Info

Sales for Nerds

The podcast for technical people who find themselves responsible for sales and marketing, because they started a company or got promoted. We interview experts and other technical folks who have figured out how to hack the sales and marketing world the way they used to hack code. Don't believe the myth that only natural sales people can sell. New episodes every 2 weeks.
RSS Feed Subscribe in Apple Podcasts
Sales for Nerds
2020
August
July
May
April
March
February
January


2019
December
October
September
July
June
May
April
March
February
January


2018
December
October
September
August
July
June
May
April
March
February
January


2017
December
November
October
August
July
June
April
March
February
January


2016
December
November
October


Categories

All Episodes
Archives
Categories
Now displaying: Page 1
Jan 10, 2017
  • How he taught himself to sell, including the steps of the sale, how to turn features into benefits, and how to close.
  • How he taught his team to sell.
  • "People hate to be sold to, but people love to buy."
  • Why if you're doing too much "hard core selling", your message isn't right.
  • Why introverts have a long term advantage in sales versus most extraverts. (And how to take that advantage.)
  • Why he puts the message first, even before the audience.
  • Why you need to turn features into benefits, and benefits into stories.
  • Why stories are so important.
  • What can I do above and beyond the core functional skills/services/products to give my customer an amazing experience.
  • Why you don't want to spend tons of time writing "educational" proposals-- it not only wastes your time, it decreases your chances of winning. 
  • If you confuse the customer, you lose the sale.
  • Practical steps on niching, including a real world example (and a meta-example of Matthew's storytelling).
  • Why our brains are overwhelmed by input and we have to focus.
  • Focus on the people who love what you do-- not the people you can never make happy.
  • Most people have been motivated by fear of not having enough money for most of their lives. They have a set of goals that are driven from here.
  • Why if you do what you love, there's always more energy (as shown by Matthew in this interview after getting 4.5 hours of sleep).
  • The mistake people make in underestimating themselves.
0 Comments
Adding comments is not available at this time.