Podcast

NAVIGATING SALES IN THIS NEW ENVIRONMENT WITH CATHERINE BROWN

By May 29, 2020June 10th, 2020No Comments

Catherine Brown is the founder of ExtraBold Sales, a sales training firm. She loves selling and wants to lead a revolution to reform the way people think about what selling is. Her favorite thing is to help others learn to sell with no sleaze or cheese. Catherine is also a StoryBrand Certified Guide, which means she’s always thinking about how marketing language and sales tools fit together.

Catherine started her consulting sales experience by selling B2B consulting services for hi-tech companies for several years before founding a boutique telemarketing firm, where she served over 200 companies over a 15 year period. Her firm was an alternative to call centers, where she and her staff called on C-level executives on behalf of their clients to qualify or disqualify them as potential sales leads.

She founded ExtraBold sales after recognizing a problem that needed to be solved. Teams that had received traditional sales training were not seeing the results in closing more business. She restructured sales training to include two parts: sales tools that we use that help us with the process but also personal transformation, the psychology of selling and personal development.

You may contact Catherine at: https://www.extraboldsales.com

EPISODE HIGHLIGHTS

2:50 How can businesses start ramping up their cash flow quickly when business starts to open up?  The biggest problem with companies right now when it comes to sales.

4:30 What are the common stereotypes about selling?

6:05 How do you start a sales conversation during these times?

7:45 What is Catherine noticing about how businesses are navigating now and what they are anticipating for the future?

10:10 When you can’t sell face to face, Catherine offers advice to business owners.

12:20 Catherine outlines phases in a sales process and the vulnerability many salespeople experience when engaging face-to-face.

13:50 Hear common mistakes many people make when it comes to sales.

19:38 How you can move from a tactical discussion to a strategy conversation in sales.

25:12 The services Catherine offers to her clients and types of industries that need sales training more than others.

28:15 How we can navigate the age-old battle between marketing and sales within our companies.

32:52 Where business owners need to put their focus to generate income right now?

40:30 What recommendations does Catherine make for books to read on sales training.

RESOURCES

ExtraBold Sales Word Cloud

3 Phrases That Are Killing Your Leads

BOOK RECOMMENDATION: The Inner Game Of Selling by Ron Willingham

https://www.amazon.com/Inner-Game-Selling-Mastering-Determine/dp/0743286286/ref=sr_1_1?crid=1VZ7ENDKYOBK&keywords=the+inner+game+of+selling&qid=1588031803&sprefix=the+inner+game+of+selling%2Caps%2C173&sr=8-1

About Your Hosts

Jeff Evans and Lisa McGuire each own their own small business, specializing in different areas of marketing. Jeff brings the experienced knowledge of digital marketing and technology while Lisa brings the insights of marketing strategy combined with messaging through story. 

Jeff’s Contact Info: jeff@jvincentcreative.com

To learn more about Jeff: https://www.linkedin.com/in/jeffevans78/

Lisa’s Contact Info: lisa@openwindmarketing.com

To learn more about Lisa: https://www.linkedin

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