Podcast Episodes

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 sale…

6 months, 2 weeks ago

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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.

🏆 I…

6 months, 3 weeks ago

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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 incr…

6 months, 3 weeks ago

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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 gu…

6 months, 4 weeks ago

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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…

7 months ago

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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, …

7 months, 1 week ago

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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…

7 months, 2 weeks ago

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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, prov…

7 months, 2 weeks ago

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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…

7 months, 3 weeks ago

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The Right Compensation Plan - Sales Influence Podcast - SIP 584

Episode 584

Compensation Structure

A base plus Commission plan is optimal for long sales cycles (3-5 months), providing a motivating base salary and Commission …

7 months, 3 weeks ago

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