Podcast

Insights and interviews about sales... and more.

The power of visualization and why you should activate it

Insight

What's the power of visualization?
Furthermore, why should you activate it?
It may sound strange, but the answer is not straightforward....


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What you should ask yourself before introducing a new Sales Methodology

Insight

What should you ask yourself before introducing a new Sales Methodology?
Are there a set of questions that can help you to approach this change?
Who should you rely on to succeed in this type of project?


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Why does Commercial Experience matter? An easy formula about this

Insight

How important is the commercial experience in a sale?
How much does it influence it?
It's not hard to believe, but there's a specific formula to measure its importance...


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From persuasion to influence: a consequence of the new way of selling

Insight

As I said a few weeks ago, one of the most important consequences we're living is the shift from selling to evangelizing.
This shift generates another one, namely the shift from persuasion to influence.
What does it mean for us of and how does it influence the sales training industry?


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Why you should never exaggerate with the Risk of Inaction

Insight

The Risk of Inaction is one of the strongest sales levers: it can help you solve your customer's problems more effectively and to speed up your sales cycle.
Nevertheless you should manage it carefully, otherwise you run the risk of jeopardising your performance...


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The main reason why you need a Sales Methodology

Insight

Why should both companies and sales professionals invest in one or more Sales Methodologies?
Are we really sure that we can measure their effects only by the performances achieved?


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The 5 most common mistakes in a commission plan

Insight

What are the 5 most common mistakes in a commission plan?
How to avoid them so you can build a plan that is attractive for new salespeople and encourages those employed to stay?


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What happens when you discount? A practical example

Insight

Should you offer a discount or not? And if yes, when?
What kind of events trigger a discount?
These are all fair questions, but have you ever wondered what happens to your company's margins when you offer a discount?
Even 10% discount can make a difference....


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Why we always should consider gut feelings in sales

Insight

In the last years, gut feeling has often been demonized and considered inaccurate, a sort of obstacle for the salesperson.
But... are we sure this is correct?


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The main problem with introducing a new Sales Methodology

Insight

We talk a lot about Sales Methodologies and we often blame them if the results are not as expected.
But there's one problem we should never underestimate when introducing a new Sales Methodology...


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The first thing you should do when you handle an objection: a practical example

Insight

Objections handling is a mix of skills: listening, questioning and negotiating (for example).
However, there's one skill in particular you should possess: that of isolate and manage it as a separate entity.
How to do this in the most practical and natural way?


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How to find the right insight for your prospecting

Insight

We talk a lot about Prospecting - maybe too much: we often lose the focus and we end up with no practical advises.
Talking about things to do, where and how can you find the right insight for your Prospecting activities?


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How to get commitments from your prospect

Insight

Closing happens when you gradually obtain commitments from the customer, - these commitments which bring you to the final signature.
But... how do you test them throughout the commercial cycle?


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Why you should add your buyers' risks in your sales strategy

Insight

Are you aware of the risks your prospect perceives in adopting your solution?
If not, you need to do better: you should learn how to add them into your sales strategy.


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How to involve your salespeople? Start with ‘Why’

Insight

Do you want increase the engagement of your team?
Start with why and use this framework.


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How to beat the ‘Status Quo’ with the ‘Closing the Gap’ strategy

Insight

The 'Status Quo' is a hidden competitor, one of the most difficult to win over.
But how can you help your prospect to defeat it?


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When does empathy become a problem?

Insight

Empathy is crucial in sales but it can become a problem too.
How can it jeopardise your sales success?
And what can you do to avoid this?


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How to manage a Top Performer

Insight

What should you do to manage and retain a Top Performer?
Here a practical and easy-to-follow advice.


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How to work with a ‘technical person’ during a sale

Insight

How to collaborate at best with a technical colleague?
Here you are 3 suggestions about it.


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When is a new salesperson ready to sell?

Insight

Let's talk about onboarding, the process by which salespeople get the knowledge and competencies to work at their best.
To be more specific, when is a new salesperson ready to go on the field?


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How to label your feelings before a sale

Insight

How can you avoid to fall victim of strong emotions?
What can you do to control them?


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Why we fail at listening

Insight

What's the main reason why we fail at listening?
And if I told you that it's not just a matter of training but of mental capabilities too?


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How can you recognise your prospect ‘Status Quo’?

Insight

The 'Status Quo' can be considered a silent competitor, an enemy you face when your prospect is in the decision making phase.
So, how to recognise and mitigate it?


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What's the 'Vendor Noise' and how to avoid it

Insight

What's the 'Vendor Noise' and why does it harm your conversations?
But above all, when does it happen and how you should avoid it?


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How to stop wasting 'Selling Time': a practical example

Insight

How to stay more focused to protect your 'Selling Time' and get the best out of it?


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The 7 key elements for a successful 'Success Story'

Insight

How to structure a 'Success Story'?
What key element should you add to make it memorable and effective?


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How to improve your prospecting with the 'Hotspot Theory'

Insight

What's the 'Hotspot Theory' and how does it help your prospecting?


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The confirmation bias: how does it jeopardize your sales?

Insight

What's the confirmation bias and how does it influence your sales?
And what can you do to avoid it?


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The first 3 attributes every buyer evaluates

Insight

What are the 3 attributes a buyer evaluates in the first interactions with you?


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How to create value with the ‘Golden Circle Pitch’: a practical example

Insight

What's the 'Golden Circle Pitch' and how it can help you with sales messaging?
Above all, how can you create one?


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The Cognitive Dissonance: a psychological limit to your sales effectiveness

Insight

What's Cognitive Dissonance and how does it influence your sales?
Above all, how can you avoid it?


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