Podcasts

RELATED RESOURCES:

• https://www.cpsa.com/learning-development/sales-training/professional-sales-management
• https://www.cpsa.com/resources/articles/3-essentials-for-successful-sales-management
• https://www.cpsa.com/resources/articles/29-sales-management-tips-to-improve-performance
• https://www.cpsa.com/resources/articles/sales-management-challenge-how-do-you-motivate-a-downtrodden-sales-team

In this Sales Hacks podcast from CPSA, Bill Banham chats with Jeb Blount, author, keynote speaker, podcast host, sales acceleration specialist and CEO at Sales Gravy. 

Jeb discusses some of the key takeaways from his popular 2015 book, Fanatical Prospecting. Listen and discover real-life tips on how to keep the pipeline full of qualified leads and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

Listen here. 

Think you’ve got it takes to succeed in sales? Do you really have the grit and determination to hit your quota time and again? In this CPSA Sales Hacks interview we look at discipline and how being staunchly focused on one's KPIs can separate you from the rest of the sales pack.

Our guest this time is Tom Hopkins. A recognized sales expert, Tom brings pride, credibility, and integrity to the position of sales representative.

In today’s fast-paced information-driven economy, your first line of sales differentiation from your competitors is you, the sales person. This puts the burden on sellers to educate themselves about the fundamental skills that enable them to build relationships with buyers. Your ability to quickly connect with a buyer, engage their interest, build trust and inspire them to take action can spell the difference between winning or losing.

In this CPSA interview we talk about how companies can transform their sales by integrating higher levels of curiosity, responsiveness and value into every step of the sales process.

Our guest sales expert is Andy Paul. New York and San Diego-based Andy is founder of The Sales House.

An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises.

In this episode of the CPSA Sales Hacks show, we will delve into the strategy and activities involved in account-based selling. We’ll discuss how to shape your sales funnel activities to match an account-based selling approach and the ways to close leads at larger companies.

Our guest is Leanne Hoagland-Smith, speaker, sales coach and Chief Results Officer at Advanced Systems.