This interview looks at adding the polish that builds profits. What you won’t hear is a long set of rules and or details on etiquette. Lydia Ramsey is a manners expert who shares her thoughts on manners in selling and how courtesy and respect for people contribute to building relationships and making the sale.
She outlines the importance of creating a favourable first impression, provides some great tips on choosing words carefully, personal grooming, and explains why you can’t ignore your shoes! Hear Lydia’s number one bad manner we in sales need to be aware of.
Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author of “Manners That Sell – Adding The Polish That Builds Profits.” She has been quoted or featured in The New York Times, Investor’s Business Daily, Entrepreneur, Inc., Real Simple, and Women’s Day.
Joanne Black’s game is sales. In this podcast Joanne addresses the topic of productivity, specifically how identifying ‘your ideal customer’ is a must if you want to grow your business. Find out what a PITA client is and why you need to avoid them. Discover the three criteria she uses to identify and screen ‘ideal customers’. Joanne reminds you why it’s important to ask for what you want.
With many years of experience in sales and sales management, Joanne is recognized as America’s leading authority on referral selling. She is the author of "No More Cold Calling – The Breakthrough System That Will Leave Your Competition in the Dust.”
Dr. Tony Alessandra sold cookware, china, crystal, and cutlery door to door to put him self through college. He went on to obtain a MBA and PhD in Marketing. He says his early experiences engrained in him that selling is a great occupation. He shares his thoughts on how to leverage your listening skills to make more sales.
Dr. Alessandra is a sought after speaker on relationship strategies, collaborative selling and customer loyalty. He has authored 14 books, recorded over 50 audio and video programs and has delivered over 2000 key note speeches since 1976. He holds the highest designation awarded by the National Speakers Association.
Susan FriedmannThe Tradeshow Coach shares tips on making the most of your attendance at trade shows, community events, or charitable functions where you have the opportunity to interact with a large number of people.
She explains what successful sales representatives do to leverage their investment of time at the event. Never shy, Susan has a strong opinion on elevator speeches and the importance of having a purpose for being at the event. A good reminder of how effective “working the event” can be … if done well. Susan is a "how to" coach specializing in the tradeshow industry. She is the author of "Meetings & Event Planning for Dummies" and "Riches to Niches - How to make it big in a small market."
Umberto Milletti is the CEO and co-founder of InsideView. He and Richard Horn started the company in 2005 to address what they saw as key shortcomings in the traditional sales process. Pulling together a team with expertise in technology, business, and sales and marketing they created a new class of performance technology they called Opportunity Intelligence.
The concept of opportunity intelligence is to re-shape the way sales people approach their market. Instead of relying on cold call volume and a dose of good luck, they set out to create a process that is highly targeted, efficient and effective. InsideView introduced their opportunity intelligence to the market in 2006. I love their tag line, “We think. You sell.”
In this special podcast I ask Umberto to explain what InsideView does for the salesperson and how it works. He walks through how you can build a better quality pipeline and gives examples of how sales people and companies are using the technology today. He discusses “sales triggers” and why they are important in building richer, better, and more productive pipelines.
This application has strong appeal for three groups: salespeople wanting to grow their pipeline; marketing who are keen to have very targeted outreach programs; and sales management who face ongoing demands for increased revenue.
Umberto closes the podcast sharing his thoughts on the trends he sees and what the sales world might look like five years out.
I came across InsideView a few months ago and took them up on their trial offer and was most impressed, so much so I called Umberto to learn more. If you are in B2B sales I encourage you to check out this Sales 2.0 technology. Click on one of the links if you are interested in taking advantage of their free trial offer or want to check out their demo on the InsideView site.
This interview looks at adding the polish that builds profits. What you won’t hear is a long set of rules and or details on etiquette. Lydia Ramsey is a manners expert who shares her thoughts on manners in selling and how courtesy and respect for people contribute to building relationships and making the sale.
Joanne Black’s game is sales. In this podcast Joanne addresses the topic of productivity, specifically how identifying ‘your ideal customer’ is a must if you want to grow your business. Find out what a PITA client is and why you need to avoid them. Discover the three criteria she uses to identify and screen ‘ideal customers’. Joanne reminds you why it’s important to ask for what you want.
Dr. Tony Alessandra sold cookware, china, crystal, and cutlery door to door to put him self through college. He went on to obtain a MBA and PhD in Marketing. He says his early experiences engrained in him that selling is a great occupation. He shares his thoughts on how to leverage your listening skills to make more sales.
Susan Friedmann 
Umberto Milletti is the CEO and co-founder of InsideView. He and Richard Horn started the company in 2005 to address what they saw as key shortcomings in the traditional sales process. Pulling together a team with expertise in technology, business, and sales and marketing they created a new class of performance technology they called Opportunity Intelligence.
