The KTS Success Factor® (a Podcast for Women)

Steve Weinberg has spent his life selling and helping others sell better, more, and faster. He is an expert at building, guiding, and sustaining high-caliber sales teams and creating exemplary standards in account management.

He has authored Above Quoted Performance to transfer his knowledge to others who want to improve their sales results.

In this episode, Steve shares with us the importance of knowing the real needs of the market, gaining trust and building relationships with your target market, and using the most influential, free sales tool in the market– LinkedIn. Don't miss out on your chance to take your sales outcomes to the next level. Tune in to this episode with Steve Weinberg and gain the knowledge you need to become a top-tier sales performer.

What you will learn from this episode:

● Find out how you can avoid the recipe for sales failure

● Learn why LinkedIn is a free, powerful, and influential platform for your sales needs

● Understand the importance of staying in touch with the real needs of the market

“Selling is really all about providing solutions that people want to buy, and also having the buyer trust you.” - Steve Weinberg

Valuable Free Resource: 

● How to achieve that above-quota sales performance that you’ve always wanted without the cliche “spammy” messages: www.steveweinbergsales.com

Topics Covered:

02:54 - Why is it that 50% of sales professionals are not making quota?

05:27 - Steve shares what are the key things you should dive in and pay attention to more

06:17 - The Buyer-Seller Relationship: What selling is really all about

08:50 - The Art and Science of Selling: Steve talks about what is the “edge”

09:45 - How should you really be doing your sales?

12:30 - Steve tackles the differences between doing sales before, during, and after the pandemic

14:28 - How can you mitigate the changes the pandemic brought to sales?

15:40 - The Math of the Funnel: What is a funnel and what is the secret to effective funnels?

19:30 - The Secret Sauce: How to use LinkedIn as a powerful sales platform

24:13 - Q: Why should women consider sales as a career? Do you have to be an extrovert to be in sales? A: Sales can be very rewarding, both professionally and financially. And I've been employed at companies where the salesperson, where the person that had the greatest earnings in the year was a woman in sales.

25:40 - Visit Steve’s website to learn more about the secrets to securing sales the new way: www.steveweinbergsales.com

Key Takeaways:

“The key thing that I think the sales managers and company managers need to do is to be in touch with the salespeople and their pipeline, and understand what important features or problems their buyers want to solve and work on ways to help them do that.” - Steve Weinberg

“In order to have the edge and to succeed, you have to understand to make the sales methodology that your company may have chosen, follow the steps that you would ordinarily take, understand that you have to be agile, but also know that you need to be creative in order to solve problems for the buyer.” - Steve Weinberg

“Sales is still mostly a sequential process. You don't walk in the door and say, "Here's what I have. Oh, by the way, let's close. Buy from me right now." - Steve Weinberg “You can determine how many unqualified prospects or suspects need to go in at the top in order to reach the goal that you want at the bottom.” - Steve Weinberg

Ways to Connect with Steve Weinberg: 

• Website: www.steveweinbergsales.com 

• LinkedIn: https://www.linkedin.com/in/steveweinbergsales/ 

• Facebook: https://www.facebook.com/steven.weinberg.925 

Ways to Connect with Sarah E. Brown: 

• Website: https://www.sarahebrown.com/ 

• Twitter: https://twitter.com/knowguides 

• LinkedIn: https://www.linkedin.com/in/sarahebrownphd/