+Mastering Sales Call Openers! Chris Bussing, an expert in tech sales, joins us to explore the art of starting sales calls effectively. Chris shares his wealth of experience from the tech industry, particularly in cloud services, highlighting the importance of finding an opener that aligns with your personality. From permission-based openers to problem-focused questions, we discuss how piquing a prospect's curiosity by addressing their potential challenges can lead to more successful conversations.

We also explore strategic account management and enterprise selling, emphasizing the power of focus and storytelling in building meaningful connections. The concept of the "proximal peer" is introduced, showing how aligning stories with a prospect's industry or role can create a sense of identification and trust.

👤 About the Guest

Chris Bussing is the founder of Bussing Ventures and Tech Sales Accelerator. He’s also the Senior Account Executive at Bespin Global US. You can learn more from Chris on YouTube here.

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Elevate your sales game with the C-A-R-T framework—Confidence, Authenticity, Risk, and Trust. Discover the secret to turning these elements into powerful tools to unlock unprecedented success in your sales strategy. Uncover why embracing risk fuels your confidence, and how being genuine helps maintain the delicate balance needed to build trust with your clients.

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Top B2B sales producer Andrew Barbudo shares his secret sauce for sales success. Join Mark as he chats with Andrew about his fascinating journey from journalism to becoming a sales powerhouse. Discover how he leverages his journalism skills to adapt and thrive in the competitive sales landscape, emphasizing the power of listening to clients and adapting to market shifts. We also tackle the inevitable challenges salespeople face, like maintaining persistence during those slow periods, and how focusing on customer feedback can lead to long-term success.

We’ll also break down the essentials of differentiating between warm leads and cold prospects and unveil the critical role of CRM systems in nurturing these valuable relationships.

👤 About the Guest

Andrew Barbuto is the author of Top Sales Producer: How to Crush Your Sales Quota and a top-performing sales producer in the adtech industry.

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Mark unveils how these sales experts propel themselves beyond average by breaking their goals into actionable, strategic steps. Discover the vital role of understanding the sales funnel, where quality supersedes quantity in lead generation, and learn how to leverage your CRM system to its fullest potential. Let’s move beyond just hitting a number; it's about optimizing each step of your sales process for ultimate success.

🧠Dive into your goals with Mark’s Goal Setting Masterclass on The Sales Hunter University.

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Join us as we welcome Jonathan Lister to discuss the cutting-edge integration of video and AI technology in sales. Jonathan shares his expertise on how platforms like YouTube are reshaping how content is consumed, underscoring the vital role video plays in modern sales strategies. From AI avatars that elevate buyer interactions to the growing preference for visual content, this episode unpacks the innovative tools redefining personalization and engagement in sales.

Pre-event video introductions and AI-driven personalization are just the beginning of what’s possible. Mark and Jonathan also discuss balancing automation with human touch.

👤 About the Guest

Jonathan Lister is the COO at Vidyard and was previously the VP of Global Sales Solutions at Linkedin.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Let’s tackle the tough question of how to keep selling momentum alive when business seems to slow down. Discover the art of tailoring a smaller, more digestible version of your product or service to build trust with clients.

We'll explore why it's crucial to maintain your drive and keep those phone calls and emails flowing. This episode is packed with real-world examples and stories designed to illustrate how asking the right questions can help you understand customer needs deeply.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Rejection often sends professionals running before the real game begins. Trailblazer in the sales industry, Danielle Cobo, brings her wisdom from her journey in copier sales to dental equipment, showing how breaking down monumental goals into bite-sized tasks can make a world of difference. We chat about the power of setting personal KPIs to monitor progress and maintain a keen focus on long-term objectives.

Shifting gears, we trade in the old-school tactics for a consultative method centered on truly understanding customer needs. Danielle and I share our personal stories of how confidence can blossom through dedicated learning and development.

👤 About the Guest

Danielle Cobo is the author of Unstoppable Grit, and is a keynote speaker, sales trainer, and senior consultant at Precise Selling.

⭐ Leave us a rating or review on your favorite podcast app. We actually read them!

📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Rejection isn't the end—it's just a stepping stone to future success, or as Mark likes to put it, “only a moment in time.” Uncover the strategies to turn a "no" into an opportunity, keeping your head held high and your momentum strong.

Discover how reaching out to your favorite customers can be more uplifting, plus how to quickly get back on track by making more prospecting calls and focusing on potential "yeses."

⭐ Leave us a rating or review on your favorite podcast app. We actually read them!

📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com