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Glenn Poulos is the cofounder, vice president, and generalmanager of Gap Wireless Inc. With over three decades ofexperience in sales, he has developed a successfulstrategy system by spending thousands of hours inthe field or on the phone with customers and workingwith salespeople in several successful companies.
https://glennpoulos.com/
https://www.linkedin.com/in/glenn-poulos-45bab86/
Chris Freeman - https://www.linkedin.com/in/chrisfreeman/
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Introduction:
- Host introduces Dionne Mejer, a guest with a strong background in sales and inside sales, who now runs her own business.
- Dionne shares that she initially didn't want to be in sales but found her passion for technology and building relationships.
- Host emphasizes the importance of sales skills in any profession and encourages everyone to learn sales.
Background:
- Dionne provides insight into her company, Inside Sales By Design, which focuses on creating and revamping sales infrastructure for organizations.
- They offer services such as blueprint creation, framework development, job descriptions, onboarding, and interview support.
- Recently, they have been working on driving adoption and utilization of technology tools within organizations.
Driving Adoption of Technology:
- Dionne highlights the challenge of getting sales teams to embrace and utilize technology tools effectively.
- Many organizations focus more on tracking and monitoring rather than empowering salespeople.
- Inside Sales By Design takes a more agile approach, encouraging organizations to start small and gradually integrate technology into daily practices.
- They begin by identifying keywords and successful sales pitches, transcribing and tracking their usage to encourage adoption.
Top Performers in Sales:
- Dionne discusses the traits she has observed in the top 10-20% of sales reps.
- These individuals demonstrate ownership, focus, and resourcefulness, with a clear vision of their goals.
- They excel at filtering out unnecessary elements and prioritize effective conversation and frictionless selling.
- The motivation behind their behaviors drives their success.
Embracing Innovation and Change:
- Host and Dionne discuss the importance of salespeople recognizing the need to innovate.
- They explore the concept of stream ownership and how reps can take ownership of their sales processes and adapt to changes.
- Cultivating a mindset of innovation and embracing change helps salespeople stay ahead in a competitive market.
Conclusion:
- Host concludes the episode, thanking Dionne for sharing her insights and experiences.
- Encourages listeners to embrace sales skills and highlights the value of creating and fostering strong relationships in sales.
Contact :
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes guest Neil Rogers, who shares his journey from the food industry to entrepreneurship in the athletic footwear and apparel business. Neil emphasizes the importance of consistency, organization, and professionalism in sales. They discuss the power of incorporating both email and physical mail in marketing strategies, and Neil shares creative ideas for grabbing clients' attention. They also highlight the significance of personalization, value-driven outreach, and building relationships. Tune in to gain valuable insights into successful sales strategies and the art of standing out in a crowded marketplace.
About Neil Rogers
For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the
Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales. Discover more at: https://www.positiveactivity.net/
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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In this episode, we cover:
In this episode of the High Tech Freedom Sales podcast, host Chris Freeman interviews guest Harrison Ryder. Harrison shares his background in sales and how he got started in the industry. He also discusses his role as the owner and founder of Elevation Sales Group, where he serves as an outsourced VP of sales and sales acceleration advisor for small to medium-sized companies. Harrison dives into the common problems and challenges he helps these companies overcome, such as stagnant or declining revenue and lack of sales infrastructure. He emphasizes the importance of aligning sales processes, compensation plans, and CRM systems with organizational goals. Harrison also highlights the key traits that separate the top 20% of sales professionals from the rest of the pack. Tune in to discover valuable insights on sales management and success.
About Harrison:
As Founder and President of Elevation Sales Group, powered by Sales Xceleration, a sales management consulting firm, Harrison leverages his 35 years of successful sales and sales management experience to help small and medium-sized companies exceed their revenue targets. Having worked with start-ups and Fortune 500 companies, managed national and international sales organizations, Harrison now partners with Owners, CEOs, and Presidents to create high performing sales teams that consistently deliver breakthrough sales results. By aligning corporate goals, installing the proper sales processes and procedures, mentoring existing sales talent, and executing on effective sales strategies, Harrison helps create an accountable, professional, results oriented sales culture within his client companies.
He can be reached at
Website: https://lnkd.in/dHJ9wHC
Email: [email protected]
Phone: 774-232-2904
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes JC Otero, an experienced sales professional with over 15 years of industry experience. JC shares his background in sales, his journey from individual contributor to managing sales development teams, and his insights on what sets top performers apart from the rest.
Key Takeaways:
Background in Sales:- JC Otero has been selling since he was a child, with a range of side hustles to generate income.
- Professionally, he has over 15 years of sales experience, including roles at Wells Fargo Financial, Dell, Informatica, and leadership positions in sales development.
Transitioning to Sales Development:- JC made the transition to sales development leadership because of his passion for helping and developing future sales professionals.
- He rapidly progressed from managing a team of 14 reps to leading multiple teams and teams across different regions.
Managing Managers:- When JC transitioned to managing managers, the biggest challenge was the people aspect.
- Many of the managers had limited experience in people management, so JC focused on developing their skills in managing the reps.
Differentiating Top Performers:- JC consistently saw three pillars that differentiated top performers in his organizations: organization, communication, and collaboration.
- Effective organization includes organizing thoughts, time management, and maximizing productivity.
- Top performers prioritize their time and plan their year, month, week, and day to ensure productive use of their hours.
Maximizing Time:- JC shares his strategies for maximizing time, which include reviewing and planning the week every Friday and setting goals for each day.
- Putting everything on the calendar, including individual tasks, helps create a clearer picture of priorities and deadlines.
- By managing his time effectively, JC ensures that he stays focused and productive.
Conclusion:
JC Otero emphasizes the importance of organization, communication, and collaboration in sales. Top performers in sales development excel in these areas and prioritize effective time management. By implementing these strategies, sales professionals can increase their productivity and achieve superior results.
Contact JC at https://www.linkedin.com/in/juancarlosotero/
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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In this short solo episode, Chris talks about one question you should ask during your sales interview.
Hint: It’s around what is measured.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth.
In this episode, Mark shares his insights on the future of work and how individuals are becoming more entrepreneurial within a corporate setting. He also dives into the importance of having a strong foundation and skillset before jumping into a startup, and the value of self-assessment and acquiring necessary skills.
Mark offers advice on how to connect with him on LinkedIn and emphasizes his focus on business development and helping others. He also discusses his work in marketing analytics and the powerful automation platform he has built called Proof. Mark delves into the importance of innovation in sales and the ever-changing landscape of the market. He highlights the need to understand the real game being played in business and offers valuable tips for success. Lastly, Mark explores the concept of taking extreme ownership in sales, treating your work as your own franchise, and the benefits of having your own CRM system. Get ready for an enlightening and thought-provoking episode with Mark Stouse on the High Tech Freedom Sales Podcast!
Contact Mark at https://www.linkedin.com/in/markstouse/
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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In this episode, we discuss the framework for a sales leader to build a sales coverage model. Even if you are a field seller, you may move up the ranks and be required to own or participate in a sales coverage plan for a company. Listen to a few tips provided from a CRO friend of mine.
Highlights include:
Market segmentationAddressable market strategiesDefine the right sales activities for each segmentMeasuring the right activity for performanceManaging coverage ratiosIterating your planTechnology toolsDo you have experience in this area and have lessons learned that you would like to share?
Come join Chris as a guest on the podcast.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Author, speaker, seminar leader, and coach, Anne Miller teaches sales people and entrepreneurs how to increase their business; coaches CEOs and senior management to communicate clearly, creatively and persuasively to key constituencies; enables technical people to transform complex information into simpler, meaningful messages; and shows speakers how to command a room and win over audiences with their messages.
Anne is the author of The Tall Lady with the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone (the updated edition of her popular Metaphorically Selling), Make What You Say Pay!, Presentation Jazz!, 365 Sales Tips for Winning Business, and numerous articles on the Internet and in business publications like Brandweek and Selling Power. Both NBC Today in New York and Bloomberg News Radio have featured Anne on their shows.
You can connect with Anne through linkedin: linkedin.com/in/annemillersalespresentations
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Negotiations in the realm of sales are a delicate dance, requiring finesse, strategy, and a deep understanding of human psychology. In this episode, we capture a few highlights from the book, Never Split the Difference and apply them to the sales role.
Topics include:
The power of tactical empathy
Diffusing tension
Saying no without saying no
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Lisa Hammett is an accomplished motivational and TEDx speaker, an international best-selling author, a success and mental fitness coach, and a wellness expert, helping stressed and burned out business owners and executives develop mental fitness to manage stress, improve productivity and communication, and regain their health and wellness.
Her first book, From Burnout to Best Life. How to take charge of your health and happiness, reached bestseller status in 16 categories globally. Amazon - https://a.co/d/jjzuNiU
In this episode we cover:
The challenges of work-life balance and how it has become even more difficult due to external pressures such as personal finances, inflation, layoffs, and remote work.Lisa talks about the challenges of the hybrid work situation, where some individuals are being forced to return to the office after working remotely during the pandemic.The stress and frustrations caused by these changes can impact productivity, communication, and overall health and wellness.The importance of managing stress, particularly in the professional sales role.Lisa shares her personal journey of experiencing burnout after 26 years in the corporate retail sector, and the negative impact it had on her physical and emotional health.Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Lisa Hammett’ book on Amazon - https://a.co/d/jjzuNiU
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Integrating humor into your sales approach can create a genuine connection with potential clients, help make your message more memorable, and build rapport.
In this episode we talk about why and how humor can positively impact your sales success.
Topics include:
Using humor as an icebreakerUsing humor to connect on a human levelHow humor helps your customer remember your messageHow to use humor to diffuse tension in a sales processEnter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Rana Salman, M.B.A, Ph.D., author of Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota, is a renowned sales expert transforming global sales team performance. With a background in B2B sales and marketing, she is a trusted partner for midsize and Fortune 500 IT companies, elevating their sales strategies and execution.
Episode Highlights
The heart of sales: The importance of relationship building and human connectionThe internal and external challenges salespeople face, changing approaches, and solutionsFour questions to ask yourself to better understand the product you are sellingStrategies for optimizing your sales conversations and communicating solutionsHow tech layoffs are impacting our deals—and what to do about itHow you can use the sales process to find a jobThe continuous decline of reps meeting quotas and actionable ways to crush yoursAnalyzing sales strategies to determine gaps and identify opportunities for improvementHow to build and strengthen sales-enabled cultures to optimize the end-to-end customer experience from pre-sales to post-salesYou can connect with through linkedin: https://www.linkedin.com/in/ranasalman1/
Rana’s book Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Have you ever had your sales manager tell you that you have built too good of a relationship with a customer? Most likely not!
Building strong relationships with customers is a cornerstone of successful sales professionals.
In this episode we talk about the risks of getting too close to your customer and some steps you can take to maintain great balance.
Potential risks include:
Bias and Blind SpotsLack of Objectivity: Failure to Upsell/Cross-sellMissed OpportunitiesEnter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Kareem Mostafa is an Egyptian entrepreneur and marketer currently residing in Ireland. After completing his studies in marketing, he struggled to find an internship opportunity due to his visa status. Out of desperation, he stumbled upon the concept of startups and decided to give it a try. Despite a failed attempt at a restaurant marketing startup, Kareem decided to get a real job to maintain his legal status in the country. He worked at LinkedIn and then HubSpot, but the startup bug continued to linger. Inspired by his brother, who worked at Google, Kareem decided to give entrepreneurship one final shot. Together, they embarked on a new startup journey, hoping to not only succeed but also create job opportunities. Four years later, Kareem and his brother are still learning and growing in their entrepreneurial endeavors.
Episode Highlights:
- Capitalizing on the AI revolution
- Importance of surrounding oneself with smart individuals
- Strategies for marketing and sales outcomes
- Use of content creation and podcasts for building relationships and adding value
- Connection between founder mental health and fitness and reducing burnout
You can connect with Kareem through linkedin: https://us02web.zoom.us/j/86289408981
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Where do reps go wrong with their demos?
Overwhelm the customers featuresFail to do proper researchLack of customer interactionTech issuesNot entertainingIn this episode we provide suggestions to each mistake.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Jesse is a professional sales leader with a track record of exceeding revenue targets, developing winning teams, and creating a positive work environment. He is excellent at spotting and developing talent within the sales organization. He enjoys creating relationships with his customers and truly solving business challenges. He is most proud of coaching and mentoring teammates to attain top sales goals or accomplish new roles within the organization.
Episode Highlights
Discover how Jesse transitioned from a background in sports and engineering to pursue a career in sales, and why it was a game-changer for him.Learn about Jesse's journey in medical sales and the strategies he employed to excel in a highly competitive industry.Gain valuable tips on how to prepare for sales meetings, ask the right questions, and uncover the buying process.Explore the importance of adaptability, teaching, and self-discipline in achieving exceptional sales results.Get exclusive insights into the correlation between sales in software/tech and the proven Challenger sale process.You can connect with Jesse through linkedin: linkedin.com/in/jesse-graham-99283833
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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Today we will focus on the “Freedom” part of the High Tech Freedom Sales Podcast.
As you uplevel your sales skills, bring in those larger commission checks, how will you set yourself up for future financial success?
How will you build up additional cash-flow to better manage the peaks and valleys of sales and more importantly, future retirement?
In this episode we cover some lessons learned with real estate, different investing strategies, and a quick review on 3 benefits of adding real estate to your portfolio in addition to your 401K.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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President and co-founder of Ignite Selling, Inc., a global sales training, simulation, and consulting organization dedicated to partnering with customers to implement highly customized performance change projects for building world-class sales teams.
He and his business partner Kevin Jones recently released his latest book, Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline. It aims to help sales teams be able to think and act strategically, construct a seamless sales pipeline process, understand their customers’ buying factors for each unique sale, proactively manage the key influencers, navigate the competitive landscape, and quantify the true value of their solution.
3 key takeaways:
Urgency is the secret ingredient: To successfully close deals, sales professionals need to create a sense of urgency. This means involving multiple decision-makers, expanding the problem's scope, and highlighting the implications of not resolving it.Challenge your assumptions: Don't fall into the trap of assuming lost sales are solely due to price or budget constraints. Understand the decision criteria customers use to evaluate you against competitors. Look beyond pricing and consider factors like school districts, bedrooms, or acreage that can make a difference.Validate and align business metrics: It's essential to ensure your solution aligns with a prospect's business metrics. If their metrics don't match what you can offer, they might not be a suitable fit. Don't force a suspect into the pipeline just to fill it; focus on prospects with aligned metrics.You can connect with Steve through linkedin: linkedin.com/in/sgielda
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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By scripting your message, you free yourself to then focus on the clarity and precision of the message.
It allows you to get your message across with fewer words and be more succinct. Have you ever sat with someone trying to explain something and noticed that they are talking while thinking about their next point? They use too many words to get the point across.
Going back to the 7-38-55 rule, your tone has a 38% impact on the effectiveness of the communication. How you say it is over 3 times more important than what you said.
Free yourself up to focus on the most impactful part of the conversation.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
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