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Channel Switching Problem - Sales Influence Podcast - SIP 594
Episode 594
Cost and Impact of Channel Switching
Channel switching can lead to significant financial losses, with an insurance company saving $141,000 per 500,000 calls by getting just 2 out of 10 customers to …Published on 10 hours ago
Commission Versus Quota - Sales Influence Podcast - SIP 593
Episode 593
Compensation Strategy
💰 Compensation plans directly influence salesperson behavior, with effective plans tying quotas to pocketbook to motivate salespeople to hit numbers and grow the company.📊 Qu…
Published on 1 week ago
The Golden Bookshelf - Sales Influence Podcast - SIP 592
Episode 592
Reading Strategies
📚 Only 8% of people read non-fiction business books, while the remaining 92% miss out on introducing new ideas and insights.🏆 Implement the "100-page rule" to overcome reading h…
Published on 1 week, 6 days ago
Guiding, Not Telling Customers - Sales Influence Podcast - SIP 591
Episode 591
Customer Decision-Making
🛒 Guiding customers through choices rather than telling them what to buy leads to a more effective sales experience and increased likelihood of purchase.
🧠 Paralysis by analy…
Published on 2 weeks, 5 days ago
The Greatest Management Principle - Sales Influence Podcast - SIP 590
Episode 590
Performance Management
🎯 Measure output to manage results and avoid micromanaging, but switch to measuring activities when not hitting numbers to guarantee output, as per Dr. Michael Lebau's "The Gr…Published on 3 weeks, 1 day ago
Guaranteeing Your Results - Sales Influence Podcast - SIP 589
Episode 589
The Cycle of Success
🔄 Attitude leads to activity, which leads to achievement, which reinforces attitude in the "wheel of success" cycle.🎯 Results guarantee a good attitude, not vice versa, as ach…
Published on 4 weeks, 1 day ago
3 Buying Situations - Sales Influence Podcast - SIP 588
Episode 588
There are three customer buying situations that dictate the approach a salesperson should take. First, for clients not currently using any solution, the presentation must create a sense of need and u…
Published on 1 month ago
The Golden Triangle - Sales Influence Podcast - SIP 587
Episode 587
Compensation and Motivation
🏆 The most motivated salespeople achieve a great balance between loving their product and feeling financially appreciated by their company through an effective compensatio…
Published on 1 month, 1 week ago
2 Types of Speakers - Sales Influence Podcast - SIP 586
Episode 586
Key Insights on Speaker Types
🎙️ The 80/20 rule applies to speakers: 80% are descriptive, focusing on market trends, while 20% are prescriptive, providing actionable steps.
🔍 Descriptive speakers con…
Published on 1 month, 1 week ago
Vision Board Irritation - Sales Influence Podcast - SIP 585
Episode 585
Vision vs. Mission Board
A vision board displays aspirational items like a Bugatti or mansion, while a mission board breaks down daily activities to achieve those goals, such as making 27 calls per …Published on 1 month, 2 weeks ago