Sales Iq Podcast

This week we welcome the one and only Jeff Bajorek to the show. Jeff is the host of the why and the buy podcast and he brings a lot of information to the table… This week we discuss the principles that great sales professionals follow and what has led Jeff to thinking these principles are so important.  There are a heap of juicy nuggets in this episode for you to unpack and information that you can use to increase your abilities in the sales profession. We love hearing about your sales stories, your thoughts and your feedback for the podcast… so keep them coming! Where you can find Jeff: https://www.jeffbajorek.com https://www.linkedin.com/in/jeffbajorek/ https://twitter.com/jeffbajorek  https://www.youtube.com/channel/UCtu4VsOzH6YfXsNGNKN96ew     Timestamps: [04:45] - What inspired Jeff to start his podcast [07:55] - How Jeff was dragged kicking and screaming into sales [12:20] - Jeff’s first thoughts on what sales was  [16:25] - Defining the role of a sales person and the importance of knowing

This week we are joined by Founder and chairman of ActionCOACH Brad Sugars to discuss coaching for sales results and what you should be doing right now to improve your own sales abilities. There is a heap of useful information in this weeks episode about what makes a great sales professional and what you can be doing to become one of the best professionals in the sales industry. Where you can find Brad: https://www.linkedin.com/in/bradsugars/ https://twitter.com/bradsugars?lang=en https://bradsugars.com Brads books: https://www.amazon.com/Pulling-Profits-Out-Hat-Company/dp/1732049726   Timestamps: [01:50] - How Brad Sugars got into sales [03:20] - The inspiration for actionCOACH [05:10] - Was Brad surrounded in sales throughout his childhood? [06:00] - Some of the key learnings Brad learnt early on in his sales career [12:55 ] - The importance of gathering information [17:00]  - Advice for people looking for some easy wins [21:05 ]- The importance of competing against your personal best and training

This week is all about Mindset... and who better to discuss this topic than special guess Jennifer Gluckow of the Sell or Die Podcast. Jennifer is an avid believer in having a positive mindset throughout all aspects of your life and you can see that throughout the episode. This week we want to do something special. Luigi has taken up the 30 day challenge of not getting on his phone in the morning... We challenge you to do the same and tell us how it affects your mindset over the course of the challenge.   Where you can find Jennifer: www.twitter.com/JENinaNYminute  www.linkedin.com/in/jennifergluckow/ www.instagram.com/jeninanyminute   Timestamps: [2:30] - Working with Jeffrey Gitomer [4:50] - How Jennifer got into sales [8:45] - When Jennifer realised the importance of mindset [15:00] - Finding the motivation to change your mindset [17:50] - Lui takes up the 30 day challenge… you should too!! [22:15] - Stop looking at your phone and social media! [24:20] - What do you do when you start to have

This week we welcome Kevin Dixon to the podcast. Kevin is the founder of ‘Boxxstep.’ A brilliant software that adds a buyer-centric approach to your CRM. In this episode Kevin and Luigi have an in depth discussion about buyer enablement and the points in the sales industry which could be improved upon. There is a ton of advice and sales tips for you to take in this episode so I recommend you have your notepad at the ready. Where you can find Kevin: https://www.boxxstep.com https://www.linkedin.com/in/kevindixonuk/ Email: Kevin@boxxstep.com   Timestamps: [03:10] - How Kevin got into sales [06:20] - Kevin's motivation for starting Boxxstep [08:20] - The difference that adding more people into the decision making process has when trying to make a sale. [09:50] - Kevin's definition of buyer enablement [12:30] - Luigi's and Kevin discuss some current issues within the sales industry [16:30] - Kevin and Luigi have an in depth discussion on buyers enablement [20:50] - The importance of being a profe

This week we are joined by Bernadette McClelland as we delve into the mystery and "psychology of the sale." There are a-lot of good nuggets for you to take from this episode and incorporate into your own work... especially about mindset and high performance culture. Bernadette is 'The Sales Psychologist...' equipped with an expert knowledge she is definitely someone who should be on your 'sales radar.' Where you can find Bernadette: www.linkedin.com/in/bernadettemcclelland https://www.bernadettemcclelland.com  Click here for Bernadette's Books Timestamps: [3:00 ]- Bernadette introduces herself and how she got into sales [6:19]- Inspiration for The art of commercial conversations [8:30] - The key learnings Bernadette has had working with Tony Robbins [12:05] - Strategies to help you get out of a slump and be a high performance worker [14:45] - Your actions have to reinforce what you say: A discussion on sales mindset and high performance [24:30] - Fatigue in the workplace and the need for resilience -

This week Andrea Waltz joins the podcast to discuss the reasons that your target shouldn't be to meet a quota of  yes'... But rather to get up to 15 No's… Crazy right??? Make sure you have your pen and paper ready as we explore the ideology behind 'going for the no' and help you look at different ways that you can increase your sales ability.  We are looking forward to hearing your thoughts about this topic and how you are going to implement them into your day-to-day strategies. Where you can find Andrea: https://www.goforno.com    Timestamps: [02:30] - Andrea introduces herself and how she got into sales [04:55] - The reason why we fear the ‘No’ [07:15 ]- The struggle to embrace the ‘No’ [10:30] - Just hearing “No” isn’t the issue… Your mindset is just as important [12:00] - How hearing “No” impacts your confidence [15:20] - You need to learn what each 'No” means [19:15] - The levels of failure [27:10] - Lui gets some coaching about level three [30:00] - The science of setting 'No' goals [35:0

Hope you guys are ready for another awesome episode of the Sales IQ Podcast. Man what an episode! so many nuggets right there for you to extract. This week we welcome Deb Calvert to the podcast as we discuss the different ways that you can "Stop Selling and Start Leading." Pay close attention to what Deb says... With over 15 years of Sales experience she is definitely a Sales Professional you should be paying attention to and if you get the chance read her book!! It will definitely be something that you will be re-reading it... I know I have been!! Don't forget to like, comment and subscribe to the podcast. We are loving your feedback Timestamps: [03:25] - How Deb got into sales [04:45]- The reason why Deb loves sales [05:27 ]- The inspiration for ‘Stop Selling and Start Leading’ [07:00] - The importance of the value system [09:10] - Why do people keep using these unethical strategies? [12:10] - What you should be doing if you don’t fully know your buyer's needs [14:02] - Helping your team to overco

Strap yourselves in for an awesome episode featuring special guest, CEO and founder of Membrain.com - George Brontén!! This week Luigi and George discuss the creation of Membrain as well the key learnings from his time in Sales. Get your pens ready because there are a heap of nuggets in this episode for you to discover.  Don’t forget to rate, comment and subscribe to our podcast, let us know what you think and tell us about your own sales experiences, we would love to hear them! Where you can find George:  www.linkedin.com/in/georgebronten  https://www.membrain.com  The book George recommends for you: https://www.amazon.com/Checklist-Manifesto-How-Things-Right/dp/0312430000    Timestamps: [02:10] - George introduces himself and shares his journey into sales [04:30] - George’s early wins and learnings before founding Membrain  [11:00] - Competing with the big brands (Microsoft, Oracle and Salesforce) [15:10] - Key learnings with George [18:00] - Sales and automation: George and Luigi discuss the fut

  Sales isn’t just about making a transaction... It’s about you helping a person to achieve success through their company. This week Luigi and special guest Anita Neilson tackle the topic of automation in the workplace and what you should be doing to ‘beat the bots’ and continue to have a successful career in sales. Having worked in B2B sales enablement and support for over 20 years Anita is an expert who’s knowledge of the sales industry could be pivotal in your career. With the recent release of her book ‘Beat the bots’ being an important topic in this week's podcast we suggest you buy it and think about what you could be doing right now in the sales war against the Bots. Where you can find Anita: https://www.linkedin.com/in/anitanielsen/  www.ldkadvisory.com  https://twitter.com/ANielsenLDK    Timestamps: [02:10] - Luigi introduces Anita and this week's topic [03:15] - Anita explains how she got into sales [05:00] - The motivation to write ‘Beat the Bots’  [07:10] - Leisure suit Larry. (What the!?)

This week we welcome the sensational Anna Liotta to the Sales IQ Podcast. Anna is an expert in generational dynamics of the business world and how an understanding of these dynamics can impact relationships with your customers and help with generational selling. This understanding comes from 20 years of research and consulting with clients ranging from Amazon to the NBA. Tune in and think about how you can implementing key takeaways into your conversations so you can sell more to the different generations you engage with. Where you can find Anna: https://annaliotta.com  https://twitter.com/annaliotta  https://www.linkedin.com/in/annaliotta/   Timestamps: [03:00] - Anna explains how she got into sales and how being 1 of 19 children (WOW) affected her career  [11:30] - Differences between the current and previous generations  [13:20] - Generations in the workplace [16:30] - Biggest blind spots across generations [21:40] - Behavioural styles of different generations [23:30] - Maximise your opportuniti

This week's guest is a little controversial with some of what he says not going down too well with a few people in our industry, but with so much knowledge and experience there is a lot of value Jim Keenan gives us Sales Professionals. Author of Gap Selling and Not Taught, Keenan is the founder and CEO of A Sales Guy Inc. He is passionate and raw, be ready to hit mute if the kids are around but keep your notepad handy for the notes you'll want to take down on how you can find the gap to win more sales. Don't forget to leave a comment and subscribe to the podcast. We would love any feedback you have for us. Where you can find Keenan: https://www.asalesguy.com  https://www.asalesguy.com/gap-selling/    Timestamps: [04:30] - Keenan's beliefs on sales [07:20] - The difference between sales and marketing [08:35] - Inspiration for writing Gap Selling [14:05] - The reason why it is NEVER about you [17:10] - The most vital truth bombs that Keenan knows and what happens if you take them away [20:15] - How yo

We all know it, it's a key #SalesTruth: being a Sales Professional requires hard work, because there are no shortcuts to having the right mindset and being a leader in your industry. This week we talk to Mike Weinberg, author of best sellers ‘#SalesTruth’ and ‘Sales Management. Simplified’. Mike and Luigi are both avid believers that sales is not something which can be cheated. It takes hard work and effort to become a true Sales Professional, listen in to the #salestruths and be prepared to ramp up your efforts as you put into play key takeaways from the show. Leave us a comment on your key takeaway and what you will implement enhance your skills and #beyourbest. For more great insights and to connect with Luigi: https://www.linkedin.com/in/luigi-prestinenzi-a101848/ Where you can find Mike: https://mikeweinberg.com https://twitter.com/mike_weinberg https://www.linkedin.com/in/mikeweinberg2013/     Timestamps: [01:05] - Luigi has a message for everyone [04:30] - Mike explains how he got into sales (eve

If you’ve engaged with any of my content or undertaken our training and coaching, you will have seen how passionate I am about getting your mindset right to succeed in Sales. It all starts with self and in order to be a high performing sales professional, you need to get the fundamentals right. If you’ve yet to connect, send me an email or hit me up on LinkedIn and you can check out this article and other great content, let’s start a discussion. https://www.linkedin.com/pulse/3-sales-secrets-10x-your-overnight-luigi-prestinenzi/  High performing sales professionals share common characteristics. They are focused on learning and focused on being the best they can be, they are competitive, they have high expectations for themselves, high performers don’t shy away from hard work. They understand that in order to be the best they must work hard and do what others aren’t prepared to do. So before you start hunting clients and trying to find hacks to increase sales think about your mindset and what you are doing da

Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous!  Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream with a killer cadence process.     Places you can find Mark:  https://www.linkedin.com/in/mkosoglow/   https://www.outreach.io   https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345     Timestamps:  [spp-timestamp time="02:20"] - An intro to Mark and his journey in sales    [spp-timestamp time="04:15"] - Key learnings Mark took away from his first job in sales   [spp-timestamp time="07:45"] - The inspiration for Mark's book  [spp-timestamp time="10:10"] - Mark’s definition of sales cadence   [spp-timestamp time="11:45"] - The number of outreach touches you need for a lead  [spp-timestamp time="12:45"] - The first step befo

Donald C. Kelly is THE Sales Evangelist. As one of the leading figures in the sales industry, a sales coach and the host of his own podcast “The $ales Evangelist”, Donald has spent 5 years both learning and discussing the different ways in which our industry has changed, in addition to the experiences of different sales leaders from around the globe. Donald is truly an inspirational guy, and someone to look up to for the mindset and attitude he brings to work each day. This episode is packed with loads of great content about mindset and awesome stories about Donald’s podcast. As you listen to this episode, consider your mindset, how you show up every day and what you could be doing right now to become the next sales gun in your organisation. Where you can find Donald: - https://www.linkedin.com/in/donaldckelly/ - https://twitter.com/DonaldCKelly - https://thesalesevangelist.com Timestamps: [02:40] - Donald and Luigi discuss their podcasts and the effort that goes into making them [05:25] - Donald shares h

With the constant change our customers face daily, the increased uptake of technology and busy being the new norm, we must continue to evolve our strategies to ensure that we are reaching our prospects and increasing our conversion rates. This week Mario Martinez Jr. joins the podcast to discuss omni-channel prospecting, what it is and how you can incorporate it into your current sales strategies. Mario Martinez: Mario is a sales expert, having been named one of 2019’s top sales influencers he has spent most of his life in sales, Mario knows what works and what doesn’t. A confident speaker and super knowledgeable, he is passionate about helping Sale Professionals increase their sales knowledge and adopt additional channels in their sales process. Places you can find Mario: https://twitter.com/M_3jr https://www.linkedin.com/in/mthreejr/ https://vengreso.com Timestamps: [02:10] - Mario Introduces himself and his journey into sales [05:20] - What Mario did at the start of his career that made him succes

Let's face it, we know the sales industry can be challenging! Handling objections, getting past gatekeepers, fear of calling....rejection. This week Steve Nudelberg joins the podcast to discuss his sales rules for sales success, how we can overcome our fears and increase our abilities as sales professionals. Steve is a not just as sales trainer...he is a ‘Sales Doer’. Having spent over 40 years as a leader in the sales industry and authoring ‘Confessions of a Serial Salesman’, Steve is highly regarded as an expert in his field - he knows what works and what doesn’t. Sharing with us the Sales Rules for Sales Success, Steve helps us increase our abilities and become better at what we love, SALES. Where you can find Steve: https://nudelberg.com https://www.facebook.com/Nudelberg/ https://twitter.com/Nudelberg https://www.linkedin.com/in/stevenudelberg/   Timestamps: [01:45] - Steve explains his journey into sales [05:00] - Fear of change [08:10] - What you can do to overcome fear [10:20] - The eff

How to Recruit the Right Sales Talent When hiring an SDR, it is important you hire someone who is going to not only be effective in your team, but also has the right mindset and fits the culture of your organisation. This week, Jeremy Donovan of SalesLoft joins the podcast to discuss what he looks for in an SDR and what you can be doing to nail your interviews. With an untraditional entrance into the sales industry, Head of Sales Strategy and Sales Development and GM NYC at SalesLoft, co-author of Predictable Prospecting, and author of another 4 books including How to Deliver a Ted-Talk, there is something for everyone to take away and implement as Jeremy shares his knowledge with us on SDR training and leading sales teams.   Where you can find Jeremy https://www.linkedin.com/in/jeremeydonovan/ https://salesloft.com   Timestamps: [03:10] - Jeremy’s non-traditional journey into the world of sales [04:53] - Jeremy’s current role at SalesLoft [06:00] - Jeremy’s experience in hiring SDR’s [07:50] - T

Increasing your pipeline velocity is critical in your sales role as it allows you to power through and close more deals. This week Shawn Finder, author of the B2B Sales handbook and renowned sales entrepreneur joins the podcast to discuss the most important things you can be doing right now to increase your lead generation and pipeline velocity. Places you can find Shawn: https://www.linkedin.com/in/shawnfinder/?originalSubdomain=ca https://autoklose.com The B2B Sales Handbook: https://autoklose.com/b2bbook/ Timestamps: [01:38 ]– Why Shawn became an entrepreneur rather than going pro in tennis [04:45] – Roles that helped Shawn to build his skills in sales [07:45] – Shawn’s goals for Autoklose [09:36] – What makes an email campaign effective? [12:00] – When to move on to your next opportunity [14:37] – Does a combination of multiple reach platforms affect your ability to reach your prospect? [16:10] – Content you should be creating to give value [19:20] – A quick recap from Luigi [20:10] – T

This week Tamara Schenk joins the podcast. She is an author, keynote speaker and Sales Enablement Evangelist who has a strong belief in helping everyone to become the best salespeople they can be (yes…just like us!). This week we discuss some of the reports which Tamara has created and the impact her research will have on the world of sales. Places you can find Tamara: http://blog.tamaraschenk.com https://www.csoinsights.com https://twitter.com/tamaraschenk https://www.linkedin.com/in/tamaraschenk/?originalSubdomain=de Timestamps: [01:10] - Tamara explains how she got into sales and sales enablement [07:10] - Tamara discusses the troubles she had when implementing a sales enablement strategy in her company have [10:50] - Tamara explains her definition of sales enablement [13:25] - Luigi and Tamara discuss some of the key learnings you will get from reading her reports [17:35] - Tamara talks about sales methodology and whether it is applied in the real world [20:35] - If you don't have a sales