29 Burst results for "Martinelli"

"martinelli" Discussed on Eu tava la

Eu tava la

04:27 min | 1 year ago

"martinelli" Discussed on Eu tava la

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Improving Your Marketing Efforts As A Salesperson

Ag Sales Professional's Podcast by Greg Martinelli

01:32 min | 1 year ago

Improving Your Marketing Efforts As A Salesperson

"Tasks to things that sales people the vps sales sales managers or two things that sales people can do to improve or improve their marketing efforts. I think research is a big one. You know it's easy to chase a lead. It's easy to go after a prospect. That may not make sense for you or your company. And so i think research You know in our business. We do business profiles that we prepare on a company that we think might be a good potential customer for us. Take a look at what they do. Really get into understand What kind of products and services they make were distributed big. They are and whether they fit into our profile criteria. If they do then we put together a plan for how to how to go to them in one way or another and i think that research component is very important to kind of set the foundation for Working the most efficiently and effectively toward bringing in new business. So i think that's one of them I think that the second is training and I don't think you can ever stop training The more you do something better. You get The more you train the better prepared you are for a presentation or a pitch. So i think those are the two things that i think are probably the most important to me for helping. Sales people or sales managers Go to market.

Mario Rossi: One of the Most Famous Figures in Auto Racing History

NASCAR on NBC

01:53 min | 1 year ago

Mario Rossi: One of the Most Famous Figures in Auto Racing History

"And show is with for win and usa today and also the sneak podcast. Which is what she'd here to talk about today so Thanks for joining us. Thank you so much for having me on. I'm really excited to be here. I'm excited to have you as we talked about. I've been listening to the sneak. This is the third season i'll confess. I haven't listened to all of the first few seasons by listen to a little bit of fifth when of course has a nascar theme which is why we're talking about it here on the nascar. Nbc podcast and it is about a crew chief named mario rossi who i'll confess jaw. I didn't know anything about this guy. Instill your podcasts came out when i google. They found like there was a little bit out there from you. I love nascar man our twitter. He had done something on it. And i found a couple of other stories but amazing story. This and for somebody like myself. I'm a little embarrassed covered nascar for almost twenty years. I'd never heard it to the degree that you need. Scott everybody reported it so we must start there. You just give us the mario rossi story in a nutshell. What this podcast thirties sneakers about. Honestly you shouldn't feel bad at all about not knowing who mario rossi is. Because i talked to especially in the beginning of our reporting in this i talked to a wide variety of drivers crew chiefs retired and only some of the long retired drivers actually knew who i was talking about aside from bread kozlowski. Who knew exactly what i was talking about. So yeah so. Mario rossi was a crew chief in the nineteen sixties and seventies. He worked with Dig- racing at one point with donnie. Allison and darrell waltrip He drove a little bit of was team. Owner briefly But he's generally considered from everything that i've learned at this point. He was considered an innovator. A brilliant engineering mind. Who was very aware of safety limitations on the need for innovation in

Mario Rossi Nascar NBC USA Google Twitter Scott Kozlowski Darrell Waltrip Donnie Allison Owner
"martinelli" Discussed on Up Gunners NG

Up Gunners NG

06:27 min | 1 year ago

"martinelli" Discussed on Up Gunners NG

"This not only jim podcast for the staff on worldwide. look at international. Yes good morning. good afternoon Giving people time will be offseason On would anytime virgina by name novacek Nasty judea by poll the longest one on the microphone. Santa astronauts Your feel at local man Numata already before earlier with you might not know my one billion podcast for the football club. Otago aznar in the world off. Spend ninety to listen to and i also spoke of Now yanan about This wonderful time. I remember for his Address aso One yanti on smart about agreement. Give much italy not young star. Do brasil young staff. Inside team i would do menus. We don't you know i'm Blessed he capitalized on the foxy about the For inciting club. windy About go shot loan for disease to the end of the season. Ansah good I'm from mancini's will be what you've supposedly starts getting at least you don't see i'm on goodyear monopoly much andrea Glance blocks will do the social media Watcher onto games in the oh the eclipse than from the join so Now the ident Williams liebau will be debruyn. Neon declawed highlight club iraqi in. Want making client sign new Teams out if you make the again never globalise within go. Look them contractive. Now adam Of announced the deep lexie relents big big clubs from Global phenomenon tired of the for metabol- teams. You won't believe oklahoma's eight years at war with the phone will will maybe League phone Drove bottle you Would if you go so at least if we know that it's not english gets most more shine. Ashley gets me so this now condie buffalo some Ec how depressing. I've improvements in santa claus I make glow the stall the the the contract negotiation with none of its begin leash around the globe is slow down in order to talk about the contract negotiation with depending on the agenda of williams about Gabriella martinelli. i won't resume abby off tidies timeout Go comment on any platform from cdc. It'd be about time we much nettie blessed guy for plants Teac comb guy shop. Proprietor at the flu. Forgets that go against uc for stanford Have to don't play corner. Heidi goes cole. Make one in that particular argument to to to forget what develops in In time for us now all in days for us not Because wanted to dissolve within the app won't let me go. Why does gannett is one or two times with this guy. Don't play this season. Against muncie for inside the carbon Guy if iphone five ninety to musty puzzle Komo tom the anti full robotic march de las blazers olympia kazu. Just how many many to enter the. Don't get talking head There so what did you happen to talk coach. I'm in india while india Glenn because because he the bundy outs fatigue will set in injury. When you get there like given Optimal does listened to decide before you know. Various time will be collected dealt with using Carry us a government Mostly if now brussels nine data To us at whatsoever to think about giving with really reason why are. Coach abuser because Everything nevada strong disney not Us in india On ninety saturday do for inside inciting Assume ticks need them ninety two days so we tune in at about these wounds men in the report. Longest plan on the microphones astronauts. One way you'll feel right local maps here. Cd times unanimity. Suit up in ghana. This production is brought to you by only dog media shorter. Shayla vodka social media channels..

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Man Utd, Arsenal play out stalemate

ESPN FC

01:58 min | 1 year ago

Man Utd, Arsenal play out stalemate

"The big game suddenly on paper. It was supposed to be also a manchester united in the end. If finishes goalless draw Frank murphy craig shirley with us to reflect on what happened in north london and craig fan. Yeah i mean. I suppose you might says the second half wore on united. Had the better chances in the game certainly anderson cavani with a couple of very good chances but it was sporadic. Attacks wasn't enough thought. United actually at a control of the first half but it was the quality was was prepared. I mean i. I honestly thought the highlight the first half was a brilliant piece of defendant from martinelli when pogba clipped up bowl to rush put a new way back and there was was fantastic. But you know it was a competition done teams in this game. And i don't know what frank but it was a copetition to see who could give the ball away the most. Luke shaw was the best outlet for united in the second half but you know optional come out and pin them after halftime and just never really looked like scoring off the bar with a free kick but when you think about what happened at the in the day with the narrow went from mindset the united new this situation they also nude arsenal without tearing the soccer and the bama on no turnovers in the best deals that season and so there was an opportunity here for united to go and really stranglehold on arsenal and the alo- alo- themselves pinned back again and i just. I know united up a big topic of this week on the show. I'm just once again flabbergasted. By this tactic no it's brought them a record amount of results on the road for the mindset. Talk knowing you've really gaudy stopped uniformity. On a site that were missing some key players and once again i think the united failed to

Frank Murphy Craig Shirley Anderson Cavani Pogba Luke Shaw North London Manchester United Martinelli United New Craig United Frank Bama Soccer
The 3 Stages of your Selling Skills Development

Ag Sales Professional's Podcast by Greg Martinelli

09:35 min | 1 year ago

The 3 Stages of your Selling Skills Development

"Today we're talking about the three stages of developing in sales specifically selling skills and most salespeople stop at either stage one or they fall victim to stage three point five in previous articles we cover the journey segments of a sales career in a four part series. I went through the life and times of the early years all the way through to the later years of a sales career. He can go back and look for the blog titled the life and times of an egg sales professional their early years and so on so forth. Today we cover the selling skills development stages these are how you learned to sell learn to manage a territory learn to become a positive brand new. Your customers and ultimately remain top of mind as the go-to salesperson in your market will stage one. Is the basics this. This is hard skills. It's the beginning the bread and butter the basic training course on sale. This is getting your bachelor's degree in selling skills in the stage you learn how to connect with customers. Ask questions present on your products and finally asked for the sale. Most of us have been to one or several of these courses. They are engaging for sure for the new salesperson as they find out that there's an actual process to selling which they can go through to help them. Sal now the majority of this development stages designed around what to do rate when you get in front of a customer and that's pretty important you got to know that in order to continue to sell. Everybody knows how to drive their vehicle out to the customer and meet them now. You need to know. What do you do from the minute you get out of your truck and start talking to your customer. When the last thirty years. I've been through about a dozen of these programs and a facilitated hundreds of them they're great. They're a requirement while engaging for a newcomer they can seem repetitive to an experienced sales person especially the person as an instructor but they are a great refresher each time. You go through them. And you hear new ways to understand the old basics. Here's an interesting thing. Often sales people think they will attend a course like this and learn some revolutionary way. That no one else knows no one else out. There knows the trouble is that selling steps are a fairly old concept. And they're all based on the same or similar staps. This stage is really the you gotta look at this. Stage is like the anti-gay it into the selling game. I'd like for you to look at it as just as described. Bootcamp your bachelors. Do your stage one in your development now if you want to be just a little better than the average sales person out there tune in to stage one point five and that is time and territory management. I've written a couple articles. Call the number one and number two salesperson killer and you can go in there and google and you'll find those articles they're great. The number one and number two sales person killer is not the steps of the selling process. It's disorganization and calling on the wrong accounts. Both of these are fundamentals of time and territory management and the problem is that few sales training courses ever discuss these topics as a salesperson. We are left to figure it out on our own. Give us the keys to the territory so to speak to a pick and keys to a territory or the assumption is that we will interrupt our very busy sales manager and ask her. Hey what should i do next. Or who should i call on today. You know that's just not going to happen. We're not gonna stop and ask for help like that. We office from our homes even more now since the pandemic so we wake up take a guess as to who should go see and then turn right or turn left out of the driveway for the day and i know many of you just like i did got to. The top of the drive win said flip a coin. I don't know let's go right today or we go see the accounts we haven't been to in a while or the accounts that have been complaining recently. Kind of the squeaky wheel. Well let's move on to stage two and that is what we call the soft skills and i like to call him the essential skills to that sounds better. We're getting now into the best part of selling and developing yourself in your role. The essential selling skills are often mislabeled. Like i said as soft skills as if their easy the soft really means that they don't have hard and fast measurements however they are the most important for long term success in your agribusiness territory. These skill separate the sales person from the day to day weekly or monthly selling process to that of the trusted adviser very important. Step the salesperson. Who goes out and does their job of asking questions and presenting on their products and then closing sale. Will they'll have success. you know. rinse and repeat. Keep doing it keep doing it. Keep doing it. You'll have success however they will also get price shopped and they're gonna fight the feature benefit comparisons that customers are constantly doing by applying the essential selling skills. You can begin the transformation from vendor to trusted adviser now. This doesn't remove all price resistance nor does it combat all objections however it does tip the scales in your favor. A question is how much or how many dollars connect charge from my tractor versus the next competitor. Mike seed variety versus the next competitor. Well that's a great question. One that i spent a lot of time discovering with sales people in workshops and coaching discussions and as always it depends. It depends on how much you can differentiate. How much value do you bring. Your customer and value is in the terms of dollars time or emotional impact. That's the only three things that you can provide of value to your customer. It's either you save a money making money save time make them time or you have a emotional impact. You reduce frustrations you increase Happiness or you reduce risk. Whatever the case is so what are some of the essential selling skills out there that you need to develop communication empathy teamwork interpersonal skills work in problem solving flexibility continuous improvement and finally leadership. There's others i'm sure. But those are some of the key ones that i like to think about as i work with developing sales people and how to go from vendor to trusted adviser as you can see. They're tough to measure and tough to determine how important any one of them is over the other however they are learnable and they developed over a lifetime career in sales the struggle is that nobody really teaches them specifically and speeds up that learning process. So that's what i want you to do. Speed up the learning process on the essential. Selling skills will you can also of see that no matter how good you are at asking good questions inclosing or using the right words in your closing the hard skills if you lack some of these essential skills. You're not going to sell customer for very long. You might get a sale but it might be the last one you get ultimately these to develop in stages lead to you becoming a brand so stage three. Is i want you to think about your development as you becoming a brand in a recent training session a salesperson in the group i was talking about prosperity. He stated that if the prospect doesn't buy from him on the first call he moves on and does not return. What i. I had a lot of doubts on this and i started a challenge. Does that's not normally the case. We have to call people out no three four ten twenty times sometimes in order to get them to buy from us so some discussion. It turns out that this sales person has been selling in his market for over twenty years the customers he works with have some of the highest production yields on their hurt so this salesman's local brand image is so high that he only works with the big herds who know him you know. He is filled the his territory and only takes on a few new customers. So if you are a prospect and you wanna work with him you need inside pretty quickly now. This is a unique situation. And i had to challenge that you know. It's it's an example of the highest form of a personal buran. He is very well known and people prefer to work with him. I'm sure it didn't happen. Overnight in this salesperson goes above and beyond for his customers and the reward comes in the form of excellent referrals and customers who value every chance to work with him to important concepts to keep in. Mind when you think about your personal brand number one. You do have a personal brand. Yes you have a company brand and a you know maybe a manufacturer's brand but you also have a personal brand to your customers. And i describe it as what it's like to do business with you specifically you your customers form this brand of you in their mind over the years as they work with you. Let me share a few personal brand images of sales people that might be out there first of all helpful to talkative. See him when there's a sale stops by with no real purpose driven to do what's best for me well connected in the industry. She's my go-to person when something goes wrong. Talks and talks but never delivers on the talk old school. But we've done business with him for so long. Those are some examples of brand images that customers may have of you. Secondly it's important to keep in mind that your customer owns the brand of you. Yes that's right you can. You can and you should do allow positive steps to develop your brand. But they actually own their

SAL Google Mike
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

03:41 min | 1 year ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name. Is greg martinelli. And this is the egg. Sales professional podcast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness. Who you're gonna call your customer. Should that question with you or your name in one thousand nine hundred famous song by ray parker junior. He shouts out. Who you're gonna call. Of course everyone knows the next line to be ghostbusters. A classic comedy the lyrics to this song point to a very important concept in selling an agribusiness they refer to all these scary situations in the in the song ghosts in your house creepy occurrences something going wrong etc. The question posed throughout the song is when this happens. Who are you going to call. That's when we all yell the answer of course. Ghostbusters wasn't egg sales professional. What are those very scary things that happen to your customers. What are those moments of truth that your customers have when they don't know what to do when it really matters and all is on the line when they really just need to call someone. What name would they yell out. Would it be your name. Here's some examples when your animals are sick and dying who you gonna call when your interest rates go up and you wanna moorland by who you gonna call when your milk production slips for no reason. Who do you call when you're combine is down at harvest time who you're gonna call when your seat selection didn't yield enough last year. Who are going to call instead of who you're gonna call. The real question is who do you trust to help you with this situation. Although that doesn't make for a very catchy song lyrics recently during sales training sessions begun asking the attendees to explain how their customers could become better at buying their products. In other words. How can your customer become a better of buying are. Have you become a better vendor for example in a group. Grammy sales people. I would ask. What is it that your customers need to do differently in order to become better buyers of fertilizer ed chemicals seed etc. The one answer. I get back. Routinely is trust to be a better buyer. These sales people want their customer or prospect to trust that they're there to help them be better farmers. Okay i answer. What would that actually look. Like what would they do or say that would indicate they trust you to help them. The training group were will pie with various answers. Honesty open communication. Stop playing games. They want their customers to do well. That's great i reply. Now how do you get them to do that. Referring to being honest being opened in their communication and not playing games. And that's where the replies from my audience tend to come to a screeching halt. They don't know where to go with that question. So i go back to their original answer in. I asked them if trust is so important. How do you develop it with your customers. How do you get your customers to answer the ghostbusters theme song with your name. This will get a few puzzle. Looks or maybe even a few weeks answers. Most salespeople never thought or have thought about how to intentionally build trust with their customers many think that if they act trustworthy themselves an eventually their customer will trust them. Well that's true. But that might take just a little too long to develop so to understand trust development you can look at the three components that develop trust with people i one is credibility second one is reliability and the third is a self versus others interest credibility if you want customers to.

greg martinelli ray parker
How To Use Goal Setting In Sales

Ag Sales Professional's Podcast by Greg Martinelli

05:43 min | 1 year ago

How To Use Goal Setting In Sales

"How to use goal setting in sales the latter method versus the mountain and if you're a sales manager or CEO, you might not like the first part or something maybe the concepts of what I'm going to talk about but trust me stick with the whole podcast recording and you'll like how I finish discussion, you know any great achievement in our same career most likely started off as a goal. Maybe you went to the annual sales meeting and saw people on stage getting awards for their selling success. You decided right then to make that your goal or maybe you decided you wanted to be a manager or vice president or CEO or the company after a successful sales real? Well, these are all great reasons to set goals. How else If you don't know how your mind works those lofty dreams can crush your desire to even try but before we dig into that last sentence, let's review a few goals setting quote on some thoughts. You know, there's an old saying a journey of a Thousand Miles begins with the first step or aim for the stars or sets your size higher. I mean higher and know even higher or quit sandbagging and that's one that frequently in sales we get from our managers who want us to raise our goals success is built on a series of failures. That's a common quote out there in off the internet memes that are go around today. I want to talk about the the mountain method first cuz that's a that's the typical goal-setting Journey that we hear about and that's set off a great big goal. Think about some of the great goals that have been set forth in history. And one of the most famous was posed by President Kennedy to land on the Moon by the end of the nineteen song. She's now that was certainly an inspiring goal to set all good and great. But not all mines work the same if you're a hundred pounds overweight and you set a goal to run a marathon. I mean, if you're dead in your first week of sales and you set a goal to win president's club or if you barely know how to pack for a backyard campout and you decide you're going to climb Everest. Well, these goals can seem so far off that they will crush your dream when your ten miles into your Thousand Mile journey and your legs are killing you in the goal is going to weigh on you like a ton of bricks so much so that you would be inclined to quit and just like so many that came before you that lofty dream becomes a burden you aren't willing to carry you pass by that picture on the fridge of the six pack abs when you reach in for the six pack of beer you skip making that extra sales call as the journey to the Million Dollar Club just seems impossible. Well, that's where I want to introduce you to the lads. Method and what I found was the process of incremental goals, you can call it the ladder method or climbing the ladder of success the letters not just an analogy. It's a literal thing when it comes to reaching a long-range ultimate goal after many years of goal setting. I've had my share of successes and failures along the way early on in my journey, the ultimate goal seems to distance and the decision to turn back is really strong. Our mind needs that feeling of making progress. We have to feel like we're getting somewhere and that's where short-range goals come in. That's where these these small package mental steps. You can call them checkpoints or resting spots on the climb to the Big Goal. Well in the earlier example of the overweight individual with the marathon goal. I was actually only fifty pounds overweight and I wanted to complete an Ironman instead of a marathon with no earthly understanding if I could even achieve it my first goals were to get my weight under control and to consistently exercise. By walking well that turned into running and then biking and running and then swimming biking and running on a regular basis. And then of course six years later, I was ready for the final piece of the goal is ice pack 13 and 1/2 hours in the panhandle of Florida completing an Ironman and in the earlier example of the sales person in their first week on territory who wants to be on stage winning president's Club. It was actually the month before I went into sales and I sat there in the crowd as fifteen of the top sales people were selected for The Ultimate Sales award. I mean, they were their results wage astounding I couldn't even imagine what it took to sell that much was setting off towards that goal over the next few months. It just seemed futile. I got rejection. My numbers weren't even close. I was more worried about just being able to sell anything enough to keep my job. So that became my first goal sell something, you know, that's that's the big step on the way to the top sell something. What seemed illogical then sell enough to keep my job and that meant meeting the standard we had for supporting the cost of a salesperson and making a profit. Next goal is top third in the region. The great thing about them is is there are numerous ways to measure or look at results. We used to have a lot of fun with this one. You can measure Yourself by units by dollars by units and dollars by increase in one of those areas by new customers buy new customers within a product line. I mean the list of measuring sales success along the way is endless. Well those two Journeys winning president's club and completing an Ironman. We're life-defining moments. That means their Journey shouldn't or can't be easy. It has to seem so far off that most people will quit on it. I mean that's what really makes it. So great secret goal setting hack is to set small goals that seem easy to reach and then jump over them and set another one and another one and another one

President Trump Big Goal Vice President Or Ceo Sales Manager President Kennedy CEO Florida
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

07:11 min | 1 year ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"I want you to go from being a vendor in your industry to being a member how to change your mind set on who you are in your industry the shift from being a vet near in your industry to being a part of your industry is a subtle mental shift in your thinking. However, it is a huge impact on your confidence and what you bring to your customer often. We consider ourselves Spectators in the industry. We sell into since we are not grain or livestock producers. We feel almost like an outsider when it comes to our industry took some reason the fact that we sell and ask for money makes us feel as if we are not truly in the trenches of the business. We can almost feel marginalized in this feeling can be so strong. People don't want to be described as a salesperson when I began working with sales teams. There are those on some of the teams who will tell me very loudly and in phatic Lee I am not in sales. I do not do the sales thing. Well, these feelings are reinforced as we participate in trade shows designed for producers. All the programs are focused on the producers bathtime is relegated to a short time in the morning lunch. And at a random break-in the presentations we even get different colored name tags to it. So attendees can tell us apart. I'm not saying we need change anything we were doing in the industry. I understand why we operate trade shows the way we do what I am saying is that you can change the way you think about your involvement in the industry. I'm doing so will provide several huge benefits in your sales career being recognized as a leader in your industry increases the trust that customers and Prospects have with you which of course speeds. The selling process first thing to do is realize that you are not in the fertilizer business. You're in the crop production industry. You're not in the feed industry. You are in the swine industry wage fill in your own example of whatever it is, but realize that you're not in the industry of what you sell but you are in the customers industry. This mental shift alone is enough for some sales people to embrace what they do quit feeling apologetic or vague about what you do you're not some vendor sitting on the sidelines waiting to extract money, you are a talented experienced and trusted advisor wage by some of the best producers in the industry. You not only deserve to be paid for it, but paid more due to your involvement in the industry and you're worth it that involvement means that you are network with others than industry so you can help your customers. Yes, you sell feed but you are connected to vets University resources and to Industry leaders and influencers. You don't just connect or learn with people on nutrition facts. Networked widely across your industry your customers realize how valuable your industry involvement is when they are in a crisis. That's when they really find out you're worth when their animals are sick or dying their crops are having disease outbreaks or yield issues when they need help understanding and navigating the challenging world of precision Egg Farm financial decisions are grain marketing. That's when they find out how valuable you are with these are the moments when they realize you are not just a vendor you're a valuable resource that works hard for their success. And yes, you get paid to do it back to our agronomist nutritionist tagblender account manager who doesn't consider themselves A salesperson or doesn't do the sales thing first. Everyone is selling something at a minimum you sold your company on your resume when you interviewed for the job currently hold secondly the whole company your whole company is designed to create and keep customers. So whatever you do, it's for the customer when I run into these individuals I never wage. To change their mind. I simply asked him. Well, that's good. What do you do then? They usually explain all the things they do for customers are how they help the sales team help their customer. Sometimes they get it as they explain what they do and sometimes they don't I imagine that day when they realize diet I guess I really am in sales. Well, here are a few suggestions of ways that you could move and shift from vendor to member of your industry. Number one participate in your customers trade shows a 10 get a booth sponsor speak at them or volunteer to help em City number to participate in the trade Association join the board be an expert in a particular area for the association right for their newsletter. Number three network key players in Crop Production reach out to several agronomists microbial suppliers chemical suppliers seed companies. We are doing so much in the virtual world today at the cost of putting down. Grouped together is virtually free number for Network your company experts into an online event give your customers and your industry a chance to see behind the curtain a little bit odd points of interest for this might be you know, what a loan committee looks at in improving your larger loans how your PhD researchers set up feeding trials how equipment is tested during product engineering and design or how satellite data is actually converted into real-time data. Obviously, you would never reveal proprietary information, but we are in a very mature industry. Most of what we do is either common knowledge or easily found out and on the internet you can certainly explain or share what you do without sharing exactly how you do it. The number five is not working participate in your customers customers business. Let me say that again Network and participate in your customers customers business. This is more applicable to those of us that sell to agri-business. If you sell to a Cooperative locations be involved with producer groups in that area. That's where your customers will be focused. I sold to dealers so I was not only involved in the dealer business office, but I was involved in the horse and poultry industry. Well as you make that transition from vendor to trusted industry adviser realize that this all comes at a cost you spend valuable time and money to become that you attend sponsor and set up booths you attend training events to learn how to be a better resource for your customers you are available as an advisor on other parts of the industry, you know know I was off a lawyer but I did know a few rules and regulations to help customers stay out of trouble. All of this comes at a cost and should not be given away for free by that. I mean you should not be priced shop penny for Penny against a competitor who offers nothing more than a 1-800 number to place an order if that is the case find another Market to sell into if your Market is so price-sensitive you home. Sell your products at the same price, even though you are this trusted advisor, then your rewards should be loyalty. In other words customers loyalty is another way of recognizing your value to them. They could or would buy from others if you weren't who you are in the industry, and when you reach that point, congratulations, you have established a strong personal brand in your industry. I hope today's podcast helped you on your journey to be the best

sales manager Lee
Go from Vendor to Member

Ag Sales Professional's Podcast by Greg Martinelli

07:11 min | 1 year ago

Go from Vendor to Member

"I want you to go from being a vendor in your industry to being a member how to change your mind set on who you are in your industry the shift from being a vet near in your industry to being a part of your industry is a subtle mental shift in your thinking. However, it is a huge impact on your confidence and what you bring to your customer often. We consider ourselves Spectators in the industry. We sell into since we are not grain or livestock producers. We feel almost like an outsider when it comes to our industry took some reason the fact that we sell and ask for money makes us feel as if we are not truly in the trenches of the business. We can almost feel marginalized in this feeling can be so strong. People don't want to be described as a salesperson when I began working with sales teams. There are those on some of the teams who will tell me very loudly and in phatic Lee I am not in sales. I do not do the sales thing. Well, these feelings are reinforced as we participate in trade shows designed for producers. All the programs are focused on the producers bathtime is relegated to a short time in the morning lunch. And at a random break-in the presentations we even get different colored name tags to it. So attendees can tell us apart. I'm not saying we need change anything we were doing in the industry. I understand why we operate trade shows the way we do what I am saying is that you can change the way you think about your involvement in the industry. I'm doing so will provide several huge benefits in your sales career being recognized as a leader in your industry increases the trust that customers and Prospects have with you which of course speeds. The selling process first thing to do is realize that you are not in the fertilizer business. You're in the crop production industry. You're not in the feed industry. You are in the swine industry wage fill in your own example of whatever it is, but realize that you're not in the industry of what you sell but you are in the customers industry. This mental shift alone is enough for some sales people to embrace what they do quit feeling apologetic or vague about what you do you're not some vendor sitting on the sidelines waiting to extract money, you are a talented experienced and trusted advisor wage by some of the best producers in the industry. You not only deserve to be paid for it, but paid more due to your involvement in the industry and you're worth it that involvement means that you are network with others than industry so you can help your customers. Yes, you sell feed but you are connected to vets University resources and to Industry leaders and influencers. You don't just connect or learn with people on nutrition facts. Networked widely across your industry your customers realize how valuable your industry involvement is when they are in a crisis. That's when they really find out you're worth when their animals are sick or dying their crops are having disease outbreaks or yield issues when they need help understanding and navigating the challenging world of precision Egg Farm financial decisions are grain marketing. That's when they find out how valuable you are with these are the moments when they realize you are not just a vendor you're a valuable resource that works hard for their success. And yes, you get paid to do it back to our agronomist nutritionist tagblender account manager who doesn't consider themselves A salesperson or doesn't do the sales thing first. Everyone is selling something at a minimum you sold your company on your resume when you interviewed for the job currently hold secondly the whole company your whole company is designed to create and keep customers. So whatever you do, it's for the customer when I run into these individuals I never wage. To change their mind. I simply asked him. Well, that's good. What do you do then? They usually explain all the things they do for customers are how they help the sales team help their customer. Sometimes they get it as they explain what they do and sometimes they don't I imagine that day when they realize diet I guess I really am in sales. Well, here are a few suggestions of ways that you could move and shift from vendor to member of your industry. Number one participate in your customers trade shows a 10 get a booth sponsor speak at them or volunteer to help em City number to participate in the trade Association join the board be an expert in a particular area for the association right for their newsletter. Number three network key players in Crop Production reach out to several agronomists microbial suppliers chemical suppliers seed companies. We are doing so much in the virtual world today at the cost of putting down. Grouped together is virtually free number for Network your company experts into an online event give your customers and your industry a chance to see behind the curtain a little bit odd points of interest for this might be you know, what a loan committee looks at in improving your larger loans how your PhD researchers set up feeding trials how equipment is tested during product engineering and design or how satellite data is actually converted into real-time data. Obviously, you would never reveal proprietary information, but we are in a very mature industry. Most of what we do is either common knowledge or easily found out and on the internet you can certainly explain or share what you do without sharing exactly how you do it. The number five is not working participate in your customers customers business. Let me say that again Network and participate in your customers customers business. This is more applicable to those of us that sell to agri-business. If you sell to a Cooperative locations be involved with producer groups in that area. That's where your customers will be focused. I sold to dealers so I was not only involved in the dealer business office, but I was involved in the horse and poultry industry. Well as you make that transition from vendor to trusted industry adviser realize that this all comes at a cost you spend valuable time and money to become that you attend sponsor and set up booths you attend training events to learn how to be a better resource for your customers you are available as an advisor on other parts of the industry, you know know I was off a lawyer but I did know a few rules and regulations to help customers stay out of trouble. All of this comes at a cost and should not be given away for free by that. I mean you should not be priced shop penny for Penny against a competitor who offers nothing more than a 1-800 number to place an order if that is the case find another Market to sell into if your Market is so price-sensitive you home. Sell your products at the same price, even though you are this trusted advisor, then your rewards should be loyalty. In other words customers loyalty is another way of recognizing your value to them. They could or would buy from others if you weren't who you are in the industry, and when you reach that point, congratulations, you have established a strong personal brand in your industry. I hope today's podcast helped you on your journey to be the best

Advisor Trade Association Egg Farm Penny LEE Account Manager Producer
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

05:28 min | 1 year ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome. My name is Greg Martinelli. And this is the egg sales professional podcast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness when in doubt about what to do go out and Prospect two of the greatest quotes from one of the greatest leaders, when you think about great quotes from great leaders, you might be thinking about FDR JFK MLK or maybe Gandhi and Churchill. I'm sure they all said some good things. But what the heck did they know about selling the farmer's livestock producers and agribusinesses and exactly not very much. That's why I like to reflect back on some of the great leaders and sales people. I had the privilege to be around. They provided some great inspiration this particular quote resonated stuck with me and has served me well for over twenty years and I want to share that with you. It just shows the power of what you might say as a leader and what you might take away from your next sales meeting. Well the 35 or so sales people. Eating for the first time as part of a newly merged business unit. Now this merger and acquisition brought three different business units together. The newly-appointed general manager was giving his an introductory speech on the first day of a three-day monthly sales meeting. Yes, there was a time when we had monthly sales meetings the teams were a Motley Crue some old-school some were cutting edge Tech package and there was a completely separate division that wasn't related to the group that all one of the main reasons for the merger was of course performance sales had stagnated for the old school team gross margin had slipped for the techie group in general. The three separate teams had fallen into a pattern of relying on current customers to provide their results. The struggle was that Kirk customer base was dwindling or the margins were dwindling and some cases both were joined billing. The sled of profitability was pointed down hill and picking up speed to get this units to merge. That's where we were dead. At that September morning as we gathered to hear the new manager give his rah-rah speech my thought at the time was let's get this over with as fast as we can so I can get back out there and sell something. I mean, isn't that what all of us and sales think when sitting in a meeting we don't want to be in well little did I know that this opening speech would bring a one liner to me that has helped me in many times over the years for the office new manager of this Motley Crue. This wasn't his first leadership challenge. He had been through some of the toughest business units in the company and turned them around the primary tool in all of these turnarounds was prospecting in agribusiness sales. We get busy very busy. We serve our customers well and during peak season. It's all we can do to keep our current customers in product which leaves a little time to go out Prospect for new customers the challenges that when we fail to pick back up after the busy season is over and get our prospecting back online. Well, this would all be fine if customers never quit or wage. He didn't retire or they didn't switch to competitors or they didn't die. But that's what all of them do. They do all these things and without a solid prospecting program our territory slowly kind of spiral down a little gradually just drifts away. Well after a short explanation of the most recent p&l the profit-and-loss statement the new manager began his one step process for getting us back on a track off of profitability and that included prospecting he ended his presentation with this one line when in doubt about what to do go out and Prospect now as a new sales person. I had a lot of doubt about my skills about what how I was going to be able to sell. Where do I go in my large territory? Who do I call and how do I plan my time? Well, this quote would often pop back into my mind as I tried to figure out how to spend my time as an egg sales professionals who office out of our homes. It can be a challenging task to figure out where to go each and every day when we fail to plan it out. We'd default by going to current customer. In particular we go to those closest to us or that we like the most so today as you start planning where you're going to go tomorrow next week or next month. Remember when in doubt Prospect month as Paul Harvey used to say and now the rest of the story will in little less than a year after this meeting. We went from being a moderately profitable business unit to being in the top running for business of the year. And am currently we grew sales and our margins and the impact of this growth was that it allowed for more financial resources in our business. This included new facilities upgraded equipment hiring more people in purchasing some other companies these successes required more than just new customers. It took sound financial management actively collecting on our accounts receivables and changing some of the business practices. I did. However, the one thing that was needed was a steady cash flow to finance at all prospecting and selling new accounts were the fuel for that engine of growth will join me next time. As we discussed the second great lesson. I learned from one of the great leaders in agribusiness. I hope today's podcast helped you on your journey to be the best egg sales professional. You can be you can always excess more blog articles podcasts and other training opportunities on my website at ww.w. Greg Martinelli. That's ww.w. M a r t i n e l l i. Thank you and have a great day..

Greg Martinelli sales manager general manager edge Tech Paul Harvey Kirk JFK Gandhi MLK Churchill
When in Doubt Prospect

Ag Sales Professional's Podcast by Greg Martinelli

04:44 min | 1 year ago

When in Doubt Prospect

"What to do go out and Prospect two of the greatest quotes from one of the greatest leaders, when you think about great quotes from great leaders, you might be thinking about FDR JFK MLK or maybe Gandhi and Churchill. I'm sure they all said some good things. But what the heck did they know about selling the farmer's livestock producers and agribusinesses and exactly not very much. That's why I like to reflect back on some of the great leaders and sales people. I had the privilege to be around. They provided some great inspiration this particular quote resonated stuck with me and has served me well for over twenty years and I want to share that with you. It just shows the power of what you might say as a leader and what you might take away from your next sales meeting. Well the 35 or so sales people. Eating for the first time as part of a newly merged business unit. Now this merger and acquisition brought three different business units together. The newly-appointed general manager was giving his an introductory speech on the first day of a three-day monthly sales meeting. Yes, there was a time when we had monthly sales meetings the teams were a Motley Crue some old-school some were cutting edge Tech package and there was a completely separate division that wasn't related to the group that all one of the main reasons for the merger was of course performance sales had stagnated for the old school team gross margin had slipped for the techie group in general. The three separate teams had fallen into a pattern of relying on current customers to provide their results. The struggle was that Kirk customer base was dwindling or the margins were dwindling and some cases both were joined billing. The sled of profitability was pointed down hill and picking up speed to get this units to merge. That's where we were dead. At that September morning as we gathered to hear the new manager give his rah-rah speech my thought at the time was let's get this over with as fast as we can so I can get back out there and sell something. I mean, isn't that what all of us and sales think when sitting in a meeting we don't want to be in well little did I know that this opening speech would bring a one liner to me that has helped me in many times over the years for the office new manager of this Motley Crue. This wasn't his first leadership challenge. He had been through some of the toughest business units in the company and turned them around the primary tool in all of these turnarounds was prospecting in agribusiness sales. We get busy very busy. We serve our customers well and during peak season. It's all we can do to keep our current customers in product which leaves a little time to go out Prospect for new customers the challenges that when we fail to pick back up after the busy season is over and get our prospecting back online. Well, this would all be fine if customers never quit or wage. He didn't retire or they didn't switch to competitors or they didn't die. But that's what all of them do. They do all these things and without a solid prospecting program our territory slowly kind of spiral down a little gradually just drifts away. Well after a short explanation of the most recent p&l the profit-and-loss statement the new manager began his one step process for getting us back on a track off of profitability and that included prospecting he ended his presentation with this one line when in doubt about what to do go out and Prospect now as a new sales person. I had a lot of doubt about my skills about what how I was going to be able to sell. Where do I go in my large territory? Who do I call and how do I plan my time? Well, this quote would often pop back into my mind as I tried to figure out how to spend my time as an egg sales professionals who office out of our homes. It can be a challenging task to figure out where to go each and every day when we fail to plan it out. We'd default by going to current customer. In particular we go to those closest to us or that we like the most so today as you start planning where you're going to go tomorrow next week or next month. Remember when in doubt Prospect month as Paul Harvey used to say and now the rest of the story will in little less than a year after this meeting. We went from being a moderately profitable business unit to being in the top running for business of the year. And am currently we grew sales and our margins and the impact of this growth was that it allowed for more financial resources in our business. This included new facilities upgraded equipment hiring more people in purchasing some other companies these successes required more than just new customers. It took sound financial management actively collecting on our accounts receivables and changing some of the business practices. I did. However, the one thing that was needed was a steady cash flow to finance at all prospecting and selling new accounts were the fuel for that engine of growth will join me

Paul Harvey General Manager Edge Tech JFK Gandhi Kirk MLK Churchill
3 Ways to get more from sales training

Ag Sales Professional's Podcast by Greg Martinelli

05:38 min | 1 year ago

3 Ways to get more from sales training

"Hey today, we are talking about three ways to get more from your sales training and three methods to improve long term learning want to get more out of the next training program you. Attend even if you think you know everything the instructor is going to talk about you can still get more out of any program you attend. In many cases, you can be the one that helps guide the training session to make it a even better event as an attendee. Here are three ways you can get more from your next training session number one. Yes that's right. Attend and sit in the front row university studies done on what it takes to get better grades found. There were two critical steps that getting better grades in college attending class was the first criteria that means showing up seems obvious but in today's cell phone society that also means attending class and I repeat and paying attention we're addicted to our phones and their immediate accessibility Twenty, four seven. If you're going to take the time to go to training then attended, it was also discovered that sitting in the front row, reduce distractions between the instructor and the student again in our virtual world and cell phone era multitasking is at an all time high turn them off pay attention and get more from your training another advantage of sitting in the front. Row is higher engagement with an instructor. When working with a team I can tell you from much experience those attendees that ask questions that reach out before and after workshops will always get more out of their training experience those that do the bare minimum on pre work lack engagement and run out right at the end of the workshop get far less than their peers most. Instructors are willing to help. Clarify confirm even provide some impromptu coaching to those willing to ask there is nothing lost by asking and much to gain well, the number two way to get more for your next sales training is number to get an accountability partner. It's estimated that just the act of measuring will increase training retention by twenty-five percent having someone who will help you. Hold yourself accountable to the changes you need to make increase your commitment to that change. I find this to be a powerful impact tool in training sessions. I will actually have attendees perr up and set a follow up call with each other make him pull out their phones and schedule it right there on the outlook calendar as a reminder to call their accountability person then. We follow that up with a web session to discuss how those calls went. This double accountability action step ensures at for at least the next three to four weeks. Their new behaviors are a priority for them without this step. The pace of life as an egg sales professional is just too busy and we just slipped right back into our old ways well, the number three way. To get more out of your next training is get rid of your to do list and schedule it on your outlook calendar. This is big. This is a huge way to increase your productivity. You need to have some way of leaving that training session with action items. You will actually implement often go to training get a nice binder or workbook take a lot of notes. In it and then store that binder on a bookshelf never to be opened. Again, knowing this, I implemented a glorified to do list that workshop attendees fill out as they go through the sessions at the end we discuss and reflect on those lists to determine which are most important. Well, this is better than a nice binder on your bookshelf it needed one more step to. Get. Real action. Now we add action stuff to their outlook calendar. Some of the items on the two of us were just too big for one action step gain a ten percent market share and making county is an awfully big item to do in one step but polling on one new prospect in making county next Tuesday is certainly easy to actually do put on your. Outlook calendar and you're most likely to do it. Here are a few additional training elements that I found increase engagement enjoyment, and retention of the material. The first thing that I found useful a pre-test testing often strikes fear in the hearts of many. However, a pre-test is not usually feared as we feel less pressure before we actually go through the training, the added benefit of A. pre-test is to give the attendee an idea of what the course will be about. They are better prepared for the course before they even arrive. The second area that I found helpful in preparing instruction is to do spaced implementation. You really can't cram for long term retention think back to any test you ever crammed for for most that's back to our college days for me. It was my series three and thirty modernity training certification tests I crammed day and night, and I had the help of a great shooter by the way. Thanks Jeremy did I pass of course do I remember it very little the same can be said for sales turning but let me give you one more analogy. Imagine you're wanting to learn how to play the guitar you. Search online and find a course that promises you the ability to play guitar after their eight. Hour workshop now is that realistic course? Not You could jam or cram for eight hours and be a little better that doesn't mean you know how to play a guitar. The same goes for the complicated skills of sailing by spreading the material out over time I found retention of. The training higher among attendees with the increase virtual capabilities of everyone. This is easier than ever. Well, the third way that I think you can add to your sales training program is to implement a follow up. This is one of my favorite components of a great training program doesn't matter if it's as simple as an email, a post test survey, a Webinar or an actual live. Every intense in-person workshop needs to have a follow up within several weeks. Of

Sales Training Instructor Front Row University Jeremy Partner
The 2 Choke Points in Selling and their 3 Causes

Ag Sales Professional's Podcast by Greg Martinelli

05:48 min | 1 year ago

The 2 Choke Points in Selling and their 3 Causes

"Hello and welcome. My name is Greg. Martinelli and this is the egg sales professional podcast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness today we're talking about the to chokepoints in selling and their three causes. which part of the sales process are you stuck on well? Every manufacturing, process, service, provider or business unit has a choke point. Point. Every salesperson also has them in their selling process and a choke point is the number one limiter in process. It's the one process that one service or that one step in your selling strategy that holds up all the others. Last time we covered the topic of stress more specifically. We covered your stress. The egg sales profession who goes out on a daily basis and calls on. On livestock and crop producers today we're going to cover one critical cause of your stress, and that is the chokepoint in your selling process in a feed mill. The chokepoint is typically the pelleting and drying process of the pellets in a grain elevator. It's the speed of the dump pit, and possibly drying grain. In what year in many manufacturing process. It's the packaging line in other words. Words you can process potatoes into potato chips fairly easy, except for the last step, which is putting in a bag and putting in a box that may take maybe the choke points what slows everything else down working with sales, people in all different aspects of agribusiness I can tell you. The most common points are prospecting and closing if you look at the selling process in a linear. Linear fashion it might go something like this fine prospects on them. Ask questions present products and services close follow up complete the new customer paperwork train them on how to use the products and services coordinate future orders, and then provide ongoing support to ensure a long term relationship with your customer that might be including handling complaints and expanding the purchases with your company last mentioned the most. Most common chokepoints are prospecting enclosing have also found there are three common causes, and they are lack of knowledge, a lack of skill in a lack of value. We'll start off with the first. One lack of knowledge is the easiest remedy. oftentimes a sales person just doesn't know the steps involve or how to implement them with their customers. DISC is a great example if you're not familiar. Familiar, you should be I. Talk about it all the time I. Think it's Great. It isn't a four quadrant system or D I S C, or sometimes they use colors to depict the four quadrants typically salespeople set out in their territory and sell based on their own style. The problem is the customer doesn't want you to sell in your style. They want you to sell in their. Their style for example, if a salesperson is a data techie, Kinda person, they love to fill the presentations with data they sell on data, even if their customers hate data and technical infant, information will sales, people can remedy this with training, workshops, sales, meetings and experience to increase their knowledge and open up this chokepoint. Let's get to the next chokepoint and that is a lack of skill. This in this example, the salesperson knows what to do. They just aren't very good at it yet. And the yet is an important part of that sentence. Many salespeople fail to implement what they know they need to do. Because they're either afraid of making a mistake or they will look incompetent. Many of them worry. They will appear pushy or the worst being sales. -I, so they stick to their old ways of doing things. You need to become comfortable. Comfortable with trying new techniques to improve your skill. Let me give you an example in the sports. World Golf is a great example of a lack of skill. It's a very simple game. If you think about you, take a little club. You hit a ball down the fairway and into a Little Cup. Eighteen Times as Robin. Williams pointed out one of his comedy routines. It's not rocket science. However, it can take a lifetime to develop that skill how? How do we develop the skills? Well, certainly, when you know, have some knowledge how to hold the club and all that Kinda stuff, but most importantly we just need to get out there and golf and put it into practice and develop our skill in sales cold. Calling is a great example when it comes to the lack of skill as a sales person you know of your roles is to find call on and sell new customers, however when you. You get out there the fear of meeting someone new kicks, in and you stumble on connecting or asking good questions on the sales call the socializing part at the opening of the sales called goes well. Then you start asking a few questions related to your products and try to get down to the business of selling you get stuck on what to ask and fear upsetting the prospect, so you go back to the social discussions on weather and crop. and. Local events etcetera. You gain little to no information which would help you. Come back for your next appointment. You are now stuck in that called. Let me know if you ever need anything or any of our products, which is right next to I'm happy with what I'm doing now I'll keep you in mind zone. We all get stuck in these zones, and they are no fun. We'll the last cause for a choke point in your selling process might. Might, simply be a lack of volume, not enough prospects, not enough good prospect, not asking enough good questions, not asking enough closing style questions, not following up enough, nor fast enough and dropping the ball with a lack of good prospects is a very common limiter. I see sales people

Sales Manager Martinelli Greg World Golf Williams
"martinelli" Discussed on Yeah, She's Driven

Yeah, She's Driven

05:03 min | 2 years ago

"martinelli" Discussed on Yeah, She's Driven

"Let's patch it, but now it's a process of plan and let's fix it. Let's future proof. Our lives and I think that's really where people the people who are going to make it. That's what they need to be. Because the giant sucking sound, I think for a lot of people. Employers think that employees are coming back. Just Chris. Just as employers think what employers aren't understanding is employees are doing the math right now. They're saying. I. Really Want to spend two hours a day and traffic. I really want to trade my life for that job they they've now had an opportunity to have a lot of never again. Moment never again. Do I want to trade my life to go into this office. Never again. Do I want to have to sit in traffic. Never do I want to not have dinner with my family three or four times a week. Never again. Do I wanNA miss time and so I think it's GonNa, be a real structural change and I. think that's why we gotta get really clear on our vision and say okay. What is it that I would need to create here? Yeah. That's so good Paul. That's so good because even when you're speaking I might. Never get all my child. Be Put in even five at school. I'm hiring a private teacher for him and putting them in a co-op and I'm putting him in tons of sports. Right community never. Will you go back to school? They realized even at a private school the level of education he was getting a Mike. I'm not happening again right like never gamla outsource that never again will I only have like a heavy heavy heavy events like we're sixty five events a year where eighty seven this year I will go back to that schedule, because it's also but never again, why not have the equal online at that level? Because I was just missing out on so much that I just was making up a story that it was better in person. person than it was virtually right so never again. Will that so you know I hear you I never again. Will I have disconnection in my marriage? We are so committed that we are doing by ship marriage like e courses, because they're so easy to do like sitting in bad at the end of the day, and do like forty minutes or twenty minutes of a module will like. This is awesome where having like the best conversations ever didn't even know that there was a disconnection right, so we just use time. Time that what are we? GonNa. Do like tired of doing another puzzle right? So where do we want? We work on our marriage right and so it's super powerful. So where will first of all what specialize in? And where can people find you? I'd love it if you come back on the threaten comment. If you guys have questions for Paul, you know, ask questions. He's one of the best coaches that I have heard of and doing some really really great work, and it's very rare that you find somebody who. Who Really teaches on personal development, and teaches on this to and honestly I think a business coach doesn't understand personal development is a tactic, and so, and so, which is very very risky for you so like. What are you specialize in specifically that you think you're better than everybody else in and then how to people find you? The I think what I'm better than anybody else's is. I have to gifted this one as I have an ability, they called me the assassin. I have already to assassinate someones limiting belief..

Paul Chris Mike
"martinelli" Discussed on Yeah, She's Driven

Yeah, She's Driven

04:28 min | 2 years ago

"martinelli" Discussed on Yeah, She's Driven

"If I if I were if I were a piece of marble, Michelangelo would still be chipping so i. know I still got some stuff inside of me and I think again I think if we've been given a community or tribe to kind of shepherd. In their life, then we, we have a responsibility to that. As an influence. I, agree question for you. What are you seeing, 'cause you teach a lot of entrepreneurs. What what are you seeing? People who, in their careers I'm GonNa Talk to because I'm sure there's I. Mean we're at the highest unemployment since the Great Depression and you know I. Don't think that slowing down like people go back to jobs in a might I don't know about that. Guys because people are GonNa Restructure I'm an entrepreneur I have company. You know what I mean like. You're gonNA restructure when the opportunity comes to restructure pivot. You're going to get. Get better in moments like this that you were even before the pandemic. That's what happens with leaders. They did sharpen up like where I was complacent..

Michelangelo chipping
"martinelli" Discussed on Yeah, She's Driven

Yeah, She's Driven

03:00 min | 2 years ago

"martinelli" Discussed on Yeah, She's Driven

"You've got define to define. What am I going to do? And who am I going to be? And I think don't think being trump's doing every single time I think the first thing that is defined like. Who are you going to be? Hey welcome to my podcast Joshi's driven, which is really the number one podcast for entrepreneurs who are really wanting to like consume great content on the go on a run. Go out for a run while watching listening or watching this podcast listing, gas or people who are in corporate and have a career and they're like. They've always thought that they have a calling being an entrepreneur, but really don't really know how to put all the pieces together or what? They should sell so welcome so. So this episode that going to give to you right now comes from. My coffee was Shanna that I currently do Monday through Fridays on my heart Co business facebook page, so you can always watch it live on a hardcore business facebook page I go live Monday through. Friday please come. Subscribe to that page and be with me. Live in the morning at seven am, but until then you can watch a rerun one of our more popular reruns and I hope that you enjoy it. Deal new timeframe normally we do copy was Janda at seven am in the morning and we've changed to this afternoon, which is ten forty five in the east coast as the afternoon and it's just it's a new space, and it's a new time and. Cited to jump on with you and talk about some of these pivots that are happening in the world, and some of the incredible things I mean you have the stage was some of my favorite people like Les Brown and Wayne? Dyer arrested peace incredible being and just some really incredible people the coaching industry since we have so many coaches and people who get paid for their advice and people who are now going to get paid for their by never thought they were going to be in on. That are now out of a job and they're. They're gonNA. Have to figure it out in the east wage actually built a businesses to get paid for your advice I. think that this interview duper timely, so I'd love to jump in a little of about your background. In case, anybody doesn't know you and start pulling on at an answer. Ask. These questions will run on. Thank you so much for me to all your viewers, listeners and followers. Thank your this is. This is great. I'm glad I'm glad to be your. When we just gotTA. Jump in and give you the Reader's digest version. Yeah so I was born and raised in Pittsburgh Pennsylvania based single raised by a single mom. And we grow poor and You know I've heard that there's two kinds of or one you don't. You don't know you're the other. Is You know you're a weekly report? And we knew it and you know in most kids start to speak at around sixteen months eighteen months i. didn't I had a terrible speech impediment? and Dot speech impediment really gave me up a sense of a real low self esteem every time I my mouth I start, start stuttered. I spoke like that. Of course you know. The the kids had a field day teasing me and I found early on that..

Shanna Joshi trump Les Brown Janda Dyer heart Co Pennsylvania Pittsburgh Wayne
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

03:38 min | 2 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name. Is Greg Martinelli? And this is the egg sales professional odd cast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness. Today we're talking about. When can I go sell again? There's a quote out there that says this is not the time to be selling. We see them everyday on social media. There's nothing wrong with them. Some are even appropriate inspirational and helpful while others are misguided in accurate and cause more harm than good. I'm referring to inspirational quotes since the pandemic quarantine. I repeatedly see this quote about selling it. I guess that means it's viral and as we all know if it's on the Internet and viral and it must be true in it goes like this. This is not the time to be selling. This is a time to be out there. Helping your customers. We'll could possibly be wrong with that. Viral quote I say everything on the surface it sounds good and we want to forward it to all the sales people we know. We'll I here's my advice. Don't and here's why it implies some very poor selling skills and it implies a bad impression of what selling really is i. It indicates that there is a right and wrong time to be selling secondly it indicates that when we sell that we were just out there pushing products onto customers many of these articles. Actually say those words in one way or another like sales people shouldn't be out there pushing product at this time. We here's my opinion. You should be out there. Pushing product ever. Why not push product? Will you certainly can? And there are many salespeople that successfully do customers actually expect you to do it when you sell to them. However in agribusiness we are involved in long term relationships. Our customers have multiple or even dozens of alternatives to buying from us. If you wear out your welcome or you get too opinionated about your product. You're out need to learn about the farm. Their operation how they make decisions and their financial situation. This understanding is what allows us to sell just the right product or service to best fit our customer. Starting your selling process off by pushing product is taking a wild stab at hitting. Just the right need. This is an unproductive and short lived selling strategy so this notion that now is not the time to be out there. Pushing Products is pretty good advice. No matter whether it's Cova time or not please don't get me wrong. I think highly of the products I sold and currently sell. I want and I think I can truly help everyone and anyone. I also realized that I don't get paid unless I sell those products. That's the best part of selling. In my opinion. You create your own success every day by your direct actions then you get paid according to how well you did. I also know that if I spent a tremendous amount of time selling someone a product they truly don't need they will eventually leave me. Thus I wasted a Lotta time and effort. I now have to go back out and Redo my efforts to get another customer instead of continuing to sell the first customer for a better selling experience for both you and your prospects start with understanding their business. Help them by first understanding them. Then Max your products. The simple change in perspective relieves a lot of stress for sales people and I'm sure for their customers as well so the question is when can I go sell again and the answer as you may have guessed is right now sell now?.

sales manager Greg Martinelli Cova
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

02:12 min | 2 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name. Is Greg Martinelli? And this is the egg. Sales Professional podcast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness. Curiosity is one of the greatest tools that you can have on your tool belt as a salesperson. So today's topic is three ways to improve your sales through curiosity as kids. We are curious. We asked a lot of questions back in the day. We were told to quit asking DUMB QUESTIONS. And sometimes that's probably good advice. Well then we're told there really are no dumb questions so we should ask whatever we want but we grew up got busy and simply stopped developing our sense of curiosity however in sales curiosity is one of the tools you can pull from your tool belt and help improve your results in doing so you both help grow your customers business and improve your sales as adults we get into a comfortable ruts. We don't aim to but we do as an egg sales professional. You also get into a Rut. You drive down the same road to get to the same customers week. After week month after month you call on certain customers at the same time. Cover the same topics and sell them. The same products you go to the farm progress show or state egg show and set up the same booth in the same spot with the same brochures. You always do with egg customers. We're usually in long-term selling relationships. We start off selling them some initial products. Then we add a few more products to their buying pattern but eventually they level off on buying anything new from us. We're happy for the sales that we have and don't want to rock the boat. So we accept this level of sales and level off our selling strategy with this account without realizing it just sank into a Rut. The next are three curiosity techniques and development strategies to shake up that routine. The end result is more sales for you and improve results for your customers. The absolute best curiosity tool in your arsenal is questions. Learning to dig deeper and go just a little further than you normally do. You will yield some great information and help your customer..

sales manager Greg Martinelli
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

02:27 min | 2 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name. Is Greg Martinelli? And this is the egg. Sales Professional podcast. My mission in life is to make you the best salesperson or sales manager possible in agribusiness. Today we're talking about the Roi our return on investment from trade shows. Did you get your money's worth this year? November through March is trade show season in agribusiness and between the state regional and national shows. It just becomes kind of a blur as to where you went. Who you talked to what you were supposed to follow up on by the time you get unpacked from one show and attend a few kids basketball games on Saturday and head out on Monday to the next trade show. There's little time to sort through all the piles of business cards and notes you took at the last show. You reason with yourself that I'll get them when things slow down. That never really happens. Meanwhile back in your main office key questions are forming. Maybe they are even forming in your own mind questions like was it worth it. Did we need to attend those shows? Should we go again next year? These are all good questions that need good answers when spending an investing your time and company resources. Well here's a few ways to look at the Roi of a trade show I is the actual Roi and unless you are selling products are taking orders at a buying show. There will most likely never be a real dollar. Roi As means. It's always going to be a gray area or judgment call as to how effective a show really is for you. The next is customer connections. This is a huge part of the Roi. Customers want to see their suppliers at trade shows. First and foremost shows your support for their industry. Every egg association has some issue. It might be political social legal or survival of the industry itself. Your presence in support by buying a booth means are supporting those efforts shortages donating a big sum of money. The trade shows often the only way to support an association customers. Also want to see you there because that is where the latest and greatest technology hits the market and there is your attendance means. You are aware of the new advances in technology on display at the show. You're part of the industry part of their industry. And you get them. You want to see your customers as well. This is a chance to meet with customers in a non selling mode. If you've been to trade shows you know. There is a lot of downtime around the show itself.

Greg Martinelli sales manager
Brain injuries in Iraq put attention on invisible war wounds

AP News Radio

00:44 sec | 2 years ago

Brain injuries in Iraq put attention on invisible war wounds

"Your brain is a very fragile part of your body joint chiefs chairman general Martinelli says the military doesn't take a brain injury series in the unseen winds of war for example of those can be be be serious so they can be not so serious depends on the individual depends on proximity to the blast and sometimes their life long sometimes they resolve themselves within weeks or months he says traumatic brain injuries or TV eyes can't take time to appear so when we as in initial casualty report we're really talking about killed in action and in serious injuries like loss of limbs the TBI manifests itself over time it's not to say instantaneous Millie says the Pentagon is studying ways to reduce and prevent brain injuries on the battlefield and to improve diagnosis and treatment Ben Thomas Washington

Millie Pentagon Ben Thomas Washington Chairman General Martinelli
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

02:50 min | 2 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name. Is Greg Martinelli. And this is the egg sales professional podcast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness eleven ways to help your customer change in sales we ask. Customers to change from their current products products switched to our products and leave the known. I mean what could be so hard about that if you think about it what we do in sales it's all about change not us but our customers they're currently buying from someone else satisfied or not. They are buying from them and not from you. They're making their best choice. Based based off the information they have and his ad sales professionals we drive onto their farm every day and sell them on the idea of changing to our products or services. We we asked them to stop doing what. They're currently doing already spent money on and probably told their neighbors about and all their friends the coffee shop. In some cases we're switching pushing them off of a product they are emotionally attached to tractor. Color is a great example of this ever hear our producer. Tell You I'm all green all red or all blue on my farm arm often. There's some emotion behind that ever compete against your prospects mother. It's not easy. One of my perspective customers was buying from a local company. Bunny which is mother worked at the accounting manager. The headline for the competition could have read outsider from big egg competes against local mom for him to change a fairly serious emotional decision not to mention tough conversations at the Thanksgiving dinner that year. Well there's an old saying that nobody likes to change first of all. I don't think that's true for everybody. In fact there are two of the disc profiles the DS and the eyes of the world. Who Sort of embraced change? They get bored when life gets to stagnant so here they are eleven ways for you to help your customer change to your products number one. Make it easy. If it's too difficult or complicated customers passer delay. I've worked with business ahead. A nine page credit application with two different verification steps. That doesn't make life easy. Especially when you flop that on the desk and say hey fill this out and fax it in. Yes we used to fax things in and we'll fill we'll get you signed up. Make it easy all you want from them to say yes S. or not or maybe make it like an auction where they just scratched side of their face and they've signed up number two baby steps and make it sustainable. Massive changes Are Rarely sustainable. Break it down into smaller steps and get started. It's a massive change for a sixteen store. Retailer replace their primary primary vendor in all stores however starting small display or trial run in four stores is more sustainable number. Three use the change management process..

sales manager Greg Martinelli accounting manager producer
Whoever has the best story wins the sale!

Ag Sales Professional's Podcast by Greg Martinelli

05:55 min | 2 years ago

Whoever has the best story wins the sale!

"You'd we're talking about using the incredible power of a well-crafted story it's titled Whoever has the Best Story Wins the sale. Well there's an old saying that data tells a story cells. That's a flashy little saying but think about this statistic when speaking to an audience audience and when you get done only five percent of the people in that room will remember statistic after you finish your presentation however if instead of a statistic you use a story a whopping sixty three percent will remember the story you told again by percent will remember statistic sixty three percent will remember a story. And if you don't believe me if you don't believe me let's just test yourself. which do you remember more your sixth grade American history class or the historical scenes from forrest? Gump both of them more history. One had a great story attached to it for most of us. Sixth sixth grade was so long ago. We can't even remember the teacher's name let alone what she said why. We think it's because it was boring. Well not so. It's the simple fact of how difficult it is for our minds to remember a number or statistic sixth grade history lessons are off on a series of facts and figures dates. However if you put that story into a personalized history as in the popular movie forrest? Gump you can instantly and fondly recall all the moments of history when he went through. Why is this important? When selling the farmers an agribusiness buyers because we are all convinced everyone of us is convinced is that we need to charge out into the marketplace with all of our research proven data and sell value with a proven? Roi Return on investment and. That's what we we all do so from our customers point of view the farmer in our business buyers all day long they're besieged by an army of sales people showing and how good their products are with their statistical data. Please don't misunderstand me. I'm not saying that data and stats aren't important. They certainly are important and we. We need to have them to prove our products effectiveness if or when needed however they are just too forgettable and they're all the same or their counter. Dick Victory in your customer just decides you know what I don't believe any of it. I'm just GONNA pass to win the sale. We need to get the message across to our customers and make it stick in their memory to accomplish this. We can use the incredible power of a fitting well-crafted story we using stories to sell in a professional exciting. It's not just sitting around with your friends. Sitting around the Campfire telling stories. Stories had cell have a structure to them. They described the before during bring in after they quickly depict the struggle and solution which struggle the one your product salves and the one. This customer has which which solution the solution not your solutions a very subtle difference. But I think it's important to position this as the solution that works not referred to it as your solution very small difference that sends a little better message so stop relying completely on data and start telling better stories. We're here are a couple of tips number one. The three components needed for every sale story. Our situation solution success. These are part of every sales workshop by put on. It's not a natural born talent for us to go around telling selling stores we need to learn structure and how how to build these effective selling storage while it takes a little time to learn the process and get the right stories. Developed is well worth on their next sales call when they had from the workshop and try to sell the next prospect number two. What if I don't have stories? The only requirement for story is that it be true and accurate. If you're new to the company and don't have a lot of your own stories to tell fear not check with your manager your peers. Your fellow department managers ask that person that's been around the office for forty years asked them for stories on the products and services. You sell us their stories until you have your own now. I think it's only fair to let your customers snow. If it's not your exact story that you are involved with however if it's your products from your company it really shouldn't matter that is not your direct story. Lastly I want to leave you with this thought. Is We think in pictures. Just take the next thirty seconds and reminisce about any significant moment in your life your graduation in your wedding. The birth of a child your last big sales success something hilarious that happened on a sales call or something completely embarrassing now. How did you remember it? Did you remember it as a data as date on a calendar or did you see the actual events in your memory with vivid pictures short mental video clips of what actually happened. How proud is everyone clapped for you on stage or how embarrassed you felt when you made a big mistake you actually saw yourself turning red and seeing the looks on people's faces as you felt embarrassed? My guess is you remember the short video clips and images of it actually happening. Our minds are wired to remember or stories not sequences of numbers enclosing. Remember this. I've been to a lot of presentations Sales meetings a lot of meetings in general following any presentation. I have never heard ever heard anyone. Say Wow did you see slight forty six. That was amazing but we do hear people remembering the stories that a presenter tells we all these stories over in our mind we see the

Gump Forrest Dick Victory Sixty Three Percent Thirty Seconds Five Percent Forty Years
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

05:27 min | 2 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name is Greg Martinelli and this is the egg sales professional podcast my mission in life is to make you the best sales person or salesmen M._i._R. T. I n. e. l. i. Dot Net thank you and have a great day

Greg Martinelli
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

01:36 min | 2 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome. My name is greg martinelli and this is the sales professional podcast. My mission in life is to make you the best salesperson or sales manager possible in agribusiness today. We're talking about altitude adjustments on sales calls. Are you stuck in the weeds or are you too lofty understand the detail. If so then you need an altitude adjustment think back to your last several sales calls. Did you get stuck in the weeds on one particular area. Did you discuss big picture topics and never get down into the details of actually doing any of them. Did you go into the call with a plan to sell but got ambushed by dia product or service complaint. Did you disregard your customers questions or complaints in order to stick to your agenda topic well if you're like me and many of the sales people that tonight coach it happens. We may not intend to happen but it happens when a customer is upset as in a customer complaint we become so accommodating that we let the topic consume. The entire sales call stuck in the weeds. We never get to our other top on the other hand. I see sales people that get hit with an objection listen but never come down from the big picture and deal with their product might not have feature or benefit. The customer wants their delivery. Locations and times are not fit credit terms or technical support might be a problem instead of digging into the objection they just blow past in continued to promote other features and benefits infants never addressing the objection and this is especially a problem when there is multiple customers.

greg martinelli sales manager technical support
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

02:15 min | 3 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome. My name is greg martinelli and this is the sales professional podcast. My mission in life is to make you the best salesperson or sales manager possible in agribusiness. Today's episode is titled. What's the selling experience like with you. It's more important to your selling success the new thing what are the four components of an iconic selling experience during a sales training workshops one of the first points i convey is how oh important you are in creating the selling experience for your customers lately. We hear a lot about ceac. Which is the customer experience while i wanna. I wanna talk about s._x. Which is the selling experience customer experiences how it encompasses everything and everyone interacts with a customer wizards is great and we need to be aware of all those aspects however there are some components of the customer experience. You're simply unable to control for for example. A customer service rep is out for the day in the phones are backed up or a delivery truck. Breaks down in your shipments are late. Your company changes the accounts. Receivable guidelines and ten ten of your customers are cut off from ordering due to the new credit policy. You don't have a one hundred percent control of those experiences however you do have i have one hundred percent control of the selling experience or essex as i like to call to illustrate my point. I asked attendees in my workshop. What's it like to be your your customer will typically. They start responding with their company. Driven experiences like ordering or using products etc. No no i exclaimed. What is you like to be your for customer use specifically. They may still be puzzled so further clarify. Does the customer who buys from your brand new salesperson had the same customer experience as someone who buys from the most experienced sales person on your team. The answer is of course no then. I ask well hello. What is it like to be your customer. What does the selling experience like with you too often. We overlook the importance of what we do for our customers. The moral where we take our own selves for granted as to how much we do for them mistakenly we.

greg martinelli sales manager sales training essex one hundred percent
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

02:11 min | 3 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name is Greg Martinelli and this is the egg sales professional podcast. My mission in life is to make you the best salesperson or sales manager possible in agribusiness in this week's podcast. We're talking about the holiday already we it's titled Three Sally Strategy or a short week usual all in the action itself ornate an improving engagement and this by the way applies to brandies as well so I got a salesperson salesperson. I love the holiday weeks like this. One is the fourth of July week in that happens on this Thursday which means that the most people will work Monday. Tuesday Wednesday will be happy. People prepare be on vacation one measure we had would actually schedule driving to vacation on his calendar so we knew where he was not sure if that was actual vacation were preparing for vacation either way than the big days here on Thursday in most people are awkward brand is designated as holiday for some and possibly a half staff or Skilton crew for many companies. Even if it's a regular workday the day after a holiday is always a slow on groggy type. A day is trying to get back into full speed on a Friday well. I find that there's no better time to step up. My sales efforts as my competition takes the day off. Here's here's some of your <hes> your competing salesperson's salespersons thought process birthday might say my customers are checked out rambling to get ready for the holidays. They don't WanNa see me or they might say I might as well catch up on some paperwork. Maybe cut out early. Maybe nine holes or short trip to. My favorite spot whatever you're competing. Salesperson says they might even say I've worked hard for last few weeks. I deserve some time to relax or I'll call it work life balance and just make it a floor day weekend. Will you get the picture in my opinion. Yeah that is great. You deserve some time off. Wish take as much as you need. I use the following three ways to sell more coordinate and improve the strength of my team with the first of.

Greg Martinelli sales manager
"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

02:02 min | 3 years ago

"martinelli" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello and welcome my name is Greg Martinelli and this is the egg sales professional podcast. My mission in life is to make you the best salesperson or sales manager possible in agribusiness. Today's podcast titled Ten things in sales deals that are free. We've all seen those social media post about the ten things in life they're free. I thought we needed a sales version. That will help us increase sales improve our personal brand and most importantly help us differentiate amongst amongst the army of competing sales people out there were all looking for new ways to differentiate yourself ourselves and I thought this would be interesting to run through and have a sales version so let's jump in with number one and that is answer your phone. It may sound basic that includes your tax in your emails to being available to your customers when they need you is extremely important. I know you got other things in life that are pressing and you have personal lives and and you have all that stuff that takes your time but being known for the person that answers their phone is extremely critical because what'll happen. Is People know that you answer your phone. Your customers will know that you answer your phone if you're available available and they will call more ever have that person that never returns there. 'cause we all have those and we don't call him back. We don't call them when we need help. If you are known for answering your phone and being available costumers will learn to call you and here's the other part to that certainly if you're with another customer you don't answer your phone but number two is return. Your phone calls daily tax and emails as well every says well. I get swamped with emails. We you know which emails are important which ones aren't and you know which tax and which phone calls are important in which ones are and here's a clue the ones from your customers are important and the ones from your better customers.

sales manager Greg Martinelli
John Lasseter Will Exit Disney at the End of the Year

BBC World Service

02:14 min | 4 years ago

John Lasseter Will Exit Disney at the End of the Year

"A conclusion anytime soon no there are no real indications that this is coming to a conclusion soon the next stage will be as far as mr manafort is concerned when he appears in court next friday and that's when a judge will reconsider the conditions of his bail whether to tighten the conditions of his freedom as he is now or in fact to revoke bail which would mean that he would go to jail pending his trial that was peter bows in los angeles fiona has some other stories from unused ask the united states has agreed to extradite the former president of panama ricardo martinelli was arrested in florida year ago mr martinelli is facing charges of corruption and illegal wiretapping he also rejects these allegations unseasonal cold weather in the andean areas of bolivia and peru is creating difficulties for farmers who say they're struggling to keep their animals alive snow is covering grazing areas leaving herds of llamas and our parkas malnourished antonia karachi who's lost several animals says many of her surviving hurt haven't eaten for days it's awful our animals are dying we don't know how we're going to live we don't produce anything here we live off our livestock and here in london soldier from the coldstream guards is set to become the first to wear a turban during the trooping the colour parade which marks the queen's official birthday guardsmen sharon preet singh lau who's a sikh said he thought it would encourage those from different religions and backgrounds to join the british army the walt disney company has announced that john lasseter its head of animation co founder of pixar and the mon behind some of the best loved family films of recent decades is to leave the company at the end of the year he's being on a sabbatical since last november after members of staff made allegations of misconduct in the wake of the metoo movement stephanie tillotson reports john lasseter is described by variety as the most influential animator since walt disney he joined pixar in one thousand nine hundred four and pioneered the use of computer techniques.

Walt Disney Company Stephanie Tillotson Sharon Preet Singh Official Coldstream London Illegal Wiretapping Florida Walt Disney Pixar Co Founder John Lasseter Mr Manafort British Army Antonia Karachi Peru Bolivia Ricardo Martinelli President Trump