66: Be a Sales Diagnostician with Steve Richard

Steve Richard is the Chief-Evangelist and Co-Founder of ExecVision, a conversation intelligence platform built to drive change in human behavior. We talk about the sales management code, practical prospecting strategies, and the effectiveness of cold calling in today’s sales environment. 

 

Time Stamps

[00:40] Steve’s entrepreneurial journey

[03:43] Steve’s experience with management blueprints 

[06:58] The ROA sales framework 

[08:42] Sales prospecting definition, techniques, and why it’s important

[10:54] Cracking the sales management code

[12:43] Steve’s “Outbound In” marketing strategy

[13:30] Is cold calling really dead?

[16:12] Data on the effectiveness of cold calling in diverse types of industries

[18:23] Practical and effective alternatives to cold calling

[21:49] The three by three sales research technique 

[23:58] Defining the unscheduled expected call 

[27:05] Pattern recognition and human intelligence in sales

[28:16] How to change behaviour and create a better sales culture within an organization

[32:02] Parting thoughts 

 

Links and Resources

Steve’s LinkedIn

ExecVision.io

Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana

Steve Preda's Book: Buyable

Complete the Buyability Assessment for Your Business

https://StevePreda.com