Thoughts on Selling YouTube Video Library

In this episode, I had the pleasure of speaking with Jeff Lipsius about his concept of the Inner Game of Selling. Drawing inspiration from his friend Timothy Gallwey, and Tim's renowned work, "The Inner Game of Tennis," Jeff explains how understanding and mastering the inner game can dramatically improve sales performance. We explore how shifting focus from selling to buying, embracing the customer as the ultimate teacher, and cultivating self-trust in customers can lead to extraordinary sales outcomes. Jeff documents his learnings in his own book, "Selling To The Point: Because the Information Age Demands a New Way to Sell". Key Takeaways: - The Goal of Selling is Buying: Jeff helped me understand that the true objective of selling is to facilitate the customer's buying process, not just to sell. This requires a shift in mindset from self-consciousness to customer-consciousness. - The Customer is the Teacher: Jeff highlighted the importance of viewing customers as our primar…

Join Jeff Lipsius and me to explore effective selling approaches. Here's one takeaway from Jeff, an accomplished author: "The purpose of selling is not selling. The purpose of selling is buying!" Listen to the full episode for more details!

@ThoughtsonSelling In this episode, I had the absolute pleasure of chatting with James McKay, a RevOps expert with a fascinating career journey. We covered everything from the evolution of inside sales to how RevOps is reshaping sales productivity. Here’s what stood out to me from our conversation: Inside Sales: A Different Beast James shared how inside sales has shifted from being a niche role to something we almost take for granted in tech. What he loves most about it is the focus on strategy and market research—things that really make an impact—without the distractions of events or excessive travel. What resonated with me was how inside sales reps often become the first and only touchpoint a customer has with a company. That’s a huge responsibility! They’re not just pushing a product; they’re representing the entire brand. It’s a reminder of just how critical the role is, especially when you think about the lasting impression they can leave on the market. RevOps: The Glue Tha…

@ThoughtsonSelling In this episode of the "Thoughts on Selling" podcast, hosted by Lee Levitt, we dive into a rich conversation with Judy Sunblade, a seasoned expert in sales enablement. The discussion centers around the evolution of sales enablement into what is now more fittingly called revenue enablement. This shift reflects a broader scope that includes all revenue streams, from direct sales to customer success and channel partner management. Key Messaging: - Revenue Enablement: We're talking about moving from traditional sales enablement to a more inclusive approach that considers all avenues of revenue. It's not just about sales anymore; it's about nurturing every channel through which revenue flows. - Human Element in Sales: Even as technology, like AI, becomes integral to sales processes, the human connection stands out as irreplaceable. Today's conversation emphasizes empathy, understanding, and genuine connections as the bedrock of effective selling. - Change in…

Lee shared his Secret Formula for Creating High Quality Opportunities at the recent 2024 Pavilion Palooza, on June 25th at noon. Link to session and recorded video. Here's the abstract: "Most sales people struggle to create new opportunities. Faced with a patch of 20 or 100 or more accounts, they pick at the edges – making a few cold calls, sending connection requests on LinkedIn, blasting bulk emails. Then they give up, waiting instead for more inbound leads. To create high quality opportunities, sales people must employ a different approach, one that creates interest, alignment and engagement. This approach is built on the following foundation: Buyer “value alignment” Tailored messaging for the individual, the objectives and the business Proven techniques to get attention and build access In this 20 minute lightning talk, Lee outlines an approach that drives results – high quality opportunities that convert into successful engagement, revenue and customer satisfacti…