Upcoming Episodes

If you are a licensed professional, a salesperson, or someone whose livelihood depends on making deals, regardless of the field in which you work, your income demands that you bring in new business. But if you can’t relate to potential patients, clients, and colleagues, you will be short on individuals to serve or represent. In order to efficiently and sustainably build goodwill with potential clients, you need to master relationship-building techniques.

One of the greatest flaws we have as people is thinking we can size up another person quickly – analyze their personality, their mindset, their objectives, and their needs in a matter of seconds or minutes. In fact, nothing is further from the truth. The reality is, you don’t truly know the person you are about to engage on a video chat or meet in person; even if you know them slightly, you don’t know their mindset with respect to the conversation at hand. As importantly, they probably know little or nothing about you. Thus, your first task in any initial meeting is to build trust. Not to show off genius, not to hard sell, and definitely not to come off as though your time is so valuable that the person you are speaking with is a commodity.

Before you can gain their trust, you need to win the confidence of potential clients. You must develop what attorney Larry Jacobson calls “an insta-trust mindset” – a groundbreaking approach to trust-building that offers clear-cut strategies for personalizing your outreach to potential clients and generating successful negotiation outcomes. His client-centric method primes you to quickly assess the personal and professional needs of the person with whom you would like to do business.

Enterprise-level cloud software sales have become the holy grail of B2B selling. By employing Software-as-Service (SaaS), the vendor takes over the tasks of deploying and maintaining applications, allowing technology to focus on the process, leaving companies to focus on getting the best outcome for their customers.

Saas has turned the selling of software upside down in all the best ways. Creating long term relationships is imperative to retaining customers for the long haul. Profitable SaaS selling is dependent on a new breed of sales leaders and direct reps who possess a different set of skills and personal attributes. These individuals must possess strong leadership skills, know how to develop intense collaboration between vendor providers and sales teams, always be customer-first, and be comfortable fully leveraging the extensive data and metrics that they have at their fingertips.

There is so much to learn from industry veterans Mark Petruzzi and Paul Melchiorre, along with well-known cloud titans from such software companies as Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign.

In Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales, Petruzzi and Melchiorre share the strategies they have developed, refined, and applied for the past twenty-five years to become enterprise cloud software sales leaders, along with the mindset and behavioral traits of the top performers in the industry.

As a leader, managing the human element is essential for building strong and successful teams.

In this episode, guest Matthew Brackett explores the necessary skills and strategies leaders can use to manage the human element in leadership effectiveness. In addition, we discuss the importance of building solid relationships with team members, effective communication, empathy, flexibility, emotional intelligence, conflict resolution, and professional development.