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Screen to Screen Selling Show

Welcome to the Screen to Screen Selling TV show hosted by Doug Devitre, your source to increasing sales, productivity, and customer experience. In each show, we will sit down with world class thought leaders to discuss latest trends, innovating concepts and ideas to keep you ahead of the curve using the latest technology. Receive announcements on latest episodes http://devitre.co/screen2screen
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You are watching the Screen to Screen Selling TV show hosted by Doug Devitre, your source to increasing sales, productivity, and customer experience.  In each show, we will sit down with world class thought leaders to discuss latest trends, innovating concepts and ideas to keep you ahead of the curve using the latest technology.  Get notified as soon as new episodes are produced http://devitre.co/screen2screen.

Aug 26, 2015

Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today's market and that business leaders can no longer rely on approaches to sales based on techniques from decades ago.

Colleen works with business and sales leaders to design, implement and hone their sales teams to seize market opportunities. Whether designing strategy to target a new market or working with a team to improve their productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank of Canada, Dow AgroSciences, Adecco, Trend Micro, United Online, and over 1,000 other leading organizations.

Colleen is the author of the popular "Nonstop Sales Boom" and "Honesty Sells" books. She has been distinguished as a Certified Sales Professional (C.S.P.), is a past President of the Canadian Association of Professional Speakers and is a member of the Canadian Speaking Hall of Fame. Sales and Marketing Magazine has called Colleen and Engage Selling: one of the top 5 most effective sales training organizations in the market today!

Key takeaways:

  • The best way to reposition sales teams for seasonal sales cycles.
  • How to prioritize time and resources for customer acquisition according to potential revenue opportunities.
  • How to choose media type and frequency of contact using multiple customer-preferred technologies.
Aug 19, 2015

Lee Johnsen has a 20-year record of successfully guiding organizations toward improved productivity and enriched work relationships resulting in significant growth. His broad practical experience in consulting and strategizing with corporate learning and development managers, as well as his technical knowledge, have served him well in creating winning strategies and achieving optimal results.

Lee has held officer and management positions in Fortune 500 corporations and government agencies. His expertise encompasses executive coaching, strategic planning, leadership and management development training, performance improvement, change management, and sales and service development.

Ask Lee about his Virtual Team Operating Agreement.

Key takeways include:

  • What is included in a virtual team operating agreement and how does it set expectations with virtual teams.
  • How to address the complexity of virtual environments and reliance upon team members to get projects completed faster.
  • The time it takes to prepare for a virtual meeting as opposed to an in person meeting.
Aug 18, 2015

Terry Brock is a global authority on business uses of the latest technology.  He is a syndicated columinst of the Business Journal's 43 paper network with over 40 million pages views each month and has acted as Chief Blogger for AT&T and Skype.

He is a co-author of the best-selling book, Klout Matters, earned the Certified Speaking Professional designation from the National Speakers Association and was inducted into the Speaker Hall of Fame (a designation awarded to less than 1% of speakers in the world).

Get a copy of Klout Matters and/or get practical insights from his personal blog.

Key takeaways include:

  • How should someone present themselves in a mobile broadcasting environment as opposed to professional studio recordings?
  • How to stand out from the noise among the drowning requests to "Watch me now live!"
  • The future trends regarding mobile technology for business uses.
Aug 14, 2015

Michael Krisa; Vice President of YLE Consulting Group is a real estate broker and has been a practicing since 1989.  In that time he has won numerous awards for outstanding sales achievement and has managed a number of top producing offices.

Commonly known as "That Interview Guy", he is famous for getting up close and personal with the movers and shakers in the Real Estate Industry. His audio and video interviews let you go behind the scenes and learn from the greatest minds in the business.

Catch one of this episodes of "That Interview Guy" here.

Key takeaways include:

  • How to overcome the fear of how you look on camera when using video.
  • What tools and apps are best for creating video for marketing.
  • Trick for looking people in the eye when talking to them during video chat.

 

Aug 13, 2015

Kristin J. Arnold, MBA, CMC, CPF, CSP is the president and founder of Quality Process Consultants, Inc., with offices in Scottsdale, Arizona and Cape Traverse, Prince Edward Island, Canada. As a professional facilitator specializing in high stakes meeting facilitation, interactive speaker and engaging trainer and consultant, Kristin is passionate about teamwork, engagement, action and momentum.Kristin’s passion for teams is reflected in her writing, speaking, facilitation and consulting. She is the author of several books in the Extraordinary Team Series (Team Basics, Email Basics and Team Energizers), as well as a newspaper columnist and contributing author to a myriad of other team-based books, such as The IAF Handbook of Group Facilitation. Her latest book, Boring to Bravo was published in August, 2010.Featured in numerous publications such as Harvard Business Update, USA Today and Selling Power, Kristin knows what it takes to lead, facilitate and participate in high performing teams.

Access Kristin's team building resources here.

Key takeaways include:

  • How to handle conflict when participants have personal agendas.
  • What questions work best to stimultate the creativity in groups.
  • How to effectively facilitate remote meetings so technology doesn't get in the way.
Aug 10, 2015

Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.

Download his FREE sales and marketing guides here.

Key takeaways include:

  • How sales teams can work with marketing to better tell the story for the customer.
  • Which metrics can sales teams use to better identify opportunities to improve sales performance?
  • Tips on integrating technology with marketing and sales to work together as a unit.
Aug 5, 2015

As CEO of U. S. Learning, a corporate training entity, and the producer of U.S. Learning’s training programs, Don Hutson has served clients in over 30 countries. He has years of experience in speaking, management and sales.

Don Hutson successfully worked his way through college selling real estate, and graduated from the University of Memphis with a degree in sales. He went on to become the top salesperson in a national training organization. As part of this experience, Don Hutson gave presentations to over 1500 small groups. This combination of selling and speaking experience eventually led Don Hutson to establish his own training firm. He was soon in demand as a professional speaker at corporate and association meetings.

Don Hutson’s client list includes over one-half of the Fortune 500, and he is featured in over 100 training films. He is also the Chairman of Executive Books.

Key takeaways include:

  • How sales managers can have quicker meetings with their team to drive performance.
  • Best tip when negotiating the best deal when working with customers remotely.
  • How sales training has evolved with the latest technology.
Jul 30, 2015

Founder and Chairman of the AA-ISP (association for inside sales professionals) shares how many companies are transitioning from outside field reps into consummate inside sales professionals.  

The AA-ISP is an international association dedicated exclusively to advancing the profession of Inside Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Inside Sales industry. Our mission is to help inside sales representatives and leaders to leverage our information and resources through published content, local community chapters, national conferences, career development, and an Inside Sales accreditation program.

Learn more and join today.

 Bob Perkins Inside Sales Association

Key takeaways include:

  • What skills are different from an inside sales professional vs. a field sales representative?
  • What customer demands are forcing sales professionals to be more adaptable to the latest technology?
  • What are the obstacles sales managers experience when adopting new models that involve inside sales professionals? 
Jul 29, 2015

CEO of the Wyoming Associaiton of Realtors, Guyla Greenly oversees a membership of over 2,000 members with only 3 full time staff.   In this episode Guyla shares how her team recently changed their governance structure with collaborative process and and decision-making using the latest technology.

Guyla Greenly Restructured Performance

Key takeaways include:

  • What process and tools were used to make the case to support a governance restructure.
  • How remote meetings has helped increase participation and reduce overhead.
  • How to execute initiatives faster using checklists, process maps, and collaboration tools.
Jul 27, 2015

Past CTO of Disney, Getty Images and now CEO of Recursive Labs, St. Louis native Bud Albers is changing the way customers interact with companies in order to imrpove the experience.  New products like RealTime and Replay are letting the customer drive and allowing their friends to join the ride.

More about Recursive labs here...

Bud Albers Social Cobrowsing

Takeaways include:

  • Breakthrough innvotation on sharing confidential information with social collaboration.
  • How one line of Javascript can provide a 360 look at online behavior on a company's website.
  • How links become clickable from inside the video timeline of a conversation.
Jul 26, 2015

Real estate organizations bring in Steve Harney when they want to equip their sales teams with the right dialogue to sell more homes.  He started out selling real estate back in 1984 and has since owned offices, responsible for strategic growth, and has been one of the most respected real estate speakers for the last decade.  He currently oversees Keeping Current Matters, a 10,000+ member subscription service for agents and brokers to keep current on industry trends and create the right dialogue geared towards making more home sales.

More about Keeping Current Matters...

 Steve Harney Keeping Current Visuals

Key takeaways include:

  • How to handle false customer perceptions influenced by the media with visuals.
  • How to narrow down your visual selection based on customer priorities.
  • Which visuals are more useful than others when hosting screen to screen conversations.
Jul 25, 2015

Roger Courville has been called the Michael Jordan of online presentations and virtual classes.

Most of the time, however, he’s a just an exceedingly normal guy who speaks, trains, consults, and writes about psychosocial effectiveness when communicating via web/audio/video conferencing (e.g., webinars/web seminars, virtual presentations, webcasts, virtual classrooms).

A veteran of the web conferencing industry (since the modem days of 1999), Roger has taught tens of thousands people worldwide, and he’s reached tens of thousands more with writing appearances, interviews, and while sitting in airports.

His 2008 white paper “Five Keys to Moving Training Online” won TrainingZone.co.uk’s Reader’s Choice Award for “Top Download of the Year.”

More here...

Roger Courville Virtual Pedagogy

Key takeaways include:

  • How customers best learn from web-conferencing delivery.
  • When to listen and when to do the talking.
  • How to select the best technology in order to deliver sales conversations through web-conferencing.
Jul 24, 2015

Jeffrey Hayzlett is a global business celebrity, a prime time television show host on C-Suite TV, and a radio host on CBS Radio’s Play.it and C-Suite Radio. From small businesses to international corporations, his creativity and extraordinary entrepreneurial skills have enabled him to lead ventures blending his leadership perspectives, insights into the c-suite and business strategy, mass marketing prowess and affinity for social media. He is a well-traveled public speaker, the author of the bestselling business books, The Mirror Test and Running the Gauntlet, and one of the most compelling figures in business today.   Recently Jeffrey earned the CPAE Hall of Fame Award from the National Speakers Association because of his commitment and impact he has made on the speaking profession.

Jeffrey Hayzlett C-Suite Decisions

Key takeaways include:

  • Whether or not the C-Suite needs to meet in-person to make critical decisions.
  • What are some pet peeves when meeting remotely and how to handle them.
  • How to do your homework when approaching C-Suite executives to create value. 
Jul 23, 2015

Since 1983, Art Sobczak and Business By Phone Inc. have helped hundreds of thousands of professionals say the right things by phone to get more of what they want.

In 2012 Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his contribution to the profession. In 2013 he was named one of the Top 25 Most Influential Inside Sales Professionals. His latest book, “Smart Calling,” hit Number One in amazon.com’s Sales category its very first DAY, was named Top Sales Book of 2010, and the Revised Second Edition was released in April of 2013.

Get a copy of Smart Callilng now.

Art Sobczak Smart Calling

Key takeaways include:

  • How to avoid cold calling through better preparation, scripts, and dialogue.
  • How to avoid over preparing to maintain consistent phone call productvity.
  • Appropriate times when use email, the phone, or engage a customer Screen to Screen.
Jul 10, 2015

Shep Hyken, CSP, CPAE is a customer service expert, professional speaker and bestselling author who works with companies and organizations who want to build loyal relationships with their customers and employees.

His articles have been read in hundreds of publications, and he is the author of Moments of Magic, The Loyal Customer and the Wall Street Journal and USA Today bestsellers, The Cult of the Customer and The Amazement Revolution, which was also recognized as a New York Times bestseller, and, his latest book, Amaze Every Customer Every Time. He is also the creator of The Customer Focus program which helps clients develop a customer service culture and loyalty mindset.

In 1983 Shep founded Shepard Presentations and since then has worked with hundreds of clients ranging from Fortune 100 size organizations to companies with less than 50 employees. Some of his clients include American Airlines, AAA, Anheuser-Busch, AT&T, AETNA, Abbot Laboratories, American Express—and that’s just a few of the A’s!

Amazing Experiences with Shep Hyken

Key takeaways include:

  • How companies are leveraging technology to create amazing experiences.
  • How to recover from technology backfires by knowing what to say in advance.
  • The leading trends in customer service, responsiveness, and satisfaction.
Jul 10, 2015

A problem with so many web meeting tool options is that we need to learn each of the features across each of the platforms.  That requires more learning, more practice, and less time working with real customers.

In this episode, Doug Devitre, author of Screen to Screen Selling will walk you through one of his favorite platform agnostic whiteboard tools that responds to customer questions quickly.

Doug Devitre whiteboard tool

Key takeaways include:

  • How to use your tablet to act as a digital whiteboard on other people's computer screens.
  • Steps to connect your tablet to desktop screen share using the same WiFi network.
  • Features of a responsive whiteboard tool used to enhance the customer experience.
Jul 9, 2015

Mark Hunter, “The Sales Hunter,” helps individuals and companies identify better prospects, close more sales and profitably build more long-term customer relationships. He is a consultative selling expert, specializing in custom-tailored sales programs that allow businesses to gain the edge they need to compete and win in today’s marketplace.

For nearly 30 years, Mark Hunter has been in sales. For 18 years, he worked for three Fortune 100 companies managing sales territories worth more than $200 million in annual sales. Other roles included directing more than 200 sales people and $700 million in annual sales. For the past 12 years, he has been a sales consultant who speaks and works with leading global companies. It’s Mark’s experience in key sales positions of top corporations that gives him the confidence to deal with CEOs and other senior-level people in today’s corporate environment.

Before Mark embarked on being an independent consultant, he spent 18 years in the sales and marketing divisions of three Fortune 100 companies.  He travels internationally 240 days a year, working with global leaders like Coca-Cola, Kawasaki, Sara Lee, Mattel, Unilever and Godiva.

Mark’s awards include Top Sales & Marketing Influencer 2014, OpenView Sales Lab Top 25 B2B Sales Influencers of 2014, Top Sales World Top Sales Influencers 2014, Top Sales World Best Blogs 2014, and CEO World Brightest Minds in Sales to Follow on Twitter.

More here…

Mark Hunter High Profit Selling

Key takeaways include:

  • The most common type of presentation to avoid that most salespeople make.
  • How to increase profitability by working with buyers focused on outcomes.
  • The one question to start focusing on outcomes that creates immediate value.

 

Jul 8, 2015

In this show we sit down with Alan Weiss, Ph.D., Author of Million Dollar Consulting and 60 other books. He is one of those rare people who can say he is a consultant, speaker, and author and mean it. His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times Corporation, Toyota, and over 500 other leading organizations. He has served on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, Festival Ballet, and chaired the Newport International Film Festival.

More here...

Alan Weiss Visual Frames

Takeaways from this episode include:

  • How to simplify complex processes and decision-making with visuals.
  • Why visuals created on the fly are better than prepared slides.
  • How to help others overcome resistance to using technology.
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