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Sales

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Updated On: Jul 18, 2022
Total Stations: 687
Total Audio Titles: 23,186
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In a business world of sharks, learn how to bite first! David Strausser and his guests help you navigate through the rigid waters of today's business environment.

Popular "Sales" Stations

Shark Bite Biz In a business world of sharks, learn how to bite first! Join David Strausser and his guests as they help you navigate through the rigid waters of today's business environment.
The Sales Evangelist I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working.

Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career
The Sales Conversion Podcast The Sales Conversion Podcast with Rylee Meek introduces listeners to the creator of the Social Dynamic Selling System, and how to turn cold calls into hot leads. Rylee Meek has developed many multi-million-dollar businesses for himself and has coached other business owners and salespeople how to do the same. On the show, Rylee shares his own expertise as a business building guru to expand your business, grow your income, and improve your life.
Guests on The Sales Conversion Podcast include experts in their field who have succeeded in business and sales, and can share their secrets so you can do it too. Tune in each week for a dynamic conversation about tried, tested, and fine-tuned ways to grow your business and create a scale-able selling system.
B2B Sales Questions Show - Brutally Honest Answers - Sales Hackers Ideas If you have a Sales Question please submit it via LinkedIn and I will answer it. If you like The Advanced Selling Podcast and other Sales and Selling Podcasts you will love this.
‎Women in Sales Rock Whether you consider yourself a saleswoman or a small business owner, the ability to sell the right way plays a huge part in your success. I believe that it ultimately comes down to 3 things- your messaging, your ability to sell with story and how well you deliver both.There are a lot of other people that will have the same offer as you do. What will set you apart is your ability to create a persuasive argument as to why what you offer is the best choice.The goal of the Women in Sales Rock Podcast is to arm you with powerful tips and tools; for you to become the go-to person in your industry. We will bring you relevant topics with quick actionable steps, that will empower you in your success. From mindset, finances, marketing, and planning, there is sure to be something that will help you elevate your business to the next level.Everyone has a story to tell; we want to help you find yours and show you the best ways to capture it and get it out to those you hope to serve. Whether it is through video, podcasting
Sales Success Stories What are the best sales professionals doing to get to the top? In the Sales Success Stories podcast, Scott Ingram interviews and deconstructs world class sales performers to uncover their favorite sales books, habits, routines, strategies and tips. These salespeople are the A+ players among A players. If you’re in B2B Sales, Enterprise Sales, SAAS Sales, selling professional services, serving as an account manager or otherwise interested in revenue growth there’s something for you in these conversations. While created primarily for the individual contributor regardless of where they are in their sales career there’s probably some value in here for you if you’re a sales manager, sales leader or otherwise involved in revenue management, leadership or strategy. Learn more at Top1.fm
The Sales Hacker Podcast Sales Hacker is the leading community for modern sales professionals, and this podcast is an extension of that.When you subscribe to this show, you'll get access to the latest sales tips, tactics, and strategies from thought leaders and practitioners. You'll learn sales techniques that you can use today. Whether you’re just getting started in your sales career or you're a seasoned veteran, this podcast is designed to help take you to the next level.Each episode discusses topics like: lead generation, sales development, sales enablement, sales hiring, CRM, sales operations, social selling, sales management, account-based selling best practices, sales process, sales psychology, customer success, sales technology, B2B sales and marketing alignment, and more.

Popular "Sales" Playlists

How To Stand Out in Sales - Sales Leader Joe Paranteau Sales coach, mentor and entrepreneur Joe Paranteau talks about ways you can stand out in sales, how to manage your sales activity, and how to be and/or recognize a good sales manager. The ROI Online Podcast
Sales Tools & Training I’m Dan Gordon- with Dan Gordon Enterprise, an executive coach and speaking company. If you want to create more income and grow your business but you absolutely HATE selling, I have some good news for you! In this playlist, I will cover the tools I have been teaching non-salespeople to close more deals and achieve the success they never dreamed possible. If you want more help achieving greater success in your business (and life) schedule quick no-cost consultation with me. Just text HELP to (213) 409-8366. Dan Gordon Enterprise
Pandemic Business Tips Business is tough during the pandemic. We are now in a transition. Here's some business advice from some of our top experts to help you in the past and the future.

Guests include:

Soledad O'Brien - Award Winning Journalist
Deborah Driggs formerly of Playboy
Brandon Wong of Photobooth Supply Co.
Blake Barkhouse of Vision33
Nancy Sperry of Sage Intaact
Michael Eckstein of Profitable Goose
Shark Bite Biz
Reaching Your Customer: Success Stories Finding ways to reach out and get new customers engaged. Shark Bite Biz
Reaching Your Dreams: Business Development Success Stories Listen to top Biz Dev experts talk about how they reach their dreams. Including Shark Bite Biz, Grant Cardone, Howie Grow a Brand, Emmy Nominated Director, Eddie Bailey, Jeffrey Gitomer, and more. Shark Bite Biz

All "Sales" Audio

[485] Focusing On Your Objections What gets in the way for you to close more deals? Are you able to identify your own personal objections? If you want to be successful in sales, make sure that you’re aware all the time of what objections you are bringing with you into your sales role, and what are you putting on other […]
How to Thrive as a Small Business During a Recession There's 3 Things You Can do in a Recession, BUT There's Only ONE THING You Must do.
You can not only survive the impending economic downturn, but you can actually thrive during the recession forecasted to hit late this year and into 2023.
Join my FREE Top Line Transformation Facebook Group at https://www.facebook.com/groups/toplinetransformation
How to Close More Sales Using Compelling Offers Discover How 'Offers' Can Help You Create More Sales and Close More Deals.
Here's a worked example to show how to improve an offer and thus improve its ability to close more sales.  Offers can be used to create true market differentiation as often nobody else is promoting the 'offer' you have created, so your prospects cannot go elsewhere to get it, which significantly helps close more sales.
For more free resources, visit: https://www.AchieveSuccess.co.uk
How to Make Your Advertising Budget Create More Leads For Less Ad Spend | More Leads, More Sales! Want to know a SIMPLE tweak that could give you 2-5 x more leads from your marketing and advertising activity, without increasing your ad spend?? 

I say two to five because that's the sort of results my clients are typically getting. Good Lead generation is the foundation for filling your pipeline with hot prospects and ultimately closing more sales and increasing revenue and profit.
Visit: https://www.AchieveSuccess.co.uk
Marley's Cancer Story - Healing Physically, Emotionally, and Spiritually From Cancer This is what happened in Marley Jaxx's cancer journey over the last 7 months. When I was a young kid, it seemed like cancer was something usually for those beyond age 60. Now it seems it's in our 30's. Go figure… Us curiously minded, and "pesky" looky-loo's didn't take what we were told at face value. What we've learned has been astounding. This episode is about the path Marley Jaxx has taken to tackle cancer outside of the doctor's office, and it worked. (due to the nature of this topic, this is our experience only and not advice) Key Takeaways - Marley’s cancer scare (00:53) - Aggressive push from doctors to schedule surgery (07:52) - Looking at other places (10:59) - Making decisions based on data not FEAR (14:27) - Legal does not mean safe (15:55) - Cleaning your system through fasting (19:15) - Nutrition and lifestyle changes (20:01) - You have to be an advocate for your own health (22:17) Additional Resources  Chris Beat Cancer: A Comprehensive Plan for Healing Naturally by Chris Wark Learn more about: Youtube Lead Machine  Capitalist Pig NFT  Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead.
Sales, Marketing & Agency Trends With James Kemp This week we talk to multi-million dollar coach, mentor and serial entrepreneur James Kemp. A kiwi/New Zealander by birth who now lives in Asia, James has a huge track record of success consulting and coaching clients from $5m - $500m.

James brings a fresh outside-in perspective to rural sales and marketing which we both agree sometimes suffer from some immaturity and lack of sophistication.

If you want to learn about the importance of offers, attribution and accountability, the future of ad agency models, platforms, marketing managers, media and what the best salespeople look like then this episode is for you.

James drops a ton of value bombs in this special episode so make sure you take some notes!
Enjoy.

Show Notes:

To contact James direct email him at: jk@jameskemp.co

If you would like to look at the platform he has created specifically for coaches and consultants: https://getcmm.com/

Grab a copy of your FREE “How To Master Rural Sales” Ebook: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz
How to Be an Innovative, Cutting-Edge Sales Leader Lightning Round: Top 10 Ways to Actively Listen to Customers Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?" Book:  Emotional Intelligence for Sales Leadership by Colleen Stanley
Sales, Marketing & Agency Trends With James Kemp This week we talk to multi-million dollar coach, mentor and serial entrepreneur James Kemp. A kiwi/New Zealander by birth who now lives in Asia, James has a huge track record of success consulting and coaching clients from $5m - $500m.

James brings a fresh outside-in perspective to rural sales and marketing which we both agree sometimes suffer from some immaturity and lack of sophistication.

If you want to learn about the importance of offers, attribution and accountability, the future of ad agency models, platforms, marketing managers, media and what the best salespeople look like then this episode is for you.

James drops a ton of value bombs in this special episode so make sure you take some notes!

Enjoy.


Show Notes:

To contact James direct email him at: jk@jameskemp.co

If you would like to look at the platform he has created specifically for coaches and consultants: https://getcmm.com/

Grab a copy of your FREE “How To Master Rural Sales” Ebook: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz
Featuring Charles Stroud, Life Coach and Domestic Violence Counselor Charles Stroud is a certified life coach and domestic violence counselor. Charles has over 25 years in law enforcement and juvenile justice experience helping, counseling,mentoring and coaching people to better lives. He has spent the last 8 years as a domestic violence counselor helping men and women to have safer, healthier and lasting relationships. 
He recently founded Road Less Traveled: Relationship Coaching for Men and their Partners. Giving men, women and couples a safe space to not only explore their feelings, but a space to hear themselves thinks, reflect on choices and repair their relationships. His passion or super power is his ability to not only relate, but meet each person where they are and teach each one skills to free themselves from those cultural and psychological norms of painful destructive behaviors. Ultimately making each person wiser and empowered to now embrace challenges as useful opportunities. 
Learn more about Charles Stroud at CSRLT-Coaching.com and be sure to follow him on Facebook or Instagram.
Buying Signals: Know Exactly When To Close The Sale | Salesman Podcast Only 19% of sales close, so you can have lots of selling conversations and the best closing skills but still not win new business consistently. That’s because there is more to closing a sale than asking for the business.
Not all prospects are a good fit for your product or service. And if your potential buyer isn’t ready to make a purchase, then your odds of successfully closing the deal is dead. That’s why you need to recognize your prospects’ buying signals.
But this isn’t only about identifying when your leads are ready to buy your product or service. These signs occur throughout the buyer’s journey.
So, you need to watch and listen for buying signals during prospecting calls, discovery calls, demos, and every other prospect engagement. This includes phone calls, emails, social media interactions, data within your sales tools and video calls.
But what are buying signals?
Definition of the term ‘buying signals’
Buying signals are verbal and non-verbal cues, signs, or indicators that tell you when the lead is either ready to buy or interested in moving forward in their buying process.
You will often see buying signals from your prospect when a lead schedules a discovery call or when an opportunity responds to an email you’ve sent requesting additional information. In both cases, the prospect is giving buying signals indicating their interest in moving forward even though they aren’t ready to become customers yet, by signing on the dotted line.
Buying signals are like road signs, helping you recognize how to proceed with each prospect. A lack of buying signals might even mean not advancing them through the sales process.
Why are buying signals essential to recognize?
Spotting these buying signals is more critical than ever because sales reps are getting less time with prospects. For example, B2B buyers currently spend only 17% of their time meeting with potential suppliers. And if the prospect is considering multiple solutions, your time with this potential customer drops to as little as 4-5% of the time it takes for them to make a buying decision.
This lack of face time with your leads gives you less time to pick up on indicators that the lead is interested in buying or moving forward with the sales process. So, it’s essential that you learn to quickly recognize buying signals as they happen so you can respond appropriately. Reading the prospect’s buying signals can also save you time by allowing you to disqualify potential customers too. You want to disqualify potential buyers because you don’t want to spend precious selling time with prospects who aren’t a good fit for your product.
They are less likely to close or may take longer to close and are more likely to be dissatisfied or churn. Churn is when a customer cancels their subscription to your product after a short period or chooses not to renew.
Ultimately, by spending your time with highly qualified leads who will most benefit from your solution, you significantly increase your close rate.
What are buying signals in sales?
Buying signals can be verbal or non-verbal, and some are more subtle than others, but with practice, you can learn to recognize all the different buying signals communicated by your prospects.
Here are some examples of positive buying signals or signs when a prospect is interested in buying from you:
Non-verbal buying signals:

* Nodding,
How I Do A Full Weeks Sales Activity in 6 Hours 🕑 | Selling Made Simple Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life is full and fulfilling.



























It’s true you don’t have time to do it ALL in sales. But if you prioritize your time for maximum productivity like I do, you can still be highly successful in B2B sales while living your best life. Here’s how.
1. Reverse Engineering
So much time is wasted on tasks that don’t do a damn thing to help you reach your goals. It’s a problem that comes from having the wrong perspective.
Instead of looking forwards to decide what needs to be done to reach your destination, look backwards. Imagine what you want, typically it’s going to be a financial goal. From there, start moving backwards in time. What do you have to do each year that’ll build up to that goal? What about each month? Each day?
Say you want to earn an extra $50k this year. Let’s start there. $50k in commissions equals an extra 30 closed deals. For every closed deal, there are 24 discovery calls that don’t work out. Which means you need 750 discovery calls in a year or about 190 per quarter, 63 per month, and around 15 per week.
And with those numbers in mind, you’ve got EXACTLY the work you need to do each day to reach your goal.
2. Time Blocking
Next up is time blocking.
This is one of my favorites. I’ve even talked about it before.
Essentially, you need to start scheduling your important tasks. Don’t just have a mental to-do list that you’re crossing off throughout the day. Instead, put all the tasks you need to have done into your calendar.
But here’s the most important part—you have to stick to those times. Don’t spend a second more or a second less on the tasks that you schedule. If you waver even just a little from those scheduled times, tasks will start to bleed over into others. And the entire system falls apart.
So schedule it. And stick to it like hell.
3. Paper To-Do
Keeping a paper list with you at all times makes it easy to add to it and cross things out throughout the day, no matter where you are.
Feel free to plug them all into a digital list at the end of the day to keep things organized. I do the same thing with the app Things on iOS.
But there’s something so viscerally satisfying about crossing tasks off one by one.
4. Phone Pruning
This one’s going to hurt. But trust me, it’s worth it.
Get rid of the distractions on your phone. Facebook, WhatsApp, LinkedIn even. If you’re spending non-work time on it, nix it. Now, there are some features out there that make it 10X easier to concentrate while at work. I use the Focus feature on iOS all the time.
But eliminating ANY temptation whatsoever is a powerful way to keep your eye on the ball at all times.
5. The Pomodoro Technique
This technique is surprisingly effective for how simple it really is. Next time you’ve got a task you don’t want to be doing, say cold calling or updating your CRM, commit yourself to it for 25 minutes. That’s it. And then schedule a five minute break.
When you structure your entire day with this technique, something pretty amazing happens—you stop wanting to stop.
I’ve found the hardest thing for me is simply getting started on a task. After that part’s over, my momentum usually just keeps me going and going.
With this technique, you’re making the biggest barrier (getting started) easier to over
170 // Back to Basics Part 1 - Remembering WHY For the Network Marketing Leader Heyyyyy there Jules!
Ok...let's get serious here.
Kids are back to school (or nearly) and you're ready to KICK THINGS IN GEAR...right?!

This is the absolute BEST place to start!
This is PART 1 of our Back to Basics (B2B) series ... but in true GATG fashion we're doing it in a different way.  We're going agains the grain and we're going to start DEEP!
If you're here because you have BIG GOALS, BIG DREAMS...then this series is for YOU!  We can talk about all the "things" you need to be doing - following up, building relationships, creating content....blah, blah, blah, but if you don't start here first...none of that will really matter!

LET'S GOOOO!!!
Hop in and let's get started!!!
xx,
~michelle
 
🎉ALL I WANT FOR MY BIRTHDAY IS YOUR REVIEW!
Go to apple podcasts > leave a 5 star review
Take a screenshot and SHARE IT IN YOUR STORIES! Tag me @itsmemichellecastro to be entered to win a gift from ME!
 
HELP ME CELEBRATE MY 49th BIRTHDAY by being one of 49 families to swap out your conventional home products with clean, non-toxic products...oh and I'll donate to ourrescue.org for every family that swaps!  bit.ly/michelle49
______________________
Ready to get CLEAR with your Marketing and Messaging?
bit.ly/nicheintosuccess
FOLLOW ME ON INSTAGRAM: https://www.instagram.com/itsmemichellecastro/
(it's a new account)

Where to find me:
https://www.growthagainstthegrain.com
SUBSCRIBE + FREE GIFT: https://www.growthagainstthegrain.com/subscribe
YOUR FAULT OBJECTION HANDLING Handling Objections - When the FAULT is YOURS!There are some things that you can do to help handle objections when you have created. If you have made a mistake or have done something that didn't please the company, how are you going to handle that? Here are 5 steps to solve this problem:Honest Awareness - "Hi (account)  This just happened..." Start by telling the account the issue (how it was created and solved.) Before you begin any light chatter, begin by sharing the fault. Get straight to it during this apology/explanation. Take Ownership - "I was going to..." or "it happened because..." Don't take ownership and then try and hide. Don't lose credibility and be accountable.Culpability / Humble Confidence - "I dropped the ball..."  Take accountability but no need to be arrogant about a mistake you made. Also, don't take boastful pride in fixing a mistake you made. Restitution / Reconciliation - "Here are some options to resolve or suggestions to fix..." Don't just highlight the mistake without suggesting ways to repair. Having a way to fix the mistake shows that you are wanting to make it better. Don't feel bad if they don't accept your solution. They can fix it anyway they want.Focused Future - "This mistake will not be repeated because..." If you make this mistake, ensure that you do not repeat that mistake again. You must have a heightened awareness.If you have any stories, experience or different steps to this process, please reach out:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
129: Supply is up. Demand is down. But is anything actually changing? The Greater Greenville Association of REALTORS® published July's market stats the past week, and the numbers take us for a wild ride. Supply is up and demand is down, which usually indicates the market shifting in a buyer's direction. But the median sales price still soared to the highest it's ever been - a 19.8% year-on-year increase! What will it take for the market to actually see a cool down? That's the question we explore in this week's episode of Selling Greenville.

 As always, if you have any questions or comments (or, of course, need a realtor), feel free to reach out to Stan McCune directly by phone/text at (864) 735-7580 or by email at smccune@cdanjoyner.com.
What's More Important For Success In Real Estate - Effort Or Talent? #158 -  What’s more important for success in real estate sales  – effort or talent? The easy answer is both! If you’re a hard worker and talented, then you are destined for great things.What if you’re new to real estate or not a natural born salesperson – but you love real estate and are not afraid of hard work?On this episode,  I make the case that effort is more important than talent for success in real estate.  Have a listen!Get The UnSalesyGram NewsletterWould you like to get some ideas on how to successfully sell real estate in an unsalesy manner along with some inspiration and motivation?  If so, sign up for my free UnSalesyGram newsletter.  Get it here!Support the show
Episode 29: Leverage Win-Loss Analysis in Go-to-Market – Win more! B2B businesses often struggle to find the best ways to go-to-market. With evolving buyer preferences, new or emerging competitors, and changing economic climates, your go-to-market strategy must be more effective than ever! So how do you go about nailing your go-to-market strategy and gain a deep understanding of what your buyers truly care about? Well, your buyers will tell you how to go to market… you just have to know how to ask and how to listen! And Win-Loss Analysis can help you do just that! 

Episodes & More: www.primary-intel.com/podcast/
Sales and Sales Coaching with Ian Koniak To be a great salesperson, you must first be a great person. In this Expert Insight Interview, we welcome Ian Koniak, one of the world’s strongest B2B sales leads and a highly sought-after elite sales coach.
Why People Should Tackle Complex Challenges with Jerry Holl If you take on a challenge and attack it, growth and change will happen by default. In this Expert Insight Interview, we welcome Jerry Holl, the author of the bestselling book Downhills Don’t Come Free.
The Art & Science of Lead Generation and Lead Magnets with Luke Charlton What if, instead of chasing prospects, you could get them to chase you? In this Expert Insight Interview, we welcome Luke Charlton, also known as The Aussie Hermit, a master of marketing, student of persuasion, and drinker of whiskey.
How Working Less Can Help You Make More Money | QRE235 I have always been in sales, marketing and executive management but for almost 20 years now I have been in my own business as a coach. During this time what both myself and my partner Rebekkah have noticed is people working really hard on things that don't move their business forward. I’m talking about doing a lot of busy work that only leaves you feeling stuck where you are. This feeling is an unfortunate place to be, because there is another way to move the needle without burying yourself in work.Did you know it is possible to work less and still make more?In today’s episode I will share some tried and true strategies that will set you up to make this happen.If you have a business and feel you are working all the time, then this episode is just what you need. Listen in to hear my five easy to implement strategies that will help you move the needle into a place where you are working less, and still making however much money your heart desires.Ursula’s Takeaways:Intro (00:00)Focused And Clear Plan (7:58)Scale 2-7 (10:59)Delegate (15:57)Open Up The Space (20:14)Scale 2-7 - Sign Up Here: https://www.ursulainc.co/scale27/Scale 2-7 is for business owners who are ready to discover their OWN Unique Formula to scale to multi-6 or 7 figures. If that is YOU, then definitely get registered today as we are limiting this event to just 30 CEOs (and the first 20 receive a digital copy of my best-selling book, Selling with Synchronicity!). Click here to save your seat (Yes, it is complimentary.)One Great Goal Book - Get Your Copy Here: https://www.amzn.com/B006Y04C9U/About Ursula Mentjes Ursula Mentjes is an award-winning Entrepreneur and Sales Expert. She will transform the way you think about selling so you can reach your revenue goals with less anxiety and less effort! Ursula specializes in Neuro-Linguistic Programming and other performance modalities to help clients double and triple their sales fast. Honing her skills at an international technical training company, where she began her career in her early twenties, Ursula increased sales by 90% in just one year. Just 5 years later, when the company’s annual revenue was in the tens of millions, Ursula advanced to the position of President at just 27. Sales guru Brian Tracy endorsed her first book, Selling with Intention, saying, “This powerful, practical book shows you how to connect with customers by fully understanding the sales process from the inside out. It really works!” Ursula is also the author of One Great Goal, Selling with Synchronicity and The Belief Zone, which received the Beverly Hills President’s Choice award. Her Podcast, Double Your Sales NOW, is available on iTunes, iHeartRadio and other outlets. Ursula also serves as Past Statewide Chairperson of the NAWBO-CA Education Fund and Past President of NAWBO-CA. She is the recipient of the SBA’s Women in Business Champion and a recipient of the Willow Tree’s Extraordinary Example and Extraordinary Entrepreneur Awards, the NAWBO-IE ANITA Award, chosen as PDP’s Extraordinary Speaker, PDP’s Business Woman of the Year, the Spirit of the Entrepreneur Awards Finalist and the President’s Lifetime Achievement Award from two Presidents. She has shared the stage with bestselling author Loral Langemeier, Les Brown, Tom Antion, Lisa Nichols, Giuliana Rancic and many others! Her clients include Aflac, Ebenezer and Fairview Hospitals, New York Life, Paychex and more! She holds a B.A. in Psychology and Communication from St. Olaf College and an M.S. in Counseling Psychology from California Baptist University.Social Links:LinkedIn: https://www.linkedin.com/in/ursulamentjessalescoach/Facebook: https://www.facebook.com/UrsulaSalesCoachInstagram: @ursulaincorporated!Twitter: @ursulamentjesJoin Quantum Revenue Expansion Private Facebook Group: www.facebook.com/groups/quantumrevenueexpansion/<stro
Be a Guide, Not a Hero with Rob Napoli, Part 2 To do sales is to help people, but you don’t necessarily need to be the hero who saves everyone. Instead, you need to be the guide that helps people find the appropriate solution for their problems. In this episode of the No BS Sales School podcast, our host Walker McKay continues his conversation with Rob Napoli about listening to the customer carefully, whether you’re selling a product to solve a customer’s pain or as a founder trying to grow their business. HIGHLIGHTSNever stop listening to your customers You have to know when to stop and listenNot every deal is gonna closeBe a guide, not a heroEverything is hard when you're a founderQUOTESRob on why founders need to keep in touch with their customers all the time: "You have to always be listening to your customers. Once you find that, and you stop listening, you start iterating all these things, you can iterate away from the customers which I see happen all the time. You need to stay and have one ear to the ground with your customers and understand the market because it changes so fast." Rob on why you should avoid being the hero: "Just by definition, being a hero makes it all about you. It's the same thing when we talk about allyship. You want to be the ally, someone who helps, not the hero."Walker on letting your customer talk: "Be sincerely curious. Instead of saying, 'here your problem, here's how I'm gonna fix it,' ask them. Don't assume you know."Where to find Rob and other resources:LinkedIn: https://www.linkedin.com/in/robnap/The Bear Necessities of Entrepreneurship (Podcast): https://podcasts.apple.com/us/podcast/the-bear-necessities-of-entrepreneurship/id1569103336Book: https://www.amazon.com/Social-Soul-Professional-Intentionality-Authenticity/dp/1513690299Where to find Walker:LinkedInTwitterInstagramFree training coursewww.walkermckay.com
LEARN HOW TO CONNECT WITH PROSPECTS TO BUILD TRUST IN B2B SALES Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth             Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales? In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud. We also dig into how Anjuna were able to look into the market, recognize the gaps in cloud-based security systems and provide one that filled in the blanks and upleveled existing solutions. Ayal looks at where cloud-based computing is heading, including a vision of a hybridized cloud system where users can work across various cloud platforms at once. You’ll Learn:Why distribution is the key to success in the cybersecurity market, and how to ensure yours is dialed in. The problems faced by companies who move their workload into the cloud, and how hardware vendors built a solution to prevent that. A security loophole that allowed Apple to turn down the FBI’s request for full access to their data catalog. Hint: They don’t have the data to begin with. Support the show
How to Succeed at Aligning with the Buyer's Journey By understanding the buyer's journey, businesses can create marketing strategies that are tailored to each stage of the process. By providing helpful information at each stage, businesses can build trust with their potential customers and ultimately drive sales. Jeremy Thomson will help us understand the buyer’s journey through these topics: 00:00-00:40 Intro  00:50-02:47 What is the buyer’s journey all about? 02:55-07:00 Common misconceptions about sales and marketing 07:07-09:50 Marketing to buyer’s journey 09:52-11:57 Learning how to treat buyers differently throughout sales and marketing funnels  11:58-17:22  Marketing qualified leads vs. Sales qualified leads  17:28-22:16 Tips and tricks for understanding the buyer’s journey  22:18-23:35 Best advice from Jeremy about the buyer’s journey 23:43-28:54 Q&A with Jeremy Thomson Find him at: https://www.linkedin.com/in/jeremywthomson/  SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit
TSL S2E6 - "Exploring Your Organization" - Laura Hume, IBM (3/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q
Land Enterprise Deals Using Great Openers with Christian Banach This episode of the Live Better Seller Better Podcast features Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everyone wants to think and talk about landing 6 or 7-figure deals. However, no one talks about how you get your foot in the door of those enterprise deals in the first place!Christian talks about reaching out to large organizations and possibly finding hundreds of prospects with marketing titles. He discusses how even just a few tweaks in your opening lines can mean the difference between them reading your email or getting left in spam. HIGHLIGHTSHow to craft a message when prospectingUsing a "workshop" approachPersonalization vs customizationUtilizing effective openers for both emails and calls QUOTESChristian on having a different ask: "That's also a good segue in that we're not trying to close anybody on the first email or meeting. This is to try and build a relationship and we're using these insights as a way to get our foot in the door."The benefits of the workshop-type approach: "It also changes the dynamic, right? You're now providing value or an expert on a topic. You're not a salesperson that's out there trying to pitch your product to them. It definitely takes a little bit more work upfront, you'd have to come prepared. But when you're chasing those 7-figure deals, it's worth that type of effort."Incorporating the same talk track used in the email for the call: "We've done all this great research to personalize the email. Well, why are we not using it on the phone as well? You have to get past the first song and dance to at least get them to engage in a little bit of a conversation. But very quickly in your opener, you want to make them realize that this is not just a blind cold call." You can find out more about Christian in the links below:LinkedIn: https://www.linkedin.com/in/christianbanach/Website: https://christianbanach.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
#61 Better Understand Different Personalities? Pt2 ft. Lewis Gadsdon Tune in for part 2 to hear from from Associate Director @ Wiser Elite and Founder of SDR's of London Lewis Gadsdon on what else you can do to better understand different personalities.
#60 Better Understand Different Personalities? Pt1 ft. Lewis Gadsdon Understanding people is the key to not just any role in sales, but also life. The more you can recognise someone personality and their traits, the easier it is to understand and connect with them.
Tune in for part 1 to hear from from Associate Director @ Wiser Elite and Founder of SDR's of London Lewis Gadsdon on how you can do this using the 4 colour personality profiling approach.
117. Stay Ready So You Don't Have To Get Ready w/Chris Craft On the PreSales Podcast, James Kaikis and Chris Craft connect on "Stay Ready So You Don't Have To Get Ready." Chris, Technology Leader at Docusign, discusses his perspective on being ready for change. Technology is always changing and it is easy to become complacent so Chris provides guidance on how to stay curious and engaged so that you are always ahead of the technology curve to better support your customers.
Motivational Monday - Take Responsibility #157 - Here&apos;s a short blast of positivity to get your week off to a great start!Support the show
[484] What Impression Are You Leaving With Prospects? What impression are you leaving with your prospects? What are some factors that cause you to struggle with sales conversations? You must understand fully how your prospect sees you and your approach if you want to be successful in sales. Always be aware of what they might think your intentions are. In this solo episode, [&#8230;]
142 - Special Episode - Jason Marc Campbell Tune in and be blown away by this week's guest Jason Marc Campbell. Jason teaches service-based businesses how to thrive on sales without compromising on their values.
August 2022 - David Hoffeld - Sell More With Science Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Selling More with Science with author and sales trainer, David Hoffeld on episode 524 of the Winning at Selling Podcast.
Updating Legacy Marketing tools Business marketing tools that change with the times, especially in this historically rapid change period since the beginning of the COVID-19 pandemic.  How legacy marketing tools like public relations and networking can be adapted to support your business “grow and prosper.”
Ep 039 Getting Under the Hood of the Sales Discovery Process Sales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing that the sales discovery phase is the most important (even compared to the late-stage negotiation) to developing trust and rapport and, ultimately, eventually earning the deal. It’s about uncovering some of the hidden structures, like how decisions get made, what's going on in the organization and fears and apprehensions the buyer might have. Our conversation this week is with Lisa Weaver & Jay Cone, Partners and Co-Founders of Unstuck Minds, where we discuss the importance of how the sales mindset and salesperson's intentions comes through clearly- one way or another- through sales discovery. Discover what the best use of a salesperson’s time is during research, the time salespeople should actually be spending in discovery, the value of how learning 'attention agility' can help a salesperson get to what's most important to the customer, improving listening and questioning skills with customers and understanding what customers expect from initial discovery meetings. Sales discovery has less to do with hitting a goal and more with emphasizing whatever learnings come out of a discussion — which helps with the mindset shift that needs to happen for both the salesperson and customer.

“What you're going for is that the client partner on the other side feels seen, heard and valued, and that you 'get it'.” — Lisa Weaver

More about today's guests:
Unstuck Minds website: https://unstuckminds.com/
Lisa on LinkedIn: https://www.linkedin.com/in/lisaevansweaver/
Jay on LinkedIn: https://www.linkedin.com/in/jay-cone-9108348/

FeedSpot has recently included Mental Selling as one of best sales podcasts to follow: blog.feedspot.com/sales_podcasts/
THE #1 THING THAT CHANGED THIS REP'S ABILITY TO SELL MORE Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
THE #1 WAY TO TAKE YOUR GAME TO THE LEVEL IN B2B SALES & SELLING Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
THE SECRETS TO CLOSING A $25M DEAL DURING A PANDEMIC IN B2B SALES Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
THIS REP'S #1 SECRET TO STAYING MOTIVATED TO WIN IN B2B SALES AND SELLING Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
August 2022 - David Hoffeld - Sell More With Science Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Selling More with Science with author and sales trainer, David Hoffeld on episode 524 of the Winning at Selling Podcast.
What It Takes to Have Great Leadership Training with Stephanie Taiwo This episode of the Live Better Seller Better Podcast features Stephanie Taiwo, Manager in UKI SMB Sales for Remote. The reality is, one bad manager can completely destroy a team. Many companies focus on investing in training their salespeople and getting them as many tools as possible. However, they do not invest in developing those in leadership roles.Stephanie dives deep into the skills, attributes, and challenges that all come with being in a managerial or leadership role. She talks about identifying if you're the right fit for the job and how company execs can, in turn, help managers solidify their roles as team leaders. HIGHLIGHTSHow do I know if management is the right fit for meInfluencing your team to do the things they need to doWhat company leadership should be doing to help managers get betterStress management for managers QUOTESStephanie on leadership being a skill: "Some of the things you must start off with is honest self-reflection. Get to know your personality type. Get to know how introverted or extroverted you are. What are your intrinsic motivators in life and what are your values? It must tie back to that."Stephanie on enabling your team to do their best work: "This is a very common mistake to be this micro-manager. To even do the work for them, I see that so often when you just start like, 'Hey, you know what, I'll take this fall for you. I'll handle it and you can listen back and you'll know how to do it.' That's the worst thing you can do."When execs are not spending as much time being present: "They need to take it a lot more seriously because the cost of attrition is way more detrimental than just keeping on somebody who you just get along with or you don't really have the time to mentor or coach. At the very least, hire a leadership coach for your first-time managers." You can find out more about Stephanie in the links belowLinkedIn: https://www.linkedin.com/in/stephtaiwo/Website: https://stephanietaiwo.me/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
The Human Brain and the Sales Process with Alex Schlinsky This episode of the Live Better Seller Better Podcast features Alex Schlinksy, Founder of Prospecting on Demand. Naturally, understanding psychology plays a huge role in selling and recognizing the buyer's brain. However, there are still many companies that never talk about it or teach it. Alex talks about why this is the case for many and how to build systems that will help businesses start implementing psychology for scale. He details his early experience with psychology and eventually using this knowledge of the human brain in sales. HIGHLIGHTSMaking the transition from psychology to salesInjecting learnings in psychology into the sales processLeveraging human psychology to better handle objectionsWhat happens in the brain as soon as an investment is made QUOTESAlex on biases and their effect on decision-making: "The reason why I like focusing on heuristics and priming is because heuristics is a mental shortcut that allows people to solve problems and make decisions efficiently. The human brain has so many things firing all at once and especially in the day and age we live right now where you essentially have an entire computer in your pocket."Sales psychology related to objection-handling: "It has a lot to do with the aggressiveness thing where it's like, 'Oh, someone gave me an objection, that means they said no.' Those are two very different things and that's definitely not the scenario "Alex on the hustle model: "It ended up becoming this bro culture term where if you're not working harder than the next person or waking up earlier than your competition, you are failing. I think that's such a dangerous thing. It ends up creating this model of running on a treadmill. You run a lot but you don't get anywhere. " You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexschlinsky/Website: https://prospectingondemand.com/Facebook: https://www.facebook.com/schlinsky Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com
The 5-Step Cure To Low B2B Sales Motivation | Salesman Podcast &#8220;What&#8217;s my motivation?&#8221;
Clichéd as it is, this question still resonates today. And not just with actors. But with retail workers, executives, laborers—with everyone.
For sales reps, in particular, keeping up their sales motivation day after day is often a struggle. Boredom, anxiety, hopelessness, and downright depression can all be expected in the face of a too-far-off sales goal. And for some, the harder they seem to work, the less they seem to earn.
If this sounds all too familiar, don&#8217;t worry: You&#8217;re not alone.
But luckily, there&#8217;s a way out. It just takes a bit of strategic work on your part.
This guide shows you how to overcome a lack of sales motivation using a proven 5-point framework. And with it, you can boost your numbers, blow past your goals, and achieve more success as a sales rep.
The Secret to Sales Motivation (Forget The Stupid Sales Quotes)
Sales motivation is a tricky beast.
On the one hand, it can inspire you to take on new challenges. On the other hand, it can give you the energy you need to truly test your limits. And it can be the impetus to winning record-level sales.
But there&#8217;s a dark side to motivation, too. If you rely solely on motivation to get things done, you&#8217;re only setting yourself up for failure.
For example, on high motivation days, you may feel bulletproof. You&#8217;re packing your pipeline full of prospects, piquing the interest of leads, and closing deals like a boss. But on the bad days, you&#8217;re erasing all of that progress. As a result, you&#8217;re missing out on perfect closing opportunities, forgetting to follow up, and letting ideal buyers slip through your fingers again and again.
So, how do you keep the sales motivation going? How can you wake up energized, enthusiastic, and eager to achieve every day?
You can&#8217;t.
Surprised? Don&#8217;t be.
We are all human. We are all prone to having good days and bad ones. And anyone who tells you otherwise is selling you snake oil.
Instead, you need discipline. 
&#8220;Motivation gets you going, but discipline keeps you growing. That&#8217;s the Law of Consistency. It doesn&#8217;t matter how talented you are. It doesn&#8217;t matter how many opportunities you receive. If you want to grow, consistency is key.&#8221; – John C. Maxwell
You don&#8217;t need a sales rep motivation magic pill (because it doesn&#8217;t exist). Instead, you need a system that takes motivation out of the equation entirely. And you need a way to succeed day in and day out—on the good days and the bad.
And that&#8217;s where the Selling By the Numbers 5-Point Framework comes in.
The Selling By the Numbers Framework
The Selling By the Numbers Framework is a simple yet effective way to take progressive steps towards meeting your goals every single day.
It&#8217;s numbers-focused, yes. But it&#8217;s not overly technical.
And don&#8217;t be fooled here—this is not a one-size-fits-all approach. Instead, the Selling By the Numbers Framework is a way of reverse-engineering your goals so you can better understand the steps you need to take to achieve them.
The best thing about the Selling By the Numbers Framework helps boost your sales motivation when followed correctly. It&#8217;ll also improve your performance, focus, help you beat fear and win more business.
Here&#8217;s how.
A) Single Path to Success
A significant factor in feeling unmotivated in a sales position is not knowing whether the steps you&#8217;re taking actually lead towards a win.
Maybe right now, you&#8217;re &#8220;winging it&#8221;—you&#8217;re reaching out to prospects when it feels right, switching up your cadences on a day-by-day basis, and trying out different approaches whenever you read about them.
This attitude to setting goals isn&#8217;t going to help you crush your performa...
Cold Calling 101: 5 Steps to Cold Calls That Work! | Selling Made Simple Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear comes from? A lack of control. The more control we have over any situation, the less afraid we’ll be. Same goes for cold calling.
So if you want to eliminate cold calling fears FOR GOOD, you just need a simple process or framework to follow so you know what to do at each step of the call. That’s where control comes from. And that’s what we’re talking about today.



























The first step of the Cold Calling 101 is…

1. Confirm
Confirm you’re speaking to the RIGHT person. And that means the decision maker. You want to be speaking directly with whoever decides whether to buy. Because otherwise, you’ll be dealing with a gatekeeper who then has to go convince their boss to make the purchase. And along the way, your product’s value will likely be diluted.
So what does that sound like in practice?

“Hi, Will Barron from Salesman.org. Who’s in charge of sales training at X?

Scenario 1: “That’s me.” — Move on to the next step
Scenario 2: “That’s Barry.” — Now we need to get in touch with Barry.


“Ok thanks. Could you connect me with him? Can I tell them that you referred me?”

2.  Break
This step is all about breaking the prospect out of their status quo, i.e. being comfortable with the solution they’re using right now. So ask them how their current solution is working out. As it turns out, most people will tell you there’s some kind of problem. Things could always be cheaper, faster, more effective.
So pop the question, like this:

“OK great, how are you training your sales reps right now?”

No matter what their response is, it’s important to still move on to the next step. Even if they tell you they’ve already got a solution that’s working great, still push forward to
3. Value
This is when you give a short snippet of the value you can offer. Don’t go too crazy on the details here. Just hit the biggest problem and the most important way what you’re selling solves it. One sentence should do the trick.
Now remember, you’ve got to push through to this step, regardless of whether they seem pleased or not with their current provider. Buyers will be open to new solutions more often than you might expect.
And if they push back, you only have three more sentences to get through (15 seconds max).
Now let’s look at what a value statement looks like in practice.

“We help salespeople find and close more sales in the next 30 days or your money back.”

See? Quick, succinct, and hit’s all the main points. Doesn’t have to be more complicated than that.
4. Tie-In
Here’s where you tie in the value of your product to what the prospect is going through.
How can you help? What kinds of benefits that matter to THEM can they expect to see from working with you?
And more than anything else, why the hell should they care?
Here’s what it might look like in our scenarios.

Scenario 1: “It seems like you’re not happy with your current sales training solution. Would it make sense to see if we can solve this problem for you?”
Scenario 2: “Would it make sense to see if we can turbocharge your current solution so you can train more effect
Replay: What Is MEDDIC? (Win More Sales With This Process) | Salesman Podcast In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales.
Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale





Resources:

Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale
Andy on LinkedIn
MEDDICC.com
Book: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Book: The Challenger Sale: Taking Control of the Customer Conversation

Transcript
Will Barron:
Coming up on today&#8217;s episode of the Salesman Podcast.

Andy Whyte:
I think the thing is this, a lot of&#8230; MEDDICC is probably the most widely used methodology or framework or whatever you want to call it, in enterprise sales. What you find is that everyone has a different word for it. As a salesperson, you really only have one thing, one asset that really is going to dictate how successful you are and that&#8217;s time.

Andy Whyte:
The paper process is the one that will have the biggest impact on whether your deal will close on time when you think it will. Because once you&#8217;re a vendor of choice, once you&#8217;re past selling and you&#8217;re into closing, it&#8217;s the paper process that takes the time and&#8230;

Will Barron:
Hello, Sales nation. My name is Will Barron and I&#8217;m the host of the Salesman Podcast, the world&#8217;s most downloaded B2B sales show. On today&#8217;s episode, we have an absolute legend. We have Andy Whyte. He is the author of the book MEDDICC. You can find at meddicc.com, which is M-E-D-D-I-C-C.com.

Will Barron:
On today&#8217;s episode, unsurprisingly, we&#8217;re talking about MEDDICC as a framework and how it can help you close more complex and enterprise-level sales. Everything we talk about in this episode is available in the show notes over at salesman.org. With that said, let&#8217;s jump right into it. Andy, welcome to the Salesmen Podcast.

Andy Whyte:
Thank you, Will. It&#8217;s awesome to be here. As I&#8217;ve mentioned to you before, I&#8217;m a big fan. I&#8217;ve been watching the shows. Thank you for having me on.

Andy’s Definition of MEDDICC · [01:30]

Will Barron:
I appreciate it. I&#8217;m excited to have you on. On this episode, we&#8217;re going to get into MEDDICC. We&#8217;re going to hopefully break down the analogy and go through each of these sections the best we can in the time that we have. But Andy, how do you describe MEDDICC? Would you say it&#8217;s a sales methodology or do you have a better way or a different way of describing what it is?

Andy Whyte:
Yeah, great question. I think the thing is this, a lot of&#8230; MEDDICC, is probably the most widely used methodology or framework or whatever you want to c...
How To Stress Test (Offloading without Imploding) I used to make it a habit to simply disappear briefly during the busiest times in the business. Not for long. The point was for me to see where the cracks appeared. I don't mean to have a lack of communication with the people in your team, but there's serious power in allowing your business to show you where it has fractures. A business cannot be said to be a business if it still demands your daily attention. In any case, this is not why you became an entrepreneur. Besides financial freedom, you also wanted time freedom. So stepping away from your business is a great tool to assess the health of your business. Additionally, it allows you to develop those other aspects of your life. Remember the parallel journey I talked about at the beginning of Season 2? Tune in to this episode to learn more about perspective and how to stress test. Key Takeaways - What happens when you solve the money problems in your life (03:35) - You don't have a business until it doesn't need you (07:50) - Business development together with personal development (10:00) - Hustle is a phase, not a lifestyle (11:54) - The importance of perspective (15:17) - Test the systems (21:10) - Take a break if you need one (24:27) Additional Resources  Learn more about: Youtube Lead Machine  Capitalist Pig NFT  Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead.
Delegate And Elevate (not my phrase) I recorded this while fishing in Alaska. I first learned about the mantra "delegate and elevate" from a business coach I have in a system called EOS. I'm a big fan of EOS. It's been the cleanest way for me to transfer my vision into the heads of others. And allows me to have a proper business that can run when I’m not there. As an entrepreneur, always keep in mind that you are not the business. You should let go and step and step away from the business to stress test it and see what breaks. This is the way to grow your business faster by exposing what’s not working and fixing it. Most of us hold our businesses back by clinging on.  Get out of the way! Once you do this, you are able to be more strategic and visionary as the owner. Tune in to this episode to hear what you can do to step away from your business successfully. Key Takeaways - Are you chained to your business (00:58) - Getting a fresh perspective (08:01) - You might be holding your business back (08:19) - Hire well and get out of the way (14:58) Additional Resources  Learn more about: Youtube Lead Machine  Capitalist Pig NFT  Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead.
68 | Wanting a Positive Result is Not the Same As Having Positive Thoughts & Energy What I’m sharing on today’s episode is one of the biggest game changers for my business.
 
When I realized that desiring a positive outcome and thinking positive thoughts were not the same thing, I was able to shift the way I viewed situations and pivot my energy into the right direction for where I really wanted to be.


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If you’re ready to have support and mentorship to help you take your business to the next level, it’s time to join THE MASTERMIND!
 
3 or 6 Month commitment for a group chat with daily support and connection + a training call with hot seat coaching. 

https://thetiffanywynn.systeme.io/themastermind
 
Message me for info on 1:1 Private Mentorship
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Join The Confidence Collective Membership and get a weekly exclusive training on a private podcast with high level coaching on strategy, systems and mindset.
 
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FSS Episode 588: "A Revolutionary Way to Make Money from Your Facebook Group" Resources Mentioned in this Episode   Powerful Professionals  The Audience Builder Blueprint Facebook Page The Kim Walsh Philips Instagram 10X Followers Challenge Launch Academy Live
Why Salespeople Struggle with Prospecting Lightning Round:  10 Ways to Overcome the Struggles with Prospecting Question:  Andy from Boston asks, “I’ve got two people on my enterprise sales team who just won’t prospect.  All they do is make excuses and I think it comes down to one thing, they’re scared to do it because they think they’ll be exposed as being lousy.  What’s the best way to deal with this?” Book:  To Sell is Human by Daniel Pink
Sales Habits of the Top 1% Lightning Round: Top 10 Ways to Get Ready for Fourth Quarter Question: Santiago from Ecuador asks, "I am a wholesaler, new in the industry, and putting together a new sales team in a new division, and I am curious as I build my team, who should I be looking for? What are the qualities, skills, habits of great salespeople?" Book: The Greatest Salesman in the World  by Og Mandino
168 // How Meagen 3x her INCOME with HALF the IG Following! Guest: Meagen Harriman - Instagram Success Strategist I'd really love to say that this is an episode about 3 tips to 3x your business with half the following, but the reality is...it just isn't that simple.  It takes work.  And that's what Meagen is here for.

The great thing about learning from Meagen and any other expert is that you get the benefit of avoiding some of the major pitfalls they've hit along the way!  Meagen is going to share her success and how she literally started over, has half the following of her previous account, and THREE TIMES the income!! WHOA!

Meagen is extremely passionate about helping ambitious individuals start, grow, and scale their Instagram's & business’ to reach their ideal clients/customers, make more money, & live their dream life!

Instagram has allowed her to:
- Start and scale two multiple 6-figure businesses
- Connect with over 250,000 people across her platforms
- Be featured in incredible publications such as:
Cosmopolitan, Toi Magazine, & The Best Ever You Show
- Coach 1,000’s of entrepreneurs and influencers to be able to start and scale their business and brands
- And land incredible paid collaborations with some of her favorite companies

Her goal is to help make social media FUN again & to help you grow your Instagram in LESS TIME so that you can achieve all of your business and brand goals!

Find Meagen:
Instagram: https://www.instagram.com/socialmediawithmeg/

Website: https://www.meagenharriman.com/home-2021-copy-2
Membership page: https://www.meagenharriman.com/instagrowth-unlimited-2

Free masterclass: https://www.meagenharriman.com/instagramgrowthblueprintmasterclass
 
🎉ALL I WANT FOR MY BIRTHDAY IS YOUR REVIEW!
Go to apple podcasts > leave a 5 star review
Take a screenshot and SHARE IT IN YOUR STORIES! Tag me @itsmemichellecastro to be entered to win a gift from ME!
 
HELP ME CELEBRATE MY 49th BIRTHDAY by being one of 49 families to swap out your conventional home products with clean, non-toxic products...oh and I'll donate to ourrescue.org for every family that swaps!  bit.ly/michelle49
______________________
Ready to get CLEAR with your Marketing and Messaging?
bit.ly/nicheintosuccess
FOLLOW ME ON INSTAGRAM: https://www.instagram.com/itsmemichellecastro/
(it's a new account)

Where to find me:
https://www.growthagainstthegrain.com
SUBSCRIBE + FREE GIFT: https://www.growthagainstthegrain.com/subscribe
169 // It’s Time to Get BACK TO BASICS in your Network Marketing / Social Selling Business | Preview of what’s to come Get ready because we're going to start a series all about BACK TO THE BASICS! 

We want the success, we love all the new resources that come our way...but the reality... get back to the basics! Stop over complicating things. Keep it simple!!!

So...that's what we're going to do!
If you have a suggestion of a BASIC thing you and your team do that has brought about success... please DM me and share it! I'd love to hear!

xx,
Michelle
 
🎉ALL I WANT FOR MY BIRTHDAY IS YOUR REVIEW!
Go to apple podcasts > leave a 5 star review
Take a screenshot and SHARE IT IN YOUR STORIES! Tag me @itsmemichellecastro to be entered to win a gift from ME!
 
HELP ME CELEBRATE MY 49th BIRTHDAY by being one of 49 families to swap out your conventional home products with clean, non-toxic products...oh and I'll donate to ourrescue.org for every family that swaps!  bit.ly/michelle49
______________________
Ready to get CLEAR with your Marketing and Messaging?
bit.ly/nicheintosuccess
FOLLOW ME ON INSTAGRAM: https://www.instagram.com/itsmemichellecastro/
(it's a new account)

Where to find me:
https://www.growthagainstthegrain.com
SUBSCRIBE + FREE GIFT: https://www.growthagainstthegrain.com/subscribe
Featuring Jennifer Chapman, Life Coach Jennifer Chapman, an Indy native and Ball State graduate, has had a unique road to get here to where she is today.  Life challenged her first at 11 with the unexpected loss of her mom and again at 34.   After doing consistent work with a life coach to overcome the mental and emotional challenges internally, Jennifer shifted in 2020 and found the passion and need to coach others through life’s challenges.   She created Just Commit Coaching and offers a 1:1 coaching program for people primarily in their 20s, 30s, 40s that want to find a way to accept and embrace the new version of themselves and how to move forward.
Learn more about Jennifer Chapman at JustCommitCoaching.com and be sure to downloard her free guide to creating mindset shifts.  You can also follow Jennifer on Facebook and LinkedIn.
[481] Identify The Problem and Solve It, with Brad Parker from FormPiper How do you drive your sales team to achieve their goals? What are some effective strategies to help them scale? Technology these days has played a big role in identifying problems and challenges that are getting in the way to success, and there are softwares out there that can really help you identify it and [&#8230;]
[482] Brad Parker from FormPiper (APS Aftershow) &#8220;Teaching me the value of hard work and money was something that my dad was really good at. And it&#8217;s still working today&#8221; – Brad Everyone has their own success story, and some can influence others to reach their own way of success. In this episode, you will be listening to the aftershow with Brad [&#8230;]
[483] Embracing Empathy in Sales Why is empathy so important in order to be an authentic persuader? How can you develop this attribute? When you are asking questions and you do it in a way where you actually want to know the answers, this will lead you to listen more than you speak. In this episode, I talk about embracing [&#8230;]
The Business of Sales, Epsiode #130 - Sales IS Relationships Angelo from the Jeep, Dodge, Crystler dealership in Bridgewater NJ is the epitome of a sales guy who knew that relationships matter.  It's why we always went back to him when our lease was up and why both of my children bought their first "New" cars from him!  You'll love hearing about Angelo and how he treated our family.
Level Up with Scott Ferguson #156 - An inspiring story of hope and determination awaits you on this episode of The Real Estate UnSalesperson podcast. You are going to love it!Scott Ferguson, a Realtor and team leader with Sutter and Nugent Real Estate, came from very humble beginnings and has climbed the ladder of success to the point where he is now a Breakthrough Coach to help others do the same. It wasn’t an easy process. It took a lot of grit, but he did it. He’s now on a mission to help others do it too.Let’s learn to level up with Scott Ferguson!Meet Scott FergusonL. Scott Ferguson is a Lifestyle Optimation Artist and the host of the Time To Shine Today Podcast. His mission is to NOT have ANYONE feel like the have NO-ONE. Scott’s story was highly sought after by people in the entertainment business, which he was not ready to share until now.At Time To Shine Today, Scott shares Knowledge Nuggets to help individuals and teams to Level Up both in business and personal. Scott is a Veteran of the United States Navy with multiple deployments to Iraq, Afghanistan, Somalia, etc. in the early to mid 1990s. Scott loves to give, live intentionally, he loves the beach, fitness, yoga, rescuing fur-babies, and volunteering.Time To Shine Today PodcastBe sure to check out “Fergie’s” Time To Shine Today podcast. It is very uplifting. You can find it here. I had the pleasure of being his guest on episode 310!Also, take a look at his website, TimeToShineToday.com.Sign Up For My Free UnSalesyGram NewsletterWant some tips on how to successfully sell real estate in an unsalesy manner?  How about some inspiration and motivation too?  If so, sign up for my free UnSalesyGram Newsletter here.Support the show
In Sales, It's Never About You with Rob Napoli, Part 1 If there was only one sales advice that you could take with you, let it be this: don’t make it about you. In this episode of the No BS Sales Podcast, Walker talks to entrepreneur, podcaster, and author Rob Napoli about forming healthy business relationships, practicing the giver mindset, and putting your client first. Whether you’re a seller trying to meet quota or a new entrepreneur learning the ropes, it’s best to let the other person do most of the talking. Just remember: in sales, it’s never about you. HIGHLIGHTSFriendships vs Healthy Business RelationshipsHow to balance the business and personal side of relationshipsBe more of a giver instead of a taker In sales, it's never about youThe challenge of being an entrepreneurAlways be validating your ideaQUOTESWalker on making friends vs healthy business relationships: "The same people that say 'I want to make friends with my prospects' would say with the other side of their mouth, 'you can't do business with friends.' What they're really saying is: 'I don't want to have to sell anybody anything, I want them to just to come to me and buy it.'"Rob recalling his time as a younger seller: "I've always been a good networker. But there was a time when I was a taker versus when I became a giver. That giver mentality, that is making it about them, always. Because I used to bring it back to me."Rob on the challenges that new founders face: "Founders have a lot of pressure as an entrepreneur learning the business. If you're not a native seller, if you're trying to sell in a new market that's not your native language, all these challenges, it's really easy to do the exact thing you're talking about not to do, which is making it about me. Like, practice this, I can save you time. I can save you money. I can do this."Where to find Rob and other resources:LinkedIn: https://www.linkedin.com/in/robnap/The Bear Necessities of Entrepreneurship (Podcast): https://podcasts.apple.com/us/podcast/the-bear-necessities-of-entrepreneurship/id1569103336Book: https://www.amazon.com/Social-Soul-Professional-Intentionality-Authenticity/dp/1513690299Where to find Walker:LinkedInTwitterInstagramFree training coursewww.walkermckay.com
Episode 28: Creating Strategic Alignment Between Customer-Centric Teams​ We know strategic alignment throughout your organization is crucial to increasing win rates. In a previous episode we explored specifically how to create alignment and end the battle between sales and marketing – but when it comes to strategic revenue operations, alignment goes beyond that. In today’s episode, we’re going to explore strategic alignment in B2B organizations from the top down. Let’s talk about why the misalignment occurs, how you can identify it quickly, and how you can create strategic alignment within your organization between all customer-centric departments?

Episodes & More: www.primary-intel.com/podcast/
How to Understand Customer Problems and Position Your Product with Gen Furukawa When it comes to sales, it is all about understanding the customer. In this Expert Insight Interview, we welcome Gen Furukawa, Co-Founder of Prehook, a quiz platform for Shopify brands that helps merchants capture leads.
Sales and Selling Strategies for Small Businesses with Gary Geiman A poignantly placed text message or phone call can still give you better conversion rates than almost any other channel. In this Expert Insight Interview, we welcome Gary Geiman, Founder of DMN8 Partners Inc.
How to Lead Your Client Communication Through Education with Colby Flood Instead of simply informing your clients about what is happening with their accounts, try to educate them about how to move forward with that information. In this Expert Insight Interview, we welcome Colby Flood, CEO of Brighter Click.
128: The latest jobs report and what it means for real estate Figuring out what will happen in the future of real estate often involves reading the tea leaves of some of the reports released by the government, including those about how many jobs were added (or lost) in the past month, quarter, etc. This past week, July's jobs report was released, and, shockingly, a substantial number of jobs were added to the economy, further complicating the picture on what is happening today. Are we in a recession, is a recession coming, or are we years away from even saying the "r word"? And what does all this have to do with real estate? That's what we tackle in this week's episode of Selling Greenville.

 As always, if you have any questions or comments (or, of course, need a realtor), feel free to reach out to Stan McCune directly by phone/text at (864) 735-7580 or by email at smccune@cdanjoyner.com.
SALES ISLAND SYNDROME - INSIDE CORPORATE WORK When you are working remote in sales, working from home or even inside your own organization, there are actions that you can take to connect to corporate. Here are a couple ways to connect when you feel all alone:Take time to connect (personally with individuals) - This helps create an ability to ask for help in the future and pull in some favors.Know you can ask for favors - (You better be willing as well to &quot;do stuff&quot;) Prioritize your asks and frequency of those asks. The Sales Island Syndrome is exacerbated when you need help and nobody is making time to help. This is when you need to leverage your good will and ask for a favor.Don&apos;t ask for something and then do it yourself - You lose credibility when you send an email or make an ask and then find the answer without allowing sufficient time for a response. It vastly diminishes any future help when you ask that individual.What have you been doing to increase your efficiency working with the home office?Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
How to Succeed at Controlling a Sales Conversation The best salespeople always find a way to control and direct the conversation. They do this by asking probing questions, listening intently, and always being prepared with the next question. By taking control of the conversation, they are able to steer it in the direction they want it to go.  Cal Thomas joined us to reveal the secrets of controlling sales conversations with questions. We talked about these topics in this episode: 00:00-00:53 Intro 01:00-01:48 Controlling sales conversation means 01:55-02:49 Attitude for controlling sales conversation 03:07-07:34 Attitude for Upfront contract 07:38-12:27 Behavior for Upfront contact and controlling sales conversation 12:34-15:42 What happens if somebody breaks the upfront contracts? 15:44-17:45 The power of attitude, behavior, and techniques  17:45-20:03 Q&A with Cal Thomas  Find him at: https://www.linkedin.com/in/calthomas3/  SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Join us in our virtual summit: www.sandler.com/summit
Virtual Summit 2022 Invitiation Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html  SANDLER VIRTUAL SUMMIT 2022 Grow your business, grow your people, grow yourself. We will share with all attendees... a special edition of Selling Power Magazine featuring Sandler PLUS a discount on your 2023 Sandler Summit LIVE ticket registration! Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations. The Virtual Summit will provide a variety of content from top-rated presenters in the industry. This is an excellent opportunity to ramp up new hires or those new to the Sandler methodology in a one-day session filled with complimentary learning opportunities. Register now to claim your complimentary seat: https://reports.sandler.com/virtual-summit-2022/k.html  Subscribe to our YouTube Channel for updates, recordings, podcasts, and more from the Virtual Summit: https://www.youtube.com/sandlerworldwide?sub_confirmation=1
How to Succeed at KARE Account Planning Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget to subscribe and leave us a comment!   SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1
150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for. Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it. When cybersecurity gets technical and complicated, Wias brings it down to earth and simplifies the process, showing you what to focus on, what to ignore, and how to find the best engineers, product developers and team members to make your product the best it can be. You’ll Learn:Why a Killer Story for one group may work for one group but not another, and how to tailor it for the audience you’re targeting. How to simplify your messaging to feel more accessible to the average consumer you serve. The importance of listening to your consumer in order to tailor your messaging so that they ask less questions and understand quickly what you are about. What makes an innovative, in-demand prospective engineer or product developer, where to find them, and how to vet them and hire the best people. If you are a sales leader at a startup, or you&apos;re in the sales team, and you&apos;re searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the show
140 - CH Series 10 - When sales requires a team effort The latest from the Clubhouse Room!
#58 Get Better at Planning My Day? Procrastination, stress and anxiety can all get in the way of and be caused by a lack of planning in your day. You can have the intention to get things done, but not a foolproof plan of action.
Tune in to hear the 5 steps you can take to plan your day to ensure it's effective, less stressful and rewarding.
#59 Avoid Dwelling on Knockbacks? Those knockbacks in your day can really throw you off course. Whether it's personal or work related, we can often be left feeling a bit helpless and it can cause a bad moment to become a bad day, week and even month.
Tune in as we talk about the value of developing an Infinite Gamer Mindset and the questions to ask yourself when you find yourself faced with a knockback.
The Secret To Sales Success Now It’s the cold, hard truth: most people aren’t qualified to buy your product or service. Maybe they’re just not in enough pain, or they may not have the buying power yet. So why treat every single prospect with equal effort and time? In this episode of the No BS Sales School podcast, Walker talks about the need for sellers to be better at disqualifying prospects and what to do to keep your pipeline filled. HIGHLIGHTSSellers need to get better at disqualifying prospects tooMost people are not qualified to buy from youLook for prospects are motivated enough to do somethingSearch for and play up to your unfair advantageDon't just be a quote shopScared of disqualifying clients? Build your pipelineQUOTESWalker on disqualifying incompatible prospects: "Everybody talks about qualify, qualify, qualify. Great, fine. That's neat. Qualify intends — that word means that we've got to do some work to qualify them. Well, let me share something with you: most people aren't qualified."Walker on ensuring that you get a response from prospects: "Before you give your proposal, before you give your numbers, tell them how you're gonna fix their problem — make sure that you know that you're gonna get a yes or a no once they see it."Walker's advice for sellers who are scared of disqualifying prospects: "Go prospect. Get in front of people. Build your pipeline. Differentiate yourself. Some will buy, some won't, so what, who's next? The scariest part is when you don't have a 'who's next'."Where to find Walker:LinkedInTwitterInstagramFree training coursewww.walkermckay.com
[480] Why Curiosity Is Important Why is curiosity important to be successful in your sales role? What things should you be curious about? In sales, you need to be curious about everything to do with what you&#8217;re selling, how it works and the value it&#8217;s giving to your prospects. If you want to move to quota breaker status, and be [&#8230;]
Pipeline Over Everything with Jed Mahrle This episode of the Live Better Seller Better Podcast features Jed Mahrle, Head of Outbound Sales at Mailshake. Too much prospecting advice out there today say the same thing: “use this line” or “use this number” without it actually being relevant to the prospect you are targeting.Jed talks about prospecting in the modern day. He shares deep insight on how to become more relevant and memorable to your clients. He also discusses implementing effective systems and building out the whole process for success. HIGHLIGHTSCommon mistakes when generating pipelineUsing your prospects' language in your messagingRelevance VS personalizationLooking at inbound data to help outbound processes QUOTESJed on a powerful practice you can do when prospecting: "Take time to really study your ICPs. Study the deals that have come inbound. Study your customers and really break it down and figure out who you're having the best conversations with and what are their pain points?"Jed on becoming relevant without focusing on personalization: "We spend a lot more time in the front end breaking it down by buying triggers. So that's what relevance means to me is that we spend more time in the front end, breaking up our lists, target accounts, and buying triggers, and loading them into sequences and campaignsJed recalls a noteworthy tip from his manager: "When I first started as an SDR, my manager told me every inbound lead was an outbound lead yesterday." You can find out more about Jed in the links below:LinkedIn: https://www.linkedin.com/in/outboundsales/Newsletter: https://jed.substack.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
SPIN Selling: 4 Steps To Predictable Sales Success | Salesman Podcast ​In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter and get to the heart of what a client wants.
The best way to do this is by asking the right questions—questions that help salespeople build a strong rapport with sales prospects.
Following the SPIN sales methodology can be a good step in the direction where you can use sales questions with the most impact, easily overcome objections, and close more sales.
What Is SPIN Selling?
The SPIN sales technique makes it easier for sales reps to close deals. It identifies the core stages of questioning that a salesperson must go through to convert a prospect.
Neil Rackham introduced the sales training methodology in his 1988 book titled SPIN Selling. Based on data collected from 12 years of research and 35,000 sales calls (!), he outlined a framework for developing and timing structured questions sales reps should ask to close a deal.
The SPIN acronym represents four categories: Situation, Problem, Implication, and Need-Payoff.
Here&#8217;s a breakdown of each category, along with SPIN selling method you can use to learn more about your target customer, build trust, and eventually close the deal.
1) Situation
This stage of the sales process is all about gathering information. You ask situation questions during the opening stage of a sale to better understand the prospect&#8217;s current situation.
The purpose here is to understand the prospect and their exact situation (hence the name) and whether it aligns with your offering.
Situation Questions:

* How do you achieve X?
* What process does your organization use for X?
* What is your role at the organization?
* Do you have a person responsible for X on your team?
* What do you currently use for X?
* Why did you choose these tools and how often do you use them?
* Do you have a solid strategy in place for X?

2) Problem
The problem stage of your sales call involves identifying pains and problems that the prospect experiences. Questions here are asked during the investigation stage to probe the prospect&#8217;s frustration and pain points.
You want to bring the prospect into an awareness that they have a problem or highlight the problems they need to solve. Once you know the problems and issues, you&#8217;ll use them later to drive the sale forward.
Problem Questions:

* What&#8217;s the biggest challenge you face with X?
* How much time do you spend on X?
* How much money are you paying for your tools to do X?
* What are the common points of failure for this process?
* Are you happy with your current vendor?
* Is your current product always reliable?
* How many people are currently working on X in your organization?

3) Implication
Implication involves underscoring why the prospect should focus on solving their problems. In addition, these questions highlight the potential impact of the discovered issues and issues that aren&#8217;t addressed.
Your purpose here is to relate the prospect&#8217;s frustrations with the previous stage&#8217;s problems when demonstrating the value of your product or offer.
Implication Questions:

* How much money and time did you lose during your last outage?
* If it wasn&#8217;t for (challenge), how much time do you think you would have saved?
Salespeople - Stop Trading Time For Money! | Selling Made Simple A lot of sales reps I work with have been caught in the time/money trap – what they make is DIRECTLY tied to how much they work. But the great thing about sales is you can create a “flywheel” system that SCALES UP your ability to earn without requiring more of your time.



























And if you put in a bit of effort, your flywheel system will pay off BIG TIME.
What Is The Flywheel?
Let’s talk about what a flywheel is. Literally speaking, a flywheel is a heavy wheel that, when turned, continues revolving over and over again thanks to its size and momentum.
Think of the Price is Right. You know the big, heavy wheel at the end that keeps spinning and spinning? Like that.
Now what does this have to do with sales?
Well when you first start out in this job, it takes a LOT of effort to get things rolling. Making those first few sales, building up your network from scratch, getting into the groove with your processes—it’s a ton of work.
But once you DO start making progress, your flywheel starts spinning on its own momentum.
And that means:

You can ask for referrals
People in the industry already know you before you even reach out
Your sales process gets refined and improved
You can farm/upsell current customers rather than having to do lots of cold outreach

Simply put, everything gets easier.
You don’t have to work as hard to see results. And that means less effort for better outcomes.
The flywheel does all the work for you.
How Do You Get Your Flywheel Moving?
How do you get your flywheel moving? And just as importantly, how do you get it moving faster?
Well we’ve got three strategies covering just that. And we’ll start with…
1. Impetus
As the old saying goes…
“The best time to plant a tree is 20 years ago. The second best time is today.” 
Procrastination is wasted time. And the sooner you start doing something, anything for your future, the more that investment is going to pay off.
On top of that, it takes a LOT longer than you think to build a successful business or brand—7 to 15 years according to some experts. Do you want to be raking in the spoils of your success when you’re 35 or would you rather be on your way to 60?
If you’re looking for low-risk, high-reward things you can start doing TODAY to get things spinning, start spending more time with social selling. Interact with industry experts on LinkedIn. Connect with others you’ve met or talked to over email. Start building insightful, valuable content of your own.
But no matter WHAT you do, just do SOMETHING.
2. Focus
I’ve seen so many reps fall victim to having too many irons in the fire. It seems like a good idea at first, right? Diversify your approach. Casting a wider net yields more fish. Yada yada.
But what they don’t tell you is that you have a limit to the amount of energy you can spend. There are only so many hours in a day. You only have so much work you can do before you snap. And life, at least one worth living, isn’t just about the work.
So what you need to be doing is focusing your flywheel.
Stop spending time and energy on the tasks that don’t drive results. Don’t send in that RFP for a deal you’re never going to get. Cut out the in-person meetings that you’re always ditched on. Find what ISN’T WORKING. And get rid of it.
On the other side of that, double down on what IS working. Find the one channel that’s driving the most sales, whether it’s cold outreach, upselling current customers, targeting inbound leads—whatever.
And then hit that channel HARD. Get good at it. Like really good. And spend the majority of your efforts on knocking that channel out of the park.
Once you start seeing so
FSS Episode 587: "The Easy Way to 10,000 New Facebook Followers" Resources Mentioned in this Episode   Powerful Professionals  The Audience Builder Blueprint Facebook Page The Kim Walsh Philips Instagram 10X Followers Challenge Launch Academy Live
Motivational Monday - Run Your Own Race #155 - Here&apos;s a short blast of positivity to get your week off to a great start!Support the show
TSL S2E5 - "Self Regulation and Micro Habits" - Laura Hume, IBM (2/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q
116. Building Community w/Shawna James On the PreSales Podcast, James Kaikis and Shawna James connect on "Building Community." Shawna,  Community & Events Manager at PreSales Collective, talks about the importance of building belonging. Shawna hit the ground running when she joined the PreSales Collective in January 2021. After years of experience in Community Building, Shawna focused on building stronger ties through our various programs and the impact has been palpable. Shawna shares her story and why community matters to her. More importantly, she discusses how PSC will continue to aim to emphasize a sense of belonging while building out a world-class community.
Confidence is King with Joshua Wagner You can’t control what happens to you, but you can always control how you react to it. In this solo episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks about having the confidence to stick to your fundamentals and always doing the right thing, even if sometimes it doesn’t immediately lead to success. Because eventually, the hard work will pay off, and you’ll be glad you did when you get to reap the rewards. HIGHLIGHTSParallels between professional sports and salesYou can do everything perfectly and still get lackluster resultsSeek to control only the things that you can controlConfidence is always kingQUOTESJosh on the similarities between professional sports and sales: "At the end of the day, it's a performance-based business. What really matters is the result. You could be doing the same thing over and over and over again, and sometimes you could be riding a high, you could be really crushing it. And then other times, you might be doing those exact same things, and it's really really low because the results aren't there."Josh on staying the course in the face of failure: "You can only control what you can control. You have to stick to the fundamentals. The worst thing you can do is start reaching for things that are outside of your norm, outside of what makes you great, outside of what puts the focus on your customer, the customer's results, and how you can make the most impact on their business."Josh on the role of sales professionals: "At the end of the day, in sales like professional sports, confidence is king. It's really our role as sales professionals to focus on the things that matter. Focus on what we can control and ensure that we are putting our customer at the center of all that."About Josh Wagner: Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. To learn more about Josh and his work, follow the links below:LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.shiftparadigm.com/Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com
August 2022 - That's Not fair That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 of the Winning at Selling Podcast.
August 2022 - That's Not fair That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 of the Winning at Selling Podcast.
148: How to use strategic narrative to engage with prospects with Andy Raskin Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp. Not to mention, the competition is stiff. How do you bridge the gap between your product and its buyers, stand out from the crowd and sound different… even when your product shares similarities with your competitors in the market?The answer is by leveraging the power of story in your brand narrative, and in this episode I sit down with the man, the myth, the legend Andy Raskin (he’s also a strategic narrative expert!)  to discuss how to use it in order to get attention and interest. You’ll Learn:How Zuora Corp exploded their sales by differentiating themselves in the subscription billing solutions market and shifting from a benefits-driven model to a strategic narrative one that answered fundamental questions in their industry. The key to bringing more emotion into your marketing that can actually foment a movement among your buyers, changing the industry in which you sell products.Why it’s critical that your business shifts from “Listen, we built this great product. It has amazing things” to utilizing narrative, and how to start doing that.How to bring narrative into your product even at the development stage so that you create revolutionary products the world needs. Support the show
149: A break down of two more companies’ answers to “What We Do” and how they could improve them Two more companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better.We are asked about it a lot. “What does your company do?” Unfortunately, too many times our answers are less than stellar. Too many times we use buzzwords and bore our audience. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be.You’ll Learn:The critical question your “What I do” statement must answer if you want to hold your audience’s interest. Why it’s essential that this statement strikes a balance between the customer problem and solution—and how to do that. How to take the question mark out of your customer’s mind when you describe your product, and how this helps conversion and engagement. Where to find more emotional words that you can add to your marketing, and why it’s essential that you do. Support the show
147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threats around them? How do you explain the benefits of what you’re selling if they don’t know why they’re buying it? And, most importantly, how do you understand and solve their pain points?We talk about identifying opportunities and how to sell into them, segmenting an audience, building up and off of thought leadership, the importance of community in cybersecurity, sales structures, partnerships, and much more. How can you be selling more effectively into your own customers’ unknowns?If you are a sales leader at a startup, or you&apos;re in the sales team, and you&apos;re searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou’ll Learn:The importance of market educationHow to use thought leadership as a marketing toolWhy and how to segment your audienceThe importance of partnerships and equitable sales structuresSupport the show
THE MAGICAL MIX OF SKILLS AND MINDSET TO CRUSH YOUR NUMBER IN B2B SALES Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
THE SECRETS TO CLOSING A $25M DEAL DURING A PANDEMIC IN B2B SALES Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns
How to Sell Against Competition: Convert Your Competitors Accounts To Your Own | Salesman Podcast In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product?
But as it turns out, competitor buyers are some of the best prospects you can target. They’re more qualified, they’re budget-ready, and they’ve already got a buying process in place for your product.
That being said, these leads can be harder to win over, too. They’re more loyal, resistant to change, and they take a bit more convincing on why your product is superior.
So, how do you sell to competitor buyers successfully?
This guide dives into how to sell against a competitor to bring on their existing clients. Inside, we take a look at a proven four-step framework. And we also investigate why these leads can be so lucrative in the first place (and how they can skyrocket your commissions in no time).
Why Sell Into Competitor Accounts?
Before we get into how to sell against a competitor, let’s look at why you should consider selling to their buyers in the first place.
At first glance, the prospect of selling to your competition’s buyers can seem like a failed cause. Existing customers are loyal. They’re already familiar with your competitor’s products. And they’re resistant to change (the “don’t fix what ain’t broke” mindset).
That all adds up to harder sells, wasted time, and fruitless effort… right?
But as it turns out, there are plenty of benefits of selling to your competition’s buyers. And once you’ve developed a system for converting them that actually works, you can start to reap those benefits.
Potential Benefits (When You Do It Right)
So, why go after your competitor’s buyers at all? Below are a few of the biggest benefits of making the leap.

They’ve Already Demonstrated Product Interest – One of the hardest parts of bringing new customers on is demonstrating how your solution addresses their pain points. It’s why retaining repeat customers is 5X more valuable compared to finding new buyers, according to Invesp. Existing customers already see the need. And so do your competitor’s buyers. As a result, you don’t have to spend days and weeks explaining your product’s value—they already understand it because they’re already working with a similar product.
The Budget Is Settled – In addition to already demonstrating product interest, a competitor’s buyers have already allocated the space in their budget. When there’s already space in the budget, you don’t have to work as hard to justify spending extra. Instead, you can simply swap out your expenses with those of your competitors (if they’re comparable, of course).
Their Buying Process Is in Place – Last but not least, your competitor’s buyers know how this all works. They’ve done it before. The approvals, the training, the onboarding, the ongoing support—they get it. And they’re far less likely to be turned off by how extensive the buying process may be. For you, that means an easier sale and less feet dragging along the way.

Why It Can Be So Difficult to Pull Off
The perks are clear—your competitor’s buyers are more qualified, more price-friendly, and more efficient than bringing on new clients. What’s not to love about that?
But there are also some downsides to going this route too. Namely, converting these buyers can be a tough sell. At least in some cases. Here’s why.

Loyalty – If a buyer has stuck with a brand for years, you may have trouble overcoming loyalty. Loyalty is a powerful purchasing motivator. InMoment found 77% of consumers say they’ve held relationships with specific brands for 10...
Setting Sales Goals That Lead To SMASHED Sales Targets | Salesman Podcast Here you are—another year gone by.
And you almost, aaaaaalmost hit your sales goal this time!
Just like last year. And the year before that. And the year before that… But this year is going to be different. Maybe it’s the world rapidly changing around you. Or maybe it’s you getting another year older.
But this year, it’s time to get serious about setting sales goals and adapting your sales process.
And I’ve got just the framework to help. In just eight steps, you can map out where you want to be next year, strategize the steps you need to take to get there, narrow down which goals are a good fit, and more.
Ready to go? Let’s hit it.
Setting Sales Goals: Why It Works
Why should you be setting your own sales goals? And just as importantly, why should you start setting your goals strategically so that you don’t give up on them four months into the year?
As it turns out, setting sales goals is one of the easiest low-investment, high-return wins sales reps can make.
Here’s why setting your own sales targets is such a game-changer.
A) A Clear Path to Success
First and foremost, setting sales goals gives you a clear, indisputable path towards achieving massive professional success.
We can all agree that if you don’t know where you’re heading, it’s going to be a real pain to get there. And setting well-defined goals lets you plan out your path to success milestone by milestone.
What’s more, when you continually improve upon those goals (e.g., “I’m going to close 5% more deals than last year”), you’re creating the impetus you need to keep moving forward. And that means less career stagnation and consistent forward progression.
Having a clear path to success is also valuable for sales managers and sales teams too. When you can effectively communicate your sales cycle and where the sales revenue is going to come from, management will get off your back and allow you to get on with your job.
B) It Lets You Plan Ahead
Setting sales metrics (that are reasonable, mind you) also gives you a better indication of what lies ahead.
If, say, you need to close on 12 accounts this quarter, that means you need to aim for four accounts per month. If you’ve only closed two in the first month, that means you’ll have to work extra hard to close five in the other two months.
Setting annual sales goals based on numbers rather than more a subjective sales goal like &#8220;improving customer lifetime value&#8221; enables you to directly track progress too.
Added to that, your goals also help identify your busy seasons, your lulls, and when you should focus on other goals like filling your pipeline, streamlining your processes, or even taking a vacation.
C) Feel More Fulfilled at Work
Last (but certainly not least), setting and achieving your sales objectives boosts your confidence, teaches you self-management, and increases your proficiency on the job.
All these perks allow for faster upward mobility which often leads to greater satisfaction.
Don’t forget—achieving sales goals is often directly connected to bonuses and raises. And as we all know, compensation has a huge effect on overall job satisfaction.
The Setting Sales Goals Framework

Now that we’re agreed on why setting sales goals is so important, let’s jump into the how of it all.
How do you set sales objectives? Is there a sales goals template you can use? What do I need to do to set me up for success this year?
I developed The Setting Sales Goals Framework to answer these questions (and more).
With this framework, you can evaluate your priorities, identify areas of improvement, establish impactful goals, and set yourself up for your best year yet.
Plus,
Replay: How Buying Emotions Are Made And How To Create Them In Others In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed in the brain, regardless if it’s positive such as happiness, or negative, such as remorse. We cover some sales training nonsense on the topic of influence and Lisa debunks a few more sales myths in this episode.
Resources:

LisaFeldmanBarrett.com
Book: Seven and a Half Lessons About the Brain
Book: How Emotions Are Made: The Secret Life of the Brain
Lisa on LinkedIn

Transcript
Will Barron:
Can we go up on today&#8217;s episode of the Salesman Podcast?

Dr. Lisa Feldman Barrett:
Your brain makes emotions, emotions don&#8217;t happen to you. They are made by your brain for particular situations that you&#8217;re in. Your brain is always regulating your body. And your body is always sending information back to your brain. And you feel that information from the tug of your lungs, expanding, the rush of your blood through your veins, the feeding of your heart.

Will Barron:
Hello, my name is Will Barron and I&#8217;m the host of the Salesman Podcast. The world&#8217;s most downloaded B2B sales show. On today&#8217;s episode, amazing episode, we have Dr. Lisa, she&#8217;s the author of How Emotions Are Made. And that&#8217;s exactly what we&#8217;re diving into in today&#8217;s show. We&#8217;re diving into how the buyer emotions are made in their brain, whether it&#8217;s happiness, whether it&#8217;s buys malls, whatever it is. We also dive into how to influence over people&#8217;s emotions and we call that some of the nonsense that sales trainers have been talking about influencing other people and their emotions over the decades. Lisa dives into that and the book&#8217;s a whole tonne of it. Everything that we talk about, and this episode is available at the show notes at salesman.org. And with that said, let&#8217;s jump right into it.

Can Humans Control Their Emotions? · [01:52]

Will Barron:
And we&#8217;re going to talk some science, we&#8217;re going to talk emotions, and we&#8217;re going to hopefully be able to discuss where, well I&#8217;m going to call buying emotions come from. So that might be happiness. If you buy the right product, it could be the fear of missing out, if there&#8217;s an offer a deal in place, it could be unfortunately regrets or buyer&#8217;s remorse. I want to dive into where all these come from, then hopefully how we can help buyers have better buying experiences moving forward. So before the obvious question of where the heck do buying emotions come from? I want to tee things up with asking you, are we in control of our emotions? Because sometimes it seems like I can choose to be happy. I can choose to change my state of mind, but sometimes emotions come in crushing it and hits us like a car crash, I guess, a car wreck. So are we in control of the emotions that we feel?

“Your brain makes emotions, emotions don&#8217;t happen to you. They are made by your brain for particular situations that you&#8217;re in. Your brain is automatically constructing emotions out of a set of ingredients. And you have control over seeding your brain with those ingredients to make emotions more automatic in an effortless way, but control in the moment as in stopping feeling one thing and in order to cultivate a different feeling is extremely hard I would say.” – Dr.
How I Design My Ultra Productive Selling Days | Selling Made Simple Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out all the time. But today I run a 7-figure sales training company, produce TONS of quality content, and still have time for coaching calls, hobbies, and a family life.
How? I’m tyrannical about how I plan and execute my days. Here’s how I do it.
1. “Does it Make the Boat Go Faster”
Only do “what makes the boat go faster.”
There was a rowing team in Great Britain that had a big audacious goal—they wanted to win the Olympics in two years. And to achieve that goal, they did something a bit unorthodox. They relentlessly asked themselves, “Does this make the boat go faster?”
It wasn’t just equipment they scrutinized. Though they tore that apart too. No, it was training, strategy, mentality, sleep schedules, nutrition, motivation. Everything that came into play was examined and evaluated. And if it didn’t make the boat go faster, guess what? They got rid of it.
At the end of two years, they had a completely redesigned team… and a gold medal.
If you want to be ultra productive and close more deals, you need to focus on what makes the boat go faster. Prospecting leads to sales. Gossipy emails don’t. Building your network makes the boat go faster. Facebook posts don’t.
Get relentless with it. Because if it doesn’t make the boat go faster, you shouldn’t be doing it.
2. Time Block
Organization is the heart of productivity. And when it comes to how you complete your mission-critical tasks, it should be no different. That’s where time blocking comes in.
Rather than getting to the real impactful tasks whenever you can, start scheduling them directly into your calendar.
But be deliberate here. Choose times and windows that you KNOW are realistic and that you can stick to. Because to maximize your productivity, you need to stick to those timelines like your life depended on it.
No handling other little tasks while you work on a big one. No spending an extra half an hour of unscheduled time on it. No fudging the numbers.
Work on the SINGLE task from start time to finish time. No more, no less.
Time blocking requires discipline. A hell of a lot of it. But when you get the system down, you’ll find yourself finishing big tasks faster and fitting more of them into your day.
3. Capture Tasks
We’ve all found ourselves realizing something important needs to be done only to forget about it completely by the end of the day. And by the time you realize it, it’s way too late to do anything about it.
That’s why it’s so important to have a task-capturing system.
Now we at the Selling Made Simple Academy actually have a whole system dedicated to this. It’s called the Bucket Productivity Framework. And if you’re interested in learning more about it, head over to the link in the notes.
But for now, here’s a quick overview.
You essentially want to capture tasks that come up throughout the day on a pad of paper you keep with you at all times.
Then once your day is almost through, take a minute or two to go through your list and define the next steps for each task. This will make it 20X easier to do later.
After that, you’re going to organize each task into one of four buckets: Urgent & Important, Not Urgent & Important, Urgent & Not Important, and Not Urgent & Not Important.
The Urgent & Important tasks you’ll handle yourself first thing tomorrow. The Not Urgent & Important ones can wait.
But for the Urgent & Not Important, you should delegate to someone else. And for the final bucket, Not Urgent & Not Important, just don’t do them. They don’t matter!
Again, there’s a lot more to be said about this system. So if you want to learn more, be sure to click over to the full explainer in the show notes.
4. Use the Power of “NO”
65 | It’s Okay to Desire More Than Enough // Boujee Level Confidence Have you ever felt guilty or ashamed of wanting more than enough? Have you ever felt judged or been ridiculed for desiring more than the standard or what is considered average? 


On today’s episode we’re talking about what it means to have Boujee Level Confidence.
 
Confidence to be “too much,” to want an overflow and to do “extra” because you desire more than what is considered average or just enough. 

⬇️⬇️⬇️
If you’re ready to have support and mentorship to help you take your business to the next level, it’s time to join THE MASTERMIND!
 
3 or 6 Month commitment for a group chat with daily support and connection + a training call with hot seat coaching. 

Pre-Sale Pricing: https://thetiffanywynn.systeme.io/themastermind
_____________________________


Join The Confidence Collective Membership and get a weekly exclusive training on a private podcast with high level coaching on strategy, systems and mindset.
 
Join the Membership here: https://thetiffanywynn.com/membership
______________________________
 
Website • thetiffanywynn.com
Community • tiffanywynnvip.com
Instagram • instagram.com/thetiffanywynn
Email • hello@thetiffanywynn.com
67 | The #1 Mistake Multi-Passionate Entrepreneurs Make If you are a multi-passionate entrepreneur or have a desire to add additional businesses to your brand, there is one key thing you need to do in order to be successful running multiple different businesses…
 
In today’s episode I share how to create structure within your overall brand by clearly defining the purpose for each business and how each individual business will serve your overall vision for your life.
 
Join the 2-Day Multipassionate Masterclass on August 8 & 9, 2022: bit.ly/multipassionatemasterclass
 
⬇️⬇️⬇️
If you’re ready to have support and mentorship to help you take your business to the next level, it’s time to join THE MASTERMIND!
 
3 or 6 Month commitment for a group chat with daily support and connection + a training call with hot seat coaching. 

Pre-Sale Pricing: https://thetiffanywynn.systeme.io/themastermind
_____________________________


Join The Confidence Collective Membership and get a weekly exclusive training on a private podcast with high level coaching on strategy, systems and mindset.
 
Join the Membership here: https://thetiffanywynn.com/membership
______________________________
 
Website • thetiffanywynn.com
Community • tiffanywynnvip.com
Instagram • instagram.com/thetiffanywynn
Email • hello@thetiffanywynn.com
66 | It’s Not You…It’s Your Strategy // The BEST Strategy for Your Online Business! There are 101 ways to grow a business online.
So what is the best one?
In today’s episode, I’ll share:
- Why you may be feeling restricted in your business
- How to know if you’re in alignment with your business strategy
- How to find the best strategy for your business

⬇️⬇️⬇️
If you’re ready to have support and mentorship to help you take your business to the next level, it’s time to join THE MASTERMIND!
 
3 or 6 Month commitment for a group chat with daily support and connection + a training call with hot seat coaching. 

Pre-Sale Pricing: https://thetiffanywynn.systeme.io/themastermind
_____________________________


Join The Confidence Collective Membership and get a weekly exclusive training on a private podcast with high level coaching on strategy, systems and mindset.
 
Join the Membership here: https://thetiffanywynn.com/membership
______________________________
 
Website • thetiffanywynn.com
Community • tiffanywynnvip.com
Instagram • instagram.com/thetiffanywynn
Email • hello@thetiffanywynn.com
How to Scale Your Skills for Success with Zach Selch This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. When asked about the term "scaling," most people will think about the number of people on a team. However, scaling can be just as much about building skills and the characteristics that lead to success.Zach shares about what he's learned from the military and the skills that we can translate into other areas of life, especially in business and sales training. He details some of the factors that can affect how people actually approach training and skill improvement. HIGHLIGHTSWhere Zach's military mind comes fromKey skills brought from military to salesGoing through the struggle to earn the skills that stickHow do we carry these skills over to sales training QUOTESZach on picking up the skills to achieve your mission: "That's what sales is all about. You don't say, 'let me tell you how to cold call,' right? You're saying let's talk about this part. I can spend eight hours talking to you about a discovery call. And that's just like in the military."Being a source of knowledge and experience for others: "That's what I love is building up people. It's nice to be a contributor. It's a great thing to train people and get them producing."Getting people to talk regularly and learn from each other: "If you're not letting them know that you are with them in spirit, it becomes harder for them to pick up the phone. Like with everything, you want to build up these habits." You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
Scaling Skills for Succes⁠—Dedication & Non-Negotiables with Zach Selch Part 2 This episode of the Live Better Seller Better Podcast features Zach Selch, Founder and Principal of Global Sales Mentor. Zach and KD continue the discussion about scaling skills, characteristics, and attitudes for success in sales.Zach talks about foolproofing yourself and your team when it comes to interacting with customers, which is the salesperson's mission. He also shares his experience addressing non-negotiables with your team to ensure they share your focus and vision. HIGHLIGHTSHow drills were run to ingrain specific skillsImportance of repetition for improvementDedicating yourself to excellence in your job and at homeLaying down your non-negotiables QUOTESApproaching your mission: "When I go to visit a customer in Turkey, I'm working. I'm not going to get there and do something stupid in the hotel. And if people who work for me think that they can that's poor judgment. If you're traveling out to see a customer, you have to be thinking about a whole environment."Zach on understanding the motivators of your team: "I can give the money and say spend an hour however you want but if I give a fancy watch to the guy from Sweden and a family vacation to the guy from Italy, they're not going to be happy. So knowing that makes me better at understanding the motivation of my team."Zach on a member of his team that later became one of his best performers: "You're on my team. This is how we do things we don't do things the way you did with your other company. At the end of the day, if you want to do things slightly differently and produce results, that's fine. But you have to learn my way of doing this."  You can find out more about Zach in the links below:LinkedIn: https://www.linkedin.com/in/zselch-internationalsales/Website: https://www.globalsalesmentor.com/ Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comDooly | dooly.aiChili Piper | chilipiper.com
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