How I Design My Ultra Productive Selling Days
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 […]
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 […]
Setting Sales Goals in 8 Steps: A Proven Framework
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 […]
How to Sell Against Competition: Convert Your Competitors Accounts To Your Own
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 […]
How To Identify “Do Nothing Deals” And Win More Of Them
Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals. Resources: Evolved Selling by Tom Pisello EvolvedSelling.com The Transparency Sale by Todd Caponi […]
How to Improve Self-Esteem in Sales: 12 Techniques to Try
Sales is hard. You know it. Your family knows it. And (if you’re lucky) your employer knows it too. And despite the high potential earnings a successful sales career rakes in, the profession isn’t growing as much as other jobs. For many, it all has to do with rejection. Rejection is, of course, a given […]
Sales Interview Tips – How To Sell Yourself In a Job Interview
You just can’t compare regular job interviews to sales job interviews. Because in sales, it’s way harder to get a measure on your skills from just one conversation. So if you want to nail that interview, you’ve got to show up READY to demonstrate what you can do. Here’s how. Why Sales Interviews Are Different […]
This Book Will Help You Sell Through The Recession
Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts covered in the amazing sales book The […]
How To Close More Sales In 14 Steps: The Simple Selling Method
Traditional sales training is a mess. There are a thousand different formulas to remember. A million templates you’re told to follow. And a billion different gurus, courses, and companies all telling you their way is the right way. It’s complicated out there. But we do things differently. We make selling simple. Here’s an overview of […]
How to Build a Prospecting List – The Only Framework You’ll Ever Need
There’s a huge misconception in sales. For most reps, the focus is all on closing. Hitting the right pain points, what language is the most persuasive, reading body language—that kind of thing. True, there’s a time and a place for those topics. But the foundation of sales success isn’t how you close. It’s who you’re […]
LinkedIn Lead Generation: Cold Email Has Nothing On This
As your quarterly deadline creeps ever closer, you begin to have a terrible revelation—you just aren’t going to make it. Not this time. But… why? You haven’t changed a single thing about your sales process. Your cadences are as tight as ever. And your schedule’s already jampacked with cold calling and cold emailing. So, what […]
This Graph Changed My Sales Career
When’s the last time your life changed because of a single picture? Well I can tell you I started closing bigger deals, closing them more often, and earning way more commission—all because of this one graph *show on screen*. And today, I’m showing you how it can change your life too. One of the biggest […]
One Change That Makes Every Sales Person Better
A few times in life, we come upon a single concept that radically changes the way we interact with the world. And in sales, there’s one concept in particular that’ll change the way you sell forever—The Law of Averages. This concept has taken more average salespeople to top 1% than any other. It might be […]
The Best Opening For A Cold Call
The average length of a successful cold call that ends in a meeting is just 5:14. That’s it! For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call. This video covers the rejection-proof cold call one-liner that’s guaranteed to […]
How I Stopped Procrastinating Over Sales Prospecting
Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off my tough tasks till later. And my career suffered because of it. But then I learned how to stop procrastinating for good. And today, I’ve built a 7-figure sales training business, run two YouTube channels, […]
This Question Will Make You Better At Sales
Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What’s stopping you solving this problem for yourself?” You’ll eliminate objections AND set yourself up for an easier close with just one phrase. But hold on—asking the question is only half the battle. To get the right effect, you need to […]
You NEED to Understand This About Cold Calling
Cold calling’s dead? I don’t think so. 82% of buyers say they accept meetings with reps who cold called. And 57% of C-suite execs preferred way to be contacted. So don’t fall for the hype—cold calling is alive and well. And if you’ve already seen some success with it, here are just a few small […]
The Rocky Road to Becoming a Sales MILLIONAIRE
Money! We all love it. We all want it. And we all never seem to have enough of it. Sam here tried his hand at sales because of the earning potential. But he quickly dropped out due to the stress. But Walter knew that if you could push through the downsides, you could bring in […]
SALES Is Just Like DATING…
Question for you—what do a product demo and a candle-lit dinner have in common? As it turns out, more than you might think. See, sales is a lot like dating. If you jump into a sales call by bragging and boasting about your product, your buyer is going to immediately lose interest. But just like […]
WIN The Most Important Part Of Cold Calls / Sales Meetings
The fate of your deal rests in the first four seconds of the sales call. That’s it. If you can nail the first 4 seconds, often the deal is as good as yours. Why is that? It’s because of the importance of first impressions… Sales rep Sam, for example, always botched his first impressions. So, […]