139 - One Powerful Question Every Candidate Should Ask

Glenn Poulos is the cofounder, vice president, and general manager of Gap Wireless Inc. With over three decades of experience in sales, he has developed a successful strategy system by spending thousands of hours in the field or on the phone with customers and working with salespeople in several successful companies. https://glennpoulos.com/  https://www.linkedin.com/in/glenn-poulos-45bab86/   Chris Freeman - https://www.linkedin.com/in/chrisfreeman/  

Introduction: - Host introduces Dionne Mejer, a guest with a strong background in sales and inside sales, who now runs her own business. - Dionne shares that she initially didn't want to be in sales but found her passion for technology and building relationships. - Host emphasizes the importance of sales skills in any profession and encourages everyone to learn sales.   Background: - Dionne provides insight into her company, Inside Sales By Design, which focuses on creating and revamping sales infrastructure for organizations. - They offer services such as blueprint creation, framework development, job descriptions, onboarding, and interview support. - Recently, they have been working on driving adoption and utilization of technology tools within organizations.   Driving Adoption of Technology: - Dionne highlights the challenge of getting sales teams to embrace and utilize technology tools effectively. - Many organizations focus more on tracking and monitoring rather than empowering salespeople. - Inside Sales By Design takes a more agile approach, encouraging organizations to start small and gradually integrate technology into daily practices. - They begin by identifying keywords and successful sales pitches, transcribing and tracking their usage to encourage adoption. Top Performers in Sales: - Dionne discusses the traits she has observed in the top 10-20% of sales reps. - These individuals demonstrate ownership, focus, and resourcefulness, with a clear vision of their goals. - They excel at filtering out unnecessary elements and prioritize effective conversation and frictionless selling. - The motivation behind their behaviors drives their success.   Embracing Innovation and Change: - Host and Dionne discuss the importance of salespeople recognizing the need to innovate. - They explore the concept of stream ownership and how reps can take ownership of their sales processes and adapt to changes. - Cultivating a mindset of innovation and embracing change helps salespeople stay ahead in a competitive market.   Conclusion: - Host concludes the episode, thanking Dionne for sharing her insights and experiences. - Encourages listeners to embrace sales skills and highlights the value of creating and fostering strong relationships in sales. Contact : Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes guest Neil Rogers, who shares his journey from the food industry to entrepreneurship in the athletic footwear and apparel business. Neil emphasizes the importance of consistency, organization, and professionalism in sales. They discuss the power of incorporating both email and physical mail in marketing strategies, and Neil shares creative ideas for grabbing clients' attention. They also highlight the significance of personalization, value-driven outreach, and building relationships. Tune in to gain valuable insights into successful sales strategies and the art of standing out in a crowded marketplace. About Neil Rogers For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the  Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales. Discover more at: https://www.positiveactivity.net/ Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode, we cover: In this episode of the High Tech Freedom Sales podcast, host Chris Freeman interviews guest Harrison Ryder. Harrison shares his background in sales and how he got started in the industry. He also discusses his role as the owner and founder of Elevation Sales Group, where he serves as an outsourced VP of sales and sales acceleration advisor for small to medium-sized companies. Harrison dives into the common problems and challenges he helps these companies overcome, such as stagnant or declining revenue and lack of sales infrastructure. He emphasizes the importance of aligning sales processes, compensation plans, and CRM systems with organizational goals. Harrison also highlights the key traits that separate the top 20% of sales professionals from the rest of the pack. Tune in to discover valuable insights on sales management and success.   About Harrison: As Founder and President of Elevation Sales Group, powered by Sales Xceleration, a sales management consulting firm, Harrison leverages his 35 years of successful sales and sales management experience to help small and medium-sized companies exceed their revenue targets.  Having worked with start-ups and Fortune 500 companies, managed national and international sales organizations, Harrison now partners with Owners, CEOs, and Presidents to create high performing sales teams that consistently deliver breakthrough sales results. By aligning corporate goals, installing the proper sales processes and procedures, mentoring existing sales talent, and executing on effective sales strategies, Harrison helps create an accountable, professional, results oriented sales culture within his client companies.   He can be reached at   Website:  https://lnkd.in/dHJ9wHC Email:  [email protected] Phone:  774-232-2904   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes JC Otero, an experienced sales professional with over 15 years of industry experience. JC shares his background in sales, his journey from individual contributor to managing sales development teams, and his insights on what sets top performers apart from the rest. Key Takeaways: Background in Sales: - JC Otero has been selling since he was a child, with a range of side hustles to generate income. - Professionally, he has over 15 years of sales experience, including roles at Wells Fargo Financial, Dell, Informatica, and leadership positions in sales development. Transitioning to Sales Development: - JC made the transition to sales development leadership because of his passion for helping and developing future sales professionals. - He rapidly progressed from managing a team of 14 reps to leading multiple teams and teams across different regions. Managing Managers: - When JC transitioned to managing managers, the biggest challenge was the people aspect. - Many of the managers had limited experience in people management, so JC focused on developing their skills in managing the reps. Differentiating Top Performers: - JC consistently saw three pillars that differentiated top performers in his organizations: organization, communication, and collaboration. - Effective organization includes organizing thoughts, time management, and maximizing productivity. - Top performers prioritize their time and plan their year, month, week, and day to ensure productive use of their hours. Maximizing Time: - JC shares his strategies for maximizing time, which include reviewing and planning the week every Friday and setting goals for each day. - Putting everything on the calendar, including individual tasks, helps create a clearer picture of priorities and deadlines. - By managing his time effectively, JC ensures that he stays focused and productive. Conclusion: JC Otero emphasizes the importance of organization, communication, and collaboration in sales. Top performers in sales development excel in these areas and prioritize effective time management. By implementing these strategies, sales professionals can increase their productivity and achieve superior results. Contact JC at https://www.linkedin.com/in/juancarlosotero/  Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this short solo episode, Chris talks about one question you should ask during your sales interview.   Hint: It’s around what is measured.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth.  In this episode, Mark shares his insights on the future of work and how individuals are becoming more entrepreneurial within a corporate setting. He also dives into the importance of having a strong foundation and skillset before jumping into a startup, and the value of self-assessment and acquiring necessary skills.  Mark offers advice on how to connect with him on LinkedIn and emphasizes his focus on business development and helping others. He also discusses his work in marketing analytics and the powerful automation platform he has built called Proof. Mark delves into the importance of innovation in sales and the ever-changing landscape of the market. He highlights the need to understand the real game being played in business and offers valuable tips for success. Lastly, Mark explores the concept of taking extreme ownership in sales, treating your work as your own franchise, and the benefits of having your own CRM system. Get ready for an enlightening and thought-provoking episode with Mark Stouse on the High Tech Freedom Sales Podcast! Contact Mark at https://www.linkedin.com/in/markstouse/  Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode, we discuss the framework for a sales leader to build a sales coverage model. Even if you are a field seller, you may move up the ranks and be required to own or participate in a sales coverage plan for a company.  Listen to a few tips provided from a CRO friend of mine.   Highlights include:   Market segmentation Addressable market strategies Define the right sales activities for each segment Measuring the right activity for performance Managing coverage ratios Iterating your plan Technology tools   Do you have experience in this area and have lessons learned that you would like to share? Come join Chris as a guest on the podcast.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Author, speaker, seminar leader, and coach, Anne Miller teaches sales people and entrepreneurs how to increase their business; coaches CEOs and senior management to communicate clearly, creatively and persuasively to key constituencies; enables technical people to transform complex information into simpler, meaningful messages; and shows speakers how to command a room and win over audiences with their messages.   Anne is the author of The Tall Lady with the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone (the updated edition of her popular Metaphorically Selling), Make What You Say Pay!, Presentation Jazz!, 365 Sales Tips for Winning Business, and numerous articles on the Internet and in business publications like Brandweek and Selling Power. Both NBC Today in New York and Bloomberg News Radio have featured Anne on their shows. You can connect with Anne through linkedin: linkedin.com/in/annemillersalespresentations Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Negotiations in the realm of sales are a delicate dance, requiring finesse, strategy, and a deep understanding of human psychology. In this episode, we capture a few highlights from the book, Never Split the Difference and apply them to the sales role.   Topics include: The power of tactical empathy  Diffusing tension Saying no without saying no Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461