Sales Expert Interviews at SalesTactics.org

Sales Expert InterviewsSales expert interviews are rare. Nobody thinks to interview them. And the reason why? They are usually busy working, and not connected with the online marketing sphere that likes to interview experts. Most people have heard of marketing consultants; few have heard of sales trainers.

Over the past 60 days or so, I have interviewed five sales experts. I have also been interviewed several times as a sales expert. So here we now have a library of sales expert interviews at SalesTactics.org. Do not take this lightly. Where else can you find such discussions? I arrange these interviews to show you the concepts I talk about are not the unproven theories of a lone thinker, but shared by many oft-unheard fellow experts in the sales training field.

Five Key Sales Expert Interviews at SalesTactics.org

Here are the five sales expert interviews completed over the past two months:

Richard Ruff on How the Fortune 1000 Train Their Sales Teams

Monika D'Agostino on Commitment in Sales Training

Eddy Ricci, Jr., on Training Gen Y Salespeople

Claude Whitacre on Local Online Marketing

David Brock on Change in Selling Organizations

and as a bonus from earlier this year,
Dave Kurlan on Effective Phone Selling.

It's said that if you read three (just three!) books on a subject, you will know more about it than 95% of the population. Consider how much farther ahead you will be about selling if you absorb these interviews.

Sales Expert Interviews with Jason Kanigan

I have also been fortunate enough to have been interviewed several times recently. Rather than "just" cold calling or typical sales ideas, I've been able to discuss the mindset of a successful salesperson. This is one of my most valuable interviews to date.

Business Unleashed did a written Q&A with me on getting started

Inner Success Radio had me delve into the mindset of a successful salesperson

Nicholas Loise, president of Glazer Kennedy Inner Circle, interviews me on high ticket selling (episode 24).

This is a virtual library of sales training methodology you could pay a considerable amount of money for. Think about it: what do you think the billable hourly rate of each of these experts is? And totaled together? At a bare minimum we have a $1000 program on this page. And it's provided here for free.

>> Jason Kanigan is a sales force developer. If you know someone who will benefit from seeing this information, please Share it. Also, you can Like our Facebook page to be advised of new content like this. And if you have a question about any of these interviews or another topic in sales, please comment below to let us know! We want to hear from you. And if you'd like to get better customers, better projects and make more money, get The Small Business Sales Effectiveness Report available FREE at the top of this page! <<


Training Gen Y Salespeople: Eddy Ricci Interview

Eddy Ricci Interview

Eddy Ricci Interview On Training Generation Y Salespeople

Eddy Ricci, Jr., author of The Growth Game, shared his experience as a Gen Y member training other Gen Y salespeople. With his company of the same name, Eddy is giving Gen Y what they need to become better performers.

From Eddy we learn that Gen Y:

  • needs more consistent feedback in the workplace
  • benefits most from customization in training they're receiving
  • are not necessarily tech-savvy, but are good online networkers.

In a marketplace where they must develop real-world relationships instead of relying entirely upon the social media they grew up with, Gen Y has a number of specific needs addressed by this training.

What You Can Learn from the Eddy Ricci Interview

In the article I previously referenced, we looked at the changes necessary for a sales training program to be effective with Gen Y.

But how about getting those sales jobs? Many Gen Y members are about to graduate from college. What should they do now to help them get a sales job? Eddy and I cover several methods to study and get on the hiring radar of companies likely to hire Gen Y candidates.

Job hunts require a focus, so what types of companies are focusing on hiring Gen Y? Eddy tells us the three industries that are especially predisposed to hiring Generation Y members.

Click here to listen to the full Eddy Ricci Interview


Gen Y and the workforce is a very hot topic; just do a Google search for the term. And there's a huge reason: Generation Y is a third of the workforce now, and only going to increase. As this group, with its different attitudes towards work and values of success, joins the workforce and gradually gets older and into leadership positions, what changes will they bring?

If you're interested in Gen Y training from Eddy Ricci, Jr., click here.

>> Are you a member of Gen Y? What do you think about sales work and the training you've received? And if you're not, how do you feel about the attention Gen Y is getting? Comment below to let us know! Jason Kanigan is a sales force developer. Please Like or Share this interview if you found it helpful. And join us in Sales Tactics University to improve your sales results! <<


Selling to Generation Y: Does Your Sales Training Need a Revamp?

Selling to Generation YSelling to Generation Y is a concept almost completely overlooked today. Yet Gen Y has attitudes, beliefs and challenges not present for the generations before it. Eddy Ricci, Jr., founder of The Growth Game and called "the emerging expert in develping Gen Y sales professionals" recently posted about "7 Signs Your Sales Training Needs a Revamp".

In my experience, few companies even think about sales training. They don't have any program at all. So the title may well be "7 Signs You Need Sales Training"; it would be just as valid.

A New Technological Sales Superweapon Does Not Exist

Ricci's first point is to look out for "Too much old school or too much new school." This is a bit vague, because you can sum it up as "use what works" instead and get to the same outcome. The truth is that sales do behave differently online. But I believe you would get the best results from realizing:

  • no new technological sales superweapon exists
  • a testing mindset will serve you well
  • optimized sales processes and funnels likely will take a few adjustments to get them right.

"There is no situational training" is Ricci's second point, and he's right. Roleplaying frightens many people over 50, who think it is 'weird'. But most of Gen Y, and those selling to Generation Y, would do well to remember that they are quite comfortable with the idea. So sitting down and playing "What If", one salesperson as the prospect and the other as themselves, is a powerful way to uncover the unexpected.

"If ignorant both of your enemy and of yourself, you are certain in every battle to be in peril."
– Sun Tzu, The Art of War

We tend to be familiar with this bit of wisdom, though not to remember it at the right times. Knowing yourself--your preferences, how you want to communicate and receive information, what you value--and remaining aware that the large majority of prospects are different from you, will make you a better salesperson. "Did the trainees learn anything...about themselves?" is Ricci's third point. Believing your prospects are the same as you is a mistake.

Skip the "Pollyanna" Approach to Sales Training and Selling to Generation Y

Selling to Generation Y, or members of any generation, will result in positive or negative interactions. Despite the best intentions, training and pep talks, sales conversations will turn upside-down and salespeople will have bad experiences. Ricci notes that sweeping these potential situations under the rug in his fourth point, "The real world...all, or nothing at all", is no help to trainees. The good, the bad and the ugly must be discussed in the training...or beat-up salespeople will quit when prospects do not behave in the compliant way advertised.

"No measurable outcomes" is listed as Ricci's fifth point. Without targets and measures, how will we know if a training program is effective?

Follow up coaching is often missing from sales training. Yet ongoing reinforcement is critical to success. Concepts, techniques and ideas will not be remembered after a few weeks, when the trainee slips back into their old comfort zone. "I'm talking about PRACTICE, not the game", Ricci announces as his sixth point. He lists peer feedback and accountability as essential to retaining and improving these skills. These activities are valuable when selling to Generation Y.

Using Web-Based Tools for Training and Selling to Generation Y Is an Effective Solution

Finally, Ricci says if "The program is on VHS!" you are losing the ability for sales staff to train on their own time. With web-based training tools, this generation's salespeople will be more likely to want to figure it out for themselves.

Overall, Ricci makes good points about reviewing the effectiveness of your sales training program. But if you are in the position of many firms, and don't have a program at all, it's time to implement one. At least you'll be starting with one major advantage: no bad habits.

Selling to Generation Y, and by salespeople who are members of that generation, requires new tools. Inertia, "we do it this way because it's the way we've always done it," is not one of them.

>> Jason Kanigan is a sales force developer. Was this post helpful? Please Like, Share or Comment to let others know! <<