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The Sales Podcast

Author: Wes Schaeffer

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Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.
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Get all of the episodes and notes here. Join The Five to make every sale. Likes and shares happen when you say "cold calling is dead" but it's far from dead Cold is dead but calling is not COVID-19 is forcing people to get on the phone Today is the age of the "pitch slap" The power of social engineering  We've become professional ignorers." Create interest with your research "Who gave me that information? Look, I just wanted to do some research ahead of time to make sure I had something valuable to bring to you. Call into the help desk...they're there to help Who's buying it? How do they use it? Why do they want it? You're selling results, not products or services. Be yourself, be humorous, but don't tell a joke. Don't be stupid. Be confident, positive, sound like you believe in what you're selling, but don't be phony Be conversational Talk like you're talking to a friend Oren Klaff discusses status alignment Who owns the problem? Who owns the result? Should you ask "Are you the decision maker?" Ask about the process and the precedent? We get experience in two ways... Great salespeople are made, not born Desire Effort Publishers don't want authors, they want sales Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. There is a lot of psychology that goes into selling Breaking Sales is to help someone become objective A lot of salespeople grind and hustle and struggle They become attached to the outcome "I hope they like me. I hope I get the business. I hope I get invited back." Professional athletes know to let go of the outcome Golfers need to focus on the execution of the swing not the fact they just double-bogeyed the last hole When you focus on the outcome you change the execution of the skill, and that creates too much struggle Bring out peak performance Sleep, eat right, be sharp, exercise, meditate These are the new routines of top performers Adults learn well but we're attached to our history and efforts and past results so it's hard to change our habits and actions The key to a good sales conversation is your mindset It's not just who is asking the questions or giving more information The new routines of top performers include sleeping, eating, exercising, and even meditating." We're all guarded at first Will this conversation help us or harm us? Most salespeople want and need something from the prospect Have a helping/serving mindset You need to have a detached mindset There are no good or bad answers Don't assign values to answers. Just accept them for what they are. How many of your prospects have decided to make a change before you ever show up? Most salespeople admit only 10-30% are at that stage. For those ready to make a change you can follow "old school" sales tactics. To get exponential growth you need to get better at addressing the other 70-80%. How many of those are even ready and/or need to change? It's human nature to overestimate and underestimate You have to "spar" to gain more confidence. This is done in the deal dissection. Hesitancy, anxiety, disappointment, frustration, etc. can show up and blow up your meeting Detach so you're not thrown off by "bad" answers Those answers "don't mean anything, yet." Turn into those "bad" answers Role play with your teammates first (AI can help with your roleplaying) This is a lifetime project because sales is a profession Do a sales detox before you get on the phone Your prospects become defensive when they detect sales patterns Ask a lazy question, get a lazy answer Have an advisor mindset, detach, ask meaningful questions Can you help? How can you help? Are they ready for help? Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. 17 years at the Weather Network Position yourself as an authority with video Generate your own buzz Get more PR as an offshoot Build your digital footprint/presence "Daily Mail UK" found her and linked to her YouTube is a discovery platform Reverse engineer the Google/YouTube algorithm Go all-in on one core platform She shifted from Facebook to YouTube to be discovered by more people Facebook is good for nurturing existing customers (As Jay Baer mentioned many years ago) Show up. Add value. Grow." Get a good, simple tripod for $30 to hold your smartphone Keep it simple "Uncover the Expert In You" Don't drive ads to content when you're new to this Build a proven model first Planning your content is good It takes experience to "News Jack" (See what TeeJ Mercer says about that) Don't let your perfectionism keep you from launching Quality of quantity Three years ago she would've said "two minutes or less" Now it's "am I showing up and adding value" Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Are you a farmer or a hunter? Video views drop-off in the first 7 to 30 seconds People think the technology will do the work for them Technology + no sales system = frustration then failure Ryan Deiss Discovery content (Streaming is usually not great for this) Community content (Streaming can be great here) Email marketing is the red-headed stepchild of marketing You're a sharecropper on social media." Radio in the B2B space may not be the ideal medium for you Targeted media can help with branding to get you on the shortlist in B2B Radio is great for ugly-duck businesses Gary Vaynerchuk had success on social media discussing wine You need to be entertaining to deliver a message  "The plan is nothing but the plan is everything." Eisenhower If you wait until they need what you sell you have a credibility problem because they know you are trying to sell them. The short list...intuitive and reputation Prescription without diagnosis is malpractice Starting to put systems in place and scale May take 6-12 months to build name recognition "Advertising is a tax for businesses that are unremarkable." Seth Godin "Strong brands make for weak salespeople." "Marketing is just selling in print." Claude Hopkins Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
et all of the episodes and notes here. Join The Five to make every sale. Chairman Born in a (very) small farming town in Transylvania, caring for cows and working the land. At 14 he moved out of his family home and started working odd jobs to support himself, all while being dyslexic up until his early 20s. Lived in Siberia, Mexico, and frequent visits to the US Built first business in 2012 Built several profitable businesses in the US and Europe, generating millions in revenue every year, has been interviewed for Entrepreneur.com as an International Tycoon, and coaches several dozen startups and established businesses on how to grow and scale. Owns 10 businesses now Grew 481% last year in his portfolios Not all businesses are related Marketing Travel Recruiting e-commerce Consulting in all of them Started two from scratch and bought into others Built and sold a company before Wesrom 5 divisions 30 staff Prospects come to him for help they can't afford They give ownership shares He helps businesses grow Top 5 Ways to generate leads online during a crisis How we’re steadily growing by 20% MoM in an industry that’s plummeting How sales can bulletproof your business during COV-19 How we closed 50 new clients at $440/hr while the economy is on the brink of crisis Money doesn't vanish it times of turmoil, it just shifts." He's pitched every week Hired to do investment feasibility assessments  Three things to consider Does he like the product? Is it genius? Studies the competition and asks the market if they'd buy it Look at the founders Easy-going in his negotiations It's easy to stand out in crowded markets Money doesn't vanish, it just shifts Sell consulting and memberships and ongoing commitments vs. one-off items in times of turmoil Build your mailing list for less now Strategists vs. tacticians Postpone everyone's payments or cut them in half to keep them Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Use data to know what your customers want Customer insight has fundamentally changed Ratings, reviews, etc. put the customer in charge Beyond surveys Keep up with cultural trends You cannot be tone deaf any longer So much advertising and marketing is... Ask your customers and core consumers what they think of what you're doing Stay in touch to get incremental input as you're launching a new offering Steve Jobs engaged with customers all the time and so did Jony Ive Be agile The cost of understanding your customers has come way down In-the-moment testing Machine learning Polling vs. surveys vs. sampling Big data is not always "magical" It's the accumulation of datasets that give you insight The trouble with market research is that consumers don't think how they feel, they don't say what they think, and they don't do what they say.” David Ogilvy The problem with NPS and how to get more accurate info from your customers How to get relevant information faster and more reliably from customers Closed loop marketing Don't fear the 1-star reviews You can win customers back Go back to basic human practices What's in their heads and their hearts Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Full time offer 12 years ago Takes five years to write a book with his research Wants to make entrepreneurship easy Business owners don't know what their biggest challenges are Stop jumping from crisis to crisis A: Crisis/Challenge Now Draw an arrow away from it out of the crisis Do it again Draw B in the bottom left What the business needs Stop seeking constant relief How long have you been hustling and grinding Herd mentality is real Learn these five core pillars of the DNA of all businesses to grow in any market." Business loans are not always great Why do you have a money problem? Stop putting bandaids on big wounds Debt-leveraging can be good but debt-anchoring is bad This is the entrepreneurial petri dish during COVID-19 Satisfy the new, emerging needs 5 Core Pillars The DNA of all business Legacy = permanence Impact = delivery of transformation Order = organizational efficiency Profitability = stability Sales creates cash = oxygen Break each section down and iterate "One step back" Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Laurence Gonzales knows how to write...and survive. Why do some live when so many others die? "...to survive, you must first be annealed in the fires of peril." "I found otherwise rational people doing inexplicable things to get themselves killed—against all advice, against all reason." Reason doesn't control our actions. Why did Scott's crew perish in Antarctica while, against all odds, Shackleton's crew survived and even thrived in the same circumstances? Brain functions...psychology of risk-taking and survival They apply to stressful, demanding situations... divorce losing a job illness injury running a business in a rapidly changing world Experience, training, and modern equipment can betray you. What's in your heart is what can save you. The farther one goes, the less one knows." ~Tao Te Ching How did I get into this and this and how do I get out of it again, how does it end?" ~Søren Kierkegaard How Accidents Happen Of each particular thing ask: 'What is it in itself, in its own construction?'" ~Marcus Aurelius You need skill and superior emotional control. Lesson #1: Remain calm, do not panic. Turn fear and anger into focus. Stay "cool" by not allowing your emotions, i.e. "hot cognitions," to get away from you. Four Steps (only 10-20% can stay calm and think in an emergency): Perceive Plan Take the correct action Rapidly adapt Why do we ignore the obvious and do the inexplicable? What is the source of power that has us block out all the right information that is trying to save us, which results in our death—or the death of our business, marriage, etc.? Rule #1: Face reality...but keep it simple When you're in a "high state of arousal," only the simplest of inputs are going to get in. Dark humor cuts through the fear, the clutter, and the noise. Look death in the face and come up with a wry smile. Find the droll, wondrous, and inspiring...or kiss your ass goodbye. "Survivor Personality: Why Some People Are Stronger, Smarter, and More Skillful atHandling Life's Diffi culties...and How You Can Be, Too"—survivors laugh at threats...playing and laughing go together. Playing keeps the person in contact with what is happening around [him]."  Fear is good. Too much fear is not. Insider language/slang is for those who get it. Besides, it's terrifying to use the real language of what you're embarking upon just before you do it! In the moment your IQ rolls back to that of an ape! Plato understood that emotions—the horse—can trump reason so use the reins of reason on the horse of emotion. The intellect without the emotions is like a jockey without a horse. "When you walk across the ramp to your airplane, you lose half your IQ." Fear puts me in my place. It gives me the humility to see things as they are. When you're in a demanding/stressful situation you're not all there. You are in a profoundly altered state when it comes to perception, cognition, memory, and emotion. Emotion comes from the Latin verb emovere, "to move away." It woks powerfully and quickly to to motivate behavior.  All Quiet on the Western Front story of how we "rush back, in one part of our being, a thousand years....animal instinct...not conscious; it is far quicker, much more sure, less fallible, than consciousness...this second sight in us,..." Emotion is an instinctive response aimed a self-preservation. Reason is tentative, slow, and fallible, while emotion is sure, quick, and unhesitating. Greeks saw the mind as part of and integral to the body while Plato thought they were separate, with the soul going after death. Aristotle brought them back together. Thinking is a bodily function, as are emotions and feelings. Survival Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Nomadic business Formally part of the LinkedIn spamming problem How do you rise above the noise and be a welcome guest in their LinkedIn inbox? Personalize/customize Yes, it can take more time As a prospecting company it can be hard to show the ROI for personalized prospecting unless you have a high price point Niche down, i.e. VP of Operation in manufacturing in Cleveland then switch it around He does everything by hand with VAs Keep the human touch in your digital marketing." LinkedIn is cracking down on third party tools Don't have a bunch of IP addresses login to your account Use Amazon Workspaces Get your value proposition dialed in Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Almost 100 employees Ontario, Canada Early 90's got the bug for technology Spent time at Deloitte Launched in 1998 Customer-centric digital strategy Lost 80% of his staff in 2000 when the dot-com bubble burst Got kicked into "special loans" twice by his banks during the 2002 and 2008 crashes May 2008 is "burned into his memory" In March 2009 he had 30 day's of payroll with 25 people He and his partners mortgaged their homes and made it because of their cashflow model  It's going to be bumpy if you want to grow." He's "bootstrapped" plus government grants Be careful online, i.e. Cambridge Analytica and Facebook There was a church and state between marketers and researchers Every touch point you give up info Programmatic advertising It's hard to get lists that are any good You need a strong profile of who your customers are What's your purpose? How can you help your customers solve their problems? What's your passion? Become a thought leader on platforms like LinkedIn It's going to be bumpy if you want to grow Sales is relationships How much do you really know about your customers? How much do you know about your competition? How much do you know about how your competition is marketing? Once you know this you'll know how to differentiate What percentage of the market do you have? What's your two-pronged sales approach to build consensus? You need to develop the proper language to speak the language your prospects are using Pull them in with great content With one profile you can overlay it on other databases What trade shows should you go to? Create a lead generation engine Data is the new oil Engage and inform. Educate. Translate to content for the client White paper Help your prospects understand how the industry will transform in the future In the old days the ad agencies got all the attention while the direct marketers were 2nd class citizens...but they rule now Customer-centric digital experiences Use data to make better decisions  
Get all of the episodes and notes here. Join The Five to make every sale. No cheesy tactics How to negotiate like a professional Buyers have more power because they have more alternatives MLP: Motivation, Leverage, Power Motivation and Leverage are diametrically opposed Leverage is important when you're the weaker party How to handle "send me a proposal" Motivation on the sales side Sell like you don't have to sell Prospect so you have a full pipeline Play offense in tough times Go take market share Still sell like a professional and build relationships Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. B2B manufacturing specialty 17 years 3 years with manufacturing First HubSpot Platinum in Canada His background is in web design and development Brought on his partner in 2009 with a marketing/sales background Got into HubSpot around 2010 They were the inbound partner who could build stuff They had a technology stack and were horizontal Tools became commoditized Web design Inbound marketing Decided to focus more and become specialized David C. Baker out of Nashville, TN Chose manufacturing niche Developed a keen sense of expertise They see the same issues and can diagnose and prescribe faster Started their own podcast in 2018 B2B sales is still person-to-person." Orthodontists They spend their own money and they're not sophisticated marketers Easy to get clients for them via paid ads to a cost calculator Account-based advertising is needed in manufacturing How to thrive and prosper in difficult times: double-down on your marketing and outreach B2B sales is still person-to-person Know that we're in this together Be willing to try new things You can make big B2B sales in a remote/virtual environment We all have the tools we need to thrive in chaotic times Help your customers expand their vision and focus through the fog The size of the B2B buying committee is growing He was selling and servicing remotely before COVID-19 Companies are waking up to their supply chain vulnerabilities The trend is to bring more manufacturing in-house 3D-printing is helping them source/develop their own materials M&A is going to heat up Double-down on R&D and marketing A lot of sales and marketing happens before your prospects even reach out to you Is SEO dead? SEO is more than "a thing to do" You need a content strategy But the whole point of creating content is to help people It's not about gaming a keyword It's not just a long tail hack It's not keyword stuffing Content that succeeds in search also succeeds for people Know who you're selling to, what do they need, how can you help? You're being looked at now The hard close does not work in the complex sale Are prospects honest today? Inbound needs to be updated He is un-gating a lot of content now Open it up for account-based targeting LinkedIn is awesome...when done right You can get on people's radar without being pushy He creates his target account list and has them on his podcast Co-create content with your leads Account-based targeting Terminus lets you target a single company Reallocate your trade show marketing to develop your ecommerce platform Plant your seeds now for a big harvest in the next 6-18 months Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Immigrated to the U.S. at age 51 from Austria in 2012 Famous for white wines His team had created a huge banking app that was purchased He and his team were kept on board for 10 years Knew the CRM space was crowded Wanted to go the "abnormal way" to win 2007 he stumbled upon this opportunity One year of building the team Built around Microsoft Dynamics and the project was killed Salespeople are wealth-creators and peace-producers." The product is not the issue Branding, marketing, and product awareness is key Needed to build a content team Salespop.net has over 1,000 contributors He didn't want to build a CRM for everyone Focused on B2B salespeople with processes Salespeople have a bad reputation around the world Salespeople are sales-preneurs Salespeople are wealth-creators and peace-producers He's growing globally Ignore the naysayers Believes in best of breed approach Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Started CustomerHub in 2009 Was in sales at first Was hired in 2005 by Infusion Software and Consulting as their first salesman Learned about being an entrepreneur by speaking to entrepreneurs Left in 2008 after rising up to the VP of Sales His brother was the coder Sold it back to Infusionsoft in 2011 He became the VP of Product for about 5 years Spun off again in late 2017 He launched into the 2008 meltdown and it was a great time for him He had flexibility and control Movie theaters are failing while streaming services like Amazon and Netflix are booming Amazon is hiring 1,000 new employees Specialization helps you differentiate and grow Made money doing Infusionsoft consulting at first to pay the bills Coded on the side It was a spiritual decision as much as a business decision Membership sites protect your premium content Helps you sell your expertise Knowledge commerce Make a bigger impact on the world Why you shouldn't trust YouTube or Facebook to host your premium content Why you just need to launch and get your idea out into the world Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Wanted to be big so he thought "what is big...monolith!" Failed a couple of times Quit his job at Procter & Gamble at 26 to make his mark on the world Started coding and that didn't work Got into Facebook Ads management with 3 month's expenses in the bank Now has 20 employees E-commerce Growth Lead Generation for Service Businesses PPC ROI Optimization Why is LinkedIn Outreach better than Google AdWords for Lead Generation? Linked Helper to automate connection requests Put some humanity in the process Why does Facebook Ads have better ROI than Google AdWords? How can brick & mortar businesses get more qualified leads online? How do you ensure that clients get quality leads, instead of "tire-kicker" leads? How should advertising be different for single-product ecommerce stores vs large retailers? Always be selling." Self-taught on Facebook ads Helped friends and non-profits for free to get case studies Gave himself four months to get experience and get a client Got his first client on CloudPeeps Got his second client after being a guest on a podcast I don't know how to get you 30 clients, but I know 30 ways to get you one client Charged too little at first Search your competitors Site: Filetype: PDF How to get on "Forbes 30 Under 30" Went after larger companies and they're fine with longer contracts Facebook Ads has a great ROI for e-commerce Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Why, regardless of the size of your company, you need to always have the mindset of being the CEO. 7-Step Sales Playbook that will show you how to consistently find and win more high-quality opportunities 3-Tiered Personal Marketing Plan that will allow you to differentiate yourself and ensure you remain top-of-mind with key market influencers 4-Part Blueprint for Navigating Opportunities in your pipeline and moving them to close 3-Key Elements of a Revenue-Focused Operations Plan affording you to work less while continuing to create consistent cash flow Definitive, Proven Plan for leveraging your talents and enhancing your personal value along with building your own team, on a budget Doing is knowing Small hinges swing big doors Attitude is not everything What is the CEO Mindset How and why to run your business as a business instead of a hobby Learn how to outsource Tim Ferriss, "The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich" "Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers" If you don't have an admin, you are one." ~Jack Daily Get Jack's book, "Hyper Sales Growth: Street-Proven Systems & Processes. How to Grow Quickly & Profitably." Believe in what you do Invest in yourself Just because you're better at it, doesn't mean you'll get wealthy How to outsource Live in a world of abundance It's never the who, it's the how." ~Dan Sullivan Peter or Paula Plateau Community proof, social proof, data proof ~Robert Cialdini Why give away your best stuff away up front for free What is the Presence Pyramid Personal Physical Digital How to use the Massimo Matrix to create content and connect with anyone Your first is your worst. Get started. 2008 started on his own during the Great Recession Just hit send Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. What is proper speech? Accents are less of a concern today vs. 15-20 years ago There is a difference between executive coaching and executive communication coaching The only 3 ways to persuade anyone to do anything. How important is your articulation in selling? Does grammar matter? Does my accent help or hurt me? Best way to practice What if I get nervous? What are the best presentation skill techniques? {{cta('e668f1c5-48ce-4d28-9c66-070972867b08','justifycenter')}} Meet them where they are." Groom the dialogue and conversation naturally "Flavor of the month" for sales training How toxic salespeople are created in your business Move 'em. Improve 'em. Lose 'em. How important is non-verbal communication? Become self-aware Aristotle's role in modern communication Three ways people are persuaded Ethos: credibility, ethics, reputation (but it's relative) Pathos: persuaded by emotion Logos: logic How to use "the deck" from marketing How to use—or not use—NLP How to reason per Aristotle Inductive Deductive "So how much is this going to cost?" Traditional sales training says to offer value before giving the price, but if this is a deductive reasoner/buyer, you'll get yourself into trouble. Watch their body language Skip ahead if you need to Be willing to pause Know what the main point it Ask more questions Matching is not mirroring In customer service this is important Your voice has a psychological impact on the listener Sales managers need to let their inductive salespeople communicate Don't say "Timeout. Just get to the point!" Instead say, "This is great. Can you boil this down for me in a deductive manner?" Be careful with assimilation in your communication Visit his home on the web Buy Dr. Ethan Becker's book, "Mastering Communication at Work: How to Lead, Manage, and Influence" Download the free app, Speech Companion Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
Get all of the episodes and notes here. Join The Five to make every sale. Take whichever angle you want but you have to produce Nature has her own pace You can be too much too fast." This is for sales leaders to build sales superstars Being great at sales doesn't mean you'll be great at sales leadership You can't leave a wake of destruction behind you as a sales leader Balance product, customer, and people  Be savvy and self-aware to get the help you need to succeed Position your plan like Nick Saban or Bill Belichick All good reps and even customers eventually leave  The team is more important than the individual To prepare means to recruit. It's a full time job. Adversity will strike and it will always be at the worst time Regardless if you are a farmer or a hunter, you have to produce." Build your bench strength Your best people are recruited The best sales reps aren't looking for jobs Talk to top talent every week You create and curate your culture Time in dilutes awareness of." Go outside the organization to bring in new ideas. They'll help you find the gaps and opportunities in your company and plan The right people coach everyone up Bring in rookies with chemistry and energy and attitude Have a proven playbook Often the top salesperson doesn't want the sales management job They usually just want the accolades and pat on the back Have a Sales Council Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.  
Get all of the episodes and notes here. Join The Five to make every sale. Drove from London to Mongolia in Mini Cooper Wanted to drive an old car that would break down and that's part of the adventure 2006 made video diaries for Expedia Had a great client and some money left over Four offices around the world Be authentic Strip away the ego Strip away the brand Strip away the logo Understand your audience's challenges Talk to those challenges Your customers will tell you why you're special, if you ask. " You need to talk to your customers Talk to your top five clients Ask them why they came to you Do the work and get the details on why they love you and tell that story Tell a touching story Talk to your customers to find why you're special Now run with that Go deep on one story Illustrate how you care How you do anything is how you do everything Be incredibly specific Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.
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Comments (1)

M Corbiciero

sound quality is awful

Jul 9th
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