https://simplecast.com Sales Continuum A straight shooting podcast for businesses that want to accelerate sales results. 2020 Tony Bonanno & Value Selling Academy Pty Ltd en Wed, 13 Jan 2021 11:13:38 +0000 Wed, 13 Jan 2021 11:13:48 +0000 https://sales-continuum.simplecast.com Sales Continuum https://image.simplecastcdn.com/images/3cbc5c3b-21bf-4a87-8909-b0be84ab7965/956e97d2-95f5-4e6a-9541-e4af54fe8714/3000x3000/sales-continuum-logo.jpg?aid=rss_feed https://sales-continuum.simplecast.com episodic A straight shooting podcast for businesses that want to accelerate sales results. Tony Bonanno no https://feeds.simplecast.com/exOT0H4N sales management, business, entrepreneur, leadership, presentation, profit, public speaking, revenue, sales, sales training, startup Tony Bonanno tony@valuesellingacademy.com.au 09bedb5e-1a9d-4f95-b6cd-cd06a307462d Episode 009 - Is Feature-Benefit Selling Dead? + Thoughts on Hope for 2021 Wed, 13 Jan 2021 11:13:38 +0000 tony@valuesellingacademy.com.au (Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-009-is-feature-benefit-selling-dead-thoughts-on-hope-for-2021-gNb6E1Je Episode 009 - Is Feature-Benefit Selling Dead? + Thoughts on Hope for 2021 Tony Bonanno 00:12:01 In this episode, we look at the effectiveness or lack thereof of the reliance on features and benefits in the sales process. Plus, my reflections on hope and what 2021 has in store. In this episode, we look at the effectiveness or lack thereof of the reliance on features and benefits in the sales process. Plus, my reflections on hope and what 2021 has in store. benefits, goals, discovery, sales, sales management, deal review, hope, features no full 9 ba729cd0-641a-4223-9859-2db7c1aef86d Episode 008 - How's Your Customer Experience? + The BE UNSTOPPABLE Foundation Mon, 7 Dec 2020 11:34:55 +0000 tony@valuesellingacademy.com.au (Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-008-hows-your-customer-experience-the-be-unstoppable-foundation-te941rwv Episode 008 - How's Your Customer Experience? + The BE UNSTOPPABLE Foundation Tony Bonanno 00:09:22 Is poor customer experience causing retention and churn problems? In this episode we explore a couple of real examples that caused me to wonder just how good, or bad, is customer service these days? Is poor customer experience causing retention and churn problems? In this episode we explore a couple of real examples that caused me to wonder just how good, or bad, is customer service these days? cx, customer service, sales, customer experience, sales management, marketing no full 8 2e56a060-ac22-4c4b-8a01-7f7204181723 Episode 007 - The Importance of Sales Practice + The Impact of Our Choices Mon, 30 Nov 2020 10:46:32 +0000 tony@valuesellingacademy.com.au (Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-007-the-importance-of-sales-practice-the-impact-of-our-choices-LCrJbXbg Episode 007 - The Importance of Sales Practice + The Impact of Our Choices Tony Bonanno 00:09:01 Practising for a sale is just as important and relevant as a sportsperson or performer practising for peak outcomes. Today we explore the parallels. + Take responsibility for the choices you make in ife. Practising for a sale is just as important and relevant as a sportsperson or performer practising for peak outcomes. Today we explore the parallels. + Take responsibility for the choices you make in ife. sales, sales readiness, sales management, practice no full 7 eb335c1f-1ebc-4b65-a6fc-84839525998b Episode 006 - The Power of the Relationship + How to Get a Remote Working Assessment Mon, 24 Aug 2020 20:30:51 +0000 tony@valuesellingacademy.com.au (Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-006-the-power-of-the-relationship-how-to-get-a-remote-working-assessment-Cs98MYUl Episode 006 - The Power of the Relationship + How to Get a Remote Working Assessment Tony Bonanno 00:12:04 In this episode we visit the topic of establishing a business relationship and what can go wrong when that relationship is not transferred to others in your organisation that are a part of the sales process. In this episode we visit the topic of establishing a business relationship and what can go wrong when that relationship is not transferred to others in your organisation that are a part of the sales process. value selling, discovery, sales, relationship, demos, sales management no full 6 d052795a-a5e9-4786-a259-271aa1b580eb Episode 005 - The Value of Having a Really Good Coach + How to Get a Remote Working Assessment Mon, 17 Aug 2020 12:28:15 +0000 tony@valuesellingacademy.com.au (Dee Raquel Joma, Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-005-the-value-of-having-a-really-good-coach-how-to-get-a-remote-working-assessment-Z3VvzpAh Episode 005 - The Value of Having a Really Good Coach + How to Get a Remote Working Assessment Dee Raquel Joma, Tony Bonanno 00:28:40 This week I chat with Dee Raquel Joma, the founder of Be Unstoppable Coaching, about what makes coaching really tick and why you should have one. Also, if you're wondering about the welfare of your remote workers, you can get a Remote Working Assessment to guide you on the most effective way to support them towards success in their current situation. This week I chat with Dee Raquel Joma, the founder of Be Unstoppable Coaching, about what makes coaching really tick and why you should have one. Also, if you're wondering about the welfare of your remote workers, you can get a Remote Working Assessment to guide you on the most effective way to support them towards success in their current situation. leadership, sales, remote work assessment, sales management, coaching no full 5 7bc8e6a9-a13e-4833-84c9-b76b245359da Episode 004 - Dealing with Stress + Sales Management Challenges for Modern Businesses In this episode, I'm joined by Rachael Brian, Performance Consultant from Dale Carnegie Training and we talk about some of the ways that stress impacts our lives and what we can do about it.  In Part 2 of the show we explore the key mistakes businesses make with the sales management portfolio and how to focus your efforts to get it right.

]]> Mon, 3 Aug 2020 14:05:03 +0000 tony@valuesellingacademy.com.au (Rachael Brian, Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-004-dealing-with-stress-sales-management-challenges-for-modern-businesses-vV9gMAP_ In this episode, I'm joined by Rachael Brian, Performance Consultant from Dale Carnegie Training and we talk about some of the ways that stress impacts our lives and what we can do about it.  In Part 2 of the show we explore the key mistakes businesses make with the sales management portfolio and how to focus your efforts to get it right.

]]> Episode 004 - Dealing with Stress + Sales Management Challenges for Modern Businesses Rachael Brian, Tony Bonanno 00:18:24 Dealing with Stress Sales Management Challenges for Businesses Dealing with Stress Sales Management Challenges for Businesses sales, stress, sales management, worry no full 4 ef9393d5-dfa7-420c-813c-6aad2649f5b9 Episode 003 - Persuasive Approach Calls + Your Agility Quotient Click on the link to start the assessment to determine your Agility Quotient.  See if you can get several people from your business to do the same to obtain a better sample and create a more valid result.  

https://bit.ly/yourAQ

]]> Mon, 27 Jul 2020 14:42:18 +0000 tony@valuesellingacademy.com.au (Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-003-persuasive-approach-calls-your-agility-quotient-8pb6zWtk Click on the link to start the assessment to determine your Agility Quotient.  See if you can get several people from your business to do the same to obtain a better sample and create a more valid result.  

https://bit.ly/yourAQ

]]> Episode 003 - Persuasive Approach Calls + Your Agility Quotient Tony Bonanno 00:19:54 In Part 1, we look at how to construct a persuasive approach call that resonates with your prospect. Part 2 explores the topic of agility and challenges just how agile your business really is. In Part 1, we look at how to construct a persuasive approach call that resonates with your prospect. Part 2 explores the topic of agility and challenges just how agile your business really is. agility, agility quotient, gatekeepper, sales, approaching, sales management, agile, prospecting no full 3 209f409a-7cfb-42fb-8a65-b81baf618e7f Episode 002 - Winning Through Price Intimidation + Working With Gatekeepers In this week's episode I chat with Russ James, the author of Winning Through Price Intimidation. Russ has almost 40 years experience various retail and service businesses.  He shares some hard-won knowledge on how to beat the intimidating tactics employed by buyers.  You can connect with Russ at www.marginmastery.com.au.

But before we meet Russ and hear his story, I'll take a few moments to share with you some insights on how to work with gatekeepers.

Remember to subscribe to keep up to date with the many sales topics and guests to come.

Cheers,
Tony Bonanno
www.bonanno.com.au

 

]]> Mon, 20 Jul 2020 20:00:29 +0000 tony@valuesellingacademy.com.au (Russ James, Tony Bonanno) https://sales-continuum.simplecast.com/episodes/episode-002-winning-through-price-intimidation-working-with-gatekeepers-4VLD5bGI In this week's episode I chat with Russ James, the author of Winning Through Price Intimidation. Russ has almost 40 years experience various retail and service businesses.  He shares some hard-won knowledge on how to beat the intimidating tactics employed by buyers.  You can connect with Russ at www.marginmastery.com.au.

But before we meet Russ and hear his story, I'll take a few moments to share with you some insights on how to work with gatekeepers.

Remember to subscribe to keep up to date with the many sales topics and guests to come.

Cheers,
Tony Bonanno
www.bonanno.com.au

 

]]> Episode 002 - Winning Through Price Intimidation + Working With Gatekeepers Russ James, Tony Bonanno 00:18:48 Item 1: Working with Gatekeepers Item 2: Winning Through Price Intimidation Item 1: Working with Gatekeepers Item 2: Winning Through Price Intimidation forecast accuracy, pricing strategy, retail, sales, pipeline, sales management, pricing no full 2 a6282ae0-0925-459a-ae6b-7f43b079dcd9 Pilot - Why Forecast Accuracy is Critical to Sales & Business Success In this pilot episode, we dive in at the deep end to explore why forecast accuracy is so important and how pipeline ratio management is the essential ingredient to delivering that accuracy.

]]> Sun, 12 Jul 2020 21:08:48 +0000 tony@valuesellingacademy.com.au (Tony Bonanno) https://sales-continuum.simplecast.com/episodes/pilot-why-forecast-accuracy-is-critical-to-sales-business-success-TUViB6qc In this pilot episode, we dive in at the deep end to explore why forecast accuracy is so important and how pipeline ratio management is the essential ingredient to delivering that accuracy.

]]> Pilot - Why Forecast Accuracy is Critical to Sales & Business Success Tony Bonanno 00:18:07 In this pilot episode, we dive in at the deep end to explore why forecast accuracy is so important and how pipeline ratio management is the essential ingredient to delivering that accuracy. We also take a look at the Annual Retailers' Mistake and why preparing for Christmas trading starts now. In this pilot episode, we dive in at the deep end to explore why forecast accuracy is so important and how pipeline ratio management is the essential ingredient to delivering that accuracy. We also take a look at the Annual Retailers' Mistake and why preparing for Christmas trading starts now. business, forecast, sales training, training, sales, pipeline, sales management no full 1