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Sales Lead Management Association Radio

3
May 2019

Why Leads Crash and Burn When Salespeople Call the Prospect

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Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:

  • Why revenue success isn’t driven by more leads and what to do about it
  • The five things that occur when the prospect is handed off to the salesperson
  • Why B2B outreach fails
  • Why sales and marketing clashes are created by front-line contact failure of the salesperson
  • Does social selling exist?
  • More science doesn’t solve the salesperson’s approach
  • Why prospects fail to engage with salespeople
  • Why marketing doesn’t need to create more leads if sales had more soft sales skills
  • When digital processes take the humanity out of sales
  • Why management has to follow the customer journey at the front line to understand the breaking points of sales failure
  • Training salespeople isn’t about product or sales skills as much as it is about soft skill development and listening
  • Prospects aren’t a one size fits all
  • What happens when a salesperson puts the prospect in a “time-out”
  • How to measure and fix bad out-reach versus good-outreach

Outstanding Outbound is hosted by Mari Anne Vanella and sponsored by the Vanella Group on the Funnel Radio Channel.

27
Mar 2019
22
Feb 2019
23
Jan 2019

Why B2B sales reps must think like Entrepreneurs

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Join host, Mari Anne Vanella as she welcomes Dave Farrow, Founder/CEO of Farrow Communications as he goes over why B2B sales reps must think like entrepreneurs. Dave Farrow is best known for his brain power. Listed twice in the Guinness Book of Records for Greatest Memory, Dave is an entrepreneur who mastered PR to promote his own business. Most PR professionals have a background working in television BUT have no sales or entrepreneurial experience. As for Dave, he took his skill in memory and developed several educational products and used PR as his primary sales tool. His results are impressive. Dave has personally been on over 2000 media interviews, including multiple appearances on Dr. Oz, Steve Harvey, the Today Show, Fox and Friends, CBS Early Show, Live! With Regis and Kelly, BBC, NBC, CBS, ABC, The CW, QVC, Discovery Channel, Science Channel, and more.

27
Dec 2018

Three Actions Sales Mgmt Must Take in 2019 - Dan Sixsmith

Join host, Mari Anne Vanella on Outstanding Outbound as she welcomes Dan Sixsmith. Dan Sixsmith is a well-known Consultant , Speaker, Trainer, Coach and active blogger on the topic of Sales excellence. He works with large global sales teams in addition to individual executives. Recently, he joined the Board and serves as CMO of a non profit organization dedicated to protecting teens from substance abuse and speaks frequently on the subject.

About Dan Sixsmith

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The effectiveness and very presence of Sales Reps in B2B organizations have been challenged dramatically over the past few years. The buying process is becoming automated and buyers have more information than ever before at their disposal. But I am here to tell you that Sales is alive and well but needs to shift its approach. While still leveraging foundational elements such as relationships, follow up and the ability to handle objections and close deals, Sales Execs need to blend in newer skills like consulting, facilitating, building trust and adding value. 

He is the host of the podcast, "Sales Is King" and is a Consultant , Speaker, Trainer, Coach and active blogger on the topic of Sales excellence. He works with large global sales teams in addition to individual executives.

Dan also understands the Marketing space and owns the independent agency, Augmento which works with brands and B2B types at the corner of Storytelling and Technology. 

In the recent past, he joined the Board and serves as CMO of a non profit organization dedicated to protecting teens from substance abuse and speaks frequently on the subject.

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Welcome to SLMA Radio’s Outstanding Outbound a monthly program with our host, Mari Anne Vanella.  Mari Anne is an author and the CEO of the Vanella Group. She has been a frequent guest in the past.  Her program will explore the growing field of outbound lead generation for large deals.  This program is sponsored by the Vanella Group

 

28
Nov 2018

What Sales Leadership is in Denial About

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Join host, Mari Anne Vanella on Outstanding Outbound as she welcomes Dan Sixsmith. Dan Sixsmith is a well-known Consultant , Speaker, Trainer, Coach and active blogger on the topic of Sales excellence. He works with large global sales teams in addition to individual executives. Recently, he joined the Board and serves as CMO of a non profit organization dedicated to protecting teens from substance abuse and speaks frequently on the subject.

23
Oct 2018

Where AI Fits into the Big Picture of Sales

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Outstanding Outbound host, Mari Anne Vanella welcomes Joe Brown, SVP Worldwide Sales at kare, an AI company. They’ll discuss tools and methods that can help conversations become more complex and empower reps to have more access to information to progress the sales cycle further on discussions in real-time.

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