Sales Influence Podcast
Episodes
Building Decision Making Confidence | 439
17 Aug 2024
Contributed by Lukas
Building decision-making confidence in customers is crucial for sales success, and sales influence comes from clarifying the differences between produ...
Be a Business Samurai | 438
16 Aug 2024
Contributed by Lukas
In sales and business, it is important to be adaptable, constantly learning, and to focus on the client's needs rather than the speaker's ego. Connec...
Selling Negative Features Increases Sales | 437
15 Aug 2024
Contributed by Lukas
Addressing and highlighting negative features in a sales pitch can be used to pivot to the positive and ultimately increase credibility and sales. Me...
Discovery Phase Questions Help You Sell Easier - What to Ask | 436
12 Aug 2024
Contributed by Lukas
The discovery phase in sales is crucial for qualifying potential clients and understanding their needs and motivations in order to tailor a focused an...
Discovery Phase Questions - What to Ask | 435
09 Aug 2024
Contributed by Lukas
The discovery phase in sales is crucial for qualifying potential clients and understanding their needs and motivations in order to tailor a focused an...
7 Buying Triggers for a HIGHER Closing Rate| 434
07 Aug 2024
Contributed by Lukas
Understanding the triggers for change in potential clients' businesses and making it easy for them to buy and use your product is essential for sales ...
4 Types of Conversations to Bridge Value Gap | #433
07 Aug 2024
Contributed by Lukas
In order to bridge the gap between the customer's current state and the desired state in sales, it is important to address the parameters of time, mon...
How to do Product Demos 101 | 432
25 Jul 2024
Contributed by Lukas
Effective product demos should be customer-centric, focused on framing the issue, showing how it applies to the client, and discussing the issue resol...
Don't Value Dump | 431
19 Jul 2024
Contributed by Lukas
When presenting a product or service to a client, it is important to focus on understanding the customer's needs and presenting tailored solutions, ra...
Bring on the PAIN | 430
18 Jul 2024
Contributed by Lukas
Creating a sense of urgency and demonstrating the tangible value of the product or service is crucial in driving sales and motivating customers to mak...
Overcoming Buyer Indecision | 429
16 Jul 2024
Contributed by Lukas
Building trust, demonstrating expertise, and keeping the customer's best interest in mind are essential for overcoming indecision and closing deals. ...
The Sales Sherpa - What Buyers Want | 428
11 Jul 2024
Contributed by Lukas
Salespeople need to shift from selling to guiding and clarifying, becoming domain experts in order to help customers navigate the overwhelming amount ...
Training for Results Formula | 427
10 Jul 2024
Contributed by Lukas
Key insights Using a three-part formula can help you train or coach more effectively by allocating time strategically during your sessions. Take one-...
Level 3 Selling | 426
03 Jul 2024
Contributed by Lukas
The key to success in sales is reaching level three selling activities, which involves proactively identifying and solving customer problems, anticipa...
How to Motivate Your Team | #425
14 Jun 2024
Contributed by Lukas
Fear, apathy, and skepticism are common barriers to motivation, and managers need to address these issues by providing clear training, showing the val...
STOP Using Weasel Words - Confidence Killer | #424
14 Jun 2024
Contributed by Lukas
Using weasel words undermines confidence in sales communication and it's important to eliminate them to build confidence and persuade customers effect...
Training for Results Formula | EP 423
20 May 2024
Contributed by Lukas
Here's a simple formula to follow when training salespeople or talking to customers to achieve higher retention.
Strong v. Weak Salespeople - What the Data Shows | #422
13 May 2024
Contributed by Lukas
TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, w...
Confidence Killer - Using Weasel Words | EP421
07 May 2024
Contributed by Lukas
You will kill a buyers confidence when you use weasel words or ventilating modifiers.
4 Ways to Overcome Price Objection | EP 420
26 Apr 2024
Contributed by Lukas
Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling
ShuHaRi - Developing Your Selling Style | EP421
16 Jan 2024
Contributed by Lukas
When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, an...
Connecting with Emotional and Rational Buyers - EP420
09 Jan 2024
Contributed by Lukas
In this session, you'll learn the difference between how rational and emotional buyers make buying decisions. You'll also be asked to evaluate what ...
AI Will Eliminate Jobs - #419
31 Aug 2023
Contributed by Lukas
AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.
AI Wrecks the Sales Market - #418
27 Aug 2023
Contributed by Lukas
AI will change how we sell and how buyers buy.
AI Makes Buying Easy - #417
25 Aug 2023
Contributed by Lukas
Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.
7 Rules for Sales Masters ( Top Performers) -#416
01 Jun 2023
Contributed by Lukas
7 Rules for Sales Masters ( Top Performers) with Victor Antonio
Client says, "I'm busy call me later." #415
17 May 2023
Contributed by Lukas
The client says, "I'm busy call me later." What do you do?
Asking Painful Questions using a Psychological Chute #414
08 May 2023
Contributed by Lukas
Asking Painful Questions using a Psychological Chute is all about guiding the client, prospect or customer's attention. This was highlighted in Robe...
Mastering Video Prospecting with Jarrod Best-Mitchell, Sales Influence(r)
04 May 2023
Contributed by Lukas
In this episode of the Sales Influence podcast I interview Sales Trainer, LinkedIn Coach, and Co-Founder of Sales as a Profession Jarrod Best Mitchell...
Reduce Buying Friction - SIP #413
01 May 2023
Contributed by Lukas
Learn how to Sell More by Reducing Buyer Friction using Demand-Side Sales tactics to understand buyer #indecision #statusquo and #friction. http://www...
Overcoming Sales Mistakes with Andrew Sykes, Sales Influence(r)
13 Apr 2023
Contributed by Lukas
On this episode of the Sales Influence podcast, Victor Antonio is joined by Andrew Sykes to discuss trust in sales. Andrew shares his experience trans...
Increase Average Deal Size with Decoy Pricing Options - SIP #412
15 Mar 2023
Contributed by Lukas
If you're looking to Increase Average Deal Size or sell a high ticket item, consider using Decoy Pricing Options which allow you to shift a buyer's pr...
Sales Relationship Matrix with Barry Trailer, Sales Influence(r)
22 Feb 2023
Contributed by Lukas
In this Sales Influence Podcast, Barry Trailer of Sales Mastery and I jump into what's changed in the world of selling, what top performers are doing ...
Artificial Intelligence Breakaway Speed with Jim Dickie, Sales Influence(r)
22 Feb 2023
Contributed by Lukas
In this episode of the Sales Influence podcast, we talk about Artificial Intelligence or AI's Breakaway Speed with Jim Dickie. We talk about how the...
Building Better Proposals with Joe Ardeeser, Sales Influence(r)
30 Jan 2023
Contributed by Lukas
Joe Ardeeser, founder SmartPricingTable.com talks about helping businesses build better proposals to win bigger deals more often on this episode of th...
Sales Innovation Paradox with Dr. Howard Dover, Sales Influence(r)
24 Jan 2023
Contributed by Lukas
As sales professionals and sales leaders, we are in the midst of one of the most interesting and disruptive times as technology impacts our worlds. Pr...
Unlock Your Full Potential with Udi Ledergor, Sales Influence(r)
15 Jan 2023
Contributed by Lukas
Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the CMO at Gong, the Revenue Intelligence category leader helping go-t...
Transformative Speaking with Marcus Sheridan, Sales Influence(r) - EP 563
01 Jan 2023
Contributed by Lukas
This is one of the best conversations I've had with a fellow speaker who in my opinion 'gets it'! I ask Marcus Sheridan, author of They Ask, You Ans...
Practicing Sales Excellence with Kevin 'KD' Dorsey, Sales Influence(r)
04 Dec 2022
Contributed by Lukas
Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team...
Flipping Your Sales Lens with Bob Moesta, Sales Influence(r)
02 Dec 2022
Contributed by Lukas
Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers' motivations and decision-making p...
Million Dollar Mango with Donald Kelly, Sales Influence(r)
30 Nov 2022
Contributed by Lukas
In this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly. His story is inspirational and is guaranteed to ins...
Get Inside Your Buyer's Brain with Tim Riesterer, Sales Influence(r)
06 Nov 2022
Contributed by Lukas
Join me and Tim Riesterer on the buying motives of the human brain. This is a great discussion with empirical data to back up the conversation on th...
The Silent Influencer with Rob Ashton, Sales Influence(r)
01 Nov 2022
Contributed by Lukas
The way we write is wrong! Few people really understand how the words we read and write affect what we think and do. Rob's on a journey to uncover a...
The Dark Sales Funnel with Joe McNeill, Sales Influence(r)
26 Oct 2022
Contributed by Lukas
In this episode, Joe McNeill of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel. #darkfunnel #bigtinca...
CX & Future of Marketing with Robert Rose, Sales Influence(r)
18 Oct 2022
Contributed by Lukas
In this conversation with Robert Rose, we jump into the buying experience and marketing roles in the new digital era.
The Big Deal with Luigi Prestinenzi, Sales Influence(r)
11 Oct 2022
Contributed by Lukas
In this episode, I speak with sales consulting Luigi Prestinenzi, Sales IQ who's going to share some ideas on how to land the #bigdeal.
Your Pipeline is Lumpy with Matt Heinz, Sales Influence(r)
05 Oct 2022
Contributed by Lukas
Great discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan! #bigt...
Profitable Prospecting with Mark Hunter, Sales Influence(r)
04 Oct 2022
Contributed by Lukas
What can you do to prospect more effectively? Find out on this Sales Influence podcast with Mark 'The Sales' Hunter.
411 - Status Quo v. Indecision
04 Oct 2022
Contributed by Lukas
Knowing which state a client is in, will guide our sales conversation to a higher close rate.
410 - Derisk Indecision
29 Sep 2022
Contributed by Lukas
Get to Yes by De-risking Indecision is all about finding a way to reduce the buyer's perceived risk and increase their certainty of outcome with the o...
Client says, " Can we do another Demo? " - EP409
22 Sep 2022
Contributed by Lukas
What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast
The JOLT Effect with Matt Dixon, Sales Influence(r)
19 Sep 2022
Contributed by Lukas
The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.
408 - 4 Sales Scenario Presentations
15 Sep 2022
Contributed by Lukas
Context matters! There are 4 sales scenarios you should prepare for when making a presentation. #salespresentation
407 - Investor Pitch Formula
14 Sep 2022
Contributed by Lukas
Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his...
406 - When Prospects Hesitate...Do this
13 Sep 2022
Contributed by Lukas
What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is hol...
Organize Your Spaghetti with Amy Franko, Sales Influence(r)
06 Sep 2022
Contributed by Lukas
This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your ...
A CEO's Diary with Brandon Bornancin, Sales Influence(r)
25 Aug 2022
Contributed by Lukas
CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and manage...
Selling in a Recession #17 - Categorize Your Clients
20 Aug 2022
Contributed by Lukas
Selling in a Recession #17 - Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all...
Selling in a Recession #16 - CXO to CXO Leverage
19 Aug 2022
Contributed by Lukas
Selling in a Recession #16 - CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all abo...
The Story Seller with Bernadette McClelland, Sales Influence(r)
18 Aug 2022
Contributed by Lukas
In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use an...
Selling in a Recession #15 - No Discounting
17 Aug 2022
Contributed by Lukas
Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what...
Honor Your Prospects with Tony Parinello, Sales Influence(r)
16 Aug 2022
Contributed by Lukas
In this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and ...
Elite Sales Strategies with Anthony Iannarino on Sales Influence(r)
12 Aug 2022
Contributed by Lukas
Elite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales en...
Selling in a Recession #14 - Easy Access to Decision-Makers
12 Aug 2022
Contributed by Lukas
Selling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, ...
Selling in a Recession #13 - Less Competition
11 Aug 2022
Contributed by Lukas
Selling in a Recession #13 - Less Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about...
Sales Enablement Obsession with Rusty Bishop, Sales Influence(r)
10 Aug 2022
Contributed by Lukas
Bigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the...
Selling in a Recession #12 - Offer FREE Training or Services
10 Aug 2022
Contributed by Lukas
Selling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession,...
Selling in a Recession #11 - Offer Better Terms & Conditions
10 Aug 2022
Contributed by Lukas
Selling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recessio...
Selling in a Recession #10 - Oust Your Competition
04 Aug 2022
Contributed by Lukas
Selling in a Recession #10 - Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all a...
Selling in a Recession #9 - Reactivate Old Clients
03 Aug 2022
Contributed by Lukas
Selling in a Recession #9 - Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all a...
Selling in a Recession #8 - Receptive Decision Makers
02 Aug 2022
Contributed by Lukas
Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all ...
Selling in a Recession #7 - Help Struggling Clients
02 Aug 2022
Contributed by Lukas
Selling in a Recession #7 - Help Struggling Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all ...
Selling in a Recession #6 - Focus on Tier 1 Clients
02 Aug 2022
Contributed by Lukas
Selling in a Recession #6 - Focus on Tier 1 Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all ...
Selling in a Recession #5 - Relieve Client Pressure
31 Jul 2022
Contributed by Lukas
Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all ab...
Selling in a Recession #4 - Use Retention Strategies
30 Jul 2022
Contributed by Lukas
Selling in a Recession #4 - Use Retention Strategies with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all a...
Selling in a Recession #3 - Sales Training Upgrade
28 Jul 2022
Contributed by Lukas
Selling in a Recession #3 - Sales Training Upgrade with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all a...
Selling in a Recession #2 - Mentally in the Game
28 Jul 2022
Contributed by Lukas
Selling in a Recession #1 - Mentally in the Game with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all abo...
Market Leader - How Best Leaders Manage People
28 Jul 2022
Contributed by Lukas
How to Manage People and Be a Better Leader - Market Leader Learn how to manage people and be a better leader by applying one of two management theori...
405 - Overcoming Indecision
27 Jul 2022
Contributed by Lukas
In this episode of the Sales Influence podcast, Victor gives you some tips on helping customers out with overcoming indecision. Get Sales Velocity Aca...
Selling in a Recession #1 - Upselling to Existing Clients
27 Jul 2022
Contributed by Lukas
Selling in a Recession #1 - Upselling to Existing Clients with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, i...
Special - Scaling Your Business
15 Jun 2022
Contributed by Lukas
Here are 4 ways to scale your business on this sale influence podcast.
404 - Be a Sales Sherpa
15 Jun 2022
Contributed by Lukas
Here's what it takes to win more clients in today's competitive market.
403 - Turn Your Camera ON
15 Jun 2022
Contributed by Lukas
Here's how you get folks to turn their cameras on so you can connect.
402 - Level 3 Selling
15 Jun 2022
Contributed by Lukas
There are 3 levels to selling,...where do you fit?
401 - Dealing with Scared Clients
15 Jun 2022
Contributed by Lukas
How can you move a deal forward (i.e., close it)? Learn how to reduce a client's fears!
400 - Stop Being Skeptical
15 Jun 2022
Contributed by Lukas
The number 1 thing that holds people back is skepticism...let's talk about it on the sales influence podcast.
399 - Training for Results
29 Apr 2022
Contributed by Lukas
3 Step Training Formula for training people or doing a workshop.
398 - Strong vs Weak Salesperson
28 Apr 2022
Contributed by Lukas
What makes a strong vs. weak salesperson? Find out on this Sales Influence Podcast.
How to Sell Training & Services (R102)
26 Apr 2022
Contributed by Lukas
Understand the customer's pain points: - Help them close deals - Leverage good leads - Long Sales Cycles - Average deal size - Not enough sales activi...
397 - Guaranteed RFP Win
26 Apr 2022
Contributed by Lukas
Guaranteed RFP Win on this episode of the Sales Influence Podcast.
396 - Closing Service Deals
26 Apr 2022
Contributed by Lukas
Closing Service Deals with Limited Contract or contractual obligation. #servicesales #servicedeals
395 - Price Increase Conversation #10 - Adding Value
26 Apr 2022
Contributed by Lukas
Price Increase Conversation #10 - Adding Value. #priceincrease
394 - Price Increase Conversation #9 - Using a Reward System
26 Apr 2022
Contributed by Lukas
Price Increase Conversation - Using a Reward System. #priceincrease
393 - Price Increase Conversation #8 - Down-Sell the Deal
08 Apr 2022
Contributed by Lukas
Price Increase Conversation tactic #8 is knowing how to down-sell using the good, better and best approach.
392-Price Increase Conversation #7 - Using Tradeoff
03 Apr 2022
Contributed by Lukas
Price Increase Conversation using Trade-Offs #7
391-Price Increase Conversation #6 - Compliance Trigger
30 Mar 2022
Contributed by Lukas
How to use a Compliance Trigger when having a Price Increase Conversation.
12 Months Sales Challenge to Win Big (R101)
25 Mar 2022
Contributed by Lukas
Here are 12 things you can do to win big at sales: Positive Mental Habits Product Knowledge Define Your Target Market + Buying Habits Define Your Sale...
390 - Price Increase Conversations #5 - Price Creeping
23 Mar 2022
Contributed by Lukas
In this episode of the Sales Influence podcast, Victor gives you some good tools for selling the price increase using the PRICE CREEPING method when f...
389 - Price Increase Conversation #4 - Extend and End
23 Mar 2022
Contributed by Lukas
Use this 'Extend and End' strategy to get clients used to accepting a higher price over time in your pricing conversations.
388 - Price Increase Conversation #3 - Anchoring the Price
22 Mar 2022
Contributed by Lukas
In a price increase conversation, anchoring a price can help you nudge the client to accept the new pricing. Here's how you sell the price increase ...