Talking To Above The Line

Written by: Skip Miller & Tom Latourette
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  • Summary

  • Every sale has two value propositions - above the line and below the line. Yet, salespeople are only trained to sell to one. Despite different needs and challenges, the focus is on below the line criteria, benefits, positioning, and price. This is backward! Effective sales teams positioned above the line cut their sales cycles in half and double average order sizes.

     

    How? Welcome to Talking to Above the Line with Skip Miller and Tom Latourette, the podcast that helps sales leaders and salespeople have the right conversations at the right time. It's time to stop selling the same way you did a year ago. Join Skip and Tom every week to learn how you can overcome your sales issues and challenges and discover specific ways to increase your profit margins.

     

    Skip Miller is President of M3 Learning, a sales and sales management training company based in Silicon Valley. M3's signature selling method, ProActive Selling™, is unique in its focus on the tactics of sales cycle control. Through training hundreds of companies in over 35 countries, he aims to make a salesperson better on each call.

     

    Tom Latourette has been a disciple of the M3 Learning process since 2000 when he was VP of Sales and Marketing at SBR, Inc. With over 26 years of management experience, Tom brings a unique, real-world voice to this show. 

     

    Each week, Skip and Tom talk with senior executives to get a look under the hood of sales. In the episodes, you'll hear how ATLs make decisions, what challenges and risks they face, and why they work with partners, vendors, and suppliers. You will also discover useful strategies and practical steps to improve profitability.

     


    When traditional selling tactics are not cutting it, it’s time to look to the experts. Tune in every week to understand the language ATL buyers use to become effective selling into the C-Suite like never before. Don’t miss an episode of Talking to Above the Line with Skip Miller and Tom Latourette!
    Copyright 2023 M3 Learning
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Economics Management & Leadership Marketing & Sales Personal Success Small Business & Entrepreneurship
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Episodes
  • What Makes A Good Sales Talk With Aaron Stead, CRO At Mindbody

    What Makes A Good Sales Talk With Aaron Stead, CRO At Mindbody
    Sep 7 2021

    A good sales talk keeps your client engaged. Skip Miller and Tom Latourette's guest today is Aaron Stead, Chief Revenue Officer at Mindbody. In this episode, Aaron discusses with Skip and Tom that research and personalization are key points for an engaging sales conversation. If you want your potential client to listen to you, learn about their industry, and listen to their needs. Then present your product as the best solution available in the market to solve their problem. Want more tips on how to conduct the sales talk that sells? Jump in! 
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    23 mins
  • Putting Relationships At The Center Of Your Business Model With Michael O'Rourke, CEO At Signature Bank

    Putting Relationships At The Center Of Your Business Model With Michael O'Rourke, CEO At Signature Bank
    Aug 31 2021

    There is no denying the impact of COVID-19 on many businesses. Almost all were forced to shut down, causing now, more than ever, for people to crave that human interaction, especially in businesses that need to provide that certain hand-holding. Michael O'Rourke, the CEO of Signature Bank, is doing just that—working non-stop to be out there for people. He joins the show in this episode to share with us the challenges he is facing in this current pandemic, how he is overcoming them, and what he plans to do in the near future to keep the growth going. At the heart of it is their business model that revolves around how relationships matter. Michael tells us the way they put relationships at the front and center and how to build a better brand when social media is not working.
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    23 mins
  • Addressing The Civic Leadership Gap At Business Speed With Maria Wynne, CEO At Leadership Greater Chicago

    Addressing The Civic Leadership Gap At Business Speed With Maria Wynne, CEO At Leadership Greater Chicago
    Aug 24 2021

    Leadership Greater Chicago is a nonprofit like any other but it would be a mistake to assume that it doesn’t run on business speed. In fact, the accelerated nature of its operation attracts a certain breed of people into its ranks – people who are willing to run really fast along with the organization breakneck trajectory. The reason? Simply because the pressing socioeconomic issues in Chicagoland couldn’t wait a second longer to be addressed with competent and visionary leadership. Founded more than 30 years ago, the organization has continued to deliver on its mission of ensuring that Greater Chicago has a constant pipeline of civic leaders from the private, nonprofit, and public sectors to address these issues. Holding the reins during this pivotal time is Maria Wynne, who has been the organization’s CEO since 2014. She joins Skip Miller and Tom Latourette in this conversation and speaks about her role as a leader, what makes the organization different, and what its vision for the future looks like.
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    21 mins

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