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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 the show notes and bonuses for all episodes here. Join The Cool Kids Club Tell your story or your competition will You don't have to fit into the mold Get past the "ick factor" Pull back the curtain Be vulnerable and open with your prospects Get clear on who you are and what you want, what your hangups are and go after it You need a plan You need to listen to hit your goals Walk away if it's not right You're creating a customer for life Your story sets you apart Plan. Find the right opportunity. Establish trust by listening. Ask. Follow-up. You get stuck on your quota Focus on the opening Prove you'll work harder by opening better Elevator stories vs. elevator pitches Don't sell 'em. Invite 'em to buy. The new ABCs of Selling "Johnny two-thumbs selling method" is not professional sales Stop pushing the rock uphill. Acknowledge that everyone thinks selling is icky, but we're all in sales. Are you clear on what you want in life? Do you feel under appreciated in your job? How much of that is on you? Get her bonus chapter on personal branding It's not all roses and unicorns but how do you look at things? Is it an obstacle or an opportunity? Ask what your options are. Maybe it's your loyalty and optimism that gets you the raise. Your boss won't always notice the great work you're doing. It's our job to be noticed at work. It's not brown-nosing. Service is an expectation. Find opportunities in service. When to tell a customer to go pound sand. Customers get angry when they feel ignored. Business. Psychology. Communication. Get all of the show notes for every episode of The Sales 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 the show notes and bonuses for all episodes here. Join The Cool Kids Club Built a business to 70 people Acquired by KPMG Relationships are still key Be consistent Seek win-win opportunities There is no new magic trick to sell today Social media can help facilitate relationships Do whatever it takes Be where you need to be He formed a vision when he grew his IT services business Create a growth culture for your entire company Their telecom company was training PeopleSoft implementors Go where there is need and charge for solving the need Have the diagnostic conversation Price your services based on the value you bring Start with a situational analysis, which is regurgitating what they already said Give them the methodology Show them a computation of how you price your services based on their growth Maybe ask for 30% up front and the remainder over the course of the year You must believe in yourself so you can ask the hard questions Test your own limits We're all learning Don't be too eager to jump to a proposal Keep your posture...don't jump right into selling and pushing Ask the right questions. Maintain your integrity. Listen to your intuition. Tap into the buyer's energy Get to the truth if they buyer is sincere. Don't over-complicate things Stop pushing for an arbitrary close to meet your calendar-based quotas. It's a long game. Seek to serve. Customers want certainty and proactive results Use a thin wedge, i.e. choose your clients well When the student is ready the teacher will appear Get all of the show notes for every episode of The Sales 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 the show notes and bonuses for all episodes here. Join The Cool Kids Club Started as a hobby Was a left-leaning nihilist Started for fun Made fun of Obama and his "friends" attacked him even though he voted for Obama twice People have a lot of "oughts" today Atheists and moral We're in a culture war Being censored on social media Having a child made him realize he's a traditionalist Expertise comes from proliferation Get started Set goals to get work done Write daily Read daily Find the rhythm Get in the flow Make time in the morning to create, especially if it's your side-hustle Has three older brothers who are more Libertarian and put up with his bleeding-heart Liberalism Being stagnant and "tolerant" is not right Take a stand Create your culture Seek the truth Admit "I could be wrong" whereas he used to be "I am not wrong." Your real friends won't abandon you in tough times People are afraid We have blasphemy laws enforced by crowds What are you saying? Say it. Honesty is the key to success in business and life How to handle trolls Use the attacks against you like an airplane uses headwinds for lift Choose who to lose "You've never been hated? You've never been honest." The leader is the first follower You get better by criticizing yourself Challenge everything Be curious Give Caesar his Don't chase fame Get all of the show notes for every episode of The Sales 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 the show notes and bonuses for all episodes here. Join The Cool Kids Club   What is your "past value delivered?" Your Champion needs to be able to answer to the bean counters how you are delivering an ROI You have to remind your customers how good you are Determine what success looks like with your prospect before they buy so you both know what the expectations are Harvard Professor Theodore Levitt, "People don't buy a quarter-inch drill. They buy a quarter-inch hole." Salespeople push to a closed deal The buyer is terrified once they close Our customers are not professional buyers They buy outcomes Change is the catalyst for new opportunities Stick around and deliver value after the sale You must know why they bought There is so much turnover with both your sales team and at your companies Somebody has to stick around and own customer success The good and bad comes from the sales side There are more influencers on the buyer's side (9.3 on average) The buyer wants to know "Who understands me and what I'm trying to accomplish?" The fundamentals have not changed but they are not being followed Buyers have too much information. It's noisy. Buyers have been abused by past, shady, pushy salespeople How did you get that meeting? Why are you in front of the prospect? Don't show up and throw up! Have an agenda for the sales meeting. "Lead them to your solution not with your solution." Play hard to get. There's value in scarcity. Does technology make you more effective? You send novels about you and confusing spec sheets You must help your champions sell internally Focus on 7 simple slides covering the customer journey Uncertainty is at a high How do you align the buyers? How do you find out what you don't know? You need to be able to ask the right questions You don't have to know it all Narrow down the choices and ask which one is best Once they choose ask "How can this be improved?" This helps the buyer own the deal they can sell internally Get all of the show notes for every episode of The Sales 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 the show notes and bonuses for all episodes here. Join The Cool Kids Club "Small data" is his niche He has direct contact information for businesses He's essentially a list-provider (not a list broker) Data-mining for their own lists These are not opted-in lists Opt-ins are not transferrable Reputable ESPs will not let you email lists like this Businesses cannot opt-out of phone calls Direct mail is coming back Technology/automation is muddying the water Be direct in your prospecting Ask for a sample to test list providers He advises his clients on the very next step He'll review their creatives to make sure their messaging is on point His minimums helps him disqualify the cheap customers He never works with someone who has never used a list He offers email deliverability management You have to take care of your customers Sometimes that means cutting your losses even when they're wrong Screen your potential vendors Accountability is key to growing a sales team How to grow today Cold calling still works Good website (SEO, PPC, Referrals, Podcast) Events Top Data Search Ask about his scholarship for startups 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.
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com   Smith is an expert like a blacksmith Live and AI receptionist and website chat for the SMB space AI for chat on your site US-based English and Spanish instant translation for chat Playbooks allow workflows/sequences that can ask language preference Consumers want instant answers and responsiveness Maddy and I don't like AI bots to act like humans so admit that your bot is not human You and your prospects want to be efficient with their time Refer your visitors to great resources to build good will It's inefficient for you to have a skilled expert answering your phones Their AI helps their receptionists know how to respond Your playbook will build over time so stick with it Just get started. You'll get a report after each call/chat. Responsive vs Perfection Cloud phone pad Track marketing campaigns Text from the system Whitelist numbers Overflow, i.e. answer if I don't pick up Test them with their free trial Secret shop them! Calculate your own time value Ignorance is not bliss Month-to-Month Choose-your-own-adventure Make outbound calls to confirm appointments Spam calls are blocked automatically for free Calls can be blocked and/or routed They'll be responding to text messages as well 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.
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Rob (red hair) Comedy stage hypnotist + Kennedy (white hair) Mentalist/mind reader Met at a bar at a magic convention Lots of down time between shows Had an interest in marketing and he got good at getting gigs Started a coaching program by accident Rob had moved to Greece and had started his own program as well Still perform "Be a voice, not an echo." They've never been employed or been employers, which is their advantage Obsessed with how people think and how they make decisions Totally bootstrapped We should all be getting feedback from our customers They made the tool they needed Typical client-feedback surveys are usually terrible, manual, complex, and ugly They may request a testimonial if you get a high score Then they're all ignored Make the survey the fulcrum between sales Ask the customer what else they are working on and how you can serve them Fix Your Follow-Up Failure Ask specific, rather than open-ended, questions Target ads based on their answers Keep the survey at three questions Admit what you don't know They are not technical They wanted a local developer who lives and breathes product creation Feedback from the beta version came mostly from support tickets Hired a recruiting firm to filter their candidates They know about marketing and business and invested in themselves They did not invent the survey market so they focused on creating a great product and their message They had been leveraging surveys for four years so they knew the ins and outs of what they were creating Now they are building something bigger than themselves They were pushed by the challenge and growth Kennedy's shows are 100% scripted Scripts give you flexibility to respond appropriately Scripts give you confidence...to make changes They watch each other and coach one another on how to improve Scripts give you the ability to be present in the moment and connect with the audience Commit emotionally at the moment You can never relax if the process is all made up on the spot Evolve your script if you get bored and make sure you focus on the needs of the customer Be empathic and you won't get bored 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.
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Direct response marketing is alive and well Advertisers were afraid of the internet at first But the internet is the ultimate direct response platform Spend time building relationships and giving away great content The internet made marketers sloppy Perry Marshall calls it Maze 2.0 Entrepreneurs always chase the next shiny object Live vs. Recorded Online vs. Offline How to feel like you're everywhere Get in slow but get out fast Lists, Offer, Copy/Creative (40/40/20) Brian calls it 41/39/20 Another calls it 25/25/25/25 by adding Technology to the end Bill Bernbach "Adapt your idea to the technique." Technology is not a crutch. It's a tool. Go a mile deep to find your message. You can't write copy by committee. Great copywriters are great interviewers. Gene Schwartz was a great copywriter The 7 Characteristics of Great Copywriters The New ABCs of Selling We are all copywriters at heart Great copywriters hate writing It's hard "Stealing is a felony. Stealing smart is an art." Jay Abraham has a file of 10,000 headlines Dan Kennedy builds walls to not get overwhelmed Become a trusted advisor vs. just a practitioner Join a mastermind Highlight the unique knowledge you have Build a list It does take time Take out an ad in the Penny Saver driving traffic to a squeeze page with your free report Give and give without selling Attract people to you Lead with content A used car salesman sent postcards each week with his inventory Brian recommended sending them an offer for a free report Be strategic 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.
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Runs nearly $4 million in ad spend All businesses can benefit from Facebook advertising She's not a big fan of LinkedIn ads LinkedIn is good for old school outreach You need to have a system to follow-up with your prospects Prospects are distracted due to the noise in the marketing world today Are there too many ads? Facebook is out of inventory Ad costs are increasing You need a strategy Change your ads for the platform People follow brands on Instagram Emojis and hashtags make more sense on Instagram Have great images on Instagram ads Start with Instagram You can run ads on Instagram without an Instagram account from Facebook These platforms change almost daily Data collection is priceless, so don't feel bad about investing in advertising that may not work exactly as you hoped Spend some of your own money to learn The 3 Pillars To Successful Social Ads Tactics change but strategies don't 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.
http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com SEO is the fastest and most direct path from your prospects to you You can rank in four to 12 months AFTER you've implemented Find your keywords Title tags are vital File names are important And alt atribute DO NOT DO SEO STUFFING! Relevant, popular, and attainable Meta description is not that important Be outcome vs activity-focused Find experts in niches to bring onto your team The SEO B.S. Detector and and SEO Hiring Blueprint "So tell me about your process of optimizing meta keywords." Your quality posts and pages represent your army of sales people Thin content (under a few hundred words) are not valuable Tag pages can create duplicate content and mess Do you have control over you Robots.txt file to add "NoIndex" to bad listings? Create remarkable content Create curiosity with your headline Be careful about linking to content producers and having them provide content Outsource your writing to great writers E.A.T. of SEO Be relevant Be authoritative Video is important Leverage YouTube Trends YouTube supports hashtags now YouTube transcribes your video Take SRT file and upload it with your native video to LinkedIn 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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