Selling With Flow – Détails, épisodes et analyse

He's back!

Discover the essential keys to success in professional services firms in this unmissable discussion with Matt Dixon (author of "The Challenge Sale" and "The JOLT EFFECT"). 

We break down his groundbreaking research, delving into the dynamic realm of professional services. Explore the revolutionary "Activator" approach and gain valuable insights into collaboration, client connections, and value creation. Matt unravels how top-performing partners adeptly navigate the evolving client loyalty landscape, steering towards increased revenue growth. Join us for a thoughtful and insightful exploration of the strategies shaping success in the professional services industry.

#Matt Dixon #ProfessionalServices #ActivatorApproach #ActivatorGenomeProject

Dr Howard Dover has dedicated his career to creating and nurturing the next generation of expert sellers 

He is the Director at the University Dallas Texas' centre for professional sales

Dr Dover is also the author of the ground breaking book 'The Sales Innovation Paradox'

 

Myles Downey is a world renowned coach, having worked for some the highest performing organisations like the British Rugby Team and New Zealand Rugby 

In this interview Myles shares his expertise on some of the hottest topics affecting modern coaching including; remote working, are we all coachable and how successful managers are integrating coaching into their role.

Give this video a thumbs up if it's helped you become a better coach

When you think of negotiation you think of Chris Voss. Having spent many years as a hostage negotiator the FBI, Chris refocussed his skills into the world of business.

Changing the sales landscape in 2016 with his incredible book Never Split the Difference, Chris has completely changed the way we look at negotiating and injected some much needed science. 

In this interview we discuss the genesis of the book, how it changed the world, the mark Chris has left and some really practical negotiation tips.

To learn more about Chris' consultancy Black Swan LTD you can find more information here: 

https://www.blackswanltd.com/home

This video is proudly sponsored by Mindtickle to learn more about their sales readiness and conversation intelligence tool see the link below:

https://www.mindtickle.com/

Give this video a thumbs up if it's helped you become a high performer in sales 👍

#sales #business #success

The mark Neil Rackham has left on sales is bigger and more influential than any other single person on earth. 

In 1988 Neil released the worldwide best seller SPIN Selling, after doing 12 years of research on selling and salespeople.

SPIN selling is the first book to use research and data to analyse sales techniques and find the common trends for sales excellence. 

In this interview we covered the following:

0:00 Introduction
1:08 History of SPIN research
4:04 The Eureka moment in the research
18:53 The Book's reception
22:22 The Longevity of SPIN
24:26 The Birth of Implications
26:31 The Future of Selling
26:40 What is Neil up to Now

#howtosell #sales #salestraining

In 2011 Matt Dixon helped change the landscape of sales with The Challenger Sale.

A book that shook up the industry and left an indelible mark on the way modern selling is conducted. 

In this interview Matt gives us a history of his research that came to be The Challenger Sale

We also dive into other topics including how the book was received, the future of selling and his new company Tethr.

0:00 Intro
1:15 The history of The Challenger sale
6:16 The impact of the book
12:44 How the world reacted to Challenger
18:58 Building credibility
23:27 The future of selling
34:44 Data and selling
37:49 Challenger was different, was that why it worked?
41:51 What is Matt up to now, and Tethr

Buy The Challenger Sales: https://amzn.to/3vbyWBI

Find out more about Matt: www.dixonspeaks.com

Matt’s LinkedIn: https://www.linkedin.com/in/matthewxdixon/

Learn more about Tethr: www.tethr.com

Harvard Business Review article mentioned in the interview: https://hbr.org/2021/02/4-behaviors-that-boost-inbound-sales

#sales #salestips #interview 

Today we have a special treat, as we are joined by none other than Daniel H. Pink, bestselling author and renowned thought leader on the future of work.

Daniel's books, including "Drive" and "To Sell is Human," have been translated into 35 languages and have sold over 2 million copies worldwide. He has been named one of the top 10 business thinkers in the world by Thinkers50 and has been featured on countless television shows, including "The Oprah Winfrey Show" and "Morning Joe."

With his unique perspective on human motivation and the changing nature of work, Daniel has helped countless individuals and organizations navigate the rapidly evolving landscape. Today, he will share his thoughts on the latest trends and challenges facing the world of work and what we can expect in the years to come.

So sit back, relax and get ready to dive into the mind of Daniel H. Pink 

Rory is the Vice Chairman of Ogilvy, an attractively vague job title which has allowed him to co-found a behavioral science practice within the agency.

He works with a consulting practice of psychology graduates who look for ‘unseen opportunities’ in consumer behaviour - these are the often small contextual changes which can have enormous effects on the decisions people make - for instance tripling the sales rate of a call centre by adding just a few sentences to the script. Put another way, lots of agencies will talk about "bought, owned and earned" media: we also look for "invented media" and "discovered media": seeking out those unexpected (and inexpensive) contextual tweaks that transform the way that people think and act.

It is a hugely valuable activity - but, alas, not particularly lucrative. This is because clients generally do not have budgets for solving problems they did not know they had.
 
Before founding Ogilvy Change, Rory was a copywriter and creative director at Ogilvy for over 20 years, having joined as a graduate trainee in 1988. He has variously been President of the IPA, Chair of the Judges for the Direct Jury at Cannes, and has spoken at TED Global. He writes regular columns for the Spectator, Market Leader and Impact, and also occasional pieces for Wired. He is the author of two books: The Wiki Man, available on Amazon (at prices between £1.96 and £2,345.54, depending on whether the algorithm is having a bad day), and the best-selling Alchemy, The surprising Power of Ideas which don't make Sense, published in the UK and US in May 2019. 
 
Rory is married to a vicar and has twin daughters of 19. He lives in the former home of Napoleon III - unfortunately in the attic. He is a trustee of the Benjamin Franklin House in London and a Patron of Rochester Cathedral. 

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.
 
Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.

Pre-order the book here: https://www.amazon.com/Jolt-Effect-Performers-Overcome-Indecision/dp/0593538102

Matt Dixon Twitter: https://twitter.com/matthewxdixon

Matt Dixon Linkedin: https://www.linkedin.com/in/matthewxdixon/

DCM Insights Website: https://www.dcminsights.com/

Todd Caponi is widely recognised as the foremost expert in the history of sales. He has a deep and encyclopaedic knowledge dating back as early as the 1870's

On top of this Todd is a two time author of the brilliant books The Transparency Sale and The Transparent Leader

Link to Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/

Link to Todd's books: https://www.amazon.co.uk/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801

Todd's Website: https://toddcaponi.com/