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    Explore "sales throwdown" with insightful episodes like "Building Trust and Having Skepticism in Sales", "Biggest Challenge - The Throwdown", "What is Your Biggest Challenge in Sales?", "KPIs - The Throwdown" and "How Tracking KPIs and Sales Metrics Improves Selling Success" from podcasts like ""Sales Throwdown", "Sales Throwdown", "Sales Throwdown", "Sales Throwdown" and "Sales Throwdown"" and more!

    Episodes (69)

    Building Trust and Having Skepticism in Sales

    Building Trust and Having Skepticism in Sales
    In Episode 29 on Sales Throwdown, we're taking some of the past concepts we've discussed and going a little deeper. We've talked about how important it is to build trust and have bonding and rapport with our future and current clients. But does building trust go both ways? As salespeople, we're aware of how often people lie to us to get us off the phone or off their doorstep. Literally and figuratively. So it's hard not to be skeptical when talking to somebody new. So how can we, as salespeople, get better at building trust while having skepticism in what the other person is saying? Our obviously different DISC personality traits are on full display in this episode. And that's great because we can help each other deal with these issues. And through helping each other, we hope that it helps you too. So do you deal with skepticism in your sales role? If so, how have you learned to build trust despite that? Let us know in reviews or send us a message on our website. And if you’re not sure where you fit in the DISC personality spectrum and want to find out, let us know. We can get a DISC personality assessment for you or for your team. Email us at assessment@salesthrowdown.com for more information. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enFebruary 11, 2020
    sales motivation
    disc personality assessment
    building trust in sales
    sales communication
    sales throwdown

    Biggest Challenge - The Throwdown

    Biggest Challenge - The Throwdown
    This week's episode was the third new show of the new year. Just like everybody else, we want 2020 to be even better than the last. That's why, this week, we talked about the things that could threaten to hold us back if we let them. In short, our challenges involve teamwork and having to sell in the face of past failure, getting past gatekeepers, having people not trust us, and overcoming the need for perfection. In The Throwdown, we reach out to our DISC profile groups about the strategies we think will work best to get through these struggles. What are your biggest challenges and how will you get past them? Do you know where you fit in the DISC personality spectrum? If not, we can get a DISC personality assessment for you or for your team. Email us at assessment@salesthrowdown.com for more information. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enFebruary 06, 2020
    overcoming challenges
    disc personality assessment
    sales throwdown
    disc personality spectrum
    biggest challenges in sales

    What is Your Biggest Challenge in Sales?

    What is Your Biggest Challenge in Sales?
    The reason we have this podcast is to help each other get better. And we know that if we help each other, we can help others. But we don't get better if we don't talk about the things holding us back. In episode 28, the Sales Throwdown team lays everything out on the table. We each have our own struggles, our own challenges, and our own fears. And these things can hold us back if we let it. While we talk about what we struggle with, we talk to each other about how each of us can overcome these challenges. This is what makes DISC really helpful. Our separate viewpoints can be eye opening to somebody from another corner. So what are your biggest challenges? What is holding you back from crushing your sales goals? Let us know because we'd love to talk about it. If it's a challenge for you, it's definitely a challenge for somebody else too. And if you’re not sure where you fit in the DISC personality spectrum and want to find out, let us know. We can get a DISC personality assessment for yourself or for your team. Email us at assessment@salesthrowdown.com for more information. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enFebruary 04, 2020
    overcoming challenges
    disc assessment
    overcoming struggles
    sales throwdown
    biggest challenges in sales

    KPIs - The Throwdown

    KPIs - The Throwdown
    How Tracking KPIs and Sales Metrics Improves Selling Success - The Throwdown Starting this week, we will be releasing just The Throwdown portion of our weekly episodes. If you're short on free time but still want to get some sales tips from us old pros over here, this will be perfect for you. You'll get the takeaways without the fluff. This week, on our 27th episode, we discussed KPIs, the measurable actions you can track to help you reach your goals. If you're struggling with setting or tracking KPIs, we want to hear about it. Or if you have another subject you'd like us to cover or ideas for the show, please let us know! And if you’re not sure where you fit in the DISC personality spectrum and want to find out, let us know. We can get a DISC personality assessment for yourself or for your team. Email us at assessment@salesthrowdown.com for more information. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enJanuary 30, 2020
    kpis
    sales throwdown
    sales takeaways
    the throwdown

    Sales Goal Setting for the New Year

    Sales Goal Setting for the New Year
    This week, the Sales Throwdown team is discussing what their goals are for the new year. Sales goal setting is just as important as any other kind of goal setting. It sets you up for success by laying out what you want to achieve and how to get there. While we don't all view goal setting the same way, we all know how important it is for our sales success and our businesses. What are your goals for the new year? Do you decide them as an individual or as a team in your company? We'd love to hear about it! Leave us a review or comment and let us know. And if you are interested in getting a DISC personality assessment for yourself or for your team, email us at assessment@salesthrowdown.com. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enJanuary 21, 2020
    goal setting
    new year
    sales process
    new year new goals
    sales throwdown

    Boundaries and Balance with Your Time in Sales

    Boundaries and Balance with Your Time in Sales
    For episode 25, the Sales Throwdown team talk about work/life balance in sales. How do you set and maintain that balance with your time? Or should you at all? For some, it's about setting priorities, expectations, and boundaries on your time, both during and after the work day. For others, it's about accepting that your time is going to be split between the two. And some of you are either really great at time management or you work in an environment where you can make sure everything is done before leaving for the day or a vacation. Or it may be a mix of all of these.Your industry, client pool, and DISC personality profile play a big part in how comfortable you are setting boundaries and finding balance with your time in sales. And there's no right or wrong answer. It just depends on each individual. We'd love to hear what works best for you! Leave us a comment to let us know. Or if you're struggling to find the right balance, ask us. Maybe we can help. And if this episode blew your mind or drove you crazy, please leave us a review to let us know. If you are interested in getting a DISC personality assessment for yourself or for your team, email us at assessment@salesthrowdown.com. Sign up for our emails: https://www.salesthrowdown.com Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enJanuary 14, 2020
    time management
    work life balance
    sales podcast
    disc personality assessment
    sales communication

    Standing Out and Fitting In In Sales

    Standing Out and Fitting In In Sales
    Episode 24 is our second episode focusing on questions from the field. Our first question was asking how to stand out in a flooded market. It's not an easy question to answer because most people probably consider their market flooded. But there are things you can do. And, (hint hint), DISC gives you a huge leg up! The second one is not so much a question, it's more of a "I can't believe this happened!" And it's something that can happen to anybody in a nerve wracking sales situation. It basically involves saying the worst possible thing to the highest decision maker and possibly blowing your chance. So how do we prevent it? We have fairly different opinions on this, but DISC plays a huge part here too. If you have your own ideas about how to handle these types of situations or if you think we are way off base, let us know in the comments. Have questions of your own? Send them our way! If you are interested in getting a DISC personality assessment for yourself or for your team, email us at assessments@salesthrowdown.com. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enJanuary 07, 2020
    disc personality assessment
    sales conversations
    sales throwdown
    fitting in in sales
    selling to decision maker

    Using a Sales Process with DISC versus Sales Methodology (rebroadcast)

    Using a Sales Process with DISC versus Sales Methodology (rebroadcast)

    We've all heard about the different sales methodologies out there. There's SPIN selling, value selling, Sandler System, SNAP, NEAT, MEDDIC, etc. The list could go on and on.

    While all of these bring certain values and knowledge to your selling skills, nothing is more important than having a sales process.

    Your sales process is what will make your success repeatable and scalable. 

    And if you've taken a DISC personality assessment, you're better able to tailor your process to your personality.  

    The more you can make your process work for you, the bigger and easier your success will grow. 

    Ready to take a DISC assessment? Email us at DISC@salesthrowdown.com for more information.

    And please subscribe and leave us a review! We read and appreciate every single one!

    ✅ Sign up for our emails: https://www.salesthrowdown.com/

    ✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

    ✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

    ✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

    Sales Throwdown
    enDecember 31, 2019
    sales motivation
    sales process
    sales skills
    disc assessment
    sales communication

    DISC Personality Types Overview - Sales Throwdown Podcast (rebroadcast)

    DISC Personality Types Overview - Sales Throwdown Podcast (rebroadcast)

    Between the four of us, we have a combined experience in sales of more than 60 years.

    We've sold all different kinds of services and products, and we've learned a lot through the years.

    But the one thing that has taught us more than anything else was the results of the DISC personality assessments that we've all taken at different times. 

    We each went into it with varying levels of skepticism, but it changed a lot. The way we communicate, the way we sell, the way we think about other people's actions and thoughts. Even the way we think about ourselves.

    In our very first episode, we talk about who we are, how we got to where we are, and, most importantly, what DISC is. 

    We're each in four different corners: Clint - D, Al - I, Nannette - S, and John - C. 

    Listen to this episode and let us know if you think a DISC assessment would help you. (FYI, it will!) Email us at DISC@salesthrowdown.com for more information!

    And be sure to subscribe and leave us a review! We read and appreciate all of them!

    ✅ Sign up for our emails: https://www.salesthrowdown.com/

    ✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

    ✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

    ✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

    Sales Throwdown
    enDecember 24, 2019
    sales motivation
    sales podcast
    disc assessment
    sales communication
    disc personality types

    Workplace Culture Can Help You Improve at Sales

    Workplace Culture Can Help You Improve at Sales
    This is our first two part episode. This subject was just too big for only one hour. This week, we discussed culture in the workplace. The culture that the company creates, the culture that teams create, and the general culture of sales. Some of us think that worrying about the culture is overrated. If you keep your head down, follow your process, and work hard, the culture around you shouldn't matter. But that doesn't work for everybody. Some people need a culture of learning, support, and appreciation. Both ways are fine for the individual, but leaders have to figure out how to accommodate large groups to build a successful team. It's not easy, but it's worth it. There are so many layers to it. In this first part, we talk about pay structure, individual learning styles, and building trust with your salespeople. Be sure to come back for the second half so that we all have a broader understanding of how important culture is to sales improvement and success. If you are interested in getting a DISC personality assessment for yourself or for your team, email us at assessments@salesthrowdown.com. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enDecember 17, 2019
    sales motivation
    sales culture
    disc assessments
    sales throwdown
    improving sales culture

    Gap Between Yes and Getting Paid in Sales

    Gap Between Yes and Getting Paid in Sales
    If you've been in sales long enough, you've definitely heard something like this before: "I'm good right now, but next time, you're my first call." And you get excited because they said yes; they do want to buy from you. So you wait. And you wait. And you never hear from them again. Every singe one of us on the Sales Throwdown team has had this happen to them. More than once. It may not have been intentional. They get busy and they forget. Or they need it quickly and just go with what they know. You can't blame them for that. But you can prevent it. For our nineteenth episode, we talk about how to close the gap between 'yes' to getting paid. There's a fine line between being pushy or annoying and being the person that a prospect wants to call. And there are a lot of concepts that we've talked about before that go into it, such as bonding and rapport, identifying DISC personality profiles, and sales processes. When you do it right, it all comes together to make you the most trusted salesperson your prospects know. And then you really will be their first call. If you are interested in getting a DISC personality assessment for yourself or for your team, email us at assessments@salesthrowdown.com Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enDecember 10, 2019
    sales motivation
    b2b sales
    sales process
    sales communication
    closing the deal

    Networking in Sales: Different People, Different Approaches

    Networking in Sales: Different People, Different Approaches
    Networking. You either love it or you hate it. Or you may think you don't have to do it. But the Sales Throwdown team quickly show that there are many ways of networking. So you might be doing it without even realizing it. But are you doing it in the best way possible? (Also, you should probably be doing it in some way. Just saying.) In episode 18, we talk about how each of us networks. We all do it a little differently. We don't even think about what networking is the same way. But we've all learned ways to maximize our success with our different approaches. Some of the differences are because of our DISC personality profiles. And some of our differences are because of our very different industries. So there should be at least one or two things that anybody can take away from this episode and start utilizing in their own networking process. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enDecember 03, 2019
    sales motivation
    b2b sales
    sales communication
    sales tips and tricks
    sales throwdown

    Planning in Sales, It Never Stops

    Planning in Sales, It Never Stops
    Full disclosure, this is a happy hour episode, and we've imbibed some stronger than usual adult beverages. So this one is a little less structured than usual. But it may be the most valuable one yet. Maybe. The main topic we wanted to cover is the importance of planning. In case you haven't noticed, 2019 is almost over. So if you're not planning for the next year, you're probably already behind. Knowing what your goals are, how to get there from where you are, and what has and hasn't worked in the past will set you up for a successful year. And the data and knowledge that makes those plans easier should be getting collected throughout the year. Somehow, the conversation wanders to the pros and cons about commission and pay structure. An equally important subject, just not what we were planning. However, it does lead back to planning in that hiring managers and up should have a really good understanding of the needs of their salespeople and set up the pay structure accordingly. They are the people bringing in the business. They should always have a reason to be motivated, whatever that means for a particular industry or company. And that motivation should be enough to not only lead them to continued success, but to keep them as part of your team. If they don't have enough support and motivation, they'll go be successful for somebody else. This kind of planning also ensures that your company has more than just one great salesperson. Because nothing (and nobody) lasts forever, so why would you want only one superstar on your team? So this episode is for salespeople and their bosses. Or the salespeople that will be moving up and will be in charge of these things soon. It's time to change the culture of letting salespeople hang out to dry. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enNovember 26, 2019
    sales motivation
    sales throwdown
    planning in sales
    forecasting in sales
    selling in 2020

    Ego versus Confidence in Sales

    Ego versus Confidence in Sales
    There are a number of ways you can define ego. And no matter how you define it, knowing more about your own ego can only benefit you. In sales, there is a huge stigma that all salespeople have a huge ego. And that may be true for many. But whether it is a strong sense of self worth or just plain cockiness, we should all take time for introspection. Is your ego helping you? Is your ego driving clients or people away? In this episode, we discuss what ego means and how we view it in our own lives. Al teaches us about Freud and what ego means according to his theory of the human psyche. The rest of us are trying to keep up, but longly held beliefs about what we think ego means makes it difficult. However, we all agree that ego definitely focuses on the self, both positively and negatively. At the end of the day, regardless of how well you understand psychoanalysis and psychology, getting to know yourself better can only help you in both sales and life. There are many ways of doing that, and we think DISC is one of the best starting points out there. If you would like to find out where you fit in the DISC personality profile spectrum and how you can best use this information in all aspects of your life, email us at assessment@salesthrowdown.com for more information. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enNovember 12, 2019
    sales motivation
    sales throwdown
    ego in sales
    disc personality spectrum
    checking your ego

    How to Push Past Fear in Sales

    How to Push Past Fear in Sales
    In the fourteenth episode of our Sales Throwdown podcast, we talk about fear. Fear, limited beliefs, negative emotions, low confidence. All of those emotions that make it harder to make that first phone call or get out of the car to walk into a new office. We talk about the fears that we each deal with. And we talk about how to push past fear and the negative mindset that makes selling harder than it has to be. Our different DISC personalities are on full display in this episode, but there's one thing we all have in common. We all have something that could hold us back if we let it. But learning about DISC, gaining experience, and general maturing has helped us grow past being limited by those fears. Not that they're not still there. We've just learned how to push past them. If you want to get started on this journey but don't know where you are on the DISC personality profile spectrum, email us at assessment@salesthrowdown.com. The more you know about your own personality, the easier it will be to estimate where others fall on the spectrum, and the better your communication will be with them. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enNovember 05, 2019
    sales motivation
    sales communication
    push past fear
    dealing with negative emotions
    sales throwdown

    How to Say No in Sales Conversations

    How to Say No in Sales Conversations
    It may be hard to imagine that you're going to have to turn clients away. But sometimes, you do. In this episode, we discuss when and how to say no to clients and prospects in sales conversations. And this very important subject is being discussed because of a conversation that Clint had with one of our awesome listeners, Brian. (Thanks, Brian!) We also get to hear about a difficult situation in Clint's career. Long story short, somebody who is not a salesperson brought in a potential client without Clint's knowledge or oversight, and Clint has to figure out how to navigate this unexpected occurrence and turn it into a win for the company. Or not. He is particularly good at figuring out if a client is right for them and vice versa. So even after the time that has already been spent on them, he may have to go for the no if the fit isn't right on both sides. Although the theme in this episode isn't as clear cut as usual, there are a lot of great nuggets to take away. We discuss how difficult it can be to ask the questions that can lead us to having to say no to clients. And it's uncomfortable. But it's more important to say no in the right situations than it is to say yes to a bad fit. Because we are all in different corners of the DISC spectrum, we have different ways of tackling this. Luckily, with the work we've done on learning about our personality profiles and our experience, we're now in a place where we can usually handle this smoothly and painlessly. And even after saying no, we've gotten to a place where we may still be able to provide value to these clients, even if we can't work with them. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. 🔸Sign up for our emails: https://www.salesthrowdown.com/ 🔸Connect with us on Facebook: https://www.facebook.com/Salesthrowdown 🔸Check us out on Instagram: https://www.instagram.com/salesthrowdown/ 🔸And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enOctober 29, 2019
    b2b sales
    sales communication
    sales conversations
    how to say no to clients
    sales throwdown

    How to Talk About Money in Sales Conversations

    How to Talk About Money in Sales Conversations
    Most of us were taught to NEVER talk about it. Most people cringe having to ask about it. But if you're a salesperson, it's unavoidable. And it shouldn't be taboo! At least not in business. This week, we discuss how to talk about money and budget in sales conversations. While it makes some people uncomfortable, it is unfair to both you and your potential clients to not get the money conversation out of the way in the very beginning of the business relationship. It has taken some time and practice, but knowing DISC has helped each one of us in the Sales Throwdown team a lot in figuring out the best way to have this potentially awkward conversation with people. There are ways of approaching the subject without scaring potential clients away and not finding out what you both need to know until it's too late. Leave a comment or ask a question. Ask a bunch of questions. Honest reviews help us get better; we want them all - good or bad. Sign up for our emails: https://www.salesthrowdown.com/ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown Check us out on Instagram: https://www.instagram.com/salesthrowdown/ And keep up with us on Twitter: https://twitter.com/SalesThrowdown
    Sales Throwdown
    enOctober 22, 2019
    sales communication
    how to talk about money
    sales throwdown
    how to talk about budget
    talking about money in sales
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