In sales, you don’t treat people the way you want to be treated, you treat them the way they want to be treated.

In this episode of Sales Fiction, my guest, Ali Cammelletti breaks down how you can take relationship building to the next level and in turn skyrocket your sales.  

Ali has been an entrepreneur for 18 years extensive experience in relationship-building sales.  In her current business, Spark Your Mindset, she focuses on helping companies and individuals grow as leaders and sales professionals.

If you’re not consistently building relationships, you’re leaving opportunity on the table and making things harder than they should be.

In this episode, Ali and I talk about:

• The importance of relationship building.
  
• The art of asking questions.
  
• How to create a team environment that allows for growth and coaching.
  
• How to ensure your customers and prospects feel seen and heard.
  

Plus much, much more.

If you want to check out the full shownotes, click here. 

How can you use the power of questions to both coach your team to better results and help your team win more sales?

Let me ask you something - how many questions did you ask today?

How many questions did you ask in your last coaching session or sales conversation you had? How many questions did you ask versus statements you made?  If you are not asking more questions than you are sharing insights and telling people benefits, you are missing a huge opportunity.

When we ask someone a question, the brain by default wants to close the loop and answer it.

Questions are the most powerful tool that you can use to influence others. Join me for this episode, where I share the four types of questions you need to master to succeed in sales and as a leader.

In this episode, I talk about:

• How can you use questions more effectively to lead your sales team and lead your prospects to a purchase?
  
• Why questions are so powerful.
  
• Different types of questions and how you can use questions in a  powerful way to drive results from your team and prospects.
  

Plus much, much more, including the one question you should ask yourself when leaving a sales meeting or meeting with a team member.

Check out the full shownotes here. 

If you or your sales team are responsible for revenue in your company, you know that sales goals and comp plans can have a huge impact on the profitability of the organization and the performance of your team members.  We all know that having a goal helps us achieve more than we would without it.

How do you set goals in a way to motivate performance and create alignment so that everybody in the organization can rally around a shared goal that they are bought into and engaged with?

Join me for this episode, where I tackle the critical question of how to set goals that really motivate and how to align compensation strategies so that you can get the biggest bang for your buck and create true motivation from your team members.

In this episode, I talk about:

• Importance of setting a challenging, but realistic goal.
  
• Three things to look at when setting your sales goal.
  
• How to set a compensation plan.
  

Plus much, much more, including the three keys for getting your team engaged and motivated.

To check out the full shownotes, click here. 

When you lead a sales team giving feedback is a part of the job, but not all feedback is created or received equally by your team. Let’s face it, if your team members don’t hear and integrate the feedback you're giving, you might as well not give them any feedback at all. So how do you coach your team members so they grow without being a hardass? In this episode of Sales Fiction, My guest, Megan Fries, shares powerful ways to give feedback so that it is received and sticks.  Megan is an organizational consultant and the principal and owner of Frenzy to Freedom.  She brings 20 years of experience from the for-profit sector in operations, business strategy, and financial strategy to nonprofit.

In this episode, Megan and I talk about:

• The importance of implementing frequent check-ins.
  
• Ways to involve employees in creating a plan of next steps.
  
• Mistakes to avoid when giving feedback.
  

Plus much, much more.

It isn’t about the challenges and solving the problem.  It is about what kind of opportunity we have ahead of us to get to that next step, which is to be better than we were yesterday.

Check out the full shownotes here.

When you want to set your team up for success and help them achieve their goals and quotas, sales training can seem like a really good investment.  The truth is most sales training is completely useless.  How many times have you or one of the members of your team attended a sales seminar, left feeling excited and motivated but then you get back to the office and nothing really changes?

Sales training simply isn’t effective most of the time.

So what can you do to move the needle and help your sales team succeed?  Join me in this episode as I share the three things sales training must include in order to drive results for your company and your team.

In this episode, I talk about:

• Sales training that is consistent and continuous.
  
• Sales training that is relevant and customized.
  
• Sales training that provides consistent feedback and coaching to your team members.
  

Plus much, much more, including the biggest challenge salespeople have when it comes to adapting to new training, techniques, and learning.

How do you actually help your team grow and give them tools, training, and practice that is going to stick?

In this episode, Jennifer and I talk about:

• The importance of being a problem solver.
  
• What to look for when hiring new team members.
  
• How to engage and motivate your team.
  

Plus much, much more.

Every day is a learning opportunity.  There is not one person that knows everything.  There is always room for improvement and learning.

We finally made it to 2021! I’ve been thinking a lot about how COVID, and remote working changed the landscape of sales including the growing need to feel comfortable in front of a camera, utilizing technologies to engage with prospects and finding fun ways to meet with prospects in ways that are safe, interactive, and engaging.

While a lot has changed, the fundamentals have remained the same including what you as a sales leader need to focus on to help set your team up for success.  In this episode, we are sharing what the top sales leaders are working with their teams on right now to help set them up for success in 2021 and beyond.

In this episode, I talk about:

• Building confidence and competence on the phone.
  
• Feeling comfortable using different types of technology and following up using different avenues.
  
• Asking compelling strategic questions that engage prospects.
  

Plus much, much more, including the single biggest thing that top sales leaders are doing to help their teams succeed in 2021.

Check out the full shownotes here. 

If you’ve been in sales for any length of time, you’ve probably been told to assume the sale to win the deal. But is it actually true?

This week I continue my conversation with Katelynn Togiai. She was chalked full of so much wisdom and insights that we couldn’t fit it all into one episode, including how assumptive selling could actually be costing you deals.

Katelynn is the Corporate Director of Sales for Ignite Hotels. She manages sales for ten hotels across the northwest, works with multiple national brands and markets which requires her to stay flexible in order to find strategies that work for each individual

In this episode, Katelynn and I talk about:

• How you can bridge the gap between sales leadership and sales teams.
  
• How being assumptive can actually be a disadvantage.
  
• Importance of connecting with others and creating a network.
  

Plus much, much more, including how to make your prospects feel valued and important, while feeling like you care about earning their business.