The Sales Machine

Discover LinkedIn Lead Generation Secrets with Matt Clark!Join us for an eye-opening discussion with Matt Clark, the mastermind behind The Virtual Edge's Rainmaker system. With a track record of helping over 1,200 clients, Matt is a trailblazer in revolutionizing lead generation on LinkedIn without ads.Don't miss out on this opportunity to uncover the secrets of scaling your business on LinkedIn with Matt Clark!Episode Highlights"There was a stage where LinkedIn was just shutting accounts down left, right and center. So we had to lower what we could do. What we have found though, is especially in the last three to six months with all this new AI technology coming out, it has been a game changer. So for us, we've actually got our own system that uses automation and AI." - Matt Clark"You can't scale chaos. You really do have to have a system, right? Otherwise it always blows apart." - John Rankins"We want to know their pains, their fears, their goals, desires. Then we go and position them as the expert so that they can solve one big problem for one ideal client. And that gets put everywhere across all their social media, across their websites. That is what we call the pickup line. It opens up the conversations." - Matt Clark"I have a system called MTM, Manage, Track and Measure. And we have a weekly meeting called MMA. Just like MMA, we manage, measure and adjust, otherwise you're gonna get knocked out in the marketplace. There's always gonna be evolution and innovation to take advantage of." - John RankinsTime Stamps(02:08) - Creating the Rainmaker System(04:43) - Adapting to Changes in LinkedIn(06:25) - The Rainmaker and Fabulous Frameworks(19:11) - Tools for LinkedIn Lead Generation(21:18) - The Biggest Mistake on LinkedIn(24:26) - Working with Individuals and Companies(27:14) - The Future of LinkedIn Lead GenerationConnect with Matt ClarkWebsite: https://thevirtualedge.com/profile/ LinkedIn: https://www.linkedin.com/in/mattclarkrainmaker/ Instagram: https://www.instagram.com/mattclarkrainmaker/?hl=en Facebook: https://www.facebook.com/matthewclarksa/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Unlocking Sales Success with Dave Kurlan!Get ready for an insightful conversation with Dave Kurlan, a true pioneer in the sales development industry. Founder of Objective Management Group and CEO of Kurlan & Associates, Inc., Dave brings decades of expertise to the table as a top-rated speaker, best-selling author, and successful entrepreneur.From the importance of sales culture to effective training and building relationships with prospects, this episode covers it all. Tune in now and unlock your sales potential with Dave Kurlan!Episode Highlights“Most companies don't understand that in the absence of value, it's a race to the bottom. And you're going to be working off of the crumbs left over by the companies that understand that the number one thing you've got to do.” - John Rankins“Your problems are never closing skills and never negotiating skills. Those are just symptoms of some problem going on earlier in the sales process that your sales team is screwing up really badly.” - Dave Kurlan“I kind of want to get a sense for where the major issue is and work from that point backwards. Everybody thinks it's about closing but it's never really that.” - John RankinsTime Stamps(09:47) - Dave's Sales Journey and Goal Setting(11:15) - Recruiting, Training, and Retaining a Sales Force(15:25) - Key Factors in Selecting Salespeople(18:28) - Hiring Salespeople in B2B(20:02) - What Tech Giants Lack Today(27:55) - The Difference of “Can Sell” and “Will Sell”(28:32) - Best Practices for Hiring The Best Talent(33:19) - Advice for Sales Trainers(34:27) - Importance of Urgency in Sales(41:27) - B2B’s Biggest Challenges When Growing a Sales Team(52:27) - Sales is Service(58:28) - Sales Systems and AutomationConnect with Dave KurlanWebsite: https://www.kurlanassociates.com/ X: https://twitter.com/kurlanassoc?lang=en LinkedIn: https://www.linkedin.com/in/davekurlan/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Discover the Secrets of Sales Success with Joe Ingram!Get ready to dive deep into the world of sales innovation with our esteemed guest, Joe Ingram. With over 30 years of experience and an impressive $1.7 billion in sales under his belt, Joe is a true master of his craft.Join us as Joe shares his wealth of knowledge on human psychology, communication strategies, and the art of closing deals. From understanding buying triggers to maximizing e-commerce conversions, Joe's insights are sure to transform your approach to sales.But Joe is more than just a sales expert—he's a master of "edutainment," blending education with entertainment to make learning both engaging and effective. So, if you're ready to take your sales game to the next level, buckle up and prepare to be inspired by Joe Ingram!Episode Highlights“You will be replaced with AI if you don't know how to use it. The people that know how to use it and the people that know how to drive results from it and improve themselves.” - Joe Ingram“If you want to retain people, you have to get rid of Hitler or the terrorists.  And number one for retention is the environment. If people are jazzed and challenged, you have a supportive yet challenging environment, they're going to stay with you. But then you have to have great relationships between not just the salespeople, the sales leader in the salespeople, but also the organization showing that you care about them.” - John Rankins“I'd rather you just spent a little bit more now than give up so much more opportunity, time and money down the road.” - Joe Ingram“I need somebody who focuses more on accountability and holding people accountable to what we need.” - John RankinsEpisode Timestamps(09:39) - Building a Multi-Million Dollar Sales Force(26:25) - The Key Skill for a Sales Manager: Accountability(32:28) - Navigating the Dip in Sales and the Importance of Ongoing Accountability(38:38) - The Power of Teamwork and a Purposeful Organization(45:28) - Future Plans: Speaking Engagements and Improving Sales PerformanceConnect with Joe IngramWebsite: https://thejoeingram.com/ Facebook: https://www.facebook.com/josephingram/ X: https://twitter.com/JoeIngramSales LinkedIn: https://www.linkedin.com/in/joeingram/ Instagram: https://www.instagram.com/joe_ingram_sales/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Go from $0 to $100 Million with Mark Roberge!Meet Mark Roberge, the man who skyrocketed HubSpot's sales division to new heights and authored the best-selling "The Sales Acceleration Formula."In this episode, Mark shares his incredible journey from Technology Consultant at Accenture to the driving force behind HubSpot's explosive growth. With a track record that speaks for itself, Mark uncovers his insights into the psychology of sales and the game-changing strategies that propelled HubSpot to success.We'll delve into the disruptive methodology behind HubSpot's rise, the power of inbound marketing, and the pivotal decision—making moments that shaped Mark's career. Plus, we'll uncover the secrets of startup growth and sales strategies straight from the master himself.So, buckle up and prepare to be inspired as Mark Roberge takes us on a journey through the tech landscape, sharing invaluable wisdom and actionable advice along the way. Trust me, you won't want to miss this one!Episode Highlights"The biggest mistake is scaling revenue too early and too fast. Because they're confused on what product market fit is." - Mark Roberge"Your ultimate value is what you say is your value proposition to the customer. Is it worth more to them than the amount of money they have to pay you for it. That's the ultimate value proposition." - John Rankins"I think the big winners in AI are at the seed stage right now, if not even having started, and so you have to be careful. What's really gonna come is right now,  AI companies today are just streamlining the existing workflow and that's the hype companies are gonna go under. The real winners in AI are gonna recreate the workflow." - Mark Roberge👉 Get a copy Mark Roberge’s “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” book here: https://rb.gy/4wsh76 Connect Mark RobergeWebsite: https://www.linkedin.com/in/markroberge X: https://twitter.com/markroberge?lang=en LinkedIn: https://www.linkedin.com/in/markroberge Instagram: https://www.instagram.com/roberge_mark/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Curious about how to build a business valued over $100M, even in times of crisis? Join Stephen Petasky, Founder & President of The Luxus Group, as he reveals his journey of scaling a global portfolio of luxury properties.In this episode, Stephen shares his strategies for seizing opportunities during economic downturns, fostering a culture of passion and purpose, and retaining top talent. Get ready for valuable insights and inspiring stories that will guide you towards achieving remarkable business growth, no matter the challenges you face!Episode Highlights"Continue to make these memorable experiences for people." - Stephen Petasky"If they're not actually passionate about whatever service or experience they're selling or product line, you, the buyer can read through that and the buyer sees through it very quickly." - Stephen Petasky"It's really a culture-driven approach to make sure that there's someone that believes in it to the depth of it. I do." - Stephen Petasky"The truth is you don't want to be one and done. You don't want to kill your customer and eat. You want to be able to serve them and share in their growth and share in their riches and get paid from them growing." - John Rankins"If it's the experience, people will keep coming back, because it's not just about getting a customer. It's about getting that customer for life and having them come back." - John RankinsConnect Stephen PetaskyWebsite: https://luxusgroup.com/ Facebook: https://www.facebook.com/stephen.petasky/ X: https://twitter.com/stephenpetasky?lang=en LinkedIn: https://ca.linkedin.com/in/stephen-petasky-86437711 Instagram: https://www.instagram.com/stephenpetasky/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Join us as Keenan, author of 'Gap Selling', challenges sales norms with insights on problem diagnosis, customer-centric approaches, and recruiting top talent. Discover real-world case studies, tech trends, and the pivotal role of empathy in sales. Don't miss Keenan's key lesson: sales is about helping. Tune in now!Episode Highlights“I built The Sales Machine software to empower salespeople and companies, all for the salesperson with rewards, recognition, competition, compensation levels of development so they know what to do, when to do it, and how to do it. And to solve my own problem, because there was a gap in my training and my products and services early on and I needed to close that gap. We were bleeding. We were losing people and I went everywhere.” - John Rankins"When you pitch something, the general premise of pitching is you're telling somebody what you're going to do for them. Pitching is telling.” - Keenan“I have four pillars for retaining people. Number one is the environment. Is it a challenging environment? Is it a supportive environment? Number two is relationships. What kind of relationships are there on the teams, within the teams, and between the company and the culture and the people, what relationship? Number three is growth. People grow or die. So if there's no levels of development, then people are gonna hit a wall and sales just become transactional and they're gonna go somewhere else for another paycheck. And beyond that is purposeful. Can they achieve their purpose? Or is your company providing a purpose greater than themselves? Now you got them. And you know what? I've had them for life.” - John Rankins“I would say there's two things that great salespeople have, average people don't. One, extremely high business acumen or critical thinking skills. Another one is an extremely high level of fearless curiosity. So those are the two.” - KeenanConnect with KeenanWebsite: https://salesgrowth.com/gap-selling-method/ Facebook: https://www.facebook.com/heykeenan/ X: https://twitter.com/keenan?lang=en LinkedIn: https://www.linkedin.com/in/jimkeenan/ Instagram: https://www.instagram.com/keenan_redplaid/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

From decoding the intricacies of sales strategy to navigating the evolving landscape of AI in sales, Dan shares his wealth of knowledge and experience. Gain exclusive insights into the characteristics of successful salespeople and the keys to building a world-class sales team.Join us as we uncover the secrets to sales success and explore the future of sales recruiting. Don't miss this opportunity to learn from one of the industry's most respected voices.Episode Highlights"At the beginning when we started building our core values, it seemed like such a simple thing, but it took us months. It took us six months to figure out what they really were. And then once we understood what they were, we started interviewing around core values because what we realized is that individuals that share our same core values tend to do very well in our industry or very well in our corporation." - Dan Fantasia"A salesperson can identify the problems that the client has the deepest problem and allow them to understand by digging in, what's the gap, what's the pain, and aligning with them, and then being able to show them what it's costing them ultimately if they don't make a change, right? To where the client is like, okay, when can we start?" - John Rankins"In sales, as you know, there can be highs and lows, but we want consistency. And so the reason why core values really help us is because if one of our recruiters or consultants is going through some highs and lows, what we need to identify is, do they have personality characteristics? Do they share the core values that our company does to make it through this? Or are they off track and not a good fit for our company? So when we do our talent assessments on a quarterly basis, what we're looking at is productivity and how they align with our core values." - Dan Fantasia"Salespeople, the greatest ones, are the ones that have the biggest hearts, that they care about helping other people. And for me, I coined the term, when in service, you are never nervous. So as long as you have a big heart and you're motivated and your core value is play to win. What was it exactly? Compete to win." - John Rankins"If they're not driving the activity that's required to just compete in our environment, and we have a very competitive environment, they will not survive. And so for us, it's all about transparency. There's no place to hide at Treeline. If you can't keep up with your activity metrics, which are seen on a weekly basis, you're just not going to make it." - Dan FantasiaConnect with Dan FantasiaLinkedIn: https://www.linkedin.com/in/danfantasia/ Instagram: https://www.instagram.com/dsfanta/ Twitter: https://twitter.com/danfantasia?lang=en Facebook: https://www.facebook.com/dan.fantasia Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: a...

Join us for an exclusive conversation with Bob Phibbs, The Retail Doctor, as he shares invaluable insights into the world of retail sales. From transforming brick-and-mortar businesses worldwide to advising industry giants like Google and LEGO, Bob's expertise is unmatched.Get ready to uncover the secrets to sales mastery and propel your retail business to new heights with actionable strategies from one of the industry's most respected voices.Episode Highlights"How is AI gonna replace what we do? Well, the last time I checked, AI doesn't understand empathy or people. And people don't trust it. So, as long as the mantra of "Know, Like, and Trust is out there, guess what? People don't trust it. But they do trust people who put them in an experience and make it about them. So that's priceless." - John Rankins"We have a lot more choices than when you and I grew up. I mean, with social media, with Amazon, eBay, in Asia, it's Lazada, it's Shopee. We just have so many different choices. And not only is the choice, it's the convenience. Like we can get stuff delivered tomorrow. We don't even have to wait for it." - John Rankins"At some level it's how do I entertain? How do I get them to do what I want to do and how do I have fun at it? And I think as long as you do that, you can have a great career, but it's not always going to be wonderful. And if you're a salesperson out there and we all know we have our ups and downs and those moments when you're just like, "Oh, this is crap" and we go down that road." - Bob Phibbs"I always think of, and if you're a salesperson that's struggling out there, it always helps to just think of a time when you're really surprised by how great a sales went, a sale went. Think of a time when you laughed your head off and stuff came out of your nose, think of a time when you got that commission check and you were so appreciative, think of a time when somebody applauded your initiative or they said something to a boy or that girl. And just get those pictures in your head and say, "This is what my life is. It's not my doubt. This is what I am." And eventually it comes around." - Bob PhibbsConnect with Bob PhibbsWebsite: https://www.retaildoc.com/ LinkedIn: https://www.linkedin.com/in/bobphibbs/ Instagram: https://www.instagram.com/bobphibbs/?hl=en YouTube: https://www.youtube.com/c/theretaildoctor Twitter: https://twitter.com/TheRetailDoctor Facebook: https://www.facebook.com/theretaildoctor/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn:

Join us for an insightful conversation with Mark Joyner, recognized as “The Father of Digital Marketing”, as he shares his groundbreaking journey from pioneering online marketing strategies to founding over 30 startups. Mark's expertise spans from inventing tracking pixels to being a bestselling author in 25 languages. As a former US Army Officer, Mark brings a unique blend of military strategy and digital marketing prowess to the table. Don't miss this episode packed with invaluable insights from a true industry visionary!Episode Highlights"If you want it to be sustainable and scalable, it has to have systems and the right culture." - John Rankins"I have a tremendous amount of respect for people who pay credit where credit is due. Don't try to steal credit." - Mark Joyner"As long as you stay informed and you're constantly looking at it and at the marketplace, then you can always adjust, right? I literally take a timeout every week and I identify what's working, what's not working, what can I do differently." - John Rankins"If you have only traffic coming from Facebook, for example, you've got a table with one leg. And if somebody cuts that one leg off, you're just done. You don't have a table anymore, right? So what we teach is to build a table with 1,000 legs. If you got a table with 1,000 legs, you'd cut off 100, and it's still standing." - Mark Joyner"The ultimate bankruptcy is not the man who lost all of his money but the man who's lost his enthusiasm for life." - John RankinsConnect with Mark JoynerWebsite: https://officialmarkjoyner.com/ LinkedIn: https://www.linkedin.com/in/officialmarkjoyner Instagram: https://www.instagram.com/authormarkjoyner/?hl=en YouTube: https://www.youtube.com/markjoyner Twitter: https://twitter.com/markjoyner?lang=en Facebook: https://www.facebook.com/officialmarkjoyner/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/YouTube: https://www.youtube.com/@JohnRankinsOfficial

Dive into an enlightening conversation with Jake Dunlap, CEO of Skaled Consulting and a leading authority on modern sales and revenue trends. With a track record of transforming sales organizations globally, Jake brings a wealth of expertise to the table.Whether you're a seasoned sales leader or an aspiring entrepreneur, this episode offers practical advice and actionable strategies to drive success in today's competitive market.Tune in now!Episode Highlights"I love where sales is going. I love the art and the science and the process behind sales. I love sales technology.,, it keeps me motivated to keep staying on the forefront of what's going on, what's happening." - Jake Dunlap"A lot of people ask me how do you recruit and train and retain great people? And I said, it all starts even before you recruit them, right? You've got to be the nectar. You gotta show them in the public eye, what do you offer the best talent?" - John Rankins"I will give you everything, but you still have to out execute me. And we'll see how well that goes. So I like to give it all away for free because I know 99% of people will not do anything with it, but I look forward to the people that do. So I will give you all the secrets." - Jake Dunlap"The very first question that my leaders ask and I ask is, how does the company make money? If you don't know how the company makes money, how can you help them? If you don't understand their industry, whatever it is, and even just at a high level, you're not gonna be able to put together a plan or a proposal that's actually gonna help them to solve problems." - Jake DunlapConnect with Jake DunlapWebsite: https://www.jakedunlap.com/ LinkedIn: https://www.linkedin.com/in/jakedunlap/ Instagram: https://www.instagram.com/jake_dunlap_/ YouTube: https://www.youtube.com/channel/UC3iZTOnj-KC1qOBdUmpOagw Twitter: https://twitter.com/JakeTDunlap Facebook: https://www.facebook.com/jakedunlapsales/ Join the Innovative Seller Community Summit: https://www.jakedunlap.com/the-innovative-seller-community-summitConnect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/YouTube: https://www.youtube.com/@JohnRankinsOfficial

Dive into an insightful conversation with Kyle Vamvouris, B2B growth expert and founder of Vouris. From personal anecdotes to scaling sales teams, Kyle shares invaluable advice on navigating the sales landscape.Don't miss out on this episode packed with actionable strategies for entrepreneurs! Episode Highlights"I see a lot of like sales influencers on Instagram who talk about like, this is how you close and these are the words you need to say in order to close a deal or if they give you this objection, here's how you overcome it. And for the vast majority of them, I can tell that their primary experience is selling very transactional products directly to consumers. And that might be a high ticket of five, 10 grand, maybe 30K for some coaching program but it's very different when you go to B2B and you start moving up market and you have more complex sales cycles." - Kyle Vamvouris"I rewrite the script when I train salespeople. And the first thing I say is you love it if it doesn't go well whenever we're working together.. And because we role play, there's no better way to practice except for role playing. That's where you sharpen your sword. You don't want to role play on a customer. You want to go in prepared, " - John Rankins"It was just insane. I had no time for myself. On the weekends, I would travel to another city and do a leaders meeting. And then another one on Sunday, one city on Saturday, one city on. So anyway, I just couldn't keep up anymore. And, I was drowning. Full disclosure. I couldn't keep up, you know? So that's why I created the sales machine. I wanted to automate the entire system because I felt like I was failing my people." - John Rankins"I tell folks that their manager should have no more than nine direct reports as a mid-level manager. Once you start getting into double digits is when you should start considering hiring another manager. And if you time things, if you're trying to figure out the right timing, you would ideally do the split at 12, depending on budget and stuff. There are nine direct reports, you should start thinking about the next manager if you have the budget to start to bring them on." - Kyle Vamvouris"If there's no repeatability, there's no scalability. It is total chaos. And a lot of people just don't understand that, , you've got to have that structure. You got to have a system regardless of your strategy if you want to have scalability." - John RankinsConnect with Kyle VamvourisWebsite: https://www.vouris.com/team/kyle-vamvouris TikTok: https://www.tiktok.com/@kylevamvouris LinkedIn: https://www.linkedin.com/in/kylevamvouris/ Instagram: https://www.instagram.com/kylevamvouris/ YouTube: https://www.youtube.com/channel/UC3rbScTq_4JtQOSZMThFjVQ Twitter: https://twitter.com/kylevamvouris Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook:

Join John Rankins as he dives into a captivating conversation with Marcus Chan, a distinguished sales expert and author of the best-selling book 'Six-Figure Sales Secrets.' Marcus takes us on a journey from his humble beginnings in sales to becoming a leading influencer in the industry. Discover the secrets behind Marcus's proven method for doubling sales results in less than 90 days and gain invaluable insights into the world of sales.Don't miss this exciting episode!Episode Highlights"That's why we built The Sales Machine. I wanted the system, not a tool, not a CRM, that's an address book. I want a total system, and this is what you're talking about. And we took that psychology that you're talking about, and a methodology, because what I found is when people know what to do, when to do it, and how to do it, and you break down the barriers of their internal fears, then they'll do it." - John Rankins"And you don't want to practice on a customer, right? You practice with each other. It's already too late. You're an amateur. If you're winging it and practicing on a customer, then you're not a professional and you're never going to have consistent results." - John Rankins"So as a saying goes, right, it's like, amateurs play more than they practice, pros practice more than they play. That's just reality. Every athlete's the same way, every top salesperson's the same way." - Marcus Chan"Everybody has blind spots. And if you can't see what you don't see and everybody's in the same box, the same cup of soup, the same bowl of soup, no one's going to break out. Most of the time you need somebody like Marcus from the outside who can come in because he can see those blind spots. And that's and that's the beginning of winning." - John Rankins"The hardest territory to manage is the one between your ears. And I always have found the greatest leaders can see, they can see the visible in the invisible, right? It's not visible to everyone else, but they can see the potential. And those are the ones who can break through." - Marcus ChanConnect with Marcus ChanWebsite: https://www.venliconsulting.com/linktree-mc-instagram-s1 TikTok: https://www.tiktok.com/@marcuschanofficial LinkedIn: https://www.linkedin.com/in/marcuschanmba/ Instagram: https://www.instagram.com/therealmarcuschan/ YouTube: https://www.youtube.com/c/MarcusChanimal Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:

In this episode, John Rankins sits down with Richard Harris, an industry expert with over 20 years of experience in Go-To-Market and Sales Revenue roles. Richard shares insights from his journey, spanning from selling Jolly Ranchers as a child to advising Fortune brands and startups like Zoom and Salesforce.Tune in to gain valuable insights from Richard Harris's wealth of experience and expertise in the sales industry.Don't miss this exciting episode!Episode Highlights"What people tell me is how I listen and ask thought-provoking questions... I want John to sound like John and Richard to sound like Richard." - Richard Harris"Sales is service, solving problems, and making sure people are happy... Sales is something you do for them, not to them." - John Rankins"My first foray into a real B2B world was selling classified ads... I realized I was never the best salesperson, but I loved teaching others how to sell." - Richard Harris"Nobody cares about you, your company, your product, your service. Nobody cares. So let's just get that out of the way right now. They only care about what's in it for them. Once you understand that and listen, you'll be great at sales when you're good at service." - Richard Harris"That's when I find people lose the plot. And when they sound scripted, they create doubt. And when in doubt, they're out." - John RankinsConnect with Richard HarrisWebsite: https://theharrisconsultinggroup.com/ Facebook: https://www.facebook.com/harrisconsultingllc/ X: https://twitter.com/rharris415?lang=en LinkedIn: https://www.linkedin.com/in/rharris415/ Instagram: https://www.instagram.com/rharris415/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

This episode features Liz Elting, the founder of TransPerfect, shares her journey of building a billion-dollar language solutions company. She discusses the importance of identifying a gap in the market and focusing on sales and revenue to scale the business globally. This episode emphasizes the significance of providing exceptional service and anticipating client needs, while it also highlights the value of building a strong sales team and creating a culture of competition and recognition.Throughout the conversation, Liz and John emphasize the importance of dreaming big and continuously setting and achieving goals.Don't miss this exciting episode!Episode Highlights"A lot of people want this easy money, this easy billion dollar unicorn. But yeah, it's all about kind of going in there, working hard, building the team, incentivizing the team, retaining the team, but it takes time and it involves not quitting." - Liz Elting"I always tell our listeners, there's just two types of companies, the quick and the dead, especially in the entrepreneur world and startups, right? But if you wanna make the most money, you've gotta solve the biggest problem. And you identified that the problem was, there's a lot of linguists out there, but they cannot scale, right?" - John Rankins"I always say the greatest skill, and I've been doing this for 30 years, building and scaling sales teams is listening. And you were listening to the problems. You were listening to what were your clients' biggest struggles. And you took it on your own, even in an entity that wasn't going to entertain it and say, you know what? I'm gonna serve these customers at the highest level. And you solved a bigger problem." - John Rankins"And that's why I always say, don't confuse being an entrepreneur with being an inventor. You do not need to invent something entirely new to be wildly successful. And of course, that's what they did. And that's what we were trying to do. And one of the big differentiators was spoiling the client with service and quality and innovation and anticipating their needs before they knew they had them." - Liz Elting"A lot of people don't know how to push the psychological triggers of the entrepreneur or the salesperson. And if you want it to be consistent, sustainable, and scalable, you identified how to do it, right? With that sustainable commission scheme. That's what we built into the sales machine. We built in rewards, recognition, competition, compensation, so people know what to do, when to do it, how to do it. And guess what? They do it." - John RankinsConnect with Liz EltingWebsite: https://lizelting.com/Facebook: https://www.facebook.com/profile.php?id=100001819285273X: https://twitter.com/LizEltingLinkedIn: https://www.linkedin.com/in/lizelting/Instagram: https://www.instagram.com/lizelting/TikTok: https://www.tiktok.com/@liz.eltingConnect with John RankinsWebsite: https://thesalesmachine.com/Facebook:

This episode features Swish Goswami, the CEO of Surf, a revolutionary loyalty and rewards platform.Discover how Swish collaborated with giants like Netflix and Amazon, and became a LinkedIn Top Voice with 200M+ content views.In this episode, you'll also learn the secrets behind Surf's success, its partnership with Amazon Prime Gaming, and Swish's unique approach to building connections in the digital age.Join us to unlock entrepreneurial insights, target high-level clients, and hear Swish's take on community involvement, visualizing success, and networking with influencers.Don't miss this exciting episode with Swish Goswami!Episode Highlights"We thought why not build a system where people can share their data. They know what they're sharing. They can control what they're sharing, but they're also compensated directly for the data they share. And that way we can then package that data, anonymize it, and share it directly with companies that want to understand what people are doing on the internet." - Swish Goswami"I went from helping ordinary people with opportunity and products and opportunity to becoming extraordinary with the business I was running. And now I'm helping ordinary companies become extraordinary with the software performance system. And this is where I see it's a great play for you. And I had a colleague there." - John Rankins"Because it's one thing to be real, the greatest sales skill in the world, I know, is authenticity, right? But if you're preaching to the choir, right? Or your avatar's not where you're actually making an offer, you're never going to connect." - John Rankins"I went to Salesforce, I went to HubSpot, I went to NetSuite, and I said, look, I need you to put this in a system, rewards, recognition, competition, compensation, so that people know what to do, when to do it, and how to do it, and they want to do it. And they're like, we don't do that." - John Rankins"It's been good to be able to build something that's different, that's unique. But more importantly, we're building something that likely will exist in five, six years." - Swish GoswamiConnect with Swish GoswamiWebsite: https://www.swishgoswami.com/ Facebook: https://www.facebook.com/swish.goswami/ X: https://twitter.com/goswish?lang=en LinkedIn: https://ca.linkedin.com/in/swishgoswami Instagram: https://www.instagram.com/goswish/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:

Ready to elevate your sales training game with no-nonsense strategies? Look no further!This episode of The Sales Machine brings you John Barrows, a force recognized as a game-changing sales influencer, a Top Voice on LinkedIn, and Forbes' Top 30 Social Sales People In The World.As the CEO of JB Sales, John provides top-notch sales training for industry giants like Salesforce, LinkedIn, Amazon, and Salesloft. An esteemed advisor, he has collaborated directly with Jack and Suzy Welch on sales and marketing strategies for their start-up online MBA program.Tune in for a candid conversation that will reshape your approach to sales. Welcome, John Barrows!Episode Highlights"I tell people this all the time, that sales is the transfer of enthusiasm. If you do not believe in it, right? If you do not believe in what you sell, then you're a douchebag sales rep who's given us all a bad name. But if you believe in what you sell, if you genuinely believe in what you sell, and it makes the difference for the right person, not for everybody, but for the right person, then sales is just the transfer of enthusiasm." - John Barrows"You've got to sell yourself on whatever it is you're selling. And if you're not enthusiastic about what you're selling, why would anybody else be enthusiastic about what you have? If you have not yet fallen in love with your value proposition, whether it's a product or service." - John Rankins"My perception of trainers up until that point was not good because most sales trainers either failed sales professionals or professional presenters. We've all been there where we could see, we were taking training from some guy who's wearing a suit that's three sizes too big and doing a role play that would never happen in the real world. And he probably has never actually sold shit, but he's just really good at telling people what to do. And to me, if you haven't sold, I can't listen to you." - John Barrows"But let's be honest, the game has changed. People not only want to know what they're buying, but who the company they're buying for is, what do they stand for? What are their core values? What differences are they going to make? Are they long-term, sustainable, scalable? Are they won and done because you can buy and then the warranties, if they went out of business, so it really is personal." - John Rankins"Nobody cares about you, your product, your service. They care about their problems. They care about what's in it for them. They care about can you make a difference? Is it sustainable, scalable? Right?" - John Rankins"I'm not gonna sit here and babysit your shit. I'm not gonna do your job for you. I'm a trainer. I come in, I drop fire, I give you all the tools and the resources to be successful and then it's up to you to implement it." - John BarrowsConnect with John BarrowsWebsite: https://www.jbarrows.com/ X: https://twitter.com/JohnMBarrows LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/ YouTube: https://www.youtube.com/jbarrowssalestraining Connect with John RankinsWebsite:

Looking for no-nonsense strategies to boost your sales game? You're in the right place!In the fast-paced world of sales, it's crucial to stay ahead of the curve with innovative approaches and profound insights. This week, we're excited to feature Jeffrey Gitomer, a renowned sales expert and best-selling author, whose unconventional and direct strategies have reshaped sales perspectives globally.Jeffrey Gitomer, the 'King of Sales', has authored 17 best-selling books, delivered engaging and insightful presentations, and is known for his humorous yet impactful speaking style. With exclusive access to the archives of the Napoleon Hill Foundation, Jeffrey has crafted 'Truthful Living: The First Writings of Napoleon Hill', a book offering foundational self-help wisdom. His unique ability to translate complex sales principles into actionable, street-smart strategies makes him an unparalleled figure in the sales industry.In this episode, Jeffrey Gitomer, alongside sales leader John Rankins, dives deep into the art of sales. They tackle the essentials of positioning yourself as an authority, the importance of perceived value in sales, and how confidence translates to certainty and successful sales outcomes. Their candid and straightforward conversation is packed with practical advice, from redefining cold calls to mastering the ultimate success formula in sales.Episode Highlights"What do you want us to achieve? You want to put me in charge. What are the things that you think we can do? Because I'm gonna come back with three different ideas that are gonna solve our problems, close that gap." - John Rankins“The challenge that you have for the salesperson is you have to put yourself out there as an expert, even an authority to be able to get the lead to come to you, not you to go make a cold call to somebody” - Jeffrey Gitomer“Everybody buys on perceived value. If I think the value is greater than the price, I'm in. If I don't think the value is greater than the price, I'm a price buyer, I'm out.” - Jeffrey Gitomer“If you do not create certainty, then you're creating doubt. And when in doubt, they're out. So you've got to transfer that confidence because confidence creates certainty and certainty creates sales.” - John Rankins“So when I say writing leads to wealth, I really mean writing needs recognition, writing leads to reputation. And there's certain things that it leads to that most people don't understand.” - Jeffrey GitomerConnect with Jeffrey GitomerWebsite: https://www.gitomer.com/ X: https://twitter.com/gitomer LinkedIn: https://www.linkedin.com/in/jeffreygitomer/ Instagram: https://www.instagram.com/jeffreygitomer/ YouTube: https://www.youtube.com/user/BuyGitomer Podcast: https://www.sellordiepodcast.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:a...

Do you want to know how to grow small businesses extremely fast and effective?In this day and age, it’s all about social media! You need to establish a strong brand identity and online presence if you want to scale as quickly as possible. Our guest this week is America's number one small business expert, Melinda Emerson. She is an author, professor, and the CEO of Quintessence Group for over 25 years.  She serves as an advisor to Fortune 500 companies worldwide, educating them on supporting small businesses. She is a seasoned professional adept at bridging the gap between advising large corporations and nurturing small businesses.During their conversation, Melinda delved how she transformed from a video production company to a social media powerhouse. She also explored some of the common mistakes large companies make in marketing to small businesses, and the secrets on how to grow small businesses.This is an episode you don’t want to miss, as Melinda spills all the strategies on how to grow small businesses. Episode Highlights“The bigger problem you can solve, the more money you can make.”  -John Rankins“ Problems aren't something we should run from, It’s something we should run to because we can monetize those things. -John Rankins“Most people want to get rich quick, or they want to do things that are attainable today, but not sustainable tomorrow.” -John Rankins“The biggest mistake that corporations make is talking about small business owners as opposed to talking to small business owners.” -Melinda Emerson“People are so focused on new customer acquisition, that they really neglect the most valuable resource in their business, that is somebody that has already bought from them. “ -Melinda Emerson“If you don't have at least three revenue streams in your business it is going to be very difficult to scale. “ -Melinda EmersonSpecial Invitation to Melinda's One Day Event. Register on this link: https://succeedasyourownboss.com/Connect with Melinda EmersonWebsite: https://succeedasyourownboss.com/X: https://twitter.com/smallbizladyLinkedIn: https://www.linkedin.com/company/melinda-emerson-smallbizlady/Facebook: https://www.facebook.com/smallbizladyInstagram: https://www.instagram.com/smallbizlady/TikTok: https://www.tiktok.com/@thesmallbizladyYouTube: https://www.youtube.com/c/melindaemersonPodcast: https://succeedasyourownboss.com/sbcpodcast/Book: https://succeedasyourownboss.com/book-melinda/Connect with John RankinsWebsite:https://thesalesmachine.com/Facebook: a...

Today, if you’re not using social media for your business, you’re as good as dead.But even for businesses leveraging the power of social media, growing followers is not that easy. So what is the secret? How to grow your social media following instantly?This  week, our guest  is Zack Benson aka Mr. Instagram. He is the founder of Assistagram and the author of the New York Times bestseller "Reach," and has built a company with over 221 million followers. Recognized for his expertise in social media marketing, he collaborates with celebrities like Ariana Grande and Snoop Dogg, helping them build their brands. Zack also works with people worldwide to grow their social presence and scale their businesses.  Throughout this interview, Zach will guide you on how to grow your social media following the right way. He discusses the importance of understanding your value proposition rather than overselling when creating content. He also explains the power of leveraging influencers through creative collaborations to gain exposure for brands.Want to know more on how to grow your social media following as quickly as possible? Don’t miss out on this strategy-filled episode!Episode Highlights“If you're not top of mind, then you're going to be forgotten. It's not what you did yesterday, or last year. It's about what are you doing today” - John Rankins“Once you're an influencer, you have that ability to market not only your own products and services, but other people's products and services.” - John Rankins“The most important thing for any business is not getting leads but it's getting that content seen” - Zach Benson“The more real, authentic and genuine that you can be with your social media content, the better. That's going to help you in the long run, make more sales and bring in more customers.   - Zach Benson “The most important thing that you can do for your business is just to put content out there because with great content comes growth, it helps you stay top of mind.” - Zach BensonConnect with Zach BensonWebsite: https://www.assistagram.com/LinkedIn: https://www.linkedin.com/in/zach-benson-368483119/Facebook: https://www.facebook.com/zachtbenson/Instagram: https://www.instagram.com/zachvacay/Connect with John RankinsWebsite:https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

One of the most growing trends today is using other people’s money to exponentially grow a business. It’s tempting, as using business leverage can provide opportunities that is not possible otherwise. However, Joris Spanhoff advises against it. He believes excessive borrowing of money can turn a business upside down in no time, if handled poorly. Joris Spanhoff is this week’s guest. A business veteran behind Infosoft, a legendary and scalable company, and Founder of Acceltech  and Power Edge, with 21 years of excellence and recently sold a thriving gaming venture. In this interview, Joris discussed how business leverage can kill business in the long run and people should be careful with leverage and debt. He also discussed the importance of building a strong company culture and choosing partners and customers wisely. Don’t miss this episode filled with hard-earned lessons in building sustainable businesses! Together, let’s uncover the myth of business leverage and how it can affect business success.Episode Highlights“You have to be really careful of borrowing, make sure you can afford it.” -Joris Spanhoff“You have to find people that see the value of not only the product or the solution you offer, but what you offer as a company as a team.” - Joris Spanhoff “There's no way you're gonna get it right the first time. There's no instant success. There's no fast success.” -Joris Spanhoff“I think leverage is a superpower. Whether you're leveraging relationships, or you're leveraging money, or investment, because otherwise, you cannot compete on a global stage.” -John Rankins“If it's all about the price all the time, they don't see your value. And it's gonna become a problem later. So you might as well handle it sooner rather than later.” - John RankinsConnect with Joris SpanhoffWebsites: https://www.poweredge.com.ph/ , https://infosoft.com.ph/, LinkedIn: https://www.linkedin.com/in/joris-spanhoff-ab59485/Facebook: https://www.facebook.com/JSIIMNLInstagram: https://www.instagram.com/joris.mnl/Connect with John RankinsWebsite:https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial