Just Ask: Dean Karrel on Sales

Hear questions from real people in various sales roles, along with the expert answers from Dean Karrel.

Dean Karrel has been in sales management and leadership positions for over three decades with major global publishing companies. Now he is a certified career coach and trainer helping others succeed in sales. In this audio course, we gave LinkedIn members the chance to record questions for Dean, one of our most popular instructors. His answers capture practical insights about what great salesmanship—and sales leadership—look like in practice. He explains how to deftly handle objections, how to meet sales targets while preserving relationships, how to bypass gatekeepers and reach decision makers, and how to effectively use social media for sales. For sales managers, he provides tips on motivating salespeople and managing poor performers.

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Introduction

• Just ask Dean Karrel about sales

1. Dean Karrel

• Handling objections
• Emotional intelligence for those in sales
• Sales targets and account relationships
• Using technology in sales positions
• Using social selling
• Sales performance
• Sales and marketing relationships
• Motivating salespeople
• Getting past the gatekeeper
• Staying positive
• Sales and startups
• Establishing respect
• Handling sales that don't go as planned
• Finding the decision maker
• Staying resilient
• What books do you recommend?
• Lesson Learned