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The Sales Podcast

The Sales Podcast
Author: Wes Schaeffer
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© Wes Schaeffer
Description
Unscripted, real, transparent information and interviews from Wes Schaeffer, The Business Fixer, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.
675 Episodes
Reverse
Takeaways
Direct mail remains a viable marketing resource.
Understanding visitor behavior is crucial for effective marketing.
Response attribution helps validate marketing ROI.
Audience targeting is essential for successful campaigns.
Creative strategies should be informed by data insights.
Compliance in marketing data is increasingly important.
B2B and B2C marketing strategies can leverage similar data.
Technology is reshaping consumer behavior and marketing practices.
Effective marketing requires a mix of traditional and digital strategies.
Marketers must continuously adapt to changing consumer preferences.
00:00 Introduction to Jim Harenchar and Response Marketing Group
06:07 Data-Driven Marketing: Understanding Visitor Behavior
11:55 The Importance of Audience Targeting in Marketing
18:07 Navigating Compliance in Marketing Data
24:08 The Future of Marketing: Technology and Consumer Behavior
30:03 Conclusion and Resources for Marketers
GUEST INFO:
Guest Site: rmg-usa.com/thesalespodcast/
Guest LinkedIn: https://www.linkedin.com/in/jharenchar/
Guest YouTube: https://www.youtube.com/@responsemarketinggroup2218/
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://feeds.libsyn.com/44487/rss
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Takeaways
Frank Saunders is on a mission to educate sales professionals about the importance of automation.
AI can help identify whether a message is automated or personalized.
Sales strategies differ significantly between the US and Europe, with the US being more process-driven.
The integration of AI in sales is essential for reducing costs and increasing efficiency.
Cultural attitudes towards sales vary, with many Europeans being risk-averse.
AI agents can assist in reaching out to potential clients without replacing human salespeople.
The sales landscape is becoming increasingly competitive and saturated with emails.
Sales processes often remain chaotic due to a lack of training and proper tools.
Automation can help manage lower-value accounts that are not cost-effective for human sales reps.
The future of sales will likely see more reliance on AI and automation, but human skills will still be necessary. AI can facilitate communication between buyers and sellers.
Automation in sales can save time and improve efficiency.
Quick responses are crucial for closing deals.
The evolution of CRM systems is essential for modern sales.
Sales teams need to adapt to new technologies.
Building a startup requires resilience and adaptability.
Validating an idea before coding is a smart strategy.
The sales landscape is fragmented and needs innovation.
Machine learning can enhance sales decision-making.
Investing in technology is key to future success.
Welcome to the last hard quarter of your life. Join 12 Weeks To Peak™ today:
https://wesschaeffer.com/12w
Learn The "Secret" of Selling In The Make Every Sale Program
https://saleswhisperer.gumroad.com/l/OiXZk
Join The Inner Circle and get The Make Every Sale Program for free:
https://wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
X -- https://X.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Welcome to the last hard quarter of your life. Join 12 Weeks To Peak™ today for free:https://wesschaeffer.com/12w
Learn The "Secret" of Selling In The Make Every Sale Program
https://saleswhisperer.gumroad.com/l/OiXZk
Join The Inner Circle:
https://wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
X -- https://X.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Learn The "Secret" of Selling In The Make Every Sale Program
https://saleswhisperer.gumroad.com/l/OiXZk
Join The Inner Circle:
https://wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
X -- https://X.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Sales methodologies are often overly complicated with too many acronyms, which is usually by design because goo-roos and high-dollar consultants want to prove how savvy they are by confusing you.
Technology alone will not solve your sales challenges, and neither will a new, multi-step sales methodology or new CRM, ERP, etc.
Let's see how to create sales success today, which includes redefining the old school ABCs of Selling.
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
I get Brian to share his journey through e-commerce, highlighting his transition into the AI space and the development of deepm.ai, a tool for competitive ranking intelligence on Amazon.
We get into the importance of understanding Amazon's A9 algorithm, recognizing personal strengths and weaknesses, and the role of pain in personal and professional growth.
Brian reflects on his experiences as an employee in Fortune 500 companies and emphasizes the need for preparation and resilience in the face of challenges. We wrap it up with insights into targeting the right audience and the services offered by his new venture.
00:00 Introduction and Personal Updates
02:55 Brian's E-commerce Journey and AI Integration
05:53 Understanding Amazon's A9 Algorithm
08:56 Identifying Personal Strengths and Weaknesses
12:08 The Importance of Pain in Growth
15:03 Transitioning from Employee to Entrepreneur
18:05 The Role of Preparation in Success
20:50 Handling Opportunities and Challenges
23:47 Target Audience and Service Offerings
29:30 Understanding Competitive Intelligence and the A9 Algorithm
36:19 The Importance of Brand Visibility and Marketing Strategies
39:59 Identifying Target Audience and Brand Owners
42:36 Amazon's Business Model and Market Dynamics
49:40 The Future of Warehousing and Automation
51:50 Innovations in 3D Printing and Marketing Strategies
Learn The "Secret" of Selling In The Make Every Sale Programhttps://saleswhisperer.gumroad.com/l/OiXZk
Join The Inner Circle
Market like you mean it.
Now go sell something.
Connect with me:
X -- https://X.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- https://www.linkedin.com/in/thesaleswhisperer/
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this monologue, I discuss the importance of starting small in business and sales, emphasizing that while many aim for grand goals, the foundational work is often neglected.
I share insights on using CRM tools effectively, streamlining workflows, and maximizing productivity through automation.
Takeaways
Everyone wants to boil the ocean, but nobody wants to collect the firewood.
Switching tools is usually not the answer; often, it's about using what you have effectively.
Document your processes and automate them where possible.
Start small and show quick wins to build momentum.
A 95% increase in productivity can be achieved with better processes.
Understanding your workflows is crucial for efficiency.
You must make every sale to make any sale.
Gather small successes before aiming for larger goals.
Investing time in processes can lead to significant financial gains.
Automation can save time and increase productivity.
Chapters
00:00 The Importance of Starting Small
05:52 Streamlining Workflows for Efficiency
12:14 Building a Fire: The Metaphor for Business Success
Join The Inner Circle:
https://wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
X -- https://x.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this conversation, Nichole Lucas and I discuss Nichole's transition from residential to commercial insurance, her experiences as a broker, and the importance of networking and marketing strategies in the insurance industry.
Nichole shares her unique approaches to marketing and building relationships, emphasizing the value of trust and respect in business.
We discuss effective strategies for building trust with prospects, targeting the right clients, and innovative marketing techniques with an emphasis on the importance of networking, especially through personal connections and events, and share creative ideas for standing out in a competitive market.
The discussion also covers maximizing opportunities at trade shows and the significance of follow-up in sales.
00:00 Introduction and Background03:02 Transitioning to Commercial Insurance05:54 Navigating the Broker Landscape09:07 Effective Networking Strategies 12:05 Unique Marketing Approaches15:00 Understanding Insurance Discounts17:53 The Role of HOAs in Insurance21:03 Building Trust Through Education 29:53 Building Trust with Prospects35:05 Targeting and Networking Strategies 41:45 Innovative Marketing Techniques 52:33 Maximizing Trade Show Opportunities
23 years in insurance.
Went out on her own into commercial insurance as a broker three years ago after a headhunter reached out.
Good agents earn broker credits to pass on to their clients.
Carriers also give credits for longevity, so review your policies regularly.
Hired two part-time people to help with business development, and one was for maintaining the back office.
Lead with education to ideal prospects.
Help your customers help their customers.
Take prospects golfing!
Do 3D mailing for direct mail.
"Go for no. That's my thing.”
Get a good list.
The coolest thing she has seen in 23 years of sales...a vendor at a tradeshow had a magician at their booth.
GUEST INFO:
Guest Cell: (240) 319–951nine
Guest LinkedIn
Sales Growth Tools
Join The Inner Circle
Hire The Best Speaker for your sales meeting or marketing conference
Take The CRM Quiz
Automate your sales for $15
Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople.
Salespeople are coin-operated...and a little bit...strange.
There. I said it.
We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!)
And why you can't treat salespeople like everyone else in the company.
We get into how to evaluate resumes, the significance of clear job descriptions, and the dynamics of sales teams.
We may have some gray hair...but this interview can save your bacon!
00:00 Introduction and Background
02:55 The Unique Nature of Salespeople
05:54 Hiring Challenges in Sales
09:01 Defining the Ideal Candidate
11:57 The Importance of Job Descriptions
14:54 Evaluating Resumes and Experience
17:55 Sales Team Dynamics and Loyalty
20:48 The Hiring Process and Coaching
23:48 Long-Term Engagement and Support
26:50 Identifying the Right Clients
29:53 Conclusion and Key Takeaways
32:25 Navigating Career Transitions
34:18 The Importance of Team Dynamics
38:04 Sales Performance and Compensation Structures
41:15 Building a Healthy Sales Culture
46:14 Lessons from Sports and Coaching
55:35 Closing Thoughts and Future Connections
Walter Crosby is a proud alum of the University of Michigan and holds an advanced degree from the school of hard-won wisdom.
He spent the majority of his career as a salesperson who was frequently promoted into sales manager positions.
He sold a variety of products with complex B2B sales cycles, including LED luminaries, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems.
He’s sold to K-12 educators, colleges/universities, contractors, and manufacturing and commercial/retail firms.
Frustrated by the lack of training he received each time he was promoted to sales management roles, Walter sought his own training and mentors to help him grow as a leader.
After training himself and surrounding himself with strong mentors, he saw a need to share his hard-earned knowledge with others to develop successful sales teams.
This led to the creation of his own firm, Helix Sales Development. Here, Walter coaches, trains, and supports successful sales teams using evidence-based sales evaluation and assessment tools by the Objective Management Group and sales-enablement technology through Membrain.
Walter’s rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible.
Conservatively, his clients see a 37-43% increase in revenue after their engagement.
Guest Site: https://helixsalesdevelopment.com/
Guest Facebook: https://www.facebook.com/helixsalesdevelopment/
Guest LinkedIn: https://www.linkedin.com/in/walterlcrosby/
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this conversation, I interview Maxwell Nee, the co-founder of Score App, a quiz marketing software that helps businesses engage customers through personalized quizzes.
*Check out ScoreApp via my link: https://share.scoreapp.com/951d60ee
*See how I'm using ScoreApp at CRMQuiz.com
Maxwell shares insights into the creation and evolution of Score App, the importance of building a business with enterprise value, and how they leverage AI to enhance marketing efforts.
He discusses the competitive landscape, customer retention strategies, and the journey that led him to invest in ScoreApp and in building a successful coaching business, emphasizing the importance of teamwork, innovative strategies, and the often-overlooked value of podcasts in marketing.
We get into effective quiz strategies for engagement and lead generation, as well as the significance of maintaining a steady approach to business growth.
We wrap things up with insights on maximizing the use of ScoreApp and available resources for users.
00:00 Introduction to Score App and Maxwell Nee
10:40 Building a Business with Enterprise Value
16:43 Understanding Competition and Market Positioning
23:36 Maxwell's Journey to Success
29:14 Effective Strategies for Quizzes and Engagement
37:13 Leveraging Podcasts for Growth
Guest Site: https://www.scoreapp.com/book
Guest LinkedIn: https://www.linkedin.com/in/maxwellnee/
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Today, I sit down with New Zealander St John (pronounced "sin-jin") Craner.
He's a rural sales expert, which means he knows how to sell human-to-human.
We get into the intricacies of sales training, particularly within the rural sector.
St John shares his journey from marketing to sales training, emphasizing the importance of understanding the psychology behind selling.
We chat about the unique challenges faced by rural salespeople and the significance of building genuine relationships with clients in all markets.
We also highlight effective strategies for attracting clients and the necessity of focusing on the basics of sales rather than gimmicks as well as the importance of building relationships in sales, emphasizing the need for consistency and mastering the fundamentals.
And a few more things that will help you sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it.
Guest Site: https://www.ruralsalessuccess.com/
Guest LinkedIn: https://www.linkedin.com/in/stjohncraner/
Guest Facebook Group: https://www.facebook.com/groups/285326399207141/
00:00 Introduction and Personal Stories
03:01 Transitioning to Sales Training
06:08 Understanding the Rural Sales Landscape
09:02 The Psychology of Selling
12:03 Coaching Mindsets and Sales Success
14:53 The Importance of Client Relationships
18:04 Finding and Attracting Clients
21:03 Building a Reputation in Niche Markets
23:56 Effective Referral Strategies
30:53 Building Relationships for Success
33:19 The Importance of Consistency in Sales
35:29 Mastering the Fundamentals
37:41 The First Sale: Selling to Yourself
42:25 Warm Calling vs Cold Calling
45:59 Serving Over Selling
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
BEN LYTLE is a self-made serial entrepreneur and CEO known for being ahead of the curve.
He has launched seven successful companies to date, creating billions in market value, including NYSE-listed Acordia, Inc., and Anthem (now Elevance Health), with a current market value of more than $120 billion.
He is a healthcare policy expert who chaired or served on state and presidential healthcare commissions and a governance leader with extensive public company experience.
Ben has identified five change forces converging to create a New Reality and recommends optimal adaptive actions for individuals, businesses, and social institutions.
Wisdom is easier to develop than generally assumed and can be accelerated. It has been taught for thousands of years, and literature is abundant.
Technology can make wisdom easily accessible to learn and apply in decision-making. A growth mechanism inside everyone awaits to assist and guide.
Routine unconscious practices performed consciously and intentionally accelerate wisdom. Adults can develop wisdom regardless of age, educational background, or social standing.
Little or no expense and nominal daily time are required. The pursuit of wisdom is personal and private, with no need to disclose to others or join anything.
All that is needed is a heartfelt, unwavering commitment to becoming your best while equally serving others.
Guest Site: https://potentialistfuture.com
Guest LinkedIn: https://www.linkedin.com/in/ben-lytle-a6a0b914/
Guest YouTube: https://www.youtube.com/@ben.lytle.potentialist
0:00 Introduction to Ben Lytle and His Achievements
03:10 The Interconnection of Wisdom and Potential
06:09 Navigating Change in a Rapidly Evolving World
08:48 The Role of Adversity in Personal Growth
11:49 The Future of Healthcare and AI Integration
14:53 Embracing AI as a Tool for Productivity
18:05 The Importance of Adaptation in a Declining Population
25:50 Embracing AI and Robotics for Progress
28:43 Creating Your Digital Alter Ego
30:35 Revolutionizing Personal Health Records
34:57 Navigating Sales Challenges in a Changing Market
39:42 The Pursuit of Wisdom in Modern Society
43:56 Practical Steps to Achieve Your Goals
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- https://www.linkedin.com/in/thesaleswhisperer/
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Takeaways
Parenting can be both joyful and challenging, especially with large families.
Entrepreneurship requires a willingness to take risks and learn from failures.
The timeline between idea and action can be short for those willing to embrace risk.
Failures should be viewed as learning opportunities rather than setbacks.
AI is transforming the sales and customer service landscape, making processes more efficient.
Understanding when to quit a venture is crucial for long-term success.
Building strong teams is essential for scaling businesses effectively.
The importance of personal interaction in sales remains, even with the rise of AI.
Balancing multiple businesses can lead to stress and pressure on personal life.
Success in business often comes from a combination of hard work, resilience, and adaptability. AI is significantly impacting the call center and customer service industries.
Old school sales techniques remain effective in today's market.
Local events and networking are crucial for business growth.
Listening is a vital skill for successful salespeople.
Balancing family life with business is essential for fulfillment.
Success should be redefined beyond just financial achievements.
Understanding personal values is key to true success.
AI can enhance sales processes, especially for high-volume products.
The emotional connection to family can be more fulfilling than business success.
Enjoying the journey of family life is important for overall happiness.
titles
00:00 The Joys and Challenges of Parenting
06:10 Navigating Success and Failure in Business
14:04 Understanding When to Quit vs. Persist
19:52 The Future of Customer Service with AI
26:39 Old School Sales Techniques in a Modern World
31:39 Balancing Family Life and Business Success
41:10 The Future of AI in Customer Engagement
Guest Site: https://jovee.ai/
Guest Site: https://sales-hub.com/
Guest LinkedIn: https://www.linkedin.com/in/titus-jumper-597207162/
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
-----
onnect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
"If I don't do it now, I will never go."
"Without clients, I don't have a business."
"I have a 99.3% rate of success."
00:00 Andrei Mincov's Journey: From Russia to Dubai
05:48 Navigating Legal Education in Canada
11:23 The Birth of Trademark Factory
17:22 The Challenges of Leaving Law Behind
22:19 Validation Through Doubt
27:50 Comprehensive Trademark Search and Assessment
37:50 When to Consider Trademarking Your Brand
Andrei's journey from Russia to Dubai shaped his entrepreneurial spirit.
Transitioning from lawyer to entrepreneur requires a shift in mindset.
Trademark Factory was born out of a desire to help entrepreneurs.
Understanding client needs is crucial for business success.
A flat fee for trademark registration can prevent unexpected costs.
The importance of a money-back guarantee in service-based businesses.
Building a brand is an investment in the future of a business.
Trademark registration is essential for protecting intellectual property.
Many businesses underestimate the value of their brand.
Legal services should be viewed as a service, not a profession.
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
Instagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this conversation, Bernie Kassar and I delve into the intricacies of sales compensation plans, emphasizing the importance of simplification and alignment with business objectives.
Bernie shares insights from his extensive experience in the field, discussing the transition from traditional compensation structures to more effective models that motivate sales teams.
The discussion also touches on the role of technology in automating commission calculations and the significance of motivation and inspiration in driving sales performance.
We also discuss the challenges of distractions in the digital age, emphasizing the importance of time management and personal accountability.
We explore how different generations are motivated and the need for effective leadership in sales teams and we also highlight the role of technology in sales, the necessity of training, and the importance of connecting with potential clients.
We wrap up with a light-hearted discussion about personal connections and the influence of media on public perception.
GUEST INFO:
Guest Site: https://latitude39.com/contact/
Guest LinkedIn: linkedin.com/in/berniekassar
Chapters
00:00 Understanding Sales Compensation Plans
03:07 The Importance of Simplification in Comp Plans
05:58 Transitioning Compensation Structures
08:46 The Journey from Employee to Founder
12:02 The Role of Technology in Sales Compensation
15:03 Motivation and Inspiration in Sales Teams
24:04 Navigating Distractions in a Digital Age
25:11 Empowering Individuals Through Time Management
26:40 Understanding Generational Differences in Motivation
28:08 Building Accountability in Sales Teams
30:06 Leveraging Technology for Sales Success
32:39 The Importance of Training and Standardization
33:45 Connecting with Potential Clients
35:25 Offering Value to Startups
36:29 Navigating Personal Connections and Travel
39:01 Staying Positive Amidst Media Frenzy
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhispererInstagram -- https://instagram.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://creators.spotify.com/pod/show/fixerwes
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this conversation, Ken Lundin and I explore the dynamics of sales growth, the impact of technology on communication, and the importance of curiosity in sales.
We discuss the myths surrounding product-led growth, emphasizing the need for a client-centric approach.
The conversation also touches on the challenges faced by modern salespeople, the role of AI in sales communication, and the necessity of proper sales training and skill development.
And Ken shares insights on launching 'Get Sales Fit', a newsletter aimed at helping sales professionals improve their performance while maintaining a healthy work-life balance.
Chapters
00:00 The Power of Technology in Sales and Parenting
03:04 Curiosity and Its Impact on Sales
06:06 The Myths of Product-Led Growth
08:52 Client-Centric Selling: Understanding Customer Needs
12:10 The Challenges of Modern Sales
14:57 The Role of AI in Sales Communication
18:03 Sales Training and Skill Development
21:10 The CRM Conundrum
24:03 Understanding Sales Processes
25:56 Testing and Metrics in Sales
28:06 Cold Email Strategies
29:54 Marketing and Client Engagement
31:58 The Role of Sales in Business
34:02 Advertising Strategies and Trends
35:46 Launching 'Get Sales Fit'
GUEST INFO:
Get his free book: https://drivingtraction.com/
Guest LinkedIn: https://www.linkedin.com/in/kglundin/
Guest Site: https://revheat.com/
Get Sales Fit: https://newsletter.getsalesfit.com/
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://feeds.libsyn.com/44487/rss
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
Meet Gui Costin, founder and CEO of Dakota, an investment services company that has helped clients raise more than $40B since its launch.
But Gui's story goes beyond just numbers—he's an innovator who's transforming what it means to build a successful workplace culture in the world of finance.
As the author of "Millennials Are Not Aliens" and "The Dakota Way," Gui brings new perspectives to marketing, leadership & sales in the investment world.
His people-focused approach has led him to build two companies generating $20 million every year by prioritizing what he believes matters most: people. (A strategy that has had him featured in Forbes, Inc., and appearing on Yahoo Finance's morning show!)
His "no-policy policy" fosters autonomy and trust, while his talent for engaging millennial and Gen Z workers challenges traditional management styles.
Gui's journey—from his initial career in real estate to founding Dakota—is filled with insights on building strong company cultures, modernizing sales processes, and adapting leadership styles that motivate and inspire teams across generations.
—Cultivating a Culture of Calm: How Trust and Autonomy Drive High Performance
—The No-Policy Policy: Empowering Employees in The Modern Workplace
—Selling in The Digital Age: Leveraging Content and Relationships to Reach RIAs
—Bridging The Generational Divide: Leadership Strategies for a Multigenerational Workforce
—From Founder to Coach: Guiding Your Sales Team to Success Through Mentorship
00:00 Introduction to Gui Costin and Dakota
02:23 Leveraging Content for Business Growth
04:02 Learning from Failure: The Birth of a New Business
06:09 Generational Perspectives in the Workplace
08:05 Results Over Reasons: A Mindset for Success
08:58 Transitioning from Employee to Entrepreneur
12:19 The Importance of Leadership and Mentorship
15:20 Creating a Positive Work Culture
18:11 Kindness vs. Niceness in Leadership
19:51 The Importance of Continuous Feedback
22:42 Hiring for Culture and Team Dynamics
23:58 Iterating on Existing Ideas
27:30 Identifying and Solving Acute Problems
28:18 Overcoming Excuses and Taking Action
32:32 Learning from Failures and Adjusting Strategies
34:12 The Value of Responsiveness in Business
38:41 Final Thoughts and Resources for Entrepreneurs
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://feeds.libsyn.com/44487/rss
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this episode of the CRM Sushi Podcast, I interview Aurelien Vasinis, a tech entrepreneur with a unique background in political science and finance.
https://www.youtube.com/@UCzGYzumNezGjNVcz2cjEk4A
https://www.youtube.com/@UCy27aBEnFjXU8kSqGjuropQ
Aurelien shares his journey from studying political science to becoming a hands-on product manager and developer in the tech industry.
He discusses the importance of distributed teams, the evolution of his current business, Kuration AI, and how it leverages agent workflows to automate lead generation and market research.
The conversation also touches on the differences between Kuration AI, Clay, and Zapier, and the significance of targeted lead generation strategies for small businesses.
Aurelien concludes with a demonstration of Kuration AI's capabilities, showcasing its user-friendly interface and powerful features.
We get into the challenges and solutions in data management, particularly for small businesses and solopreneurs. He emphasizes the importance of automation tools like Zapier, the complexities of data subscriptions, and the need for customizable data filters.
Aurelien also shares insights on effective cold emailing strategies, the evolving landscape of platforms like Product Hunt, and the pricing structure of his service, KurationAI, which aims to simplify the research process for users.
GUEST INFO:
Guest Site: https://www.kurationai.com/
Guest LinkedIn: https://www.linkedin.com/company/kuration-ai/
Guest LinkedIn: https://www.linkedin.com/in/vasinis/
Chapters
00:00 Introduction and Background
03:01 Transitioning from Political Science to Tech
05:56 Building Distributed Teams
08:59 The Evolution of Curation AI
11:51 Understanding Agent Workflows
15:05 Curation AI vs. Clay and Zapier
17:58 Targeting and Lead Generation Strategies
21:01 Demonstration of Curation AI
28:57 Leveraging Automation Tools for Data Management
30:10 Navigating the Complex Landscape of Data Subscriptions
32:09 Customizing Data Filters for Targeted Outreach
34:49 Building a User-Friendly Research Tool
40:45 Creating a Sustainable Business Model
43:35 Effective Cold Email Strategies for Lead Generation
49:02 Evaluating the Impact of Product Hunt
50:24 Understanding Data Point Pricing and Usage
Join The Inner Circle:
https://info.wesschaeffer.com/inner-circle-silver
Market like you mean it.
Now go sell something.
SUBSCRIBE to grow your sales.
https://www.youtube.com/@TheSalesWhispererWes
-----
Connect with me:
Twitter -- https://twitter.com/saleswhisperer
LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/
Podcast -- https://feeds.libsyn.com/44487/rss
BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CRMQuiz.com
https://MakeEverySale.com
In this engaging conversation, Mischa Zvegintzov shares his journey from a successful sales career to becoming a podcast host and influencer. He discusses the evolution of his podcast, the importance of video testimonials, and the challenges and benefits of high-end masterminds. Mischa emphasizes the significance of strategic networking and guest speaking in the podcasting world, providing insights on how to effectively leverage these opportunities for business growth. In this conversation, Wes and Mischa discuss the intricacies of podcast guesting, emphasizing the importance of follow-up, the value of building an influence army, and effective pricing strategies. They share insights on maximizing podcast appearances, the reality of podcasting, and the credibility it brings. The discussion also touches on the significance of memorable branding and URLs for effective marketing. Takeaways Mischa transitioned from a sales career to podcasting after retirement. He initially struggled with imposter syndrome in online marketing. The importance of video testimonials for businesses is highlighted. Mischa's podcast journey began with a focus on storytelling and rebirth. He emphasizes the need for a clear strategy when guest speaking on podcasts. High-end masterminds can be valuable but often require refined offers to succeed. Mischa advocates for starting with guest speaking before launching a podcast. Effective networking is crucial for monetizing podcast appearances. He shares a simple pitch strategy for reaching out to podcast hosts. Mischa believes in serving the audience during interviews to create value. Merging and blending ideas can lead to creative outcomes. Follow-up is crucial in podcast guesting; many miss opportunities due to lack of response. Maximizing podcast appearances involves strategic follow-up and content repurposing. Building an influence army can enhance your reach and authority. Pricing strategies should evolve; starting low can create urgency for future increases. Podcasting can enhance credibility, even if the content isn't widely listened to. It's essential to present oneself professionally during podcast appearances. Memorable branding and URLs can significantly impact marketing success. Many professionals miss opportunities by not following up or promoting their appearances effectively. The podcasting journey is about continuous learning and adapting. Chapters 00:00 The Journey of Mischa Z: From Sales to Podcasting 09:59 Navigating High-End Masterminds: Value vs. Cost 19:56 The Art of Podcasting: Strategies for Success 26:32 The Art of Podcast Guesting 28:37 The Importance of Follow-Up 30:55 Maximizing Podcast Appearances 32:39 Building an Influence Army 34:48 Pricing Strategies for Success 36:15 The Reality of Podcasting 38:30 Credibility Through Podcasting 40:43 Memorable Branding and URLs GUEST INFO: Guest Site: Chief Influence Officer - TheInfluenceArmy Guest Site: The Table Rush Talk Show Get his free downloadable podcast guest speaking guide! Guest Speaking Masterclass Influence Army Membership Trial Offer Guest LinkedIn: https://www.linkedin.com/in/mischaz/ Sales Growth Tools Mentioned Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Get The “Whisper Starter Pack" Automate your sales for $15
In this conversation, Pia Silva discusses her journey in branding and marketing, emphasizing the importance of being authentic and owning one's identity. She shares insights on how to stand out in a crowded market, the significance of self-promotion, and the challenges faced by small branding agencies. The discussion also touches on effective advertising strategies and the evolving landscape of social media. In this engaging conversation, Pia Silva and Wes discuss the ongoing journey of business success, emphasizing that initial achievements are just the beginning. They explore strategies for building a profitable small agency without the need for a large team, focusing on trust-building in sales, especially for service providers. The importance of empowering clients through knowledge and ownership is highlighted, along with the value of community engagement and sharing resources. Pia also offers insights into her approach to client relationships and the significance of maintaining a healthy work-life balance. Takeaways Being badass is about owning your identity. Confidence is built over years of experience. Unique branding can set you apart from competitors. Self-promotion is crucial for success in business. Navigating social media requires curation and focus. Coaching small agencies can lead to significant growth. Effective advertising requires a clear understanding of your audience. The sale is just the beginning of the relationship. Branding should reflect authenticity and uniqueness. Ads should enhance an already successful funnel. It's gonna be a problem if you think, oh, I did it. The work really truly begins after the initial sale. Certain kinds of businesses can benefit from churn. Building trust is essential before pitching services. Selling a small initial service can lead to bigger sales later. Proposals should not be fishing expeditions. Empower clients by giving them ownership of their projects. Community engagement is key for service providers. Free resources can attract potential clients. Maintaining a work-life balance is crucial for mental health. Chapters 00:00 Introduction and Personal Branding Journey 02:49 The Concept of Being Badass 05:51 Unique Branding Strategies 08:56 The Importance of Self-Promotion 12:03 Navigating the Noise of Social Media 14:51 Coaching Small Branding Agencies 18:05 Effective Advertising Strategies 22:35 The Journey Begins: Beyond Initial Success 27:44 Sales Strategies for Service Providers 33:30 Empowering Clients Through Knowledge 36:44 The Importance of Client Ownership GUEST INFO: Guest Site: https://www.nobsagencies.com/ Pia Silva LinkedIn: https://www.linkedin.com/in/piapiasilva Free Bonus: Get a free audio version of Pia's book Badass Your Brand: The Impatient Entrepreneur's Guide to Turning Expertise into Profit: nobsagencies.com/the-sales Pia Silva Instagram: https://www.instagram.com/pialovesyourbiz/ Free Blueprint on how to scale your branding agency to $30k+ months without employees Use Pia’s FREE calculator to discover the price you must charge to achieve freedom in your branding business Grab Pia’s best-selling book Badass Your Brand OR download the first chapter FOR FREE Get the free audio book Listen to Pia's podcast “No BS Agency Podcast” Check out Pia's No BS Agency Owners Free Facebook Group Sales Growth Tools Mentioned Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Get The “Whisper Starter Pack" Automate your sales for $15
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sound quality is awful