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Authentic Persuasion Show — Business
Authentic Persuasion Show

The Authentic Persuasion show is a 5x a week show with one goal – to help you be more effective in your sales career or with running your sales team. Jason Cutter brings his nearly 20 years of sales/leadership experience with this updated podcast centered around his book: Selling With Authentic Persuasion. If he can do it (a guy with a marine biology degree), then you can to!

The guests and topics will provide insights on how to do your part in shifting the way that sales is done, moving to being a profession that you can be proud of and prospects actually want to buy from.

This show is for you if you:
A) Are in sales, but think there is a chance you are acting more like an Order Taker
B) Are looking for new ways to improve your selling effectiveness
C) Have found that you aren’t a fan of most sales ‘tactics’
D) Just want to round out your sales podcast library with something different!

The show was previously titled The Sales Experience Podcast, with 310 episodes published before the change. That means there is a ton you can go back to for inspiration and advice.

Make sure to subscribe, and for more about Jason, the book, and sales, go to – www.jasoncutter.com

Copyright: © 2019 Cutter Consulting Group

Latest Episodes:

[620] Order Takers Don't Know Why Jul 31, 2023

Show notes

Why is it important to follow a well-defined sales process? What impact does this bring to the success of your organization?

A structured sales process helps sales professionals understand the needs and pain points of potential customers better. But there are still some who miss the mark.

In this episode, I talk about what you might be missing in your sales process.

Learn more about this topic and make sure to take notes of helpful pointers, apply them, and you'll find success.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

[619] Summary of Dr. John Hansen Sales Gems Jul 28, 2023

Show notes

How does the mental well-being of salespeople influence their interactions with clients and prospects?

Mental well-being plays a crucial role in shaping their overall approach toward clients and prospects. It can influence the quality of interactions, and the establishment of enduring business relationships.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about value-added selling, sales processes, mental well-being in sales, breaking down silos, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

[618] Mental Well Being in Sales and Breaking Down Silos, with Dr. John Hansen from the University of Alabama, Birmingham Jul 27, 2023

Show notes

What are some common challenges faced by sales teams due to siloed departments? How does it affect the organization's success?

Silos can lead to poor communication between teams. They might not have access to important information from other departments, resulting in missed opportunities or the inability to address customer needs effectively.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about mental well-being and breaking down silos in sales.

Learn more about these topics as Dr. Hansen shares his brilliant thoughts and ideas with me which can help everyone who is in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-sales https://www.linkedin.com/in/john-hansen-5355b16

[617] Shifting from Product to Process Focused Sales, with Dr. John Hansen from the University of Alabama, Birmingham Jul 26, 2023

Show notes

What is process-focused sales, and how does it differ from traditional sales approaches? How can a well-defined sales process help sales professionals better?

A well-defined sales process provides sales professionals with resources and framework that help them succeed in their careers. It also contributes to the overall efficiency of the entire organization.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about shifting from product-focused to process-focused sales.

Learn more about persuasion, sales process, change management, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-sales https://www.linkedin.com/in/john-hansen-5355b16

[616] Selling Should Be Whatever Your Buyer Wants It To Be, with Dr. John Hansen from the University of Alabama, Birmingham Jul 25, 2023

Show notes

What are some common challenges faced by salespeople when trying to adapt their selling strategies? How can understanding your prospects help in tailoring your sales approach effectively?

Buyers at their core, want sellers who help them the way they want to be helped. The key is you've got to help them move forward.

In this episode, Dr. John Hansen from the University of Alabama at Birmingham and I talk about adapting the way you sell based on what the customer wants.

Learn more about authenticity in sales, value-added selling, asking questions, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

John's Bio
John Hansen is a professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham. He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous sales and marketing-related positions in the industry for a Fortune 500 company.

John's Links
https://www.uab.edu/business/home/programs/certificates/undergraduate/professional-sales https://www.linkedin.com/in/john-hansen-5355b16

[615] Lessons About Sales From Getting My Oil Changed Jul 24, 2023

Show notes

What experiences do you have when getting your car's engine oil changed? What if I told you there is a sales lesson from that?

In sales, the only thing that matters is the sales experience, because that's what people are looking for. And if it's a great experience, they will want it over and over again.

In this solo episode, I talk about the lessons about sales that I learned from getting my oil changed.

Learn more about this topic and pick some gems that may be helpful for you or your organization.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

[614] Summary of Dr. Riley Dugan Sales Gems Jul 21, 2023

Show notes

Are you aware of what your customers want more and less of from you? How do you provide value to them?

In this episode, I talk about my thoughts and things that stood out to me in the previous episodes with Riley Dugan.

This episode provides lots of nuggets that are helpful for salespeople looking to advance in their careers.

Find out more about authenticity, sales processes, skills for success, and providing value.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

[613] Why Interpersonal Skills Matter, with Dr. Riley Dugan from the University of Dayton Jul 20, 2023

Show notes

Why do interpersonal skills matter? How do you obtain and develop them?

Strong interpersonal skills can lead to personal fulfillment and career success. These enable salespeople to understand customer needs and deliver a positive experience.

In this episode, Riley Dugan from the University of Dayton and I talk about why interpersonal skills matter.

Learn more about this topic and also about the future of sales, the importance of time management, and a lot more!

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

[612] Having a Plan and the Ability to Scrap it, with Dr. Riley Dugan from the University of Dayton Jul 19, 2023

Show notes

Why is it important to have a sales process? How can your team succeed with it?

Learning to follow a sales process will help your organization achieve sales objectives, and build stronger relationships with customers.

In this episode, Riley Dugan from the University of Dayton and I talk about having a plan and the ability to scrap it.

Learn more about this as Dr. Riley shares his expertise in sales and make sure to take notes for you to apply it.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

[611] The Key is Being Yourself, with Dr. Riley Dugan from the University of Dayton Jul 18, 2023

Show notes

How do you create and keep good relationships with your customers? Why is it important to be yourself?

By being yourself, you build a foundation of trust and credibility, making it easier for buyers to connect with you. Remember to align your personal values with your professional goals.

In this episode, Riley Dugan from the University of Dayton and I talk about success by being yourself.

Learn more about authenticity, Dr. Riley's experience in selling auditing services, and other big key elements to success in sales.

Become a Certified Authentic Persuader

Get the ebooks to help you close more deals

Visit CutterConsultingGroup.com for more tips and get help

Follow Jason on LinkedIn

Or go to Jason’s HUB – www.JasonCutter.com

Riley's Bio
Riley is an Associate Professor and Chairperson of the Management and Marketing Department at the University of Dayton, where he teaches classes on sales negotiations and value analysis of major sales engagements. He is a past winner of the American Marketing Association's Sales SIG Excellence in Teaching Award, and routinely publishes articles in the Journal of Personal Selling & Sales Management, generally regarded as the top sales specific academic journal in the world. In his free time, he enjoys spending time with his wife Sarah, and two cats, Molly and Salvador.

Riley's Links
https://udayton.edu/directory/business/management_and_marketing/dugan_riley.php
https://www.linkedin.com/in/riley-dugan-83012123/

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