Using “Social Engineering” To Uncover Prospecting Information
TRANSCRIPT: There is a simple four step process to social engineering in sales and it goes like this – 1) Identify who you are and the company you represent. This immediately shows that you’re not hiding anything and means the person you’re calling upon will be more likely to drop their guard. 2) Simply ask […]
Where To Find Information About Prospects Before Speaking To Them
TRANSCRIPT: There has never been a time like today to uncover information about random people on the Internet. In fact, things might flow in the opposite direction in the not too distant future as more and more social networks both personal ones and professional ones lock up the doors to people who are directly connected […]
How To Research A Cold Call
Transcription: Firstly, we’ll uncover the types of information that we need to turn a cold call into a hot one and then I’ll share some resources places you can go to pull this information out. COMPANY INFO The information you need to uncover depends on what you sell and why someone should do business with […]
How To SPEED UP Your Sales Cycle And Drive More Revenue
Andy Paul is a well known sales trainer and the founder of The Sales House. In this episode of The Salesman Podcast, Andy shares the practical steps we need to take to shorten our sales cycle WHILST adding more value to our potential customers. Resources: AndyPaul.com Andy on LinkedIn @RealAndyPaul Previous episodes – #177: Maximise […]
SIMPLE 3-Step Sales Process (That Drives HUGE Results)
John Crowley is the Co-founder and creator of the Knuckle Dragging Sales System. He’s also an author, speaker, coach and just a Knuckle-Dragging Sales Guy. In this episode of The Salesman Podcast, John explains why your sales process probably sucks and a simple 3-step process that will get you the intended result. Resources: Resource: How […]
How Do You Uncover Who The Decision Maker Is?
Transcription: QUESTION: “How do you uncover who the real decision maker is?” Claude Diamond: You could say “I really enjoyed speaking with you. How are decisions made in your company, in your family?” or “In your family, what’s the dynamic?” What is so hard about asking questions of people and getting the information? It’s about […]
GOAL Setting System That Leads To REAL BUSINESS RESULTS
#583: How To WIN BIG In The “Innovation Economy” With Sean Sheppard
Sean Sheppard is an founding partner of GrowthX, investor and is on a mission to change the perception sales industry. On this episode of The Salesman Podcast Sean explains what the innovation economy is and why sales professionals need to adapt to it before they become obsolete. Resources mentioned: Previous episode of the podcast – […]
Stop Faffing Around. Effective Social Selling Explained
Jack Kosakowski is your “no fluff” resource for all things social selling. He’s not some random author who is riding the wave, Jack is a true practitioner and is still in the trenches with #SalesNation selling. In this episode of The Salesman Podcast, Jack explains the high-level social selling strategy we should be implementing into […]
Lead Gen, Archetyping And Getting ATTENTION In Sales
Ryan O’Hara is the VP of Marketing and Growth at LeadIQ. His mission is to help the world understand how to make a good first impression when marketing and prospecting. In this episode of The Salesman Podcast, Ryan explains the steps to building a strong personal brand so that when you call on a prospect, […]
#580: How To SPEAK So Others LISTEN With Julian Treasure
Julian Treasure is the author of the books Sound Business and How to be Heard. Collectively Julian’s five TED.com talks on have been viewed an 50 million times. On this episode of The Salesman Podcast Julian explains the processes that go on in our brains that enable us to speak in a way that people proactively want […]
How Sales Will Change Over The Next 1, 5 and 10 years
Jeff Koser is the founder & CEO of Selling to Zebras, the world’s first self-driving, AI enabled CRM. In this episode of The Salesman Podcast, Jeff explains the changes that are incoming for all B2B salespeople over both the short term and medium term of our careers. Resources: SellingToZebras.com Book: Selling to Zebras: How to […]
#578: Why “Customer Success” Will Earn You More Money With Richard Harris
Richard Harris brings over 20 years of technology and SaaS experience in sales training, operations and sales leadership into his role as a Sales Consultant. He has built, led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. On this episode of The Salesman Podcast Richard explains what “customer success” is and […]
#577: Why Your Customers Don’t Believe You… With Rob Jolles
Robert Jolles is a pioneer of customer-centered selling and influence training. Rob draws on more than thirty years of experience to teach people how to change minds. On this episode of the show, Rob explains why your customers don’t believe a word you say and what to do about it. Video Podcast: Resources mentioned: Jolles.com @RobJolles […]
#576: B2B Sales Too Complex? You’re Doing It Wrong With Victor Antonio
Victor Antonio is not just a world leading sales speaker and consultant, as Vice President of International Sales in a Fortune 500 $3B corporation, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management. Victor is the real deal. On this episode of the show, […]
#575: Deepening Account Relationships with Story Telling With Mike Adams
Mike Adams is an engineer turned salesperson. He has sold and managed sales teams in the United Kingdom, Russia, India, China, Vietnam, Indonesia, Malaysia and Australia for international corporations Schlumberger, Siemens, Nokia and Halliburton. Mike helps companies find and develop their own stories through his consulting practice. On this episode of the show, Mike explains […]
#574: Introvert Advantages In Networking And Sales Dorie Clark
Dorie Clark is an adjunct professor at Duke University’s Fuqua School of Business and the author of Entrepreneurial You, Reinventing You and Stand Out, which was named the #1 Leadership Book of 2015 by Inc. magazine. On this episode of the show, Dorie explains the advantages that introverts have in sales and networking. Video Podcast: […]
#573: Secrets Of High Performing Sales Reps With Paul Cherry
Paul Cherry is a coach, speaker, consultant, and best-selling sales author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions. On this episode of the show, Paul explains both the subtle and not so subtle differences between the worlds highest performing sales professionals and everyone else in the industry. Video Podcast: […]
The POWER Of Creating URGENCY In B2B Sales
Tom Freese is the founder of QBS research and a six-time best selling author. On this episode of the show, Tom explains how to create and the importance of creating urgency in the B2B sales process. Video Podcast: Resources mentioned: QBSResearch.com Tom on Linkedin Book: Secrets of Question-Based Selling: How the Most Powerful Tool in Business […]
#571: The Sales Fundamentals (That Will Work FOREVER!) With Jeff Bajorek
Jeff Bajorek is the author of “Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting” and as having over a decade of experience as a sales high performer. On this episode of the show, Jeff explains the selling fundamentals that are often forgotten as sales professionals become more tenured in their role. The power […]