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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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Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Amber Vilhauer.  Amber Vilhauer is an online digital marketing expert who supports authors, speakers and coaches to establish a powerful, integrated online presence that gets results and empowers them to make a difference in their industry. Since starting her company NGNG Enterprises Inc. (standing for No Guts No Glory) in 2007, she has spent her career impacting her community and building strong strategic alliances with industry leaders and game-changers across the web. Amber has supported more than one thousand of entrepreneurs on six continents to get results. She is the launch manager behind dozens of #1 bestselling books including those for Joel Comm, Lisa Nichols and Les Brown. Working 1-1 with each client, Amber and her teams have created more than 650 WordPress websites. Amber knows how a website needs to function in order to generate sales, build a fan base and attract long-term clientele. She works with clients to build a strong, branded social media presence, coaches each client on which manageable actions will help them achieve their online goals and then walks them through exactly how to do it. In this episode, Amber will share an amazing story of herself; how she turned things around when she was still young, as well as her customer's journey; how she has repurpose things on the blog post. Get to know how Amber stays organized with her work and how she gets things done faster. She will talk about why she prefers videos in order to save time. By the end of this episode, you will know how to be smart, efficient, and effective in getting the word out. How she delegates to both having a documented process for current staff and onto future staff; how she archives things like that. Enjoy!   -----   Follow Amber Vilhauer on:   LinkedIn -- https://www.linkedin.com/in/ambervilhauer Site -- https://ambervilhauer.com/ Facebook -- https://www.facebook.com/NGNGenterprises/   -----   Follow Wes Schaeffer on:   Site -- https://www.thesaleswhisperer.com/   Twitter -- https://twitter.com/saleswhisperer   Instagram -- http://instagram.com/saleswhisperer   LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/   Facebook -- https://www.facebook.com/wes.sandiegocrm   Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth
Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Chris Manske.   Christopher R. Manske, CFP® is the owner and operator of Manske Wealth Management and the Author of the upcoming book, The Prepared Investor. Over his twenty-year investing career, Manske spent two of them as the Lead Financial Advisor to the University of Texas Employee Assistance Provider where he served a public and private population of over 100,000 people. He also spent over a decade with Merrill Lynch where he was often recognized in the top fraction of one percent of financial advisors. He was selected to help train thousands of financial advisors across the country so they could better build a world class wealth management practice within the Merrill Lynch platform. Manske graduated from the United States Military Academy at West Point in 1995 and served in the Army for six years while achieving the rank of Captain. After leaving the military, he did his post-graduate work at Rice University and today is a CERTIFIED FINANCIAL PLANNER™ leading a disciplined and well-credentialed team providing sophisticated wealth management and individualized investment advice. Manske has been quoted in the Wall Street Journal, US News and World Report, Financial Advisor Magazine among countless others for his thought leadership in the financial space.   In this episode, Manske will talk about the story of his entrepreneurial journey, and about college sustainability as well as how it was like going out on his own.   By the end of this episode, you will know how he got into his business; how he started, and how to know when it was the right time to leave and go out on your own.   Enjoy! ----- Follow Chris Manske on:   LinkedIn -- https://www.linkedin.com/in/crmanske Site -- https://manskewealth.com/ ----- Follow Wes Schaeffer on:   Site -- https://www.thesaleswhisperer.com/   Twitter -- https://twitter.com/saleswhisperer   Instagram -- http://instagram.com/saleswhisperer   LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/   Facebook -- https://www.facebook.com/wes.sandiegocrm   Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth
Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with John Martinez.   Over the course of 20 years, John Martinez has gone from a struggling all-commission insurance salesperson, to a nationally recognized sales expert. Along his journey, John has held many sales-related roles… Account Executive, Sales Manager, VP of Sales, Sales & Marketing Director, and Corporate Sales Trainer. John has completed over 4,000 hours of study on sales and how people actually make decisions…what REALLY drives them to take action. His approach to sales combines neuroscience, experimental and behavioral economics, and cognitive and social psychology. Because research into decision-making behavior becomes increasingly computational, he has also incorporated new approaches from theoretical biology, computer science, and mathematics. This approach to sales, using a combination of tools from multiple fields, avoids the shortcomings that arise from a single-perspective approach to sales. This might sound complex, but John has boiled down everything he has learned into a handful of simple sales tactics, questioning strategies, and communication techniques. John has personally trained over 200 RE investment companies, hundreds of salespeople and acquisition agents, and has achieved amazing results. John is the go-to-expert in the field of REI Acquisitions & Sales. Today, he works with the best-of-the-best in the REI Industry…the top 5% who are doing between 50 and 1,000 deals per year.   In this episode, Martinez will talk about going from generic to specializing. He will also be sharing how he got his start as well as share on how he made the transition to online.   By the end of this episode, you will learn how to make some changes, understand what it is he does in his industry and learn how he was able to niche down from online sales, boot camps, and/or group training.   Enjoy! ----- Follow John Martinez on:   LinkedIn --https://www.linkedin.com/in/johnmartinezsalestraining Site -- https://midwestrev.com/ Site -- https://www.7-figurecoach.com/   ----- Follow Wes Schaeffer on:   Site -- https://www.thesaleswhisperer.com/   Twitter -- https://twitter.com/saleswhisperer   Instagram -- http://instagram.com/saleswhisperer   LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/   Facebook -- https://www.facebook.com/wes.sandiegocrm   Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth  
Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Lee Carter.   Lee Hartley Carter is President of maslansky + partners, a language strategy firm based on the single idea that “it’s not what you say, it’s what they hear.” Carter oversees a diverse range of communication and language strategy work for Fortune 100 and 500 companies, trade associations, and nonprofits in the United States and globally. As a television news personality and researcher, she doesn’t rely on traditional polling for her unique insights into U.S. politics; rather, she analyzes voters’ emotional responses to help understand and empathize with them on a more visceral level. The reaction matters, but the “why” behind it matters more. It was this approach that allowed her to accurately predict the results of the 2016 presidential election and primaries.   In this episode, Carter will talk about being authentic.   By the end of this episode you will learn how to to persuade your audience or how to catch their attention.     Enjoy!   ----- Follow Lee Carter on: Twitter --https://twitter.com/lh_carter Site -- https://www.penguinrandomhouse.com/authors/2200459/lee-hartley-carter ----- Follow Wes Schaeffer on:   Site -- https://www.thesaleswhisperer.com/   Twitter -- https://twitter.com/saleswhisperer   Instagram -- http://instagram.com/saleswhisperer   LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/   Facebook -- https://www.facebook.com/wes.sandiegocrm     Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth  
Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Jack Siney, Co-Founder of GovSpend at GovSpend.com. Jack Siney is an entrepreneur with over 25 years of experience in government sales and procurement. He began his career as a contract negotiator for the U.S. Navy on the Blue Angels F/A-18 fighter jet program. In 2001, he co-founded Advanced Public Safety (APS) – a software company providing technology solutions to public safety agencies. Several years later, APS was acquired by Trimble Navigation (a $10 billion public company). Jack then co-founded his current company, GovSpend, Inc. that aggregates the purchase order data from government agencies at the federal, state, & local levels. He has led the sale of over $150 million in government technology solutions. . In this episode, Jack discusses about Why and How to Sell Quickly as well as Profitably to the Government. By the end of this episode you will know how many deals are done in the government in the same day or maybe even in just a week.   Enjoy! ----- Follow Jack Siney on: Twitter -- https://twitter.com/jsiney Site -- https://www.govspend.com/ LinkedIn -- https://www.linkedin.com/in/jack-siney-33a4791a/ ----- Follow Wes Schaeffer on: Site -- https://www.thesaleswhisperer.com/ Twitter -- https://twitter.com/saleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth
Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Ankesh Kumar, Founder and CEO of LetsChat. As an inventor, entrepreneur, leader, husband, father and friend, it’s important for Ankesh that he is bettering the lives of the people he encounters. Ankesh, was born in India, grew up in London, started numerous companies in Silicon Valley. ATSystems, 0-$22m in 4 years. Sold to TMP, the parent company of Monster. Personic, 0- $25m in 4 years. The company was merged with Kronos. Sold patents to Google for "Sharing as a "Page Ranking Mechanism", a year before Facebook's "Like button". Currently focused on creating a Chat/Chatbot service to improve the communication between Salespeople and their Prospects. In this episode, Kumar discusses about Using Smart Outbound Sales To Grow Your Sales. By the end of this episode you will know how Kumar came into an opportunity, how he saw the need and filled it as well as how he reduced reluctance rights from prospect to share their information.    Enjoy! ----- Follow Ankesh Kumar on: Twitter -- https://twitter.com/ankesh99kumar Site -- https://letschat.chat/ LinkedIn -- https://www.linkedin.com/in/ankeshkumar ----- Follow Wes Schaeffer on: Site -- https://www.thesaleswhisperer.com/ Twitter -- https://twitter.com/saleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth  
Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Brad Sugars.  Brad Sugars came from humble beginnings but is now a self-made multi-millionaire, the founder of the global business coaching franchise ActionCOACH®, an international business speaker, author, and entrepreneur. Sugars has written 16 business books. His ActionCOACH® team works with tens of thousands of business owners in more than 70 countries. Sugars straight-forward Aussie style has branded him as a leader that will tell you what you need to hear, not necessarily what you want to hear-- and for more than two decades, millions of people worldwide have been listening. Sugars is equally as passionate about his family. A husband and father of five, Sugars and his wife are survivors of the Route 91 tragedy which affected the lives of thousands in Las Vegas during a country music festival in 2017. His young daughter, Riley Brown Sugars, is the youngest survivor of the attack and has been featured in multiple media stories. In this episode, Brad discusses about Pulling Profits Out of a Hat With Action Coach Founder. By the end of this episode you will learn what it takes to grow a business as well as learning business leadership and coaching. Enjoy!  ----- Follow Brad Sugars on: Twitter -- https://twitter.com/bradsugars Site -- https://bradsugars.com/ LinkedIn -- https://www.linkedin.com/in/bradsugars ----- Follow Wes Schaeffer on: Site -- https://www.thesaleswhisperer.com/ Twitter -- https://twitter.com/saleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth
Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Webinar expert Over 300 webinars conducted Did a live webinar for an entire year His clients have sold over $10 million in revenue Live webinars work well for joint ventures when the audience is warmer Running cold ads is tough for live webinars. Send them to an evergreen. Live can be great for rapport-building with your warm list If the goal is to book-a-call after the webinar do a shorter 18-20 minute presentation that leads to a conversation after an on-demand video Your best clients have more money than time Get-to-the point funnel Be up front Tell them what to expect Have a clear value proposition Low-dollar offers are obviously different than high-dollar funnels What's the goal? Get a prospect to a call? Make a sale? What is your ROAS—Return on Ad Spend What's the lifetime value of your customers? It's rarely as easy as they make it sound Maybe you just need a good VSL—Video Sales Letter Show-up rates are declining Webinars are not events, they are campaigns The money is in the follow-up You might get as much as 75% of your sales in the follow-up PDF version Condensed video version Retargeting Email "How can I get to Plan B faster?" Most things in life don't work out. The three things you must get right Your offer  Strong message Risk-reversal Validated offer  "If you can't sell something via a Google doc to people you know well, you don't have a good offer." Your presentation Be specific with your message The follow-up When to use the value-stacking offer He offers Courses Consulting Done-For-You 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 Owned five gyms when the great recession hit Was hiding under his desk to avoid his employees Borrowed $250,000 from his mother-in-law to make payroll Started the fitness business with his brother-in-law and sold to him in 2017 Was working 80-100 hours/week in investment banking After grinding for two years he partnered with his brother-in-law to open a gym franchise At 25 he had a staff of 25 and didn't know what to do The franchise barely gave them an owner's manual Don't marry the first girl you kiss Contractors got crushed in the great recession Many of his clients are contractors He started speaking to those with great recession-survival stories Turned it into a more formal workbook Motion beats meditation Met his co-author 10 years ago via EO (Traction) We usually need more life-planning than business-planning Goal planning is critical 16 hours with a blank legal pad at Starbucks! Right now you can ask for an increase in your line of credit Once we're in a recession your bank will want a personal guarantee and call in your LOC If you lose your biggest client...you're in a recession If you lose your top salespeople who go on to create a competitive...you're in a recession If you get embezzled...you're in a recession There are no quick-fixes Dig in and do the work Fight or flight vs. operate at our potential 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 Learned sales in time shares The ethics didn't sit well with him Have some give-and-take in the conversation It's not 100% questions The Hollywood Sales Method in three acts Discover the desire Build the belief Figuring out next steps Use new metaphors/analogies to feed back to the prospect to "parrot" them without being a mirror image This requires practice to make it become second nature Find the common personality traits of sales candidates Look for sales reps whose parents were in sales Common tongue = mind. Native tongue = heart. Great salespeople are already employed Mark looks for a sore spot with the salesperson for "passive recruiting" Sophisticated vs. unsophisticated buyers Socioeconomics Education Personality profiles Job history Age High end salespeople are usually 100% commission via 1099 ($8k to $15k) On-target earnings are key Maybe appointment setters are on salary No resumes Roll-play is key in interviews Show they can take you on the buyers journey Prove they can apply pressure without being pushy Split test your new-hires Don't have closers do outbound Salespeople are lazy so if you treat they right they'll be loyal Team-building and culture-building is important To create trust, be consistent Mastery of sales is mastery of yourself Get all of the show notes for every episode of The Sales 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 early studying business Started a business with his brother at 21 Loved leading his teams We're all in the people business Your solutions address a struggle Build stories around it The more personal it is, the more powerful it is The speed of business makes us rush Give quick case studies and stories You need to develop your storytelling skills Keep your personality in business Stories make you human Our mind is wired to remember stories He was struggling as a young entrepreneur and his friend recommended he record every presentation...and it was painful What causes people to engage? Stories. Spoke for free at first and got booked from someone in the audience Companies struggle with differentiation and storytelling is key Turnover and morale is an issue in many companies Leaders need to create great environments Perks help but we can control the relationships we build and the trust we establish People want to know their voices are heard and they are cared about You have to work on yourself and recognize how your leadership style impacts those on your team If you have a crusade understand that taking sides can have its downside Leadership requires effort Pick your style and convey it Leaders should be needed less often as they nurture their people When to apply micro-management leadership Hire for culture and train for skill The hard part is un-learning bad skills and habits Business is long-term so culture matters Get all of the show notes for every episode of The Sales 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   300 million monthly Pinterest users Founders call themselves a "visual discovery engine" A digital pin board Much longer half-lifes on Pinterest People like to see content from brands on Pinterest It's all about you! No fake news on Pinterest 50% of all new signups on Pinterest were men Video pins are new and working Build Tribes with Tailwind Create a lead magnet and drive traffic from Pinterest to your site to build your email list Amy Porterfield has a freebie for every podcast and could link to it from Pinterest Put clear text on your images Pinterest can read your text on graphics Run ads on Pinterest Share third-party content Features Rich Pins Claim your website Use up to three hashtags If you have a product you need to be on Pinterest! Get all of the show notes for every episode of The Sales 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   Humans have not changed in the online space/SEO The principles of sales and marketing have not changed Don't get sidetracked with the tools Remember there are humans on the other end of the screen We are easier and harder to reach Make people laugh Follow the process and court your prospects like a date Don't skip steps Add value SEO is both inbound and outbound Inbound links are a "voting system" but not all links are equal It's a stacked election Don't get obsessive backlink disorder Getting backlinks starts with creating something worth voting for by other websites "Are you proud of the content you created?" Organize your website as you would a brick and mortar store Study your competition to see what's ranking and create better content Do you need to 10X your content? How to do copywriting like a professional How to hire a professional copywriter Questions to ask when interviewing a professional content writer How much to pay for copywriting No reason to struggle today Social media is also an election Do social media to connect with humans Google Optimize is a free tool for split testing He's not big on social media and does well He started an SEO blog in 2012 and didn't want to use social media to promote it Forums were a big thing back before social media and the humans that use them have not changed He engaged the community  He starts niche sites all the time currently He love problem-solving content Help people first How to improve your website speed Why buy expired domains (use Spamzilla) Should you have footer links for SEO? How can I help you? Get all of the show notes for every episode of The Sales 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   Failed at retirement Why do apples turn brown? "Pop, are you talking to me?" "Cool Hand Luke" Failure to communicate Should you always be closing? The carnival barkers and hucksters The close is an integral part of the conversation Make the horse/customer thirsty Make friends and build relationships People want to buy from their friends Most salespeople fail to ask for the order They fear rejection Cold calls are no longer needed if you're not lazy There's no such thing as a commodity Differentiate yourself "Harry's Hints: the best tips don't work unless you do" Consistency vs. Creativity Show up on time, in time, enough times Have trinkets to leave behind Make friends with the receptionists and gatekeepers Be a good listener Talking is sharing. Listening is caring. The main problem all companies have centers on attracting, training, motivating, and retaining great people People will have 12 jobs today Recognition and Reward are fundamental Involve your people. Don't ignore them. Money is not #1 but it's important Keep doors open. Keep your people included in what is happening. Smart companies promote from within He wrote a 3-page sales letter every week for 27 years, each with a "Harry's Hint 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 Keeping salespeople optimized There is no "best salesperson." There is only the best for you. They find great people who are sold out on your. So a good person can over-achieve He takes the burden off of the company to "keep that salesperson fed." Good salespeople want variety so they like being part-time to stay fresh and challenged Sales is an asset, not an expense 25,000 sales conversations run through his platform each year Most companies "plug holes with salespeople." You need to think about your sales team sooner Pay them more Stop the revolving-door of salespeople All referrals are not great You need to vet your salespeople You have to pay people to motivate them When to pay a high base Does cold calling still work? Can I text a lead right away? Speak their language Few know what their problems are "Consultative selling" is over-blown You know your industry and what your ideal clients are dealing with Get all of the show notes for every episode of The Sales 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 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.
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