{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Metal Guys Talk Business","title":"S03E06 | Sales Techniques for Industrial Sales Professionals Part 2","html":"","width":"100%","height":180,"duration":2955,"description":"Hosts: Pete Comerford and Mike Bolton\nGuest: Tom Mallens\nEpisode Title: Sales Techniques for Industrial Sales Professionals Part 2\nRelease Date: July 16th, 2024\nEpisode Summary:\nIn this episode, we are rejoined by Tom Mallens for part 2 of his Sales Training Podcast \nAs a seasoned expert in sales strategy, Tom joins us to discuss how businesses can shift their mindset towards proactive selling, develop effective sales processes, and overcome internal resistance to change. Tom shares invaluable insights on cultivating a productive sales culture, strategic planning, and the pivotal role of management and leadership in driving sales success.\nKey Discussion Points:\n\nThe Importance of Proactive Selling:Addressing the common issue of businesses that don't realise the need to sell proactively until it's too late.Understanding that a proactive sales approach can prevent the loss of key customers and stabilise revenue streams.\nDeveloping a Sales Process:The necessity of a structured sales process to ensure consistent performance and improvement.Breaking down the sales process into manageable steps to facilitate easier implementation and adoption.\nOvercoming Negative Mindsets Around Sales:Tackling the stigma associated with sales being a \"grubby activity\" and reframing it as a beneficial and essential business function.Encouraging business owners to recognise that sales success can alleviate many other business problems.\nHandling Business Crises:Strategies for addressing time-critical issues when a business loses a significant account.The importance of having a strategic plan and balanced accounts to mitigate the impact of losing key clients.\nSales Management and Leadership:Identifying the four key roles of a sales leader: Supervisor, Trainer, Coach, and Mentor.The significance of each role in developing a high-performing sales team and ensuring continuous improvement.\nTraining and Development:The role of ongoing training and development in closing the skills gap among...","thumbnail_url":"https://img.transistorcdn.com/KXiCZ49whjSVfWAnjiwjK62bID0kBmtfjoKYvvC240c/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS80MmY2/NWQ1MThiYWU5YTc5/Yzg5MGQ3ZDZjOGI3/OTE2Yi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}