A Funny Thing Happened on the Way to the Sales Pitch

Technology Revolution: The Future of Now

Bonnie D Graham

News, Business News, Technology

4.9 • 112 Ratings

🗓️ 30 January 2019

⏱️ 55 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

The buzz: “Sales Isn’t A Laughing Matter. But Maybe It Should Be?” (yesware.com). Good salespeople understand the science behind selling – an ironclad knowledge of their products or services coupled with the calculated practice of qualifying a prospect’s needs. Truly great salespeople, also tap into a psychological component by positioning themselves as the most engaging and likeable option. Today, a strategic alliances exec, partnership relationship manager, and IT sales rep turned comedian-and-motivator make the case for using right-timed appropriate humor as a sales tool. The experts speak. Jon Selig, Comedian: “Once in a while you can get shown the light in the strangest of places, if you look at it right” (Grateful Dead). RJ Bibby, NetApp: “We must all hang together, or assuredly we shall all hang separately” (Ben Franklin). Casey Ryan, SAP: “Laughter is the shortest distance between two people” (Victor Borge). Join us for A Funny Thing Happened on the Way to the Sales Pitch.

Transcript

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0:00.0	Welcome to the most nutritious hour of business talk all week.
0:13.1	This is Coffee Break with Game Changers, presented by SAP.
0:17.0	The best run business is run SAP.
0:19.6	Your host and moderator is Bonnie D. Graham.
0:22.0	You'll hear from the innovators who have learned to use game-changing technologies to shake up the status quo and help move today's businesses in new directions.
0:29.8	Now, here's Bonnie D. Graham.
0:31.9	Welcome, welcome, welcome.
0:33.5	If you want to run with the game changers, you're in the right place because this is where the best run.
0:39.4	This is our first new live show of 2019.
0:42.9	Yes, we've been on air for the whole month of January with our prediction specials.
0:47.7	2019, we call them predictions on steroids, but this is the first real start of our 2019 live new topic broadcasting season.
0:57.7	There you go.
0:58.4	I'm Body D. Graham.
0:59.5	I'm laughing because our topic today has humor in it.
1:02.8	So forgive me.
1:03.6	Let me tell you what we're going to talk about today.
1:05.8	The buzz on the street is a quote, actually the title of a blog from a gentleman named
1:10.4	Lou Carlozo at yesware.com. And here is the quote, actually the title of a blog from a gentleman named Lou Carlozo at yesware.com.
1:13.7	And here is the quote, sales isn't a laughing matter, but maybe it should be, question mark.
1:20.4	Okay, that sets us up. So let's talk about this. Good salespeople understand the science behind selling.
1:26.9	That's right. I said science.
1:28.1	A lot of people think there's an art, but there's also a science.
	...

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