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Stearns Sales Consulting
United States
เข้าร่วมเมื่อ 18 ส.ค. 2017
Tom Stearns is a consultant helping scaling and struggling go-to-market teams. He's also the co-author of Graphic Sales Stories, an episodic look at sales. On this channel you'll learn lessons for being a better leader and sales rep via video tips and the Graphic Sales Stories podcast.
Learn more at www.stearns.io or www.graphicsalesstories.com
Learn more at www.stearns.io or www.graphicsalesstories.com
How effective are your internal meetings?
Meetings-whether productive or not-are a major part of how your company operates, and your culture plays a key role in making them effective and enjoyable.
In this episode of the Graphic Sales Stories podcast, Peter and Tom dive into why setting meeting guidelines and fostering a positive culture are essential for productive discussions. They kick off with the concept of Positive Intent, a core principle illustrated in this episode’s comic, showing how it sets the tone for success in every meeting.
Check out the comic here: www.graphicsalesstories.com/positive-intent
In this episode of the Graphic Sales Stories podcast, Peter and Tom dive into why setting meeting guidelines and fostering a positive culture are essential for productive discussions. They kick off with the concept of Positive Intent, a core principle illustrated in this episode’s comic, showing how it sets the tone for success in every meeting.
Check out the comic here: www.graphicsalesstories.com/positive-intent
มุมมอง: 26
วีดีโอ
Is AI and other candidate screening tech hurting your chances of finding the right candidate?
มุมมอง 242 หลายเดือนก่อน
In this episode of the Graphic Sales Stories podcast, Peter and Tom discuss how AI and other screening technologies often hurt the chances of finding a great candidate. This was the inspiration behind the Graphic Sales Stories episode, “Retep.” See it here: www.graphicsalesstories.com/retep
Why leadership chases the shiny new object again and again
มุมมอง 133 หลายเดือนก่อน
Peter and Tom break down the origin of "Shiny New Object," why it's a cycle that continues, and why AI is just another example of company leaders doing questionable things. Check out the comic at Graphic Sales Stories: www.graphicsalesstories.com/shinynewobject
A Graphic Sales Stories Special Presentation!
มุมมอง 293 หลายเดือนก่อน
From the Egregious Advertisements & Sickly Sponsors Department, Graphic Sales Stories presents Pitchfire! Read the whole comic at www.graphicsalesstories.com/p... Sign up for a free Pitchfire account at Pitchfire.com
SalesEQ and AI: Discovery Documentation
มุมมอง 174 หลายเดือนก่อน
In this video learn how to upload a transcript of your call into your favorite AI and have it generate: 1. A meeting notes document to a template that details problems, impacts, MEDDICC and next steps. 2. A recap email for your buyer. Bonus: Pull direct quotes from your customer stating the impacts to their business of not fixing the problem.
SalesEQ and AI: Discovery Call Analysis
มุมมอง 134 หลายเดือนก่อน
Discovery calls need to focus on two main outcomes: 1. Determine if the buyer has problems you can potentially solve. 2. Understand the impacts or consequences of these problems being solved or not solved. It's crucial that both you and the buyer understand these issues clearly. This requires the buyer to articulate their problems and impacts out loud. Relying on implied problems and impacts me...
SalesEQ for AI overview
มุมมอง 114 หลายเดือนก่อน
In a series of posts I'm going to show ways you can use AI to enhance your SalesEQ. If you're new to using AI in your sales motion, I hope you'll be simply blown away by how it can truly enhance the human-to-human aspect of your selling emotional intelligence. Each post will focus on a specific tactic so you can learn, test, and enhance these skills in small bites.
How the first comic, Typical Prospect, was created.
มุมมอง 235 หลายเดือนก่อน
In this episode, Peter and Tom talk about: - what they learned turning their first story into a comic. - how Peter got this deal done despite forgetting the paperwork! - what not to do when trying to get past a gatekeeper. Check out the story here: www.graphicsalesstories.com/typicalprospect
Honing EQ on the weekend
มุมมอง 35 หลายเดือนก่อน
Sales situations come with a lot of pressure, and we tend to fall back into our habits and what we're comfortable doing. Learning new skills takes repetition, time, and sleep. If you can practice in low-pressure situations, you'll have an easier time learning. Think of how you learn other skills like a sport or music. You practice repeatedly outside of actual competition or recital/concert. You...
Sales discovery is a lot like improv comedy
มุมมอง 186 หลายเดือนก่อน
Focus intently on what the other person is saying to make it work. Work together to progress. Be in the moment. To be in the moment, be prepared. In sales we often think too much, think ahead, worry about our pitch. Instead, prepare. Then be 100% in the moment. Listen and move the bit (or conversation:) forward.
Are you curious by nature?
มุมมอง 106 หลายเดือนก่อน
Many years ago I went from 15 years in Marketing to a Sales role. I quickly realized I wasn't naturally curious. And it was a skill I'd need to develop. I developed this skill by: - Telling myself to be curious before sales calls and meetings - Practicing on friends, family, and coworkers - Fostering a wonderment in how things work Three examples where curiosity made work and life more satisfyi...
Finding buyers at target accounts that used to work at a current customer account.
มุมมอง 14ปีที่แล้ว
In Sales Navigator there's an easy way to find people that used to work at a customer of yours and are now working at a target account.
How to organize your workspace to increase efficiency
มุมมอง 94 ปีที่แล้ว
When doing repetitive tasks how you organize your virtual space matters.
A Productive Day Begins with Clear Objectives
มุมมอง 775 ปีที่แล้ว
Reflect on your day. Did you accomplish what you intended? Did you intend to accomplish anything specific? If not you likely began your day without clear objectives and you reacted all day. Tomorrow try this instead (watch the video).
Build a work-back plan to keep your opportunities on track
มุมมอง 2935 ปีที่แล้ว
Build a work-back plan to keep your opportunities on track
Set a daily goal for an activity that stretches you
มุมมอง 55 ปีที่แล้ว
Set a daily goal for an activity that stretches you
Do pre-call research and contextualize it
มุมมอง 145 ปีที่แล้ว
Do pre-call research and contextualize it
Don’t undermine the positive with mindless daily negatives
มุมมอง 56 ปีที่แล้ว
Don’t undermine the positive with mindless daily negatives
Quick Tip on Trade Show and Conference Follow Up
มุมมอง 56 ปีที่แล้ว
Quick Tip on Trade Show and Conference Follow Up
Tips for B2B Marketers to Create More Impactful Messaging
มุมมอง 106 ปีที่แล้ว
Tips for B2B Marketers to Create More Impactful Messaging
Why You Have to Get Your SDRs Out of Salesforce (Kind Of)
มุมมอง 296 ปีที่แล้ว
Why You Have to Get Your SDRs Out of Salesforce (Kind Of)
Motivate Your Sales Reps with Clear Targets and Reporting
มุมมอง 186 ปีที่แล้ว
Motivate Your Sales Reps with Clear Targets and Reporting
How to Create Urgency on Your Sales Team
มุมมอง 556 ปีที่แล้ว
How to Create Urgency on Your Sales Team
How to Pull a Deal Back into the Fourth Quarter
มุมมอง 107 ปีที่แล้ว
How to Pull a Deal Back into the Fourth Quarter
Hi Tom - Couldn't agree more. The discovery process and to number one understand the goals of the project and implications of success failure is so critical to 1. be able to accurately position the timeframe where they need to see success/results, and 2. deliver value upfront so that when the time comes for a work back conversation, you have earned trusted advisor status to offer real guidance on a timeframe through your understanding of the project. Consultative not pushy! -Zach
Thanks Tom - it was a pleasure, and a great conversation with you about some important B2B sales issues as well.
Should've said, "what's possible." Not, "what's capable." I think I was thinking, "what someone is capable of." Please pardon that issue (and all the others, too. :)