title

The Sales Podcast

Wes Schaeffer

4
Followers
1
Plays
The Sales Podcast
The Sales Podcast

The Sales Podcast

Wes Schaeffer

4
Followers
1
Plays
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About Us

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

Latest Episodes

Learn the 'Hollywood Sales Method' With Mike Mark

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Learned sales in time shares The ethics didn't sit well with him Have some give-and-take in the conversation It's not 100% questions The Hollywood Sales Method in three acts Discover the desire Build the belief Figuring out next steps Use new metaphors/analogies to feed back to the prospect to "parrot" them without being a mirror image This requires practice to make it become second nature Find the common personality traits of sales candidates Look for sales reps whose parents were in sales Common tongue = mind. Native tongue = heart. Great salespeople are already employed Mark looks for a sore spot with the salesperson for "passive recruiting" Sophisticated vs. unsophisticated buyers Socioeconomics Education Personality profiles Job history Age High end salespeople are usually 100% commission via 1099 ($8k to $15k) On-target earnings are key Maybe appointment setters are on salary No resumes Roll-play is key in interviews Show they can take you on the buyers journey Prove they can apply pressure without being pushy Split test your new-hires Don't have closers do outbound Salespeople are lazy so if you treat they right they'll be loyal Team-building and culture-building is important To create trust, be consistent Mastery of sales is mastery of yourself Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

55 MIN3 d ago
Comments
Learn the 'Hollywood Sales Method' With Mike Mark

Leverage The Power of Storytelling, Ty Bennett

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Started early studying business Started a business with his brother at 21 Loved leading his teams We're all in the people business Your solutions address a struggle Build stories around it The more personal it is, the more powerful it is The speed of business makes us rush Give quick case studies and stories You need to develop your storytelling skills Keep your personality in business Stories make you human Our mind is wired to remember stories He was struggling as a young entrepreneur and his friend recommended he record every presentation...and it was painful What causes people to engage? Stories. Spoke for free at first and got booked from someone in the audience Companies struggle with differentiation and storytelling is key Turnover and morale is an issue in many companies Leaders need to create great environments Perks help but we can control the relationships we build and the trust we establish People want to know their voices are heard and they are cared about You have to work on yourself and recognize how your leadership style impacts those on your team If you have a crusade understand that taking sides can have its downside Leadership requires effort Pick your style and convey it Leaders should be needed less often as they nurture their people When to apply micro-management leadership Hire for culture and train for skill The hard part is un-learning bad skills and habits Business is long-term so culture matters Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

34 MIN6 d ago
Comments
Leverage The Power of Storytelling, Ty Bennett

The Manly Benefits of Pinterest To Your Bottom Line, with Jeff Sieh

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club 300 million monthly Pinterest users Founders call themselves a "visual discovery engine" A digital pin board Much longer half-lifes on Pinterest People like to see content from brands on Pinterest It's all about you! No fake news on Pinterest 50% of all new signups on Pinterest were men Video pins are new and working Build Tribes with Tailwind Create a lead magnet and drive traffic from Pinterest to your site to build your email list Amy Porterfield has a freebie for every podcast and could link to it from Pinterest Put clear text on your images Pinterest can read your text on graphics Run ads on Pinterest Share third-party content Features Rich Pins Claim your website Use up to three hashtags If you have a product you need to be on Pinterest! Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

46 MIN1 w ago
Comments
The Manly Benefits of Pinterest To Your Bottom Line, with Jeff Sieh

The Proven Secret To Master SEO With Matthew Woodward

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Humans have not changed in the online space/SEO The principles of sales and marketing have not changed Don't get sidetracked with the tools Remember there are humans on the other end of the screen We are easier and harder to reach Make people laugh Follow the process and court your prospects like a date Don't skip steps Add value SEO is both inbound and outbound Inbound links are a "voting system" but not all links are equal It's a stacked election Don't get obsessive backlink disorder Getting backlinks starts with creating something worth voting for by other websites "Are you proud of the content you created?" Organize your website as you would a brick and mortar store Study your competition to see what's ranking and create better content Do you need to 10X your content? How to do copywriting like a professional How to hire a professional copywriter Questions to ask when interviewing a professional content writer How much to pay for copywriting No reason to struggle today Social media is also an election Do social media to connect with humans Google Optimize is a free tool for split testing He's not big on social media and does well He started an SEO blog in 2012 and didn't want to use social media to promote it Forums were a big thing back before social media and the humans that use them have not changed He engaged the community He starts niche sites all the time currently He love problem-solving content Help people first How to improve your website speed Why buy expired domains (use Spamzilla) Should you have footer links for SEO? How can I help you? Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

71 MIN2 w ago
Comments
The Proven Secret To Master SEO With Matthew Woodward

How To Make Your Horses—and Prospects—Thirsty With Harry Maziar

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Failed at retirement Why do apples turn brown? "Pop, are you talking to me?" "Cool Hand Luke" Failure to communicate Should you always be closing? The carnival barkers and hucksters The close is an integral part of the conversation Make the horse/customer thirsty Make friends and build relationships People want to buy from their friends Most salespeople fail to ask for the order They fear rejection Cold calls are no longer needed if you're not lazy There's no such thing as a commodity Differentiate yourself "Harry's Hints: the best tips don't work unless you do" Consistency vs. Creativity Show up on time, in time, enough times Have trinkets to leave behind Make friends with the receptionists and gatekeepers Be a good listener Talking is sharing. Listening is caring. The main problem all companies have centers on attracting, training, motivating, and retaining great people People will have 12 jobs today Rec...

45 MIN2 w ago
Comments
How To Make Your Horses—and Prospects—Thirsty With Harry Maziar

Gain The Sales Edge With Jim Padilla

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Keeping salespeople optimized There is no "best salesperson." There is only the best for you. They find great people who are sold out on your. So a good person can over-achieve He takes the burden off of the company to "keep that salesperson fed." Good salespeople want variety so they like being part-time to stay fresh and challenged Sales is an asset, not an expense 25,000 sales conversations run through his platform each year Most companies "plug holes with salespeople." You need to think about your sales team sooner Pay them more Stop the revolving-door of salespeople All referrals are not great You need to vet your salespeople You have to pay people to motivate them When to pay a high base Does cold calling still work? Can I text a lead right away? Speak their language Few know what their problems are "Consultative selling" is over-blown You know your industry and what your ideal clients are dealing with Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

42 MIN3 w ago
Comments
Gain The Sales Edge With Jim Padilla

Christina Nicholson on The Sales Podcast

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Tell your story or your competition will You don't have to fit into the mold Get past the "ick factor" Pull back the curtain Be vulnerable and open with your prospects Get clear on who you are and what you want, what your hangups are and go after it You need a plan You need to listen to hit your goals Walk away if it's not right You're creating a customer for life Your story sets you apart Plan. Find the right opportunity. Establish trust by listening. Ask. Follow-up. You get stuck on your quota Focus on the opening Prove you'll work harder by opening better Elevator stories vs. elevator pitches Don't sell 'em. Invite 'em to buy. The new ABCs of Selling "Johnny two-thumbs selling method" is not professional sales Stop pushing the rock uphill. Acknowledge that everyone thinks selling is icky, but we're all in sales. Are you clear on what you want in life? Do you feel under appreciated in your job? How much of that is on you? Get her bonus chapter on personal branding It's not all roses and unicorns but how do you look at things? Is it an obstacle or an opportunity? Ask what your options are. Maybe it's your loyalty and optimism that gets you the raise. Your boss won't always notice the great work you're doing. It's our job to be noticed at work. It's not brown-nosing. Service is an expectation. Find opportunities in service. When to tell a customer to go pound sand. Customers get angry when they feel ignored. Business. Psychology. Communication. Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

42 MINSEP 19
Comments
Christina Nicholson on The Sales Podcast

What's The One Thing That Has Remained The Same In Sales? Chris Spurvey

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Built a business to 70 people Acquired by KPMG Relationships are still key Be consistent Seek win-win opportunities There is no new magic trick to sell today Social media can help facilitate relationships Do whatever it takes Be where you need to be He formed a vision when he grew his IT services business Create a growth culture for your entire company Their telecom company was training PeopleSoft implementors Go where there is need and charge for solving the need Have the diagnostic conversation Price your services based on the value you bring Start with a situational analysis, which is regurgitating what they already said Give them the methodology Show them a computation of how you price your services based on their growth Maybe ask for 30% up front and the remainder over the course of the year You must believe in yourself so you can ask the hard questions Test your own limits We're all learning Don't be too eager to jump to a proposal Keep your posture...don't jump right into selling and pushing Ask the right questions. Maintain your integrity. Listen to your intuition. Tap into the buyer's energy Get to the truth if they buyer is sincere. Don't over-complicate things Stop pushing for an arbitrary close to meet your calendar-based quotas. It's a long game. Seek to serve. Customers want certainty and proactive results Use a thin wedge, i.e. choose your clients well When the student is ready the teacher will appear Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

64 MINSEP 16
Comments
What's The One Thing That Has Remained The Same In Sales? Chris Spurvey

Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Started as a hobby Was a left-leaning nihilist Started for fun Made fun of Obama and his "friends" attacked him even though he voted for Obama twice People have a lot of "oughts" today Atheists and moral We're in a culture war Being censored on social media Having a child made him realize he's a traditionalist Expertise comes from proliferation Get started Set goals to get work done Write daily Read daily Find the rhythm Get in the flow Make time in the morning to create, especially if it's your side-hustle Has three older brothers who are more Libertarian and put up with his bleeding-heart Liberalism Being stagnant and "tolerant" is not right Take a stand Create your culture Seek the truth Admit "I could be wrong" whereas he used to be "I am not wrong." Your real friends won't abandon you in tough times People are afraid We have blasphemy laws enforced by crowds What are you saying? Say it. Honesty is the key to success in business and life How to handle trolls Use the attacks against you like an airplane uses headwinds for lift Choose who to lose "You've never been hated? You've never been honest." The leader is the first follower You get better by criticizing yourself Challenge everything Be curious Give Caesar his Don't chase fame Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

61 MINSEP 13
Comments
Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob

How To Help The Buyer Own The Deal To Make The Sale, With Steve Thompson

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club What is your "past value delivered?" Your Champion needs to be able to answer to the bean counters how you are delivering an ROI You have to remind your customers how good you are Determine what success looks like with your prospect before they buy so you both know what the expectations are Harvard Professor Theodore Levitt, "People don't buy a quarter-inch drill. They buy a quarter-inch hole." Salespeople push to a closed deal The buyer is terrified once they close Our customers are not professional buyers They buy outcomes Change is the catalyst for new opportunities Stick around and deliver value after the sale You must know why they bought There is so much turnover with both your sales team and at your companies Somebody has to stick around and own customer success The good and bad comes from the sales side There are more influencers on the buyer's side (9.3 on average) The buyer wants to know "Who understands me and what I'm trying to accomplish?" The fundamentals have not changed but they are not being followed Buyers have too much information. It's noisy. Buyers have been abused by past, shady, pushy salespeople How did you get that meeting? Why are you in front of the prospect? Don't show up and throw up! Have an agenda for the sales meeting. "Lead them to your solution not with your solution." Play hard to get. There's value in scarcity. Does technology make you more effective? You send novels about you and confusing spec sheets You must help your champions sell internally Focus on 7 simple slides covering the customer journey Uncertainty is at a high How do you align the buyers? How do you find out what you don't know? You need to be able to ask the right questions You don't have to know it all Narrow down the choices and ask which one is best Once they choose ask "How can this be improved?" This helps the buyer own the deal they can sell internally Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

44 MINSEP 10
Comments
How To Help The Buyer Own The Deal To Make The Sale, With Steve Thompson

Latest Episodes

Learn the 'Hollywood Sales Method' With Mike Mark

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Learned sales in time shares The ethics didn't sit well with him Have some give-and-take in the conversation It's not 100% questions The Hollywood Sales Method in three acts Discover the desire Build the belief Figuring out next steps Use new metaphors/analogies to feed back to the prospect to "parrot" them without being a mirror image This requires practice to make it become second nature Find the common personality traits of sales candidates Look for sales reps whose parents were in sales Common tongue = mind. Native tongue = heart. Great salespeople are already employed Mark looks for a sore spot with the salesperson for "passive recruiting" Sophisticated vs. unsophisticated buyers Socioeconomics Education Personality profiles Job history Age High end salespeople are usually 100% commission via 1099 ($8k to $15k) On-target earnings are key Maybe appointment setters are on salary No resumes Roll-play is key in interviews Show they can take you on the buyers journey Prove they can apply pressure without being pushy Split test your new-hires Don't have closers do outbound Salespeople are lazy so if you treat they right they'll be loyal Team-building and culture-building is important To create trust, be consistent Mastery of sales is mastery of yourself Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

55 MIN3 d ago
Comments
Learn the 'Hollywood Sales Method' With Mike Mark

Leverage The Power of Storytelling, Ty Bennett

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Started early studying business Started a business with his brother at 21 Loved leading his teams We're all in the people business Your solutions address a struggle Build stories around it The more personal it is, the more powerful it is The speed of business makes us rush Give quick case studies and stories You need to develop your storytelling skills Keep your personality in business Stories make you human Our mind is wired to remember stories He was struggling as a young entrepreneur and his friend recommended he record every presentation...and it was painful What causes people to engage? Stories. Spoke for free at first and got booked from someone in the audience Companies struggle with differentiation and storytelling is key Turnover and morale is an issue in many companies Leaders need to create great environments Perks help but we can control the relationships we build and the trust we establish People want to know their voices are heard and they are cared about You have to work on yourself and recognize how your leadership style impacts those on your team If you have a crusade understand that taking sides can have its downside Leadership requires effort Pick your style and convey it Leaders should be needed less often as they nurture their people When to apply micro-management leadership Hire for culture and train for skill The hard part is un-learning bad skills and habits Business is long-term so culture matters Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

34 MIN6 d ago
Comments
Leverage The Power of Storytelling, Ty Bennett

The Manly Benefits of Pinterest To Your Bottom Line, with Jeff Sieh

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club 300 million monthly Pinterest users Founders call themselves a "visual discovery engine" A digital pin board Much longer half-lifes on Pinterest People like to see content from brands on Pinterest It's all about you! No fake news on Pinterest 50% of all new signups on Pinterest were men Video pins are new and working Build Tribes with Tailwind Create a lead magnet and drive traffic from Pinterest to your site to build your email list Amy Porterfield has a freebie for every podcast and could link to it from Pinterest Put clear text on your images Pinterest can read your text on graphics Run ads on Pinterest Share third-party content Features Rich Pins Claim your website Use up to three hashtags If you have a product you need to be on Pinterest! Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

46 MIN1 w ago
Comments
The Manly Benefits of Pinterest To Your Bottom Line, with Jeff Sieh

The Proven Secret To Master SEO With Matthew Woodward

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Humans have not changed in the online space/SEO The principles of sales and marketing have not changed Don't get sidetracked with the tools Remember there are humans on the other end of the screen We are easier and harder to reach Make people laugh Follow the process and court your prospects like a date Don't skip steps Add value SEO is both inbound and outbound Inbound links are a "voting system" but not all links are equal It's a stacked election Don't get obsessive backlink disorder Getting backlinks starts with creating something worth voting for by other websites "Are you proud of the content you created?" Organize your website as you would a brick and mortar store Study your competition to see what's ranking and create better content Do you need to 10X your content? How to do copywriting like a professional How to hire a professional copywriter Questions to ask when interviewing a professional content writer How much to pay for copywriting No reason to struggle today Social media is also an election Do social media to connect with humans Google Optimize is a free tool for split testing He's not big on social media and does well He started an SEO blog in 2012 and didn't want to use social media to promote it Forums were a big thing back before social media and the humans that use them have not changed He engaged the community He starts niche sites all the time currently He love problem-solving content Help people first How to improve your website speed Why buy expired domains (use Spamzilla) Should you have footer links for SEO? How can I help you? Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

71 MIN2 w ago
Comments
The Proven Secret To Master SEO With Matthew Woodward

How To Make Your Horses—and Prospects—Thirsty With Harry Maziar

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Failed at retirement Why do apples turn brown? "Pop, are you talking to me?" "Cool Hand Luke" Failure to communicate Should you always be closing? The carnival barkers and hucksters The close is an integral part of the conversation Make the horse/customer thirsty Make friends and build relationships People want to buy from their friends Most salespeople fail to ask for the order They fear rejection Cold calls are no longer needed if you're not lazy There's no such thing as a commodity Differentiate yourself "Harry's Hints: the best tips don't work unless you do" Consistency vs. Creativity Show up on time, in time, enough times Have trinkets to leave behind Make friends with the receptionists and gatekeepers Be a good listener Talking is sharing. Listening is caring. The main problem all companies have centers on attracting, training, motivating, and retaining great people People will have 12 jobs today Rec...

45 MIN2 w ago
Comments
How To Make Your Horses—and Prospects—Thirsty With Harry Maziar

Gain The Sales Edge With Jim Padilla

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Keeping salespeople optimized There is no "best salesperson." There is only the best for you. They find great people who are sold out on your. So a good person can over-achieve He takes the burden off of the company to "keep that salesperson fed." Good salespeople want variety so they like being part-time to stay fresh and challenged Sales is an asset, not an expense 25,000 sales conversations run through his platform each year Most companies "plug holes with salespeople." You need to think about your sales team sooner Pay them more Stop the revolving-door of salespeople All referrals are not great You need to vet your salespeople You have to pay people to motivate them When to pay a high base Does cold calling still work? Can I text a lead right away? Speak their language Few know what their problems are "Consultative selling" is over-blown You know your industry and what your ideal clients are dealing with Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

42 MIN3 w ago
Comments
Gain The Sales Edge With Jim Padilla

Christina Nicholson on The Sales Podcast

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Tell your story or your competition will You don't have to fit into the mold Get past the "ick factor" Pull back the curtain Be vulnerable and open with your prospects Get clear on who you are and what you want, what your hangups are and go after it You need a plan You need to listen to hit your goals Walk away if it's not right You're creating a customer for life Your story sets you apart Plan. Find the right opportunity. Establish trust by listening. Ask. Follow-up. You get stuck on your quota Focus on the opening Prove you'll work harder by opening better Elevator stories vs. elevator pitches Don't sell 'em. Invite 'em to buy. The new ABCs of Selling "Johnny two-thumbs selling method" is not professional sales Stop pushing the rock uphill. Acknowledge that everyone thinks selling is icky, but we're all in sales. Are you clear on what you want in life? Do you feel under appreciated in your job? How much of that is on you? Get her bonus chapter on personal branding It's not all roses and unicorns but how do you look at things? Is it an obstacle or an opportunity? Ask what your options are. Maybe it's your loyalty and optimism that gets you the raise. Your boss won't always notice the great work you're doing. It's our job to be noticed at work. It's not brown-nosing. Service is an expectation. Find opportunities in service. When to tell a customer to go pound sand. Customers get angry when they feel ignored. Business. Psychology. Communication. Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

42 MINSEP 19
Comments
Christina Nicholson on The Sales Podcast

What's The One Thing That Has Remained The Same In Sales? Chris Spurvey

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Built a business to 70 people Acquired by KPMG Relationships are still key Be consistent Seek win-win opportunities There is no new magic trick to sell today Social media can help facilitate relationships Do whatever it takes Be where you need to be He formed a vision when he grew his IT services business Create a growth culture for your entire company Their telecom company was training PeopleSoft implementors Go where there is need and charge for solving the need Have the diagnostic conversation Price your services based on the value you bring Start with a situational analysis, which is regurgitating what they already said Give them the methodology Show them a computation of how you price your services based on their growth Maybe ask for 30% up front and the remainder over the course of the year You must believe in yourself so you can ask the hard questions Test your own limits We're all learning Don't be too eager to jump to a proposal Keep your posture...don't jump right into selling and pushing Ask the right questions. Maintain your integrity. Listen to your intuition. Tap into the buyer's energy Get to the truth if they buyer is sincere. Don't over-complicate things Stop pushing for an arbitrary close to meet your calendar-based quotas. It's a long game. Seek to serve. Customers want certainty and proactive results Use a thin wedge, i.e. choose your clients well When the student is ready the teacher will appear Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

64 MINSEP 16
Comments
What's The One Thing That Has Remained The Same In Sales? Chris Spurvey

Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Started as a hobby Was a left-leaning nihilist Started for fun Made fun of Obama and his "friends" attacked him even though he voted for Obama twice People have a lot of "oughts" today Atheists and moral We're in a culture war Being censored on social media Having a child made him realize he's a traditionalist Expertise comes from proliferation Get started Set goals to get work done Write daily Read daily Find the rhythm Get in the flow Make time in the morning to create, especially if it's your side-hustle Has three older brothers who are more Libertarian and put up with his bleeding-heart Liberalism Being stagnant and "tolerant" is not right Take a stand Create your culture Seek the truth Admit "I could be wrong" whereas he used to be "I am not wrong." Your real friends won't abandon you in tough times People are afraid We have blasphemy laws enforced by crowds What are you saying? Say it. Honesty is the key to success in business and life How to handle trolls Use the attacks against you like an airplane uses headwinds for lift Choose who to lose "You've never been hated? You've never been honest." The leader is the first follower You get better by criticizing yourself Challenge everything Be curious Give Caesar his Don't chase fame Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

61 MINSEP 13
Comments
Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob

How To Help The Buyer Own The Deal To Make The Sale, With Steve Thompson

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club What is your "past value delivered?" Your Champion needs to be able to answer to the bean counters how you are delivering an ROI You have to remind your customers how good you are Determine what success looks like with your prospect before they buy so you both know what the expectations are Harvard Professor Theodore Levitt, "People don't buy a quarter-inch drill. They buy a quarter-inch hole." Salespeople push to a closed deal The buyer is terrified once they close Our customers are not professional buyers They buy outcomes Change is the catalyst for new opportunities Stick around and deliver value after the sale You must know why they bought There is so much turnover with both your sales team and at your companies Somebody has to stick around and own customer success The good and bad comes from the sales side There are more influencers on the buyer's side (9.3 on average) The buyer wants to know "Who understands me and what I'm trying to accomplish?" The fundamentals have not changed but they are not being followed Buyers have too much information. It's noisy. Buyers have been abused by past, shady, pushy salespeople How did you get that meeting? Why are you in front of the prospect? Don't show up and throw up! Have an agenda for the sales meeting. "Lead them to your solution not with your solution." Play hard to get. There's value in scarcity. Does technology make you more effective? You send novels about you and confusing spec sheets You must help your champions sell internally Focus on 7 simple slides covering the customer journey Uncertainty is at a high How do you align the buyers? How do you find out what you don't know? You need to be able to ask the right questions You don't have to know it all Narrow down the choices and ask which one is best Once they choose ask "How can this be improved?" This helps the buyer own the deal they can sell internally Get all of the show notes for every episode of The Sales Podcastwith Wes Schaeffer, The Sales Whisperer. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes ofThe Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

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How To Help The Buyer Own The Deal To Make The Sale, With Steve Thompson