Open Source Selling -- A Thoughtful Exchange of Ideas in the Art and Science of B2B Selling

Introducing Bob Carlstrom: Selling Isn’t a Straight Line

On this week's episode of #OpenSourceSelling, I talk with @BobCarlstrom. Bob successfully transitioned from personal trainer to #B2BSeller more than a decade ago. In this segment, Bob shares the unconventional path he took into #B2BSales and compares it to how many #salescycles progress: There wasn't a direct path. There were starts and stops, but he had a goal, kept his focus, and reminded himself often of what he was trying to accomplish. Following this pattern of setting a goal and keeping maniacally focused on the outcome, he has already had tremendous success working for some of the largest companies in the world--IBM, Salesforce, Microstrategy, and now AWS.
Join me as we ask, listen, and learn together!

Shortsighted Selling

So many of us look for ways to shorten the sales cycle; no big deal, right?! It depends. There is nothing wrong with looking for ways to streamline a process. However, when we look for #shortcuts we too often end up cutting corners. But we each know, deep down in, there are #noshortcuts and cutting corners will eventually slow down the process and make everything more messy!
On today's episode of #OpenSourceSelling, @Samaalroberson cautions against this and other #shortsighted selling mentalities. For example, how the #artofselling is more than just having the gift of gab. He also talks about the evolution of the sales rep and its impact on the customer's perspective and what it takes to be a #topperformer!
Join us as we ask, listen, and learn together! 

Pivot Points

Have you ever considered quitting or changing careers because you didn't think #selling was right for you? I imagine all of us have felt that way before when going through a #slump. On today's episode of #OpenSourceSelling, @SamaalRoberson opens up and talks about how #selfdoubt can creep into our minds and prevent us from becoming a #topperformer. He recalls a few #pivotpoints from his career and shares how a good manager, serious reflection, persistence, and continuous #hardwork helped see him through these pivots and can help you as well!
Join me as we ask, listen, and learn together!

Account Planning & Strategy

On today's episode, I continue my conversation with Samaal as we discuss one of the most important aspects of selling: account planning. This might be where the preverbal rubber meats the road and what might be the biggest chasm between a good rep on the account team and a top performer.
Samaal shares both successes and failures and what he learned from his experiences. He discusses the effects of account planning on getting the right resources to progress opportunities as well as how it helps to shorten the sales cycle.
Join me as we ask, listen, and learn together!

Focus on the customer, preparation, & driving results

On today's episode of Open Source Selling, I speak with selling veteran Samaal Roberson who has been in B2B Sales for 40 years. In this first of four segments, we discuss how to balance the importance of focusing on the customer while at the same time driving results for your company and what to do when those seem to be at odds.
Join me as we ask, listen, and learn together!

B2B Selling: art vs. science & how to become a top performer

Happy Cinco de Mayo! On this final segment of my conversation with Trina Thomas, I ask her the age old question about selling: is it more of an art or science and why. She addresses this and shares her opinion on what it takes to become a top performer. Her final piece of advice for sellers at the end is worth listening to as well.
Join me as we ask, listen, and learn together!

Improving your skills to increase confidence & credibility

Do you think of yourself as a true professional? What skills and abilities helped you get into sales? Have you continued to improve those, like adding wood to a fire, or have you let the flame dwindle?
On today's episode of Open Source Selling, Trina and I continue our conversation by discussing how there is a direct correlation between how much time you spend improving your skills and the increased confidence and credibility that creates with your colleagues and customers. She shares a few ideas and techniques she has used to improve her skills.

Prospecting & Differentiation

What is it about prospecting that kills the mood in any sales meeting?! It's not like people who get into sales don't know that top of mind for sales leadership is prospecting, prospecting, prospecting, oh yeah, and pipeline pipeline pipeline...maybe they are hoping something has changed or no one will notice their pipeline deplete if they don't prospect! At any rate, on Today's episode of Open Source Selling, Trina and I continue our conversation by trying to talk about this thorny issue without killing the mood. Trina offers some sound advice like: your differentiation begins with effective prospecting. AND, no matter your position on the account team, you are always prospecting! The key is not learning how to love or even like it, but continually looking for ways to differentiate yourself as you do it so you can grow your pipeline.

Holding Customers Accountable & Getting Alignment Early in the Sales Cycle

In this episode of Open Source Selling (#2 of 5 this week), Trina and I continue our conversation and discuss what it means to hold the customer accountable and the consequences of not doing so. We also discuss how to get alignment and why it is important to do so as early as possible in the sales cycle. Trina shares experiences she has had over the years, lessons learned the hard way, and how she used those experiences as stepping stones to improve how she works with her customers to earn their trust and close more business.

Introducing Trina Thomas - loyalty, and the benefits of company longevity!

This episode is the first in a series of five. Each day I will release a new segment that covers a different sales topic from my conversation with Trina.
During this introductory episode, we get to know Trina Thomas, Sr. Account Executive at DocuSign. Trina has been in B2B Sales for almost 20 years and for almost half of that time she has been with DocuSign.
She hadn't planned on getting into sales as a career, but after encouragement from a friend almost 25 years ago, she looks back with no regrets. She knows she is doing what she was meant to do and is having the time of her life. She has consistently been a top performer and considers loyalty a key to her success. 
Among the topics Trina and I discuss are: holding customers accountable, getting better alignment early in the sales cycle, prospecting, and the importance of making the time to improve your skills to be a true professional.
Regardless of your role on the account team, Trina's experience and insight can help elevate your game!
Trina Thomas LinkedIn Profile: https://www.linkedin.com/in/trina-thomas-529a26a/