Letting Customers Make Their Own Decisions, Makes Closing Easier?!
Jeffrey Lipsius is a sales expert who turns traditional sales training on it’s head.
Most sales trainers are telling you to take control of the conversation, to push it in a direction that makes you commissions. Jeffrey takes a different approach and in the internet age, when buyers have more control than ever, it makes total sense.
Q/A – Sales Skills VS Emotional Intelligence and Why The SalesMAN Podcast?
On this Q/A episode of the Salesman Podcast I answer the following questions –
What is the most common question you get asked by the audience?
Why is it the SalesMAN Podcast rather than the SalesPERSON Podcast?
Which is more important in B2B sales, sales skills or emotional intelligence?
I want to start an industry specific podcast like yours, where do I start?
217: The New Skills We Need To Thrive (As Sales Gets More Complex) With Dan Waldschmidt
Dan Waldschmidt returns to the Salesman Podcast but this time not for our usual sales hustle and motivation conversation.
On this episode we’re getting strategic about the skill set B2B sales professionals need to develop to thrive in the modern, increasingly complex sales environment.
216: What Can We DEMAND From Marketing? (They Exist To Support You!) With Matt Heinz
Matt Heinz is the president of Heinz Marketing and on this episode he shares what you should be expecting from your marketing department and who to go to if this isn’t happening.
Matt is one of the few guests I’ve had on the show that pushes not just for “sales and marketing alignment” which is talked about often but the fact marketing is there to support sales which is where we start the show.
215: The Podcast Is Changing! (And I Share My Biggest Failures…)
Very simply I’ve discovered my mission in life. To help sales professionals thrive!
We’re not taught how to sell, more importantly we’re not taught how to communicate, how to cope with the stresses that sales jobs put on us and we’re not taught how to not just hit target but thrive.
In this short episode I share my my mission, why it’s so motivating and how it’s going to effect the Salesman Podcast moving forward
214: Should You Take The Leap Into Sales Management? (Probably Not!) With David Brock
Dave Brock is the author of the Sales Management Survival Guide and so the perfect person to ask if sales management is the best next step for tenured sales professionals
However as Dave shares in this episode, management is not for everyone…
213: How To Break Through The Noise (And Why Sales Is Changing) With Yoav Dembak
Yoav is the CEO & Co-Founder at Colabo a complete platform for the modern sales stack.
With a background in sales and a company pushing forward into the future of the sales stack, Yoav is the perfect guest to share how we can break through the biggest barrier facing most B2B sales professionals right now -“noise”.
212: Your Personality Effects Your Productivity (Stop Fighting It!) With Paul Avins
Paul Avins is a business growth coach and he joins me on today’s episode to share how you can leverage your personality (rather than fight it) to get more done.
211: Why Your Sales Demo SUCKS! (And How To Fix It) With Steli Efti
Steli Efti is the founder of Close.io and is an expert in demoing products to close deals.
I ask Steli why every product demo I’m given is unengaging, boring and anything but interactive and then I share some thoughts on physical product demos too.
210: How To MASTER The Art Of Prospecting With Mark Hunter
Mark Hunter is the author of High Profit Prospecting and joins me on today’s episode of the show to share why prospecting is the most important sales activity to get right.
Why Everyone MUST Sell
I wear glasses. I don’t like them. They fall off when I’m rock climbing, they reflect the studio lights when I’m recording the Salesman Podcast and are distracting to the audience. Contact lenses I hear you cry? They’d be great apart from I’ve got eye lashes the length of a 14 year olds emo fringe and so […]
209: How To Land A EXTREMELY Lucrative Sales Job With Mark Tanner
Mark Tanner is the COO of Qwilr which is a hot tech start up based out of Australia. Just the company that B2B sales professionals would love to work for.
In today’s show I ask Mark how we should go about pitching him for a sales position and if we need experience for the role (hint: you don’t!).
208: Should We Guilt Our Customers Into Closing Deals? With Bob Burg
Bob Burg, best selling author of The Go Giver joins me on today’s episode of the podcast to share his feelings about giving first and building relationships before committing to an ask.
207: Why Conversations Are King In Sales (With Data To Prove It) With Steve Richard
Steve Richard is the king of conversations as he’s the CRO of ExecVision. A company that pulls data out of real life sales conversations.
Steve shares that data with us on this episode so we can improve our engagement levels with prospects.
206: Are Computers Going To Take Over The Sales Industry? With John Barrows
John Barrows is an expert sales trainer with a foot in the door of the world of technology.
I start the show by asking him “what jobs can sales professionals do that computers simply can’t” and we continued the conversation from there.
How To Get Your Sales Emails OPENED
Ian Brodie is a marketing consultant who know how to write emails that get opened. There’s way more to it than click bait subject lines and that’s exactly what we get into in this episode of the podcast.
204: Who Should Be In Control Of The Sale? With Claude Diamond
Claude Diamond isn’t like most sales trainers. He’s funny, charismatic and has some unconventional ways to grab a prospects attention and close the deal.
He’s a fantastic guy to interview and even though I didn’t agree with everything he said in the show (as you’ll see), there is a tonne of great knowledge to learn from this episode.
203: How To Become A Unsackable Sales Professional With Jamie Shanks
Personal brand is what makes you unsackable. It enables prospects to come to you already knowing, liking and trusting you personally.
Jamie Shanks is author of Social Selling Mastery and shared his journey of personal branding on today’s show. What he got right, what he did wrong and the path that lead him to the title of industry leader today.
The Rule Of 37% (If You’re Not Using It, You’re Missing Deals)
37% of the way through the sales cycle is where prospects are drawing conclusions and painting themselves into a box.
Jake Reni is a true sales practitioner and he joins me to today’s show to further explain the rule of 37% and share the best practices to dealing with sales situations with more than one decision maker.
How To Secure An Appointment With Anybody (Step By Step)
In my medical device sales team I was always the second quietest. The person who was the most quiet rotated regularly as they were routinely sacked and replaced. I always assumed I was next. How was I supposed to secure meetings with influential people in my industry if I wasn’t loud and obnoxious? Stereotypes exist for […]