The X Factor: Unleashing the Power of Deal Drive in the Sales Process

Celeste Berke

Welcome back to another episode of "The Sales Edge" podcast! In today's episode, titled "Carl and Celeste full version," we have an intriguing conversation between the dynamic duo, Celeste Berke and Carl Ferreira.Get ready to delve into the world of sales as Celeste and Carl tackle various topics that will leave you pondering the intricacies of the sales process. From understanding the buyer's journey and the importance of change management to debunking myths and challenging assumptions, this episode is filled with valuable insights to sharpen your sales edge.

Join us as Celeste and Carl discuss deal structures, deal stages, and the ebb and flow of deals. They share the significance of asking the right questions, uncovering buyer concerns, and fostering a flexible mindset. It's all about managing the complexity of deals, handling personalities, motivations, and internal pressures, while maintaining a calm and composed approach.But that's not all! Celeste and Carl introduce a fascinating concept known as the "x factor" called deal drive.

Discover how this invisible force influences decision-making and why aligning every sales activity with advancing the deal is crucial.In this episode, Celeste and Carl also touch on the myths surrounding LinkedIn and gathering information in sales. They share their experiences and provide valuable advice on pronunciation, making correct engagements, and moving away from linear processes.So, whether you're a seasoned sales professional or just starting out in the field, this episode is sure to provide you with fresh perspectives and actionable strategies. Get ready to sharpen your sales edge and join the conversation with Celeste and Carl in this captivating episode of "The Sales Edge!"

About the Host:

Celeste, a self-proclaimed “Sales Growth Strategist” is a natural collaborator and partner to executives who easily pinpoint gaps in strategy and creates road maps to implement plans and achieve targets. Passionate about creating cross-functional collaboration, team development, and delivering results across top-performing teams.

Celeste has over twenty-one (21) years of experience within the non-profit and for-profit arenas; holding both a B.S. and M.S. degree. In her last corporate role, Celeste held the position of Regional Director of Sales and Marketing for a privately held hospitality management company overseeing 19 properties, a sales team of 50+, and $105M in annual sales. Her accolades include the Director of Sales of the Year award, 2x Manager of the Year, and being named 40 under 40 for the Triad Business Journal. Celeste also holds a certified sales designation from Marriot International and in 2023 was named one of the Top 15 LinkedIn Experts in Denver by Influence + Digest.

In early 2020, Celeste branched out on her own to scale a female-owned consulting and training business. Celeste holds the designation of Certified Gap Selling Training Partner with A Sales Growth Company and the Gap Selling Methodology.

Contact Host:

www.linkedin.com/in/celesteberke

[e-mail]