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Selling the Sage Way podcast, by renowned sales trainer for SaaS companies, Michael Nash, is for account executives, solution engineers, sales development, customer success reps, sales enablement, and management looking to evolve into the rare air of "Trusted Advisor" status with their customers.
Episodes
Thursday Jan 31, 2019
Trusted Advisorship
Thursday Jan 31, 2019
Thursday Jan 31, 2019
An episode detailing the selling challenges for modern day SaaS sales organizations and how "next level" sales organizations are overcoming these challenges by evolving into "Trusted Advisor" status with their customers.
Thursday Jan 31, 2019
You Gotta Have Some Guiding Sales Principles
Thursday Jan 31, 2019
Thursday Jan 31, 2019
Your vision of becoming your customer's "Trusted Advisor" must be anchored in certain beliefs or principles that guide your actions as a seller. This podcast describes the importance of having those beliefs and how they become your sherpa on the journey to trusted advisorship.
Thursday Jan 31, 2019
What is the Sage Customer Centric Selling Framework?
Thursday Jan 31, 2019
Thursday Jan 31, 2019
This episode briefly describes the four components (vision, guiding principles, dynamic methodology, conversational selling intelligence) that make up the Sage Customer Centric Selling Framework and why they are critical to institutionalize across your selling organization.
Thursday Jan 31, 2019
Two Ears, One Mouth
Thursday Jan 31, 2019
Thursday Jan 31, 2019
The best sales people, especially early in the sales cycle, do the least amount of speaking but have the greatest amount of impact, per word, when they do. This episode focuses on the skill of "active listening" and why it's important that your customer makes the first presentation during the selling cycle.
Thursday Jan 31, 2019
An Enterprise Selling Motion - Selling to a Group of Buyers
Thursday Jan 31, 2019
Thursday Jan 31, 2019
This episode briefly describes the modern day challenge of selling to a large group of buyers within a larger enterprise account and provides strategy and tactics to execute successfully when doing so.
Thursday Jan 31, 2019
The Best Negotiators are First and Foremost the Best Sellers
Thursday Jan 31, 2019
Thursday Jan 31, 2019
The best negotiators are first and foremost the best sellers. I share some lessons learned, strategy and tactics that come from closing thousands of transactions and negotiating billions of dollars in software licensing.
Thursday Jan 31, 2019
Sales Tactic - Overcoming Gate Keepers and Getting to Power
Thursday Jan 31, 2019
Thursday Jan 31, 2019
"If you cannot be with the one you love, love the one you are with" (Crosby, Stills, Nash & Young). Not only is this a great song but an awesome selling tactic. Listen to this short snackable podcast to learn why and how to leverage.
Thursday Jan 31, 2019
To Be the Best You Need to Sweat in the Gym
Thursday Jan 31, 2019
Thursday Jan 31, 2019
My students greatly benefit from my training. However, there is a small minority that have the desire to best at the top of the leader board consistently. They treat their sales profession as a craft and are always working on it. Listen to this episode to find out what they are doing that sets them apart and allows them to make seven figure commissions.
Thursday Jan 31, 2019
Focus on Amazon Opportunities, Not General Electric
Thursday Jan 31, 2019
Thursday Jan 31, 2019
The best sales people realize their time is critically important. They want to make sure they are working on the "right" deals that are going to yield the greatest return on their investment. Getting to "no" quickly is a skill required in order to get to "yes". Listen to this short episode to understand what I mean.
Thursday Jan 31, 2019
Clean Deals Require A Mop
Thursday Jan 31, 2019
Thursday Jan 31, 2019
Mutual Outcome Plans (MOP's) can help you enhance your qualification skills and selling process. Learn how to leverage MOP's to drive higher quality opportunities for you and your company.