Q/A – Best cold prospecting tools? Nervous on cold calls? Video emails?
Questions asked: Should I join a company as an inbound SDR? They say I can make it to AE within 6 months if I hit my quota of 5 meetings booked a week. How do I get over being nervous on cold calls? I come across as anxious and I think that is being passed […]
Get Your Sales Emails Opened, Read And Answered
Kim Arnold is a communication consultant, author and helps organisations avoid the wasted time and effort associated with poor communication. Her bestselling book, ‘Email Attraction’ has been featured in Forbes, the Financial Times and on BBC Radio. In this episode of The Salesman Podcast, Kim shares insights into how the top salespeople get their emails […]
How To Run A Discovery Call Or Strategy Session
So many sales reps today underutilize the power of the well-run discovery call. With the right discovery call framework, you can qualify your leads, gather invaluable intel, and position yourself as a trustworthy authority—all in a single phone call. Today I’m showing you how to structure your discovery calls so you can reap all these […]
The Most Dangerous Threat To Your Sales Success
Len Herstein is a Keynote Speaker, Author, Marketing Strategist and a Reserve Sheriff’s Deputy. In this episode of The Salesman Podcast, Len taps into his brand marketing and law enforcement experience to reveal the most dangerous threat to your sales success. He also shares strategies to help you achieve, cherish, and protect success in both […]
The 3 Best Habits Of Rich People
Do you want to be rich someday? Of course you do. Who doesn’t? But if you’re in sales, you’re in a particularly great position to grow your wealth—if you play your cards right, that is. More on that in a few minutes. In this post, I’m revealing the 3 best habits of rich people. Habits […]
Emotional Intelligence In Sales (Best Books And Resources)
We’ve all lost our cool before. Maybe it’s because of that jerk cutting you off on the way to the office this morning. Or an uncle blurting out conspiracy nonsense over a thanksgiving meal (we’ve all been there). To lose control over your emotions every once in a while is to be human. But when […]
Want To Smash Quota? Become A Hybrid Seller
Fred Copestake is the Founder of Brindis and author of ‘Selling Through Partnering Skills’ & ‘Hybrid Selling’. In today’s episode of The Salesman Podcast, Fred shares strategies around how you can smash your sales quota and unleash your full potential by becoming a hybrid seller. Resources: Fred’s LinkedIn The Sales Today Podcast Book: Hybrid Selling: […]
Fill Your Sales Pipeline: A Step-by-Step Guide
According to HubSpot, there’s a positive relationship between the number of opportunities in your sales pipeline and your chances of revenue achievement. Put simply, the more sales opportunities you have in your pipeline, the more likely you are to meet—perhaps even exceed—your sales quota. That’s pretty cool, right? So in this video I’m going to […]
Conquer Your Money Shame… And Make Way More Of It
Bob Wheeler is a Financial Expert, Motivator, Author of The Money Nerve: Navigating the Emotions of Money. In this episode of The Salesman Podcast, Bob offers a simple and effective framework for creating a healthy relationship with money and explains how emotions trigger our financial decisions. Resources: Bob’s LinkedIn Themoneynerve.com Book: The Money Nerve: Navigating […]
The Psychology of Selling: 5 Steps to Selling that Actually Work
One of the most impactful realizations I made early on in sales is that closing deals isn’t just about the numbers. You also need to tap into the psychology of your prospect and get buy-in on a fundamental, biological level. That’s why today we’re looking at the psychology of selling—5 steps to selling that actually […]
Sales Discovery: Think Like A Doctor And Win More Sales
I said that in an interview not too long ago. And looking at it now, it might be the best advice I’ve ever given. When you build sales qualification into your processes, you’re setting yourself up for success. Why? Because qualified leads are: More likely to buy Less likely to waste your time More likely […]
Why “Covert Contracts” Kill Your Sales
In this episode of the Salesman Podcast, Dr. Robert Glover explains what a covert contract is and why “nice guy syndrome” is killing your ability to get deals done. Robert, an entrepreneur, writer, coach, public speaker and the author of three bestselling books. He is also recognized as the leading authority on tackling the “Nice […]
The ONLY Sales Strategy You Need to Know
The absolute best way to excel in sales is by following a proven system that delivers consistently great results. And today, I’m breaking down the ONLY sales system you need to know to be a roaring success in this industry. In fact, it’s the same system we’ve used to help well over 2,000 sales professionals […]
How to Boost Sales Productivity—Stop Throwing Your Day Away!
What’s your typical day look like? Let’s take a shot in the dark here… You head into the office, focused and motivated to get a particularly important task done. But as the morning drags on, you’re constantly getting pulled from one thing to another. Responding to client questions, helping colleagues navigate the new CRM, reaching […]
You’re Doing Sales Qualification Wrong…
In this episode of the Salesman Podcast, Andy Whyte explains what salespeople commonly get wrong about sales qualification. Andy is the founder of MEDDICC.com and the author of “MEDDICC’ the book. Resources: Andy on LinkedIn The MEDDPICC Masterclass MEDDIC Academy on YouTube Book: MEDDICC: The ultimate guide to staying one step ahead in the complex […]
How To Cold Call Successfully In 2022
Josh Braun helps salespeople book more meetings and reduce the chance of getting ghosted without them having to sell their soul. In this episode of the Salesman Podcast, Josh Braun explains his simple step-by-step framework for successful cold calling and rejection minimization. Resources: Joshbraun.com Josh’s LinkedIn Joshbraun.com/shop Stop Cold Calling | Get Guaranteed Phone Ready […]
Why People Buy – The 5 Levels Of Value
Do you know why your prospects buy? In this post I’m going to explain why your prospects buy products by sharing the 5 step value ladder. The Value Ladder There are only 5 levels of value that you can offer a potential customer. When you offer your customers levels 1,2 or 3 of value you […]
Assertiveness Training Framework: Cultivating Sales Confidence
Few things are as frustrating as having a gamechanger idea, only to be overlooked and ignored when you try to bring it up. It’s soul-crushing. It’s maddeningly infuriating. And more likely than not, it’s all your fault. If you want to be taken seriously, to command the respect of those around you, and to be […]
Successful Cold Email Trends for 2022
Jason Bay is the Chief Prospecting Officer at Blissful Prospecting. He’s on a mission to help reps and sales teams turn complete strangers into paying customers. In this episode of the Salesman Podcast, Jason explains what is and what isn’t working in the world of cold email sales outreach in 2022. Resources: Blissfulprospecting.com Jason’s LinkedIn […]
Exactly How to Overcome Sales Rejection
In sales, facing rejection is part of the game. But just because rejection is a given for salespeople, it doesn’t mean you have to let it drag you down. In this post, I’m sharing 5 ways to overcome rejection that’ll put you in the right mindset to pick yourself up, and put yourself on the […]