Selling With Social - A Sales, Social Selling & Social Media Podcast

  This episode of The Modern Selling Podcast is a little bit different. Instead of me interviewing a guest, I want to share an interview I did with Rob Jeppsen on the Sales Leadership Podcast, where we talked about creating more sales conversations and how to prospect. Our own research at Vengreso has shown that the hardest part of the sales cycle, according to both sales leaders and sellers, is getting the first conversation. The longest part of the sales cycle is that from “hello” to close and, in fact, most of the 200 sales training companies out there focus on teaching all the skills needed in that part of the cycle. But very few focus on the pre-hello. And that's where we spend a lot of our time at Vengreso, teaching prospecting skills that will actually build the sales pipeline. Because the fact is that without the first conversation, nothing else happens. Creating Sales Conversations 1. Mindset Sales leaders who want a strong pipeline must begin by changing their mindset. Those of us 45 years of age a