In this episode of Skip to the Point, Alex is joined by Marcus Chan, founder of Venli Consulting Group, which helps B2B sales professionals earn $50-100k a year by crushing their quotas.

Marcus and Alex talk about how to master the art of tactical selling from both an Enterprise and SMB perspective.

Marcus also explains how we can proactively attack Decision Criteria in the sales process to ensure we are a top choice, as well as ways to stop “Just following up!” emails. This is a good one, so make sure to tune in as Alex and Marcus skip to the point.

ABOUT MARCUS CHAN

Marcus Chan is the founder of Venli Consulting Group and Wall Street Journal and USA Today best-selling author. He is a member of the Forbes Business Council and has been recognized globally as one of the top sales experts by Salesforce and LinkedIn.

An award-winning Fortune 500 sales leader who has generated over $700M in sales over the last decade, he has been featured in Forbes, Yahoo! Finance, MarketWatch, Entrepreneur, and more.

His sole mission is to help B2B sales pros increase their income by an ADDITIONAL $100K+/ year by running a refined sales process that gets results and helps them create the life of their dreams.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

CHAPTERS

0:00 Introduction

0:51 Tactical selling

8:16 Keeping energy and momentum in deals

14:14 $1million in 60 minutes.

19:23 How to train and test your Champions

31:59 Gifting hack.

35:31 Landmines for Competition.