The Sales Strategist Podcast (English)
Tobia La Marca
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Insights and interviews about sales... and more.
Available episodes
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1 day ago
From persuasion to influence: a consequence of the new way of selling
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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May 17, 2022
Why you should never exaggerate with the Risk of Inaction
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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May 13, 2022
The main reason why you need a Sales Methodology
Why should 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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Apr 29, 2022
The 5 most common mistakes in a commission plan
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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Apr 12, 2022
What happens when you discount? A practical example
Should you offer a discount or not? If yes, when should it be offered?
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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Apr 8, 2022
Why we should always consider gut feelings in sales
In the last years, gut feeling has often been demonized and considered not accurate, an obstacle for the salesperson.
But... are we sure this is correct?
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Mar 26, 2022
The main problem with introducing a new Sales Methodology
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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Mar 18, 2022
The first thing you should do when you handle an objection: a practical example
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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Mar 12, 2022
How to find the right insight for your prospecting
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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Feb 26, 2022
How to get commitments from your prospect
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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Feb 14, 2022
Why you should add your buyers' risks in your sales strategy
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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Feb 2, 2022
How to involve your salespeople? Start with Why.
Do you want increase the engagement of your team?
Start with why and use this framework.
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Jan 31, 2022
How to overcome the ‘Status Quo’ with the ‘Closing the Gap’ strategy
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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Jan 16, 2022
When empathy becomes a problem
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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Jan 3, 2022
A practical advice to manage a Top Performer
What should you do to manage and retain a Top Performer?
Here a practical and easy-to-follow advice.
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Dec 31, 2021
How to work with a ‘technical person’ during a sale
How to collaborate at best with a technical colleague?
Here you are 3 suggestions about it.
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Dec 24, 2021
When is a new salesperson ready to sell?
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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Dec 14, 2021
How to label your feelings before a sale
How can you avoid to fall victim of strong emotions?
What can you do to control them?
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Dec 6, 2021
Why we fail at listening
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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Nov 27, 2021
How can you recognize your prospect Status Quo?
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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Nov 13, 2021
What's the 'Vendor Noise' and how to avoid it
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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Nov 2, 2021
How to stop wasting 'Selling Time': a practical example
How to stay more focused, protect your 'Selling Time' and get the best out of it?
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Oct 27, 2021
The 7 key elements for a successful 'Success Story'
How to structure a 'Success Story'?
What key element should you add to make it memorable and effective?
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Oct 18, 2021
How to improve your prospecting with the ‘Hotspot’ theory
How can improve your prospecting efforts with the 'Hotspot Theory'?
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Oct 14, 2021
The confirmation Bias: how does it jeopardize your sales
What's the confirmation bias and how does it jeopardize your sales?
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Oct 7, 2021
The first 3 attributes every buyer evaluates
What are the 3 attributes a buyer evaluates in the first interactions with you?
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Oct 1, 2021
How to create value with the ‘Golden Circle Pitch’: a practical example
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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Oct 1, 2021
The Cognitive Dissonance: a psychological limit to your sales effectiveness
What's Cognitive Dissonance and how does it influence your sales?
Above all, how can you avoid it?
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