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Future proof selling

Future-Proof Selling Podcast – Improve Sales Performance

Joe Paranteau is a practicing Sales Director for Microsoft, where he has held positions for over 17 years. A keynote speaker, coach, and sales thought leader, Joe has led nearly 30K sales meetings in his 30-year career with Fortune 500, SMBs, and startup businesses. Within five years, he sold more than $1B in revenue, which motivated him to share his insights in his first book, Billion Dollar Sales Secrets.

In his book, Joe shares fifteen sales tips to inspire people to meet today’s challenges. He wants to help people sell more effectively, ignite their dreams, and have future success. 

Sales has changed. Information has changed. Buyers have a conceptualization of value before you meet and are already three steps ahead of you. You have to be a savvy interpersonal seller.

-Joe Paranteau, Author – Billion Dollar Sales Secrets

Billion dollar sales secrets

About Joe

Growing up, Joe was embarrassed by his thrift store clothing and the rusted family car. His family was poor, and as a child, he painted rocks to sell as paperweights to neighbors—his first sales gig at eight years old. Joe learned to hustle hard to get ahead in life, and it’s the backbone of his success today.

Key Points of This Discussion

·       Joe’s motivation behind his book Billion Dollar Sales Secrets

·       The challenges Joe is seeing in sales today

·       The #1 skill salespeople and leaders need to bring to the market

·       Mindset and resilience: Think big, execute small

·       The mental health toll of the pandemic

·       Scaling up your operations and sales teams.

·       Tools and technologies to assist salespeople

Hear the entire podcast here at:  “Future-Proof Selling: Billion Dollar Sales Secrets with Joe Paranteau (libsyn.com) | Also Growth Acumen on META. | Apple Podcasts | iVOOX Spotify iHeart Radio | Podcast Addict

Neotiations ninja

Negotiations Ninja Podcast

Episode 268: Joe Paranteau's Sales Secrets

Recognize what non-assertion looks like and develop approaches to get the other party back on the track they want to be on.

– Joe Paranteau, Billion Dollar Sales Secrets author and sales expert

Joe Paranteau has sold over a billion dollars in revenue, and he accomplished this in eighteen months.

He’s been a Sales Director at Microsoft for over 17 years. He’s a dynamic speaker, visionary, and deep thinker. He is also the author of Billion Dollar Sales Secrets: Superstar Selling Tips for all Seasons, which he wrote to fill the gaps he saw in sales training.

In this episode of Negotiations Ninja, we share the common areas where people blow their negotiations, the #1 thing that’s wrong with salespeople today, and some of Joe’s sales secrets to helping you reach success on either side of the table.

In this episode, Joe shares a framework for negotiation, based on research from Dr. Dean Barlund in the Six People In a Negotiation.

Joe Paranteau’s Sales Secrets (negotiations.ninja | Sticher | Apple Podcasts | Chartable | Google

You can reach out to Mark on LinkedIn and see what's behind his podcast here https://www.instagram.com/negotiationpod/

Sales vitamin podcast

Sales Vitamin Podcast

.

Top 10 Sales Tips: How to Improve Sales Performance and Drive Sales Results

You're about to learn what they don't teach you in school. Host John Bossong deconstructs the playbooks of the most successful B2B sales authors, leaders, and field practitioners in the Sales Vitamin podcast and discusses their practical strategies, perspectives, and insights. 

Sales vitamin podcast

On today's Sales Vitamin Podcast, John speaks with Joe Paranteau. Joe Paranteau understands how to perform at the highest levels in professional sales. He generated billions in sales in a few short years. He has led 30K+ sales meetings with many of the world's most valuable companies. 

Billion Dollar Sales Secrets is his first book. In it, he shares tips to educate and inspire salespeople. It's the inside track to achieving success in your business and the secrets to making it happen. 

Joe has extensive experience in selling. He has thrived in business-to-business (B2B), direct sales, and leadership. Joe is a sales coach, keynote speaker, veteran, entrepreneur, and investor. He enjoys travel, downhill skiing, krav maga, aviation, and celebrating life for fun. 

Joe has an MBA from LSU in Entrepreneurship & Family Business and a BA in Speech Communication from San Diego State. Joe shares a multitude of vitamins with us that come from his direct experiences.

He also gives us a few from his new book, Billion Dollar Sales Secrets.   Here's what we discuss in this episode: 

·      How hard work, grit, and determination are essential elements for success 

·      Joe's Native American indigenous roots and how it offers a different way to approach sales. ·      How to leverage your background, skills, and talents to provide unique value to your customers.

 Additionally, you will hear ideas on: 

·      What skills do today's sales pros need.

·      Finding sales mentors. 

·      Secrets for sales managers.

·      Building high-quality connections. 

·      How to build and align value.

“Sales has changed. Information has changed. Buyers have a conceptualization of value before you meet and are already three steps ahead of you. You have to be a savvy interpersonal seller.”
–Joe Paranteau, Billion Dollar Sales Secrets

 Connect with Joe. Official Website 

Hear more at The Sales Vitamin Podcast | Podcast on Spotify | The Sales Vitamin Podcast | Sticher | iHeart Radio | Joe Paranteau – Billion Dollar Sales Secrets | Audio Length: 35:45 (vurbl.com) Joe Paranteau – Billion Dollar Sales Secrets (buzzsprout.com) | Apple Podcasts | Google Podcasts

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Business, Brains, and the Bottom Line

Episode 26: Billion Dollar Sales Secrets

Selling Is Something We Do With Others, Not To Them.

– -Joe Paranteau, Author – Billion Dollar Sales Secrets

Every aspect of your life is affected by your ability to sell. Many people, however never learn basic sales skills. It's not taught or encouraged in school. Only a few colleges have degrees in selling, and few even treat it seriously. Yet millions of people have found that their ability to sell well, has translated to career success.

Joe Paranteau, the author of ” Billion Dollar Sales Secrets”, is a leading expert on sales, and he shares what is dysfunctional about sales efforts today, and gives timely advice to build trust and deliver value. He focuses on what people can do to boost their sales abilities, and win deals.

Business brains and the bottom line with paul di liegro

The world has changed dramatically in the last year, as has the nature of sales. Please tune in to this episode, and don't spend another minute wondering how you will be the master of your sales destiny.

Ep. 26: Billion Dollar Sales Secrets | Prescriptive Data Solutions | Listen Notes | Spotify | Buzzsprout iHeart Radio | TuneIn

Joe in feed still

The Other Side of Sales

Top 10 Sales Tips: How to Improve Selling Performance and Drive Sales Results

A leading expert on selling performance, Joe Paranteau, joins Ashleigh and Ryan to talk about his cultural identity and time in the military and how both have helped throughout his journey in sales.

SHOW NOTES

His Selling Journey -Joe grew up without much, and one of his first memories is selling rocks as paperweights door-to-door. -Throughout high school and college, he found himself in various selling roles. And, after college, he decided to make it his career. Terminology -Although the use of the terms Native American or American Indian is frequent, Indigenous is a term that works well globally, so Joe recommends it most often. Cultural Identity and Sales -People don’t look at Joe and see his cultural roots. They look at him and instantly think he’s white and suburban. It wasn’t until the last ten years that he felt comfortable enough to share his heritage in the workplace. -But, there are many aspects of his culture that helped in his various sales roles.

One of the most prominent examples is the circular reference to time in most indigenous cultures. So, he never thought of the selling process as linear and was able to build stronger relationships. He never stopped selling.

Image 2
Native American Indian petroglyphs

Building Rapport -Although quotas can be intimidating and anxiety-inducing, it’s best not to focus on them. Shifting your focus instead to the customer and the problem you’re solving will help you build stronger relationships and hit your quota.

Tenacity -Tenacity is something Joe learned early on. Because he comes from a poor background, the opportunity wasn’t abundant, and he had to make it for himself. -If people doubt you, use it as motivation to propel you forward.

Being a Veteran -Many commercial companies don’t understand veterans and the skills that are gained through serving. -The military starts everyone from the same place, assuming nobody is confident or competent. Corporate America could take this note. It spends too much time assuming people know things or are capable of things because of points on a resume. -Not to mention, veterans are reliable in high-stress situations and culturally aware. 

His Selling Journey

-Joe grew up without much, and one of his first memories is selling rocks as paperweights door-to-door.

-Throughout high school and college, he found himself in various sales roles. And, after college, he decided to make it his career.

Terminology

-Although the use of the terms Native American or American Indian is frequent, Indigenous is a term that works well globally, so Joe recommends it most often.

Cultural Identity and Sales

-People don’t look at Joe and see his cultural roots. They look at him and instantly think he’s white and suburban. It wasn’t until the last ten years that he felt comfortable enough to share his heritage in the workplace.

-But, there are many aspects of his culture that helped in his various sales roles. One of the most prominent examples is the circular reference to time in most indigenous cultures. So, he never thought of the sales process as linear and was able to build stronger relationships. He never stopped selling.

Building Rapport

-Although quotas can be intimidating and anxiety-inducing, it’s best not to focus on them. Shifting your focus instead to the customer and the problem you’re solving will help you build stronger relationships and hit your quota.

Tenacity

-Tenacity is something Joe learned early on. Because he comes from a poor background, opportunity wasn’t abundant, and he had to make it for himself.

-If people doubt you, use it as motivation to propel you forward.

Being a Veteran

-Many commercial companies don’t understand veterans and the skills that are gained through serving.

-The military starts everyone from the same place, assuming nobody is confident or competent. Corporate America could take this note. It spends too much time assuming people know things or are capable of things because of points on a resume.

-Not to mention, veterans are reliable in high-stress situations and culturally aware.

Resources

Billion Dollar Sales Secrets by Joe Paranteau

Rich Dad Poor Dad by Robert Kiyosaki

-‘Horrible History’: Mass Grave of Indigenous Children Reported in Canada on the NY Times

Connect With Joe

https://www.thejpar.com 

Connect With Ashleigh

Instagram

LinkedIn

Twitter

Connect With Ryan

LinkedIn

Connect With US

Instagram

-LinkedIn

-Twitter

 Interview With Joe Paranteau — The Other Side of Sales

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Sales Lead Dog Podcast

Joe Paranteau is a leading authority on selling, a sales coach and mentor, a keynote speaker, a small business owner and entrepreneur, and an investor. He has generated more than $1.8 Billion in revenue as a professional salesperson.

Joe wrote Billion Dollar Sales Secrets to help sellers and non-sellers alike. He delivers real-world strategies and insights from thousands of sales engagements he led with Fortune Global 500, SMBs, startups, and government organizations. He leverages these experiences to help others achieve their full sales potential.

In today’s episode, Joe discusses a few different chapters in his book with host Christopher Smith that break down his different philosophies as a sales leader. Starting out as a door-to-door salesman on an Indian Reservation in Montana to now serving as a Sales Director for Microsoft, has given him a unique perspective.

Tune in to hear from an incredibly insightful sales leader whose journey in sales has made him wildly successful and how he remains incredibly humble through it all.

Reach or miss

Reach or Miss Podcast-No sale is Unwinnable

“I don’t see a sale that could be unwinnable.”
-Joe Paranteau

Joe Paranteau is a leading expert on sales, generating more than $1B in just five years, an uncommon accomplishment. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses. In his first book, Billion Dollar Sales Secrets, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges, ignite their dreams and success.

Most passionate about

  • My book is coming out. That has been three years in the making.
  • I’ve also completed my MBA. I went back to school during this time, something that I wanted to do, and I’m so happy that I did.
  • I’m most passionate about helping everyone increase their sales IQ and really execute so that they can provide the things they need for their families and their companies.
  • Our company motto is to help people and businesses throughout the world achieve their full potential. It says nothing about technology but that’s what I love to do: help people.

Joe’s career and story

  • I’m the first generation in my family to grow up off the Indian reservation. So, I’m a member of a tribe.
  • I was the first one to grow up in suburbia. I have these two worlds that I grew up in. I grew up poor and didn’t have a lot.
  • To help the family, my brother, sister, and I would paint rocks and go door to door to sell them. So, I guess my career really started when I was eight years old.
  • I served in the military as a way to do something to better my life.
  • I went to college, graduated, and then I had an opportunity to get into sales. I thought I wanted to go into politics. That was my thinking at the time. Then I met someone who said, “Joe, you have a technical background and a background in communication. Very interesting. Why don’t you want to go into sales?”
  • She explained to me what I just shared with you earlier: That selling is all about helping people get what they want or need. If you can look yourself in the mirror every day and say to yourself, “Today, I helped somebody,” then you’re doing all right.
  • The company that I worked for was a technology company that was a Microsoft partner, 28 years ago. So, I started there and worked through a series of startups. Some of them were super successful, some of them were not. Many of them got merged and acquired by other companies, but my path at Microsoft has been interesting.
  • I’ve been here 16 years, and this is the sixth role and fourth startup that I’ve been in inside the company. I’ve helped start different businesses inside the company. The basis for my book was a startup in our health industry team that I was able to help grow to a billion dollars in five years.

Best advice for entrepreneurs

  • A pretty good one is to focus. Be comfortable and openly search for ways to fail. Don’t be afraid of failure. I’ve come to a place in my sales and business career where I don’t see obstacles. I don’t see a sale that could be unwinnable.
  • Be open to shifting and being honest with yourself. The only thing that’s going against us is time. If we can change the way we approach things, that’s really what has to change. If we learn something new, we can approach the situation differently. Then we’re one step closer.

The biggest, most critical failure with customers

  • The biggest failure that I’ve had in sales is not listening well and not aligning myself with what the customer wanted. When I’ve looked at it from a selfish ambition standpoint, that’s a surefire way to fail.
  • I had a customer with a very specific set of criteria. At first, it sounded like I knew exactly what they needed, so I rushed that. I went directly into, “Okay, this will be easy to sell.” I missed the mark completely. The customer felt awkward. They told me, “We like you as a person, Joe, but we’re going to go with this other company because they met our needs more completely.” It was a tough loss.

Biggest success with customers

  • One of the companies that I got to work with was American Airlines. At the time, they were starting to develop a .com, which is their flagship. They saw potential in it, but it hadn’t been that strong of a revenue generator. They wanted to put a lot of effort and energy into making it exceptional.
  • It was the same sort of story as before. They approached us and said, “Hey, we really like this part of what you can offer to help us on the creative design and information architecture.” So, as a salesperson, I said, “Okay, what are you comfortable with at this time?” They said, “We’re really comfortable with March 1.”
  • They also said, “We’d like you to do the creative design and work with March 1 to make it happen.” So, I went back and talked to all of our partners. We invited our competitor to collaborate with us on the deal. We agreed to go forward as competitors, teaming together on this one project. And we won the business. Everyone won. American Airlines won.

Joe’s recommendation of a tool

  • OneNote
    • A note-taking application.
    • I take all my notes in OneNote. I recently got a Rocketbook. They have a special pen. You can write on them and then you can take a picture. It will scan and go up into the cloud, into your OneNote.
    • It helps me remember things I’ve committed to.
    • I put my goals, objectives, and dreams in there. A lot of the book that I wrote, I framed my thoughts in there.

Joe’s one key success factor

  • That’s easy: I never give up.
  • One thing that’s somewhat motivating for me is when people bet against me or doubt that I can do something. That gives me an extra source of motivation.

Joe’s Mountain

Since we believe that the best way for entrepreneurs to get fast, big, and sustainable success

Read more about Joe's mountain at Ep. 207 – Joe Paranteau is a leading expert on sales, generating more than $1B in just five years: “I don’t see a sale that could be unwinnable.” | REACH OR MISS