On Accelerate! Now: Episode 112 with Steve Richard. The Importance of Using Sales Call Recordings to Train and Coach Sales Reps
Steve Richard is the co-founder of Vorsight and VorsightBP and a serial sales entrepreneur. Steve is also the co-founder and Chief Revenue Officer for Exec Vision, which focuses on conversational insights to transform the way executives and sales reps understand their business. In this episode, Steve discusses how to use state-of-the art sales call recording techniques to transform your sales reps’ performance. We also dive into other topics including:
- The reasons most companies are missing the opportunity to use sales call recording for training purposes
- Why asking the “WHY” questions is an important discovery strategy
- Why you can’t just give your sales reps a playbook and expect them to succeed
- Why are call recording laws so misunderstood?
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More about Steve Richard
What's the most powerful sales tool in your arsenal?
DemoChimp, SalesLoft and Mobile Day (free)
What's the one book that every sales person should read?
The Joshua Principle: Leadership Secrets of RSVPselling by Tony Hughes
Who's your sales role model?
Tom Snyder (Business Partner) who taught me about active listening.
What's your favorite music to listen to psych yourself up for an important sales call?
Heart or Phil Collins
Contact Steve Richard
Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.
LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals. To Learn More Click Here.
Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.
Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)