Episode #180: What is Your Sales Call Plan? with Lisa Magnuson

In This Episode of The Buyer’s Mind with Jeff Shore:

Lisa Magnuson, author of The Top Seller Advantage, talks with Jeff about how she helps salespeople reach out to executives.  The principles of selling to executives are applicable to all sales.  Before you place that sales call, are you winging it or do you have a plan in place? Fortune favors the planner.

Topics we’re going to cover on today’s podcast:

[1:06] How well are you planning?

[4:31] How do executives think?

[7:56] What makes a meeting valuable?

[11:58] Everybody wants something from an executive

[16:23] What stands in the way of executive engagement?

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More about our guest Lisa Magnuson:

Lisa Magnuson has walked in the shoes of sales leaders.  She was an award-winning sales manager and led the charge as a Sales VP for several Fortune 50 companies. Totaling over 35 years of experience, Lisa has worked with large, medium and small corporate clients across a broad spectrum of industries.

Top Line Sales, founded by Lisa in 2005, has a proven track record of helping corporate clients overcome the barriers to winning TOP Line Accounts™. These clients boast of closed contracts totaling over $350 million in new revenue due to Lisa’s “roll up your sleeves” approach to help her clients win.

Lisa is the author of two award winning books: The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships and her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly.

Her popular webinar series, Winning 5X Deals, is broadcast monthly through the BrightTALK Sales Experts Channel (available anytime on demand).

Links from today’s podcast:

Homebridge Financial 

Lisa Magnuson

Free Pre-Call Planning Guide

Follow-Up and Close the Sale

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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.