show episodes
 
THE Sales Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of sales, who want to be the best in their business field.
 
Welcome to Selling Local, powered by The Sales Rebellion, with your hosts Dale Dupree and Chris Watson. Our focus is on you, the sales reps and sales leaders, that are leading our communities today. We seek to empower, not to tear down. We look to speak truth, not to mislead. We hope to bring change and lead professionals away from the disconnected sales habits of the past. We believe in people of products, community over commission checks, providing experiences over performing a pitch, and ...
 
The all-new DARETOGROW pod cast. Lisa Bean is the founder of the multiple six figure business DARETOGROW, and author of the Amazon topping book First Sh!t Version. Through her online programmes she teaches purpose-driven entrepreneurs how to launch a business to make a living doing what they love and how to scale that business to six figures online. Having sold over £1m of services in her businesses (across marketing, recruitment and online training), Lisa specialises in helping people craft ...
 
Wanna master your sales, service and strategy all whilst saying "see ya" to the industry techniques that make you SQUIRM? Then wowee, is this the podcast for you my friend! The podcast is hosted by Katy Prince (she/her); a cliche-busting Business and Sales Coach and founder of the Squirm-Free School of Business. Katy has become known for her unique 'Squirm-Free' and inclusive approach, having helped thousands of students who've gone through her programs. When we say 'Squirm-Free' we mean no ...
 
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show series
 
You would think that if your business has survived Covid, then the pandemic will have cut a swathe through your competitors. Therefore, we would all be granted a temporary reprieve from the usual rigorous competition for client business. Counterintuitively, there seems to be more and more competition for the same clients, so we need to differentiat…
 
In this episode of the Startup Selling Podcast, I interviewed Zach Stein. Zach is a multi-time founder and is currently helping lead Carbon Collective, the investment platform that makes climate impact investing = smart investing. Zach lives in East Bay, CA. Some of the key topics and questions that we covered in this podcast are: Carbon Collective…
 
What can you learn about growing and scaling your business online...from going to the gym?? It turns out...quite a lot! For example, I remember being in this SUPER SET with my PT Dario. I stood up from squats (which were BURNNNINGGG) and said "I can't another set like this , it's too hard". Dario put his hands on my shoulders, put me back into a sq…
 
At the center of everything we do is the customer relationship. Additionally, like planets revolving around the sun, there are five stages of the sales cycle revolving around the customer relationship, which we must pass through in order to make the sale. In a way, this is our roadmap for when we are talking to the buyer. If we want to make a sale …
 
In this episode of the Startup Selling Podcast, I interviewed Jason Bay. Jason is the Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their cold emails or feeling confident making cold calls. A few of his clients have included reps and sa…
 
We all know that without trust there will be no sale and much worse than that, no ongoing sales. So how do we build trust with our buyers? It is a critical salesperson facility, because research shows that 63% of buyers would rather buy from someone they completely trust, than from someone who gives them a better price. Think about that – trust tru…
 
When you’re a startup with the latest and greatest new product, there’s no shortage of interesting conversations. Everyone wants to see the new, cool thing you’ve built. But every demo feels like a fireworks show – everyone’s excited, you get lots of applause when it’s over, then everything goes dark. Getting deals to move through your pipeline fee…
 
"And long before you have to convince your audience, you have to convince yourself." The online space is saturated with content. The key to standing out today is two fold: (1) Having something original and inspiring to share; and, (2) Turning up with enough consistency and confidence to inspire people to action. The truth is people are always looki…
 
Monday's are usually a day I'm feeling rested and ready to go for the week. Not today. As I sat there churning out my Morning Pages, I could just see where the day was headed. The coffee tasted bitter. My mind wandering everywhere. My brain felt spongy and dull. Today was supposed to be a day off from training to give my body a little extra break b…
 
I listen to a lot of sales gurus because I am a permanent student. I have noticed there is a consistent theme which comes up. Because being a guru is quite competitive, they have to draw a line between themselves and the rest. The way they do this is to make the point that “sales has changed”. They then go through introducing their version of the n…
 
I've got this thing when I'm training called "Headlamp Miles" – it's the miles I knock out in before the sun comes up. This morning, I hit *start* on my Garmin at 4:16am today for a 10-miler. It's not so much that I have to practice #running in the dark (though it does help come race day...). It's more about making the time to train. I'm a husband …
 
I don't know about you, but whenever I've got something that seems hard in front of me, I get a little anxious... 😳 I worry that I'm not ready... 😳 I worry that I won't do well... 😳 I worry the thing in front of me will be even tougher than I thought... This past week was like that EVERY DAY as I looked at my training regimen and work schedule. Aft…
 
New clients are so demanding. They want to hear what we have to offer and quickly find out how trustworthy we are. They don’t want to be wasting their valuable time either. This can trigger some bad choices though for salespeople. Remember that the client playbook is not our playbook. We shouldn’t fall into the trap of tracking along their preferre…
 
This is a tough week, a transition week. As of today, I'm 3.5 weeks since the Western States 100 and 3.5 weeks until my next race – the Castle Peak 100k up in Tahoe. I've been running and training the last two weeks, but this is the real week to get back to race preparation mode – early mornings, getting out on the trail, two-a-day workouts, and a …
 
Paul McCarthy, thought leader, & Founder of FIRED Leadership. Paul explains how we all are leaders in our organizations, but that many cultures are toxic. Paul discusses the importance of not compromising your values within your career. If you are a leader it is your responsibility to help those people who you are leading. He talks about the power …
 
We are all hungry for Covid to end so that we can get back to normal. It looks like it will be all good by September. Then it looks like October, then November and this goes on and on as some fresh piece of diabolical news filters out. Will a bell ring or an alarm go off announcing “Covid is done”? Unfortunately that isn’t going to happen. It will …
 
Martin MacArthur is an amazing sales leader that believes in leading with positivity. He brings his story to sales & to working with prospects or internally. Martin has battled with many things throughout his life & uses those experiences when considering how a prospect might be battling within their organization. If you want to make business perso…
 
In this episode of the Startup Selling Podcast, I interviewed Jay Webb. Jay runs a search firm that focuses on helping early to mid-stage companies hire sales leaders and enterprise salespeople throughout North America. He’s also the host of the Over Quota podcast which features in-depth interviews around vision, strategy, and execution with revenu…
 
At the age of sixteen, I was wandering around the streets of a lower working class area in the suburbs of Brisbane, working my first job, trying to sell expensive Encyclopedia Britannica to the punters who lived there. Despite my callow youth, I had a tremendous gift as a salesman. I could tell by looking at the house from the outside whether they …
 
David Walter author of The Million Dollar Rebuttal dives into what the strategy & goals should be for cold calling. David tells his story about why he thrives setting appointments using cold calling as his primary source of success. David explains the power of being a human & talking to people in a way that shows you care. You have to believe that …
 
Finishing the season with a bang! Katy Prince, Business and Sales Coach, talks with an incredible group of business owners and service providers about the issue of 'inclusion' within the entrepreneurial space. The episode features Jenny Jay, Alana Simpson and Sudduf Wyne, who each bring a unique and insightful take on the topic. In their juicy chat…
 
It is seriously sad to be dumb. Nothing annoys me more than when I finally realise something that was so obvious and yet I didn’t see what was there, right in front of my nose. We talk a lot about value creation in relation to pricing, trying to persuade clients that what we are selling is a sensible tradeoff between the value they seek and the rev…
 
Here it is... The 4th and final, installment of my post-race "Startups are Ultramarathons – Lessons from the Trail" from the 2021 Western States 100 Ultramarathon. In the first three installments, I shared these 8 lessons – Find Experts. Do the [Right] Work. Preparation, Planning & Visualization. Focus on Your Locus Be Confident. Ask for Help. Give…
 
The future of online sales is shifting, and with unprecedented expectation (and demand!) from consumers for non-icky, consent-led enrolment experiences, it's time to empower - not pressure or shame - prospects into action. In this episode, Katy Prince, Business and Sales Coach, will walk you through the 5 biggest shifts you need to make to be part …
 
Gabrielle "GB" Blackwell, Sales Development Leader to Gong & Co-Host of Women in Sales Club brings a lot of energy to Selling Local. GB discusses the importance of knowing yourself to the degree that you are able to feel freedom In curiosity. She encourages us to realize that once we are self-aware then we will no longer feel like an imposter. Gabr…
 
When we think of team selling, we imagine a room with the buyers on one side of the table and we are lined up on the other. There is another type of team selling and that is taking place before we get anywhere near the client. It might be working together as a Sales Mastermind panel to brainstorm potential clients to target or strategising campaign…
 
This is the third installment of my post-race "Startups are Ultramarathons – Lessons from the Trail." The first two installments of these Startup Selling Lessons from the Trail included: Find Experts. Do the [Right] Work. Preparation, Planning & Visualization. How to Focus on Your Locus Act with Confidence. Getting help along the way. In today's in…
 
Katy Prince, Business and Sales Coach, talks with the incredible Adrienne Johnson, a course creation whiz. Adrienne helps entrepreneurs build community, create amazing courses and launch them in no time flat. In their juicy chat Katy and Adrienne cover: What makes a good course and what to avoid Boundary setting with clients Balancing a 9-5 with yo…
 
This is the second installment of my post-race "Startups are Ultramarathons – Post-Race Lessons from the Trail." The first installment of these Startup Selling Lessons from the Trail, included: - How to leverage experts, - The single biggest factor in the pursuit of BHAGs, and - Removing variables from the journey through planning, preparation, and…
 
I was studying an online learning programme from Professor Scott Galloway, where he talked about Appealing To Human Instincts. His take was from the strategy angle, but I realised that this same framework would be useful for sales too. In sales we do our best to engage the client. We try to develop sophisticated questions to help us unearth the sta…
 
It's been nearly two weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village in the Sierra Nevadas to Auburn, CA. Every day since then, I've been reflecting back on the race – what I accomplished, what I learned, and how I prepared for the oldest, and arguably most prestigious, ultramarathon in the world. Here is th…
 
Jacob Gebrewold, AE at Klue & Co-Founder of Sales For The Culture comes on the Selling Local Podcast & brings tons of value. Jacob discusses the importance of determining who you are & how to value others. He talks about being bullied, identity struggles, & finding who he wanted to be. He discusses the importance of not feeling like you have to be …
 
These are final two pre-race "Startups are Ultramarathons: Lessons from the Trail" leading up to the 2021 Western States 100 ultramarathon. I'll get to the full-on race report in a series of future posts... If you've missed the previous three segments, you can find them here on LinkedIn or the Startup Selling Podcast. #7: Incrementalism To do hard …
 
Katy Prince, Business and Sales Coach, walks through the reasons why you may be becoming burnt out whilst selling and providing your service. Katy demonstrates how to set and enforce boundaries in real-life business situations, such as on a sales call, when approached for advice and when delivering your service. Katy also helps to shift limiting be…
 
It's less than 3 days from the race start – the Western States 100 – an ultra-marathon from Olympic Valley in the Sierra Nevadas to Auburn, CA near the Sacramento Valley. I didn't sleep well two nights ago – waking up at 1:30am with some pre-race anxiety. That's normal, and expected. Having a few nerves is good – it keeps me focused on every last d…
 
Morgan Ingram, Director of Sales Execution at JB Training & Creator & Host of the 1UP Formula Podcast. Morgan discusses his journey, lessons learned, & what salespeople should be experiencing in the modern world today. Morgan brings his true self on this episode talking about anime, Mamba Mentality, & wearing a fedora inspired by "Straw Hat Luffy."…
 
Have I got it in me? Is it worth it? Can I keep going? If you're asking these questions YOU ARE NOT ALONE! The events of 2020 knocked a lot of people off their feet, they drained energy and it took so much will and energy to just keep going. In today's episode, I'd like to share a story of 'focus' with you in the hope you pick 3 or 4 goals that act…
 
Group crowdsourcing has been around since cave dweller days. Gathering a crowd of prospects and getting them to buy your stuff is a standard method of making more sales or starting conversations which hopefully will lead to sales. Trade shows provide booths but also speaking events, if you pay more dough to attend. These days the event will most li…
 
Katy Prince, Business and Sales Coach, talks with the magical Kira Matthews, a stylist turned Mindset and Manifestation Coach, who helps creatives overcome fear and self doubt when building their small businesses. Together they have a super honest chat about the difficulties that arise when selling your service and how we can react in a way that fe…
 
Jeff Underwood is the President & Founder of his own organization GolfNutts. (at the time of this recording he was a Regional Sales Director for Clearent) Jeff talks about the importance of a culture that cares about the development of people. When leaders want to see people succeed as bad as they want the organization to succeed then you have foun…
 
Japanese salespeople should love to hear “that sounds pricey” from buyers. Why? Because they know that this statement is the most common objection to arise in response to their sales presentation and they are completely ready for it. It is one of the simplest buyer pushback answers to deal with too. Well, simple that is, if you are trained in sales…
 
On June 26th at 5 am, the gun went off and I took my first step in the Western States 100 – a 100.2 mile ultra-marathon from Olympic Valley, CA to Auburn, CA. The course included more than 18,000' of elevation climb and daytime temperatures of more than 100 degrees. I officially started training on Jan 4th – six months of daily effort – more than 1…
 
I've wanted to share this video for the longest time, weaving in so many unseen clips from the past 18 months. I'm not quite sure how we've pulled it off but I'm really proud of what we've created today. Kudos to Matt on editing for this one! In today's episode, I want to share with you four key ideas that are helping me process 2020 and move on fo…
 
Adam Snider brings the real and raw about sales & sales leadership. He discusses the reality of the profession of sales & how he is trying to improve the overall image of salespeople by teaching them compassion. Adam believes that compassion is about being real & honest not weak. Salespeople should be compassionate enough to have a difficult conver…
 
Brian Sexton, the Intentional Encourager, dives into the importance of encouragement. He helps us realize how we can use encouragement as a tool to improving relationships, creating culture, & increasing growth. Brian reminds us that People Buy From People, which is also the name of his newly published book. We discuss the importance of mentors, ou…
 
Japan’s image as a sophisticated country with a solid, unique traditional culture is well placed. For example, every year around 130,000 Shinkansen bullet trains run between Tokyo and Osaka, bolting through the countryside at speeds of up to 285 kilometers an hour and boast an average arrival delay of 24 seconds. Think about that average, sustained…
 
Startups are ultramarathons, even though most of us are sprinting every day – Sprinting to the next product release... Sprinting to nail down the next sale... Sprinting to get to the next funding round... Even though you're sprinting every day, it's important to remember that the path you chose is a long journey. Over the past six months, I've been…
 
Scott MacGregor is the Founder & CEO of SomethingNew LLC. Scott discusses the importance of being a servant leader in any role that you are serving in. He discusses core values, talent, & culture. Scott wanted to create something that was impactful for businesses so he decided the biggest gamechanger was "people". In order to reach sustainable succ…
 
Selling to a buyer in-person and selling to the same Japanese buyer online are worlds apart. Yet how many salespeople are succeeding in making the transition? Are your clients seeking virtual sales training? Not enough. COVID has revealed a lot of salespeople weaknesses. which were hidden in the face-to-face sales call world. Wishing things get bet…
 
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