The characteristics of a top salesperson, my own lessons from my time at Adviser Partner, my best advice for becoming a top salesperson, the sales technique that made the biggest difference. In this section, we discuss what makes a top salesperson and how to become a better salesperson. We explore the importance of setting challenging goals, having the right attitude and discipline, and the importance of a well-developed sales technique. Some of the topics we cover:

• How to set and achieve ambitious goals

• The importance of communication and really listening to the customer

• Why some salespeople consistently outperform others, year after year

• Concrete techniques that the best use to increase their accuracy

• Why continuous development is crucial for success

We'll share insights and concrete tips that can help both beginners and experienced salespeople reach new heights. No matter where you are in your sales career, there is something to learn here! Don't forget to subscribe, so you don't miss out on future episodes!

What do sport and sales have in common? More than you think. In this episode, we explore how sport shaped me as a person and a leader. Through discipline, focus and team spirit, I learned the qualities that set a good leader apart. A strong leader can motivate, manage and deliver results, both on the pitch and in sales. We go in depth on what differences a good leader actually makes - and why it is crucial in any successful team and business. In the full podcast episode, the conversation goes deep into several fascinating aspects of sales and leadership, based on Jerry Månsson's extensive experience as both a professional football player and successful salesman: ● The balance between quality and quantity in sales work ● The importance of training and preparation, both physically and mentally ● How to deal with setbacks and stay motivated ● The importance of self-awareness and being able to evaluate your own performance At Adviser Partner, we are constantly working to understand and communicate what makes some salespeople and teams exceptionally successful. In a revealing episode of our podcast "We Love Sales People - Sales Conversations with Jonas Olofsson", we share in-depth experiences about the connection between sports and sales. Our host Jonas Olofsson and guest Jerry Månsson, Sales Expansion Specialist, discuss leadership, discipline and motivation.

At Adviser Partner, we are continuously working to understand and communicate what makes some sales people and teams exceptionally successful. In an insightful episode of our podcast "We Love Sales People - Sales Conversations with Jonas Olofsson", our host Jonas Olofsson and guest Conny Johansson, experienced salesperson and consultant, share in-depth experiences around acceptance, partial closes and closing in the sales process. Here are three key insights from the conversation: 1 Acceptance: More than just a "yes" 2 Partial Closing: Building consensus step by step 3 Closing: The natural end point These insights are just the beginning. In the full podcast episode, the conversation goes in-depth with several fascinating aspects of sales and leadership, based on Conny Johansson's extensive experience as a professional salesperson and consultant. Selling the most even though you're not a talent, what I've learned in the last two years. The balance between quality and quantity in sales ● The importance of training and mentally preparing for sales meetings ● How to deal with setbacks and stay motivated ● The importance of self-awareness and being able to evaluate your own performance Whether you are an experienced salesperson looking to take your work to the next level, or new to your role with ambitions to develop in sales, there is plenty to learn from this conversation. Listen to the full episode to get all the valuable insights and concrete tips that can take your sales performance to new heights!

In episode 5 of our podcast "We Love Sales People - Sales Conversations with Jonas Olofsson", our host Jonas Olofsson and guest Henrik Nyström, experienced salesperson and consultant at Adviser Partner, share valuable insights on how to go from being a budget salesperson to a top-performing salesperson. Here are three key learnings from the conversation: 1. Set personal goals higher than budget Henrik Nyström emphasizes the importance of setting personal goals that exceed the company budget. He shares his experience of going from sales of 3 million to setting a target of 4 million, and finally achieving 6 million SEK in sales in one year. Key points for setting and achieving high goals:

• Decide what you want to achieve

• Communicate your goal to others to create a sense of responsibility

• Be prepared to adjust the target upwards if you surpass it early

2. balancing motivation and discipline A key insight from the conversation is the importance of balancing motivation with discipline. Henrik explains that while motivation is important, it is often discipline that drives you forward when motivation is lacking.

• Do what you said you would do, whether you feel like it or not

• Create routines that support your goals, like Henrik's morning walks

• Don't negotiate with yourself - just do what it takes

3. Harnessing the power of competition and collaboration Henrik shares how competing with colleagues can drive performance to new heights. He describes his competition with colleague Mattias and how it helped both perform better than ever. Benefits of positive competition:

• Creates extra motivation to perform

• Driving innovation and creativity in the sales process

• Can lead to increased sales for the whole team

Whether you're an experienced salesperson looking to take your work to the next level, or new to your role with ambitions to progress in sales, there's plenty to learn from this conversation. Listen to the full episode to get all the valuable insights and concrete tips that can take your sales performance to new heights!

In the latest episode of "We Love Sales People", Johan Amnå, experienced salesman and consultant at Adviser Partner, shares valuable insights on how to create control in your sales. In a fascinating conversation with host Jonas Olofsson, he reveals what he calls a "game changer" in sales. Five Keys to Success One of the most exciting concepts discussed in the episode is what Johan calls the "Five Reasons to Boom" - a framework that he believes has transformed both his own and many other salespeople's results. As he puts it in the conversation: "This is a tool that you both as a salesperson and sales manager are likely to benefit from." Among the five factors are: ● The relationship as a foundation ● The importance of the decision-making process ● The often underestimated time factor From Partner Sales to B2B Johan shares openly about his own journey from partner sales to B2B sales, and the valuable lessons he has learned along the way. His insights into the differences between these two worlds provide important perspectives for anyone considering a similar career move. Why Control is Crucial This section discusses in detail what control in the sales process really means and why it is so important. As Johan points out, it's not about controlling people, but something else entirely - which he develops in a fascinating way in the conversation. More to Discover In the full episode, you'll hear: ● The concrete techniques Johan uses to create control ● His unique take on how best to handle conversations about money ● Detailed examples of how the framework can be implemented in practice ● Specific advice for both salespeople and sales managers Whether you're an experienced salesperson looking to take your work to the next level, or new to your role with ambitions to develop in sales, there's plenty to learn from this conversation. Listen to the full episode to get all the valuable insights and concrete tips that can take your sales performance to new heights!

Referral selling, who doesn't want to get hot leads? We pinpoint the keys to success in creating warm leads through your satisfied customers. Concrete tips on how to go from "knowing to always doing" when it comes to referral work. In an insightful episode of "We Love Sales People", Henrik Kristiansson, experienced salesperson and consultant at Adviser Partner, shares his expertise in reference sales. In the conversation with Jonas Olofsson & Henrik Kristiansson, he explores the fascinating phenomenon that while no salesperson would ever turn down warm leads, surprisingly few work systematically to generate them. As Henrik puts it: "I used to think I was doing referral selling, but I realized I didn't really know anything." Some exciting areas covered in this section. From Passive to Active Referral Selling The Optimal Flow of Referral Selling Overcoming Mental Barriers Whether you're an experienced salesperson looking to take your work to the next level, or new to your role with ambitions to progress in sales, there's plenty to learn from this conversation. Listen to the full episode to get all the valuable insights and concrete tips that can take your sales performance to new heights!

Control in the Sales Process: The Key to Consistent Success In a fascinating conversation between Jonas Olofsson and Richard Kendrick in the podcast "We Love Sales People - Sales Conversations with Jonas Olofsson", an often misunderstood but crucial concept in sales is explored: control. Moving from practical sales techniques to deeper insights into modern selling, the conversation reveals how this fundamental aspect can transform sales performance and create long-term success. Control: More than a Buzzword Richard Kendrick explains that control in sales is about predictable change - the ability to start, change and stop sales processes in a deliberate way. This is very different from the negative connotation the word can sometimes have. "Surprises aren't always fun," Richard points out, "but when you're in control, you tend not to have to think so much about how to work and chase customers." The conversation reveals how this understanding can revolutionize the way we look at sales and customer relationships. Richard shares insightful examples from his long career that highlight how lack of control often leads to frustration and missed opportunities, while properly implemented control creates predictability and better results. Pipeline Management: The Hidden Key A particularly interesting part of the discussion revolves around the importance of effective pipeline management. While modern CRM systems have their place, Richard and Jonas share surprising insights on the value of traditional visualization methods. "I've never seen a screen that is as good in terms of what it delivers compared to the sales board," Richard notes, opening up a fascinating discussion on how modern tools can best be combined with tried and tested methods. The Modern Salesperson A recurring theme in the conversation is how today's sales place completely new demands on salespeople's skills. Richard shares personal experiences that highlight the remarkable evolution of the profession - from his days selling photocopiers to today's complex B2B sales. His perspective on how talent should be combined with systematics provides valuable insights for both new and experienced salespeople. Of particular interest is the discussion on how modern buyers have changed. "Today we meet highly skilled professional buyers," Richard observes. This leads to a fruitful discussion on how sellers need to adapt and evolve to remain relevant and value-creating in the customer encounter. Control in Practice One of the most valuable parts of the talk is how the theory of control can be translated into practical sales. Richard shares concrete examples of how salespeople can implement control in their daily routines, from the first customer meeting to closing. His experiences from both the salesperson and sales manager role provide a unique insight into how control can be implemented at both the individual and organizational level. These insights are just the beginning. In the full podcast episode, the conversation goes in-depth with several fascinating aspects of sales and leadership, including: ● A surprising view of relationship selling and its limitations ● Practical strategies for maintaining control in complex sales processes ● How modern sales teams can work more effectively together ● Richard's personal journey and key lessons learned from decades in the industry ● Concrete tips for developing your sales skills in a rapidly changing world Richard also shares a particularly memorable insight from his career that makes the listener think about his own approach to selling: "I was probably a bit more of a cowboy... relied fully on the relationship. But that's not enough in sales today." For anyone interested in deepening their understanding of modern sales, this conversation between Jonas and Richard offers invaluable insights. From practical tips to strategic perspectives on the future of sales, the episode provides a comprehensive view of how control can transform sales performance. Listen to the full episode to hear all the valuable tips and strategies that can take your sales performance to new heights, and to hear more about Richard's fascinating journey from 'cowboy salesman' to respected expert in modern sales!

Chosen Truths: how my mindset works for or against me and how it affects my sales success! In an insightful conversation between Jonas Olofsson and Ilirian Krasniqi on the podcast "We Love Sales People", a fascinating concept in sales is explored - our "chosen truths" and how they affect our success. What Are Chosen Truths? Chosen truths are the beliefs and perceptions we carry with us and choose to believe, often unconsciously. As Ilirian explains, these truths shape how we see the world and influence our actions. They can come from our upbringing, our experiences or our environment, and they can be both empowering and limiting. Positive and Negative Chosen Truths During the discussion, it becomes clear that chosen truths can be divided into two categories: Empowering truths that drive us forward and create value in our lives Limiting truths that hinder our development and slow down our potential A telling example discussed is how some salespeople carry the limiting truth that "big business is not for me." This belief not only affects the way they approach potential clients but also the size of the proposals they present. Breaking Limiting Patterns A key insight from the conversation is the importance of identifying and challenging your limiting truths. Jonas and Ilirian present a practical five-step process for dealing with chosen truths: Identify your chosen truths Examine where they come from Analyze how they affect you Develop strategies to break or reinforce them Set concrete time limits for action The Modern Salesperson and Chosen Truths The talk highlights how particularly relevant this concept is in modern sales. In an era where the sales landscape is constantly changing, limiting truths such as cold calling or digital presence can have a significant negative impact on sales performance. The Importance of Action One particularly important insight from the conversation is that reflection without action has limited value. As both Jonas and Ilirian emphasize, moving from insight to action is crucial. "Stop negotiating with yourself" becomes a powerful mantra that recurs in the discussion. Forward Looking Perspective For salespeople and sales organizations, this conversation offers valuable tools for self-reflection and development. By actively working on their chosen truths, salespeople can not only improve their performance but also develop both professionally and personally.

In a thought-provoking episode of "We Love Sales People", Joakim Turesson, a seasoned sales expert at Adviser Partner, shares deep insights into sales psychology and the crucial importance of relationship building in modern sales. In a nuanced conversation with host Jonas Olofsson, he explores the controversial truth about how people actually make buying decisions. The Emotional Dimension One of the most exciting insights Joakim presents is about the balance between emotion and logic in sales. As he puts it in the talk: "It seems that many salespeople work and fight against human behavior. What we should really be doing is understanding - okay, how do we work with human behavior?" Three Keys to Successful Selling In this episode, Joakim presents a powerful framework for building strong customer relationships. This framework, which he developed over many years of experience, has proven to be transformative for many salespeople's results. From "Nice to Have" to "Must Have" A particularly fascinating segment of the talk is about how to change the customer's perspective on the offer. Joakim shares some of his most effective techniques for creating genuine customer engagement. Specialist Secrets During the call, Joakim also reveals how to position yourself as a specialist rather than a generalist, and why this distinction is crucial for successful selling in today's market. More to Discover In the full episode, you'll hear: ● The specific techniques Joakim uses to create emotional connection ● His concrete advice for building long-term customer relationships ● Detailed examples of how the framework can be implemented in practice ● Specific insights on the importance of timing in the sales process Don't miss this valuable episode that will give you the tools to take your sales to the next level. Listen to the full conversation where Joakim Turesson shares his most valuable insights from his long experience in professional sales.

Many sales professionals find it harder than ever to reach potential customers and book meetings today. But how do you succeed despite tougher challenges? Is booking meetings over the phone dead in 2025? In today's episode, we take an in-depth look at what it takes to ensure a high level of activity and an efficient outflow - where booking meetings remains a key to success. We explore strategies that will take you from cold calls to a fully booked calendar and share insights on how to overcome mental barriers, create systematic routines and maximize your sales. In a thought-provoking episode of "We Love Sales People", Daniel Rouydel, a seasoned sales expert at Adviser Partner, shares in-depth insights on meeting booking in modern B2B sales. In a nuanced conversation with host Jonas Olofsson, he explores the controversial truth about phone-based appointment setting and why systematic prospecting remains crucial to successful sales. Ready to sharpen your skills and take your sales efforts to the next level? Then this section is for you! Three foundations of successful meeting booking Daniel walks you through three basic keys to successful meeting booking: 1.Dedicated calendar time: Set aside specific, non-negotiable time slots for booking activities 2.Systematic preparation: Have a qualified list ready before the ring pass begins 3.Clear purpose: Understand that the goal is to sell the idea and value of the meeting to the customer, not the solution itself How do you move a cold contact to warm interest? One particularly fascinating technique explores how to transform 'cold' calls into 'warm' conversations. Rouydel shares practical techniques, such as leveraging LinkedIn connections and referencing existing customers in the prospect's neighborhood, to create natural conversation openings. This jam-packed episode will cover that and much more in the art of becoming a great meeting booker in 2025 and being in full control of your calendar and how to become a master at marketing the value of meeting with you and your company. Whether you're an experienced salesperson looking to take your work to the next level, or new to your role with ambitions to progress in sales, there's plenty to learn from this conversation. Listen to the full episode to get all the valuable insights and concrete tips that can take your sales performance to new heights!

How to sell successfully in the Nordic market In an exciting episode of "We Love Sales People - Sales Conversations with Jonas Olofsson", Robert Johansson shares his experiences from 18 years as a salesperson in the Norwegian market. As a Swedish salesperson who built a successful career in Norway, Robert provides valuable insights for salespeople and sales managers looking to expand across the border. 1. Smarter prospecting in the Norwegian market Robert reveals his best strategies for identifying and approaching potential customers in Norway. He shares his methodology for finding low hanging fruits and how to best use your Swedish credentials to build credibility. A particularly interesting perspective is how to divide prospects into different categories based on their attitude towards international cooperation. 2. Sales meetings and negotiations How do Norwegian customers' expectations differ from Swedish ones? Robert provides insights into: The importance of titles and positions in Norwegian organizations How to adapt your sales pitch for Norwegian customers Differences in decision-making processes between the countries The key to building long-term customer relationships 3. From first contact to closing One of the most valuable parts of the conversation is about how to effectively go from first contact to closing in the Norwegian market. Robert shares concrete examples of what works - and what definitely does not. These insights are just the beginning. In the full podcast episode, the conversation goes in-depth with several crucial aspects of selling in Norway: How to build a strong personal brand in the Norwegian market Practical tips for dealing with cultural differences in the sales process Strategies for avoiding common mistakes How to adapt your communication for Norwegian customers For you as a salesperson or sales manager looking to expand into Norway, or already working towards the Norwegian market, this is a must-listen. Robert's unique perspective combines Swedish sales tradition with a deep understanding of Norwegian business culture.

In an in-depth conversation on We Love Sales People, expert Jonas Wallentinsson shares strategies for improving sales performance through behavioral change. Among other things, he reveals how you can use weekly sales meetings as an "engine of change" and why training trumps statistics every time.

What is the secret to successful business? In this episode of "We Love Sales People", sales expert Mikael Persson shares his insights. He explains how to involve the whole organization, create positive PR and deliver more than the customer expects.

What is the secret of successful leadership? In this episode, Peter Håkansson shares his experiences from Apple and Sony. Learn how to create a culture that delivers, dare to ask for help and use follow-up as your most important strategy.

In this episode of "We Love Sales People", Andreas Tärnstedt takes an in-depth look at how to get the whole organization to contribute to sales. He talks about the importance of redefining the word "salesperson", delivering in abundance and building strong teams across departments.

In an insightful episode of "We Love Sales People", Fredrik Alkell, Partner at Adviser Partner, shares the keys to successful sales leadership. He walks through the three most important insights for building top performing teams.

In an in-depth episode of "We Love Sales People", we explore how effective coaching can build both performance and engagement in sales teams. Henrik Henriksson explains the importance of creating a willingness to change and how observation is the foundation for powerful feedback.