The Sales Machine

Episode Summary What if everything you've been taught about sales is backwards? Jeff Bajorek, who's turned dead territories into multimillion-dollar producers and coached teams across 60+ companies, sits down to expose the uncomfortable truths most sales leaders won't admit. This isn't another feel-good episode about "mindset" and motivation. Jeff breaks down why your sales training investments are wasted, how a 13-year-old newspaper carrier outsold seasoned professionals using one simple strategy, and the five prospecting fundamentals that separate real closers from glorified telemarketers. Whether you're leading a team that's underperforming or hustling solo trying to hit quota, this raw conversation delivers the frameworks and mindset shifts you need to stop losing deals you should be winning. Key Takeaways The hidden sales happening everywhere – Discover why 90% of your daily "sales" don't involve money and how this realization transforms your approach to every conversation Why your sales training is failing – Learn the critical mistake companies make before training their teams (hint: they're not sold on needing it) and how to fix it The 5 prospecting fundamentals crushing it in 2025 – Jeff reveals his proven framework that separates B2B professionals from glorified telemarketers making the same cold calls The "nobody cares" principle that changes everything – Find out why leading with ego kills deals and what top performers do instead to create real engagement From paper routes to million-dollar deals – How a 13-year-old's free offer strategy outperforms most modern sales tactics and what that means for your pipeline Chapters 00:00 – Sales Without Money: Why Your Teen's Car Request Is Teaching You Everything 02:15 – The Dangerous Truth About "Selling Is Selling" That Most Get Wrong 04:09 – Transfer of Enthusiasm: Brian Tracy's Forgotten Secret to Every Sale 07:36 – The Toyota Strategy: When Giving Up Margin Makes You Millions 11:35 – The 13-Year-Old Who Crushed Objections Better Than Your Sales Team 15:03 – Ego Vs. Service: Why Showing Up to Impress Guarantees You'll Lose 18:43 – The Apprenticeship Model: Why Sales Mastery Takes Decades, Not Days 24:25 – Generational Sales Manager Trauma and How It's Killing Your Numbers 29:09 – Training Teams That Don't Want It: The Pre-Sale Nobody Talks About 37:14 – The 5 Prospecting Fundamentals Your Competition Doesn't Know 44:03 – Building Courseware That Actually Works: From Beer to Best Practices 52:15 – Discovery Before Demos: Why SDRs Fail and How to Fix It Guest Information Jeff Bajorek Sales Consultant, Author & Speaker Transforming Sales Teams Through Service Connect with Jeff: Website: https://www.jeffbajorek.com/ LinkedIn: https://www.linkedin.com/in/jeffbajorek Host Information Connect with John Rankins: Website: https://thesalesmachine.com/ YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary From developer to enterprise sales leader to agency founder, Dale Zwizinski reveals the brutal truth about scaling revenue: most founders think they've hit product-market fit when they haven't, and they don't document anything. With 20+ years building teams from 2 to 150 across six countries, Dale shares how Revenue Reimagined has driven $425M in revenue and $3.6M in savings for startups. Learn why stabilization beats scale, how to avoid "commercial debt" that kills growth, the AI charter framework for go-to-market success, and why your ICP should change every 90 days—not stay frozen for years. Key Takeaways Documentation kills chaos - Founders automate processes in their heads but can't scale until every step is written down for others to execute The Go-to-Market Gap methodology - Why you must move through stabilization and foundation before chasing repeatability and scale (most skip steps and fail) AI needs a charter, not hype - Building AI without cross-organizational strategy costs jobs and money—start with low-hanging GTM fruit first Your ICP expires every 3 months - The companies crushing it review ideal customer profiles quarterly, not once when they launched two years ago Momentum beats perfection - You can't reach repeatability without momentum; forecast accurately and understand your process before trying to scale Chapters 03:17 - From Code to Customers: The Y2K Moment That Changed Everything How a furious customer complaint launched a 20-year sales career 09:28 - The Founder's Fatal Flaw: Why Documentation Kills Startups Most founders think they have product-market fit when they don't 16:09 - Sales as Service: The Psychology Framework That Scales Why software without soul fails and how to transfer founder passion 20:16 - The Go-to-Market Gap: Four Phases from Chaos to Scale Stabilization, Foundation, Repeatability, Scalability - you can't skip steps 29:44 - Breaking Things on Purpose: The Entrepreneur's Paradox Why true entrepreneurs wake up trying to put themselves out of business 32:04 - When Everything Looks Like a Sales Problem But Isn't The audit that reveals your real go-to-market bottlenecks 34:03 - The ICP Trap: Why Your Market Definition Is Too Wide Forget total addressable market - focus on sellable and serviceable 41:50 - The AI Charter Strategy: Beyond the Buzzword Building AI cross-functionally from recruiting to operations to go-to-market 48:55 - The $10M Per Person Question: Can Three People Build a $30M Company? How AI-first companies are rewriting revenue-per-employee metrics Guest Information Dale Zwizinski Co-founder, Revenue Reimagined 20+ year enterprise sales leader $425M in revenue driven | $64.5M in funding secured Connect with Dale: Website: https://www.revenue-reimagined.com/ LinkedIn: https://www.linkedin.com/in/dalezwizinski/ Host Information Connect with John Rankins: Website: thesalesmachine.com YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial/ Transform Sales with The Sales Machine: Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary Discover hidden SaaS profit levers with Ulrik Lehrskov-Schmidt, top B2B pricing expert. From accidentally starting consulting to helping 150+ companies achieve 102% price increases, Ulrik reveals pricing isn't about numbers—it's about structure. Learn how shifting to all-you-can-eat pricing tripled a business and the psychological triggers that make customers buy. Key Takeaways Price customers, not products - segment packages by customer type Package around outcomes - sell "pipeline generation" vs features Use price anchors - provide comparison context Avoid commercial debt - custom contracts kill scalability Match complexity to deal size Chapters 00:58 - The Accidental Pricing Consultant How writing a book on pricing psychology during baby duty launched a million-dollar consulting career 02:23 - From Conference Tickets to Microsoft Partnerships The surprising story of how one pricing experiment led to becoming Microsoft's preferred pricing partner 07:09 - It's Not the Number, It's the Structure Why the "how" of pricing matters more than the "what" - the conference business case study 10:34 - Package Around Outcomes, Not Features Transform your sales conversations by selling pipeline and conversion instead of basic and pro plans 14:17 - The Psychology of Price Anchors Why no price is high or low except when compared to something else - mastering pricing psychology 17:32 - Data-Driven Pricing That Actually Sells The promise times probability formula and why customers need reassurance, not just promises 21:03 - The 102% Price Increase Methodology How segmented pricing strategies increase enterprise accounts while lowering prices for smaller customers 24:33 - The Perpetual License Trap Why customers asking for one-time payments create a maintenance nightmare and kill innovation 32:02 - The Complexity Budget Framework Matching pricing complexity to deal size - from simple $5K sales to complex $5M enterprise deals 36:11 - Pricing Design vs. Pricing Math Why you're pricing the customer, not the product - the train class ticket analogy 39:57 - The Commercial Debt Crisis How custom contracts and sales flexibility create an operational nightmare at scale 41:46 - Should You Put Pricing on Your Website? The decision framework for public vs. private pricing and how transparency supports sales teams Guest Information Ulrik Lehrskov-Schmidt CEO, willingness to pay.com Author of "The Pricing Roadmap" 150+ B2B SaaS pricing projects completed Connect with Ulrik: Website: https://www.willingnesstopay.com/ Book: https://www.willingnesstopay.com/product/the-pricing-roadmap YouTube: https://www.youtube.com/@SaaSPricing Host Information Connect with John Rankins: Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram: https://www.instagram.com/thesalesmachine_official/ LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/ YouTube: https://www.youtube.com/@JohnRankinsOfficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book strategy call: thesalesmachine.com

In this episode, I sit down with Zack Zeller, revenue leader and sales mentor, to unpack the mindset shifts and systems needed to go from individual hustle to building high-performing sales teams. With years of experience leading sales organizations, Zack shares practical lessons on leadership, coaching, and creating a culture where reps thrive. We talk about: Why hustle alone won’t scale in sales The biggest mistakes new sales leaders make How to build a culture of accountability without micromanagement The power of coaching in unlocking team performance Why self-awareness is a sales leader’s greatest tool How to align reps to company goals and customer value Lessons Zack learned firsthand in leading growth   Chapters 00:00 The Role of Copywriting in Business Growth 05:29 Building a Personal Brand Through Speaking 09:15 The Importance of Consistency in Sales 12:37 Identifying and Solving Core Problems 13:33 Differentiating Between Book Types 16:26 The Power of Unique Perspectives 22:29 Case Studies: Transforming Ideas into Sales 28:13 Practical Steps for Aspiring Authors 32:43 Book Launch and Editing Timeline 34:08 Marketing Strategies for Book Sales 36:53 Leveraging Books for B2B Success 40:12 Understanding Client Needs and Sales Psychology 43:21 Disruption in Sales and Marketing Strategies 44:31 Repositioning Existing Books for Better Sales 47:06 Nurturing Leads and Email Marketing Strategies 50:14 Building a Brand Through Books 52:50 Creating Content Around Your Book 55:53 Working with Zach: Process and Investment   Whether you’re a rep aspiring to leadership or an executive scaling a team, this episode gives you the tools to lead with clarity and confidence. Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance: 👉www.thesalesmachine.com 👉 Book a sales strategy call with The Sales Machine today: www.thesalesmachine.com Let’s upgrade your tools, your team, and your results.   Connect with Zack Zeller Website: thisshouldntwork.com Instagram: https://www.instagram.com/thezackzeller/ LinkedIn: https://www.linkedin.com/in/zackzeller22 Threads: https://www.threads.com/@thezackzeller Free Book: https://fixyourlist.com/smp   Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this episode, I sit down with Lee Salz, globally recognized sales differentiation strategist and author of The First Meeting Differentiator. Lee has written seven books on sales, and his work has helped organizations worldwide move from generic sales pitches to truly differentiated conversations. We talk about: Why “different is better than better” in sales The fatal flaw with traditional discovery meetings How to turn every first meeting into a consultation that delivers value The difference between an inconvenience and a real problem buyers will pay to solve Why emotion—not logic—drives deals forward How to qualify prospects early and avoid wasting months on dead opportunities Small personalization moves that create massive competitive advantage Whether you’re a sales leader, B2B seller, or entrepreneur, this episode will change how you think about first meetings, differentiation, and delivering value. Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance: 👉www.thesalesmachine.com 👉 Book a sales strategy call with The Sales Machine today: www.thesalesmachine.com   Connect with Lee Salz Website: salesarchitects.com Book: The First Meeting Differentiator Resource: meaningfulvalue.com (tip sheet: adding value in first meetings) Book site: firstmeetingbook.com (download chapter 1 free) Instagram: @theleesalz   Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance: 👉www.thesalesmachine.com   Now to the good part... In this episode, I sit down with Greg Nutter, author of P3 Selling and global sales advisor, to talk about what it really takes to win complex B2B deals. With decades of experience coaching sales teams worldwide, Greg shares how sellers can stop being “pitch machines” and start guiding customers through the buying journey.   We talk about: Why most CRM systems set sellers up to fail The difference between a sales process and a buying process The 5 predictable stages of buying decisions Why being a coach and mentor matters more than being a “product expert” How to identify the hidden stakeholders (procurement, IT, finance, etc.) before it’s too late Why sometimes the best sales move is telling a customer not to buy Whether you’re a sales leader, entrepreneur, or B2B seller, this episode is your playbook for aligning with buyers and closing more deals.   👉 Book a sales strategy call with The Sales Machine today: www.thesalesmachine.com Let’s upgrade your tools, your team, and your results.   Connect with Greg Nutter LinkedIn: https://www.linkedin.com/in/greg-nutter/ Website: https://soloquent.com/p3-selling-book/                  https://soloquent.com Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial  

Most salespeople kill their deals without even realizing it… They feature-dump their way into irrelevance. They think rattling off specs will impress prospects, when in reality, it’s the fastest way to bore them and lose the sale. Here’s the truth: features don’t sell…stories do. That’s why in this episode of The Sales Machine Podcast, I sit down with Stephen Steers, sales expert and author of Superpower Storytelling. We break down exactly how to ditch feature dumping and start selling with stories that stick. 👉 If you’re tired of long sales cycles, ghosted follow-ups, and deals dying in the pipeline, this episode is your fix. And if you’re ready to build a sales system that actually performs, book a call with The Sales Machine team today. What You’ll Learn in This Episode: Why feature dumping destroys trust and how to avoid it The storytelling frameworks that win deals in 2025 How to run discovery calls that uncover why people actually buy Why most startups fail at sales (hint: it’s not their product) Practical ways to coach your reps to sell with impact, not info overload Tune in now to How to Sell Without Feature Dumping (The Storytelling Fix) | ft. Stephen Steers. And if you’re serious about transforming your sales culture, book a call with The Sales Machine team, because the future of selling is already here, and it’s storytelling-driven. Connect with Stephen Steers Website: https://www.stephensteers.com/  X: https://x.com/stephensteers_?lang=en  Instagram: https://www.instagram.com/stephensteers_/?hl=en  LinkedIn: https://www.linkedin.com/in/stephen-steers  Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Most professionals think networking is about adding names to a list. But the truth? Most of those names never buy, never trust you, and never move the needle for your business. If you’re leading a sales team or running a professional services firm that’s stuck in “random acts of networking,” this episode is for you. Before we dive in, if you want to fix the chaos in your sales process, build a system that drives performance, and actually grow, book a call with The Sales Machine team. We’ll help you turn your network into a growth engine. Today, I’m joined by Andi Baldwin, CEO of Profitable Ideas Exchange (PIE), based in Bozeman, Montana, and author of the new book The Growth Engine. Andi has spent her career helping firms like KPMG, IBM, JLL, and Slalom build executive communities that don’t just talk, but actually generate business growth. We get into: Why client feedback is the lifeblood of professional services growth How trust and relationships win more business than transactions ever will Why niching down beats trying to serve everyone How AI can enhance efficiency but never replace human connection The mindset shift leaders need to build scalable growth systems Why long-term relationships are the key to securing huge contracts And how to build a network that becomes your real growth engine 👉🏼 Andi’s new book, The Growth Engine, is a must-read for professional services leaders who want to create scalable, sustainable growth models. 👉🏼 And if you’re ready to streamline your sales, fix the data chaos, and empower your team with performance-driven systems, book a call with The Sales Machine team today. This isn’t about business card collecting. This is about building relationships and communities that transform careers and companies. Connect with Andi Baldwin Website: https://www.profitableideas.com/the-growth-engine/  Instagram: https://www.instagram.com/andirodesb/  LinkedIn: https://www.linkedin.com/in/andi-baldwin-922b0354/  Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

If your LinkedIn outreach is getting ghosted…it’s not because people “don’t use LinkedIn anymore.” It’s because your message is just another Hey {FirstName}, I see we have connections in common… snoozefest. ❌ You’re blending in with the noise. ❌ You’re chasing instead of attracting. ❌ You’re not using systems built for 2025. Here’s the fix: Book a free strategy call with The Sales Machine, and I’ll show you how to turn cold LinkedIn outreach into warm, consistent conversations that actually close. 👉 www.thesalesmachine.com In this episode, I sit down with Matt Clark, a LinkedIn sales expert who has built prospecting systems for thousands of entrepreneurs and sales teams. We break down why most outreach fails and exactly how to adapt your approach so you cut through the noise, grab attention, and create real sales momentum. What You’ll Learn in This Episode: The #1 reason most LinkedIn messages get ignored in 2025 How to use content and outreach together for maximum response The 3-part system that turns cold connections into warm prospects How to blend AI tools with human authenticity Metrics that actually matter for LinkedIn sales success Mistakes sales teams make when scaling their outreach (and how to avoid them) If you want LinkedIn to be more than a scrolling app for your sales team, and turn it into a predictable revenue channel, this episode is your blueprint. Ready to fix your outreach once and for all? Book your free Sales Machine strategy call here: www.thesalesmachine.com Connect with Matt Clark Website: 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 Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

If your sales team is stuck competing on price, you don’t have a pricing problem. You have a purpose problem. 👉 Want to build a sales system that connects emotionally, drives high-value deals, and retains top talent? Book a strategy call with The Sales Machine: www.thesalesmachine.com In this episode, I sat down with the one and only Lisa McLeod, the woman behind the concept of “Noble Purpose.” She’s worked with giants like Salesforce and Pfizer, helping them shift from transactional sales to transformational results. We talk about why most sales teams lose deals not because of product or price, but because they can’t articulate why they matter. Lisa breaks down how to activate emotional engagement in your team, how to sell with impact, and how to lead with clarity in a distracted world. Whether you're a founder, sales leader, or rep looking to close bigger deals with more meaning, this conversation will reshape the way you think about sales. What You’ll Learn:Why selling with purpose drives better results than selling on price How to align your team around a compelling mission (not just quotas) What most companies get wrong about sales messaging How to get buy-in from reps and execs for culture change The emotional undercurrent behind great sales conversations Lisa’s 3 questions to unlock your team’s deeper purpose Chapters(01:00) - The Beauty of Purpose in Sales (03:08) - Instilling Noble Purpose in Organizations (06:12) - Measuring Success: Emotional Engagement and Revenue Growth (09:03) - Overcoming Resistance to Change (12:01) - Implementing the Methodology: Training and Ownership Connect with Lisa Earle McLeodLinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Facebook: https://www.facebook.com/LisaEMcLeod/ X/Twitter: https://x.com/EarleMcLeod Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance: 👉www.thesalesmachine.com Now to the good part... In this episode, I sit down with Dr. Lisa Palmer, AI strategist and truth-teller for tech execs. She’s worked with Microsoft, Gartner, and Fortune 500 companies to build AI systems that actually work—not just impress VCs or look pretty in pitch decks. And today, she’s dropping gold on everything from data chaos to why your CRM isn’t cutting it anymore. We talk about: Why most business systems are lying to you The real reason AI fails in companies (hint: mindset) Why “Toy AI’s” are killing innovation How to apply Show AI, Don’t Tell It in your business What the future of sales teams looks like with agentic AI And why empathy is still your greatest sales advantage, even in an AI-powered world Whether you're a founder, sales leader, or innovator trying to future-proof your business, this episode is your wake-up call. Key Takeaways:You need AI that drives performance, not dashboards collecting dust. Don’t build a toy. Build a system. Empathy and AI must work together, especially in sales. Mindset, not tools, is what separates leaders from laggards. If your sales systems are lying to you…or worse, doing nothing for performance, it’s time to stop the madness. 👉 Book a strategy call with The Sales Machine today: www.thesalesmachine.com Let’s upgrade your tools, your team, and your results. Chapters(02:50) - The Role of AI in Blue Collar Work (08:59) - Empathy in Sales and AI (14:55) - Show AI, Don't Tell It (17:49) - Avoiding Toy AI (21:00) - The Future of SaaS and Agentic AI (23:59) - Driving Performance with AI (37:11) - Empathy in Sales and AI Integration (40:49) - Data Chaos and the Role of AI (45:54) - Prototyping with AI: The Future of Development (51:38) - The Changing Landscape of Jobs in AI Connect with Lisa PalmerLinkedIn: https://www.linkedin.com/in/palmerlisac/ Instagram: https://www.instagram.com/palmerlisac/ X: https://x.com/palmerlisac YouTube: https://www.youtube.com/@ai.drlisa Website: https://www.drlisa.ai/ Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

If you’re still trying to sell to “everyone,” you’re losing to someone who chose to go deep on someone. Book a strategy call with The Sales Machine and we’ll help you own your niche, dial in your messaging, and turn your segment into a sales engine: 👉 www.thesalesmachine.com In this special episode, let’s go back to when I sat down with Victoria Hajjar—one of the sharpest minds I’ve ever met when it comes to positioning, segmentation, and messaging that sells. She’s built multiple growth programs, advised founders across industries, and has a sixth sense for how to actually get customers to say: “This brand is for me.” We unpack the psychology behind why most CRMs and SaaS tools succeed not because they’re better, but because they speak directly to one market. You’ll hear why founders fail by going too broad, how niche brands like Stanley Cups exploded, and why “trying to serve everyone” is a death sentence for startups. This is marketing and sales alignment at its best. And if you’ve ever struggled with growth, this conversation will fix your aim and your revenue. 💡 What You’ll Learn:Why the best CRMs win just by picking a niche (even if they’re all the same under the hood) How to create messaging that makes your ICP say, “Finally, someone gets me.” The difference between real positioning and just another landing page How one financial advisor 10x’d her business by serving only women in construction The “Stanley Cup Effect”: What it teaches us about segment psychology FAB Framework: How to talk to Geeks, Middle Management & Founders the right way Why going deeper into one segment can unlock millions Connect with Victoria HajjarWebsite: www.ugliventures.com/resources LinkedIn: https://www.linkedin.com/in/victoria-hajjar-66211618/ Instagram: https://www.instagram.com/ugliventures/?hl=en TikTok: https://www.tiktok.com/@ugliventures Facebook: https://www.facebook.com/tori.hajjar/ Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

If you’re not closing, don’t blame the market.Don’t blame the script. Don’t blame your leads. The real reason most salespeople stay stuck? They haven’t mastered the mindset required to win. In this special episode, I sit down with the one and only Brad Lea, serial entrepreneur, sales philosopher, and straight-talking powerhouse. We talk about what really separates the closers from the complainers and why most people are running in the wrong direction with the right amount of energy. If you’re ready to build a system that turns mindset into measurable sales performance, book a free strategy call with my team at The Sales Machine: 📞 www.thesalesmachine.com What You’ll Learn in This Episode:The power of CHOICE and why you’re one decision away from change Why every dollar you’ll ever make comes from a relationship The 3-part formula Brad lives by: Mindset, Skillset, Habits How to sell more by simply shaking more hands The real reason most people quit before they get good Why you don’t need motivation, you need accountability The trap of instant gratification and how to beat it The difference between building a job and building a business The simple truth about how “the devil” keeps you broke (this one hits deep) Connect with Brad LeaLinkedIn: https://www.linkedin.com/in/bradlea/ Facebook: https://www.facebook.com/TheRealBradLea/ Instagram: https://www.instagram.com/therealbradlea/ YouTube: https://x.com/TheRealBradLea X: https://x.com/TheRealBradLea Website: https://bradlea.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

The truth? Sales isn’t dying.But the old way of doing it is getting eaten alive by tech. AI is here. It’s fast. It’s efficient. And if you’re not adapting, you’re going to be left behind. In this episode, I sit down with one of the best to ever do it, Victor Antonio, to talk about what’s really happening to sales roles, the tech takeover, and how YOU can future-proof your business. From role-playing with AI agents to understanding the economic impact of job abatement, this episode will shift how you see the future of sales. Whether you run a 5-person shop or a $500M company, you can’t afford to ignore this conversation. 👉 If you’re a business owner, founder, or sales leader and you want to build a high-performing sales system that’s built for the AI era, book a strategy call with my team at The Sales Machine: 📞 www.thesalesmachine.com What You’ll Learn in This Episode:Why most sales orgs are stuck in 2005 and how to break free How AI is already replacing parts of the sales process (and what’s next) The difference between job replacement, displacement, and abatement How small businesses can win with AI (without needing engineers) Why salespeople MUST adapt or risk becoming irrelevant The rise of personalized content, AI assistants, and roleplay-based training Why learning faster is the new unfair advantage Chapters:(02:33) - The Evolution of Sales Tech (07:15) - Building Your Own “Sales Machine” (12:24) - The Future of Selling (22:41) - AI’s Rise & Workforce Shakeups (32:16) - What AI Means for Salespeople (42:32) - Building AI-Driven Companies (52:33) - Democratizing Coding & AI Tools (57:26) - How to Reduce Costs & Scale with AI (01:02:42) - Why Continuous Learning Wins (01:08:26) - AI as Your Personal Assistant Ready to build a sales system that’s future-proof?If your sales org is still guessing, grinding, or glued to outdated processes, now’s the time to upgrade. We help companies install high-performance sales systems with real-time visibility, coaching, automation, and AI tools that drive results. 👉 Book a strategy call now at www.thesalesmachine.com Connect with Victor AntonioFacebook: https://www.facebook.com/salesinfluence/ Instagram: https://www.instagram.com/victorantonio/ LinkedIn: https://www.linkedin.com/in/victorantonio/ YouTube: https://www.youtube.com/@VictorAntonioLive Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

If your team is still “smiling and dialing” without a system, listen up! The phone isn’t dead. But the way you're using it probably should be. Most sales teams are still cold calling like it’s 2010: Generic openers. No research. No empathy. Zero personalization. And then they wonder why no one’s picking up…or worse, why nobody cares. That’s why I sat down with Leslie Venetz, one of the sharpest outbound minds in the game, a LinkedIn Top Voice, and someone who’s personally made over 250,000 cold calls (yes, you read that right). She didn’t just survive the cold call era, she evolved it. And in this episode, we break down how your team can do the same. 👉 Want to modernize your sales systems and turn cold calls into warm pipeline? Book a strategy call with The Sales Machine: www.thesalesmachine.com. What You’ll Learn in This Episode:Why cold calling still works but not the way you’re doing it How to shift from “volume-based outreach” to “value-based pipeline” The mindset difference between top closers and burned-out reps How to build trust in your first 10 seconds on the phone Why founders need a repeatable outbound system, not just “rockstar” reps The “CEO mindset” every rep needs to own their territory How to evolve your outbound into a multi-channel machine The role of trust, autonomy, and systems in sales team success Chapters: (07:15) - The Evolution of Sales and Cold Calling (15:30) - How to Build Trust in Every Sales Conversation (24:08) - Outbound That Actually Converts (29:46) - Why Human Connection Still Wins (33:23) - Building a Profit-Generating Pipeline (38:04) - The Systems Behind High-Performing Sales Teams (43:19) - Empowering Teams With the CEO Mindset Connect with Leslie VenetzLinkedIn: https://www.linkedin.com/in/leslievenetz/ X: https://x.com/LeslieVenetz Instagram: https://www.instagram.com/b2bsalescoach/ Website: https://salesledgtm.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Want to Turn Your Sales Team Into a LinkedIn Conversion Engine?If your team is just posting content, waiting for leads, and praying someone books a call…you don’t need more motivation. You need a system. 👉 Book a strategy call with The Sales Machine, we’ll show you how to turn every like, comment, and profile view into real conversations and closed deals: www.thesalesmachine.com You're posting. You're getting likes. But you're still not closing deals. That’s the gap and this episode is the fix. In this powerhouse conversation, I sit down with Richard van der Blom, the LinkedIn algorithm whisperer himself. He’s trained over 300,000 professionals, worked with global giants like Salesforce, Nestlé, and PwC, and authored the viral LinkedIn Content & Algorithm Playbook that’s changing the game. We break down the exact steps to turn attention into action…so your likes, comments, and profile views lead to actual conversations, pipeline, and closed revenue. Whether you're a founder, sales leader, or marketer building a brand on LinkedIn, this episode will give you the real, tactical playbook to win. What You’ll Learn:Why virality ≠ sales and what to aim for instead The truth about the LinkedIn algorithm (and how to work with it) What kind of content builds trust (vs. noise) How to position yourself as a thought leader, not just another seller Richard’s comment-to-close engagement strategy Why AI-generated spam is killing LinkedIn, and what to do instead KPIs that actually matter (Hint: It’s not likes or impressions) Chapters:(02:25) - How the algorithm really works (07:24) - Navigating the latest LinkedIn changes (12:39) - Creating authentic content (20:05) - Building a strong content strategy (28:48) - How to leverage engagement for lead gen (34:16) - Becoming a thought leader (and why it matters) (43:08) - Handling competition and saturation (56:29) - Direct messaging strategies that convert If Your Sales Team’s Just “Posting and Praying”… It’s Time to Fix That.You don’t need more content. You need conversions. If you're ready to turn LinkedIn into a repeatable sales channel for your team, let us show you how. 👉 Book a free strategy call with The Sales Machine: www.thesalesmachine.com Bonus From Richard:Want to master the algorithm and stop guessing what works? Download the full LinkedIn Content & Algorithm Playbook here: ➡️ https://sales.richardvanderblom.com/content-algorithm-playbook/ Connect with Richard van der BlomLinkedIn: https://www.linkedin.com/in/richardvanderblom/ Instagram: https://www.instagram.com/blomrichardvander/ Facebook: https://www.facebook.com/richardvanderblom/ X: https://x.com/RichardvdBlom Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

If your business can’t run—or sell—without you, you don’t own a company. You own a job. If that stings a little, this episode is for you. 👉 Ready to build a business that creates freedom, not burnout? Book a demo at thesalesmachine.com You built the business. You sacrificed sleep, weekends, maybe even your health. But what if I told you: You’re not building wealth unless you’re building liquidity. In this episode, I sat down with Chad Peterson, the powerhouse behind Peterson Acquisitions, a guy who’s built and sold 6 companies and written the book Quantum Stack Investing. His message is simple: you don’t have to die at your desk. We dive deep into the emotional rollercoaster of selling a business, the myths around valuation, and how most founders stay too long and leave too little. If you’ve ever thought about selling, scaling, or even just stepping back from the daily grind, you need this conversation in your life. What You’ll Learn in This Episode:Why liquidity is the missing link between hustle and wealth How to know when it’s the right time to sell (and when it’s too late) The emotional trap of being too attached to your business The #1 reason most businesses are undervalued Why SaaS and Main Street companies are valued differently—and how to navigate both How Quantum Stack Investing flips the traditional wealth model Why working for paychecks is a trap for entrepreneurs What makes a great business broker (and what red flags to watch for) If you’re building a business you can’t walk away from… Let me show you how to install the systems, dashboards, and processes to change that. 👉 Book a demo or call at thesalesmachine.com Chapters(02:51) - What Is Quantum Stack Investing? (06:07) - Who Should Be Thinking About Selling (09:00) - How to Buy Back Your Time and Freedom (11:56) - The Step-by-Step of Selling a Business (17:53) - Why Liquidity Matters More Than Income (21:17) - When It’s Time to Revisit Your Life Choices (22:04) - The Most Common Valuation Mistakes (23:59) - SaaS vs. Main Street: Different Models, Different Multiples (29:05) - Redefining Success and Wealth (35:01) - What to Look for When Buying a Business (39:13) - The Role of the Right Broker in Your Exit Connect with Chad PetersonLinkedIn: https://www.linkedin.com/in/petersonacquisitions/ Instagram: https://www.instagram.com/realchadpeterson/ Facebook: https://www.facebook.com/chad.peterson.9809/ Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram: https://www.instagram.com/thesalesmachine_official/ LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/ YouTube: https://www.youtube.com/@JohnRankinsOfficial

Struggling to find salespeople who don’t just look good on paper—but actually perform? Let me show you how we help founders and sales leaders hire, train, and scale teams with grit, not fluff. 👉 Book a demo with The Sales Machine at thesalesmachine.com. If you’ve ever hired someone with a great resume… only to be disappointed 90 days later, you’re not alone. This week on The Sales Machine podcast, I sat down with Collin Mitchell, a sales pro turned real estate operator who now manages a $100M portfolio. Collin and I dig deep into what actually makes a salesperson successful in today’s world…and spoiler alert: it’s not a college degree or years in the game. We talk about the difference between people who are just good at interviews vs. people who are relentless in the field. The kind of people who self-source, prospect without being told, and treat sales like a craft, not a job. Whether you're in SaaS, real estate, manufacturing, or insurance, this conversation will punch through the excuses and give you a new lens on hiring and leading high-performers. What We Cover in This Episode:Why resumes are often the worst way to evaluate a salesperson How to identify reps who are hungry, not just polished What Collin learned leading sales in both tech and real estate Why self-sourcing is a lost art and how to bring it back The impact of mindset, pressure, and discipline in sales roles Why so many founders fail to train the reps they hire How to build a sales culture that rewards performance, not politics Collin’s story is raw, real, and full of lessons. We don’t just talk theory, we talk about what works. And if you're ready to stop hiring “nice guys who finish last” and start building a real sales machine… Book a call with my team and let’s show you how we help companies just like yours build systems that scale at thesalesmachine.com. Chapters(00:01) - The Journey of Sales Success (02:52) - The Evolution of Sales Strategies (05:52) - The Importance of Commission-Only Roles (09:01) - The Role of Habits in Achieving Goals (12:06) - Revenue Generating Activities vs. Passive Learning (19:46) - Mindset, Skillset, and Habits in Sales (22:08) - The Importance of Debriefing and Learning from Calls (25:28) - Building a Successful Sales Team (29:51) - Next Level Sales: Understanding Transformation (34:12) - Transitioning from Tech Sales to Real Estate (41:02) - Caring for Clients: The Key to Long-Term Success Connect with Collin MitchellLinkedIn: https://www.linkedin.com/in/collincmitchell/ Instagram: https://www.instagram.com/collincmitchell/ X: https://x.com/CollinCMitchell Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Most B2B marketing feels like it was copy-pasted from a textbook written in 2004. Boring. Bland. Beige. If you're tired of blending in with every other “solutions provider” out there… If you're struggling to turn cold leads into warm conversations… If your marketing is technically correct but completely forgettable— Then this episode is your wake-up call. Today I sat down with Morgan Ratcliffe, Co-Founder of NOTICED—the agency that's helping B2B brands turn stories into sales. Morgan grew up in a small town, built a global brand, and now teaches companies how to craft marketing that actually breaks through the noise. We dive deep into: ✅ Why most B2B companies are selling to fake problems ✅ How to use humor, story, and disruption without looking unprofessional ✅ The formula Morgan uses to turn case studies into client magnets ✅ How quizzes, free tools, and killer entry points can explode your pipeline ✅ Why AI won’t fix bad messaging—but will amplify great ones ✅ The mindset shift from “features and facts” to feelings and connection If you’ve ever said “our marketing should be working by now”, this one’s for you. Episode Highlights"Nobody cares about you. They care about the value you provide." - Morgan Ratcliffe "Nothing in the world moves without sales and we're all selling. Even getting noticed is about selling." - John Rankins "You can automate social clips, but if you have no value ladder, it’s noise." - Morgan Ratcliffe "If your marketing’s not working, then you need to do something differently." - John Rankins "B2B marketing is boring. We’re here to change that." - Morgan Ratcliffe Chapters(02:58) - Transitioning from B2C to B2B Marketing (06:04) - Crafting Compelling Stories for Brands (09:04) - Building Community Through Shared Interests (11:56) - The Importance of Entry Points in Marketing (14:48) - Understanding the Boring Business Landscape (18:01) - Common Mistakes in B2B Marketing (20:46) - The Formula for Getting Noticed (23:58) - Simplifying Complex Messages (27:01) - The Role of Humor and Disruption in Marketing (36:48) - Acquisition Strategies for Business Growth (37:46) - Identifying Front-End Challenges (38:52) - Effective Lead Generation Techniques (41:03) - Streamlining Sales Processes (42:52) - The Importance of Case Studies (44:29) - Innovative Campaign Ideas (46:07) - Utilizing Quizzes for Engagement (49:14) - The Value of Outsourcing Marketing (51:40) - Branding and Business Valuation (53:22) - Navigating the AI Content Landscape Connect with Morgan RatcliffeLinkedIn: https://www.linkedin.com/in/morgan-ratcliffe-1b2a21195/ Instagram: https://www.instagram.com/morgan_ratcliffe/ X: https://x.com/mratcliffe_rb Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Most leaders say they want accountability. But when deals slip, teams stall, or morale dips? They point fingers instead of fixing the root. In this episode of The Sales Machine, I sit down with one of the sharpest minds in GTM—Bryan Elsesser. He’s a two-time VP of Sales, GTM advisor, NYC tech vet, and the kind of guy who’s seen every stage of the sales game—from the trenches to the boardroom. We talk about: How to actually build accountability without creating fear Why sales is service (and how to get your team to believe it) What parenting teaches you about leadership (and vice versa) How to adapt your sales strategy across inbound, outbound, and omnichannel Why emotional connection—not just pitch decks—closes deals You’ll also hear why “Buyers are liars” is more than just a saying, how to avoid happy ears, and what elite reps do that average ones don’t. This episode hits hard for sales leaders, frontline managers, and anyone trying to grow a team that performs under pressure without losing heart. Tune in if you want to: Stop tolerating mediocrity on your sales floor Lead with service, not just quota pressure Create a culture of reps who think and win like owners Be a better leader without burning out Let’s get into it! Episode Highlights“This is my world. I’m from the field. Your people can never bullshit me… I pitch 100 to 200 people a day.” - John Rankins “Sometimes the legend is in your own mind. What I thought was a signal turned out to be noise.” - Bryan Elsesser “If you want to go to market and be successful, reach out to the people that are doing it at the highest level.” - John Rankins “The best thing you can do is treat your network like it’s the most important part of your brand—because it is.” - Bryan Elsesser “You hone your craft by solving problems. And the more problems you solve, the higher level you get to play at.” - John Rankins Chapters(01:00) - The Journey of a Sales Leader (04:58) - Parenthood and Leadership (09:56) - Sales Philosophy and Practices (14:54) - The Importance of Self-Reflection (20:06) - Understanding Customer Needs (27:34) - Navigating Sales Challenges and Team Dynamics (36:39) - Transforming Sales Strategies: Outbound vs Inbound (42:28) - The Importance of Omnichannel Approaches (55:57) - Building Relationships and Community in Sales Connect with Bryan ElsesserLinkedIn: https://www.linkedin.com/in/bryanelsesser/ Instagram: https://www.instagram.com/bryan.wz.here/ X: https://x.com/MrSalesDev Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube: