more meaningful conversations to ensure deals don't slip through your fingers.
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Quota Crusher™ Podcast
Mary Grothe
Doug Brown
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