128: Jeff Peterson – Empathetic, Value-Based Sales

Guest: Paul Reilly Guest Bio: With over fifteen years of B2B selling experience, Paul Reilly is a salesperson at heart. He cut his teeth in the commoditized propane industry—a notoriously price-sensitive and competitive market. He also sold tools and fasteners for the Hilti organization and was inducted into Hilti’s $3M Sales Club in 2011. He attributes his success to his belief in the Value-Added message. A professional speaker and sales trainer, Paul is the author of Selling Through Tough Times (McGraw-Hill 2021) and the co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018). He hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today’s sales professionals. Reilly is a long-time faculty member at the University of Innovative Distribution (UID) and holds the CSP (Certified Speaking Professional) designation.   Guest Links: https://www.toughtimer.com/book   Books: Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price: How to Sell More Profitably, ... by Competing on Value--Not Price Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

16 Jan 202332min

Guest: Fred Diamond Guest Bio: Fred Diamond is the host and producer of the award-winning Sales Game Changers Podcast and is the cofounder of the Institute for Excellence in Sales (IES). He is also an advocate for Lyme disease treatment and is a frequent article contributor to LymeDisease.org. His books, “Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know” and “Insights for Sales Game Changers: Lessons from the Most Important Sales Leaders on the Planet” are now available on Amazon.   Guest Links: To get your copies of Fred’s free books below, reach out to him at fdiamond@i4esbd.org Sales Game Changers Podcast Books: Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know Insights for Sales Game Changers: Lessons from the Most Important Sales Leaders on the Planet   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

9 Jan 202339min

Guest: Tom Poland Guest Bio: Tom Poland is a multiple best-selling author specializing in the generation of high-quality leads for professionals in 151 cities around the world. He’s started and sold numerous businesses over the last 39 years and has led teams of over 100 people generating more than 20 million in revenue. Tom lives and works from his home on the Sunshine Coast of Australia, complete with his much-loved wife, dog, tennis court, swimming pool, and a private rain forest.   Guest Links: www.leadgendemo.com Books: Inbound Marketing Book Marketing with Webinars Leadsology®: Marketing the Invisible LEADSOLOGY®: THE SCIENCE OF BEING IN DEMAND Marketing With Webinars Your Extraordinary Life: A Step-by-Step Guide to Setting and Achieving Goals   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

2 Jan 202336min

Guest: Ivana Taylor Guest Bio: Ivana Taylor is the publisher of DIYMarketers.com and the host of the popular #BizapaloozaChat on Twitter. She’s best known for helping small business owners do their own marketing on $17 a day.   Guest Links: Sending new links What’s your marketing superpower quiz -  https://diymarketers.com/ The DIYMarketers Masterclass - https://ivanastaylor.krtra.com/t/jhYxPFi1B2dT   Books: Getting and Keeping Your Ideal Customers (DIYMarketers Guide) How to Self Publish a Book (DIYMarketers Guide) The Complete Guide to Website Design (DIYMarketers Guide) Branding for Small Business (DIYMarketers Guide) Excel for Marketing Managers (Excel for Professionals series)   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

26 Des 202234min

Guest: Andy Paul Guest Bio: He is the host of the top-rated sales podcast, Sales Enablement with Andy Paul. With more than 1100 episodes to-date and millions of downloads, Andy’s podcast is the go-to resource for sales leaders and top sales producers. He is the author of the Amazon best-selling book Sell Without Selling Without: A Guide to Success on Your Own Terms. Andy is also the author of two other Amazon best-selling books: Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions; and, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales He is the founder of Zero-Time Selling; a sales advisory firm. Prior to starting his own company in 2000, Andy had a successful sales career in tech start-ups during which he sold over $600 million dollars of complex systems and services to some of the world’s largest enterprises.   Guest Links: Here's the link for the free chapter: https://www.andypaul.com/free-chapter/ Here's the link for the assessment: https://www.andypaul.com/selling-in-assessment/ Books: NEW-Sell Without Selling Out Paperback Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales Sell without Selling Out: A Guide to Success on Your Own Terms    About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

19 Des 202240min

Guest: Sam Silverstein Guest Bio: Accountability & Leadership Keynote Speaker Sam Silverstein’s mission is to empower people to live accountable lives, transform the way they do business, and to thrive at extraordinary levels. He works with organizations worldwide to help build powerful workplace culture and long-term sustainability. Sam is the founder of The Accountability Institute™ an organization that certifies advisors to work with leaders and organizations to build greater accountability and develop stronger leaders. He has been inducted into the Speakers Hall of Fame and is the author of eleven books including I Am Accountable, Non-Negotiable, and No More Excuses. He can be reached at www.samsilverstein.com and www.theaccountabilityinstitute.com   Guest Links: Free book: The Theory of Accountability https://go.theaccountabilityinstitute.com/book www.samsilverstein.com www.theaccountabilityinstitute.com   Books: The Theory of Accountability: Building a Truly Accountable, High-Performance, High-Growth Life for Yourself and Your Organization Non-Negotiable: The Story of Happy State Bank & The Power of Accountability (No More Excuses Series) The Accountability Advantage: Design a+B52:B56+B52:B55 Sustainable, High-Performance Culture to Build Stronger Businesses, Communities, and People The Accountability Circle: Discovering Your True Purpose, Potential, and Impact...with Accountability Partnerships PIVOT!: Three Big Questions that...Reframe Your Perspective, Maximize Your Potential, and Improve Your Life     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

12 Des 202234min

Guest: Mark Hunter Guest Bio: Mark Hunter is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales.” His integrity-centered communication strategies are used each day by thousands of people from “Fortune 100” firms to small start-ups. Clients include American Express, Chubb Insurance, Lenovo, and hundreds more. These same strategies are found in The Sales Hunter University online and program which in 2020, and again in 2021, was ranked as one of the top 10 sales learning programs due to its unique style of coaching and engagement with Mark Hunter. Mark has spoken in more than 30 countries on 5 continents and travels more than 200 days per year working with people helping to show them how to find and retain better clients.   Guest Links: www.TheSalesHunter.com https://thesaleshunter.com/50-prospecting-truths-ebook/ Books: High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results A Mind for Sales: Daily Habits and Practical Strategies for Sales Success High-Profit Selling: Win the Sale Without Compromising on Price   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

5 Des 202237min

Guest: Martha Hanlon Guest Bio: Martha Hanlon has reached that stage of her career where her ambitions for herself have given way to ambition for others, including . . . or especially . . . you. She brings decades of business development and leadership acceleration to Wide Awake Business and each of her clients. Martha excels at seeing and hearing what most businesses struggle to uncover--what truly motivates a leader to excel, a team to follow in harmony, and a customer to buy (or not). She’s a thought-provoking expert who spots trends and breaks a lot of business “rules” to deliver fresh results. Her forward-thinking has led to numerous business development leverages that create an easier, simpler, and more profitable business . . . the fastest path to customers. Fun, engaging, and a bit irreverent, Martha is passionate about mentoring highly motivated business owners/leaders to grow their businesses and build a lasting legacy. Martha founded three marketing companies, after years of leading product management and marketing divisions in Corporate America. In Wide Awake Business she’s worked with more than 6,102 companies from Fortune 100 to VC-backed start-ups to chiropractors down the street to accelerate their leadership acumen, build brands, create new services and generate customers. Martha has an MBA from The Wharton School, University of Pennsylvania, and a B.S. from Duquesne University. She is a sought-after writer, international speaker, facilitator, and trainer. She is the primary author of money-Making Marketing, the #1 Amazon International Best Seller, Rise Up, Leader: Lead Yourself. Lead Your Team, Lead Your Legacy, the #1 Amazon International Best Seller, Customertopia: How to Create and Easier, Simpler, More Profitable Business, and the #3 Amazon Marketing Best Seller, Customers Are the Answer to Everything. She currently sits on several Boards.   Guest Links: martha@wideawakebusiness.com 302-212-2643 (office) https://www.wideawakebusiness.com/ https://www.amazon.com/dp/B09TZ9WQ11 Books: Rise Up, Leader: Lead Yourself   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

28 Nov 202240min