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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
Quota Performance Dropping Like a Led Zeppelin
Thursday Jan 31, 2019
Thursday Jan 31, 2019
Learn the challenges of the modern day SaaS seller or sales organization. Buyers are more sophisticated than ever, there is "Hyper-Competition" amongst vendors competing for wallet share, and sales talent (AE's, SE's, Mgt) is super scarce.
Friday Feb 01, 2019
The Origin of the Sage Name and Elephant Logo
Friday Feb 01, 2019
Friday Feb 01, 2019
A fun little story about the inspiration of the company name and logo. It's not what you think.
Monday Feb 04, 2019
Four Way to Maximize ROI of Sales Training, Post Engagement
Monday Feb 04, 2019
Monday Feb 04, 2019
Reinforcement is important to maximize the ROI of sales training. Learn four (4) specific ways you can reinforce the training post engagement to institutionalize the Sage customer centric selling framework.
Monday Feb 04, 2019
$8MM or Free? Verizon Chooses $8MM
Monday Feb 04, 2019
Monday Feb 04, 2019
"Price is Never the Real Issue" is a core fundamental selling belief we must have if we want to transform into professional sellers and trusted advisors for our clients. Listen and learn how to overcome this standard "pricing objection".
Monday Feb 04, 2019
Is PPS Killing Your Deals?
Monday Feb 04, 2019
Monday Feb 04, 2019
Learn how and why PPS (premature presentation syndrome) kills more deals and success than anything in sales. In addition, learn how "timing" of when to present is everything.
Tuesday Feb 05, 2019
SanMar and the Blind RFP
Tuesday Feb 05, 2019
Tuesday Feb 05, 2019
In this episode you learn how to deal with a "blind rfp", which has been written by the incumbent vendor, and still find a way to win the business.
Tuesday Feb 05, 2019
Do Customer Success Rep Sell And If So, What?
Tuesday Feb 05, 2019
Tuesday Feb 05, 2019
Learn a bit of software industry history and how the Customer Success function came to be. Also learn what the CS rep is really selling. It may surprise you.
Wednesday Feb 06, 2019
Step 1 - Mutual Understanding
Wednesday Feb 06, 2019
Wednesday Feb 06, 2019
Learn why and how to create a "Mutual Understanding" agreement with your customer on the front end of every meeting. This will decrease resistance during the meeting, allow for deep discovery, and make sure both parties reach an outcome for the meeting. This is a critical foundational element of any strong selling methodology.
Tuesday Feb 12, 2019
Step 2 - Recognition (Discovery & Qualification)
Tuesday Feb 12, 2019
Tuesday Feb 12, 2019
In this episode you will learn next level qualification and discovery skills, which is the heart and soul of selling. Sellers who master opportunity qualification are the one's consistently crushing their numbers because they only work on deals that are worthy of their time, increasing their chances for success significantly.
Tuesday Feb 12, 2019
Step 3 - Solution
Tuesday Feb 12, 2019
Tuesday Feb 12, 2019
Now that you understand your customer's challenges, the economic impact and priority of solving the challenges you are ready to embark on the "Solution" step in the Sage Customer Centric Selling Framework.