PODCAST · business
More Sales Now (B2B)
by Aaron Neely
Do you work in B2B sales and want to get more sales now? You can do it, and it’s not as hard as you think!
Episodes
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customers who go dark
Have you ever wondered why customer's ghost you? I discuss it here.
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Culture
In this podcast I tell the story of a time when my company’s culture and the customers culture didn’t line up. It didn’t end well.
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Stay in your lane
I’ve only ever been burned on a deal once. It was when I went outside of my lane. Find out what I did wrong, and how to avoid making the same mistake.
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Don’t take the bait!
In this episode I tell the story about a time I didn’t take the bait.
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Cold calling
How to cold call the wrong way, and the right way.
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Sales - it’s about the leads and process
Talking about the importance of leads, and a ruthless sales process
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Haggling - a story
I recently heard a story about a haggling salesman who’s tactics sabotaged his business relationships. Don’t do what he did.
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Following up
Consistent follow up is where a lot of salespeople fall short, but it’s critical to being a sales professional.
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Buyer motives
Understanding your buyer motives determines your approach to the sale.
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The chameleon
The chameleon changes itself to fit into its surroundings. As salespeople so should we.
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Follow up
In this podcast I talk about what follow up should look like, from a buyers point of view
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Inspiration
Inspiration is just as important as actual skills... and sometimes more important.
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Consistency
Consistency isn’t about being perfect. It’s about not giving up.
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Sharing information
Sometimes you should share information with customers. Other times you shouldn’t.
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First impressions
Making a good first impression is critical. And you are just as important as the product you sell.
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Prospecting with email
Don’t just whip out a quick email to a new prospect. Think about what you want that email to do first, and write it accordingly.
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B2B vs. B2C selling
In this episode I talk about the difference between selling techniques
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Bad News 3 - Not my job - conclusion
This podcast is the conclusion to the story of the missing freight.
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Task based selling
We can get so caught up in hitting our benchmarks that it keeps us from selling. This is how to get out of that cycle.
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Be genuine - but not too genuine
We hear a lot about being genuine today. It’s great advice, but frequently people take it too far.
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Bad news 2 - the Rolodex
This is a sequel to the episode on delivering bad news. How I used my Rolodex to solve the problem of misdirected freight.
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The one minute opportunity cost
Every single salesperson makes the one minute opportunity cost decision, even if they don’t know it. We need to make sure we do the right thing.
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How to give bad news
Giving bad news to our customers is a sensitive subject. There is a right way and a wrong way to do it.
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“Just checking in”
Don’t you hate having to call a customer, and all you can offer is “just checking in”?
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Cold calling - Not dead yet!
Cold calling works great when you know how to do it.
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Voicemail - love it & hate it.
Do you wonder what to say when you get a prospect’s voicemail? Wonder no more.
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Listening when you are a type A personality
A lot of type A personality people gravitate to sales. Effective listening presents a challenge to type A salespeople and that is what we discuss here.
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Persistence - Never give up!
I recall a recent sale I had that began nearly 5 years ago.
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The responsive value proposition
In this podcast I discuss my unique method of using a value proposition: the responsive value proposition
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The first call.
The right and wrong way to make that all-important first phone call to a prospective customer.
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Selling when you can’t meet
In this podcast I share a couple of ideas on how to build relationships with customers when we can’t meet with them face-to-face.
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Belief
An episode about the most important part of sales, believing in yourself.
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The perfect relationship sell
I tell the story about the best relationship sell I ever had. And I was not the seller, I was the buyer.
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The secret to selling
I tell the story that led to my transformation as a salesperson.
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Prospecting on LinkedIn
In this episode I talk about how to use LinkedIn for sales prospecting without being that annoying salesperson.
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Reciprocity
In this episode I talk about how I recently used reciprocity in my business to build a strong relationship with a customer.
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Frequently Asked Questions
How many episodes does More Sales Now (B2B) have?
More Sales Now (B2B) currently has 37 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is More Sales Now (B2B) about?
Do you work in B2B sales and want to get more sales now? You can do it, and it’s not as hard as you think!
How often does More Sales Now (B2B) release new episodes?
More Sales Now (B2B) has 37 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to More Sales Now (B2B)?
You can listen to More Sales Now (B2B) on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts More Sales Now (B2B)?
More Sales Now (B2B) is created and hosted by Aaron Neely.
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