Is Sales A Force For Good? With Jack Mizel
Jack Mizel is the CEO of the Institute of Sales Management and this episode of the show is a little different – I’m asking Jack whether sales professionals deserve their stereotype and if we can become a force for good in the world.
How to Sell With EASE (The 4x Steps To Every Deal) With Chris Murray
Chris Murray is a sales expert and author of the book “Selling with Ease: The 4 Step Sales Cycle Found in Every Successful Business Transaction”.
On this episode of the podcast Chris is explaining the 4x steps that we have to go through to close any B2B deal, big or small.
#408: How To Be More Confident When Selling (One Simple Trick…) With Bill Caskey
Bill Caskey is a world leading sales expert and host of The Advanced Selling Podcast (a show that I’ve personally listened to for years).
On this episode Bill explains exactly what confidence in sales is and the quickest way to get more of it.
What you will learn in this episode:
Bill shares how you can become more confident by focusing on the customers rather than on your commission bonus and –
Why the loud, angry, pushy salesperson isn’t the most confident salesperson
Which is more important the inner game or things like body language and projecting your voice to make you look confident?
How to put sales into context (it’s not life or death… relax a little)
#407: How To Get Past The Gatekeeper (On The Phone, Over Email And More…) With Ali Mirza
Ali Mirza is a management consultant and sales expert. On this epsiode of the salesman podcast Ali explains who the gatekeeper actually is and how you can get past them.
What you will learn in this episode:
Ali shares that the gatekeeper isn’t always who you first think it is and more –
The exact phone script to dodge a gatekeeper
Why most gatekeepers are not the stereotype of the secretary screening calls for the CEO
How to use the gatekeeper to help you win the business
LIVE: How To Find A Sales Mentor With Misha McPherson
[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Misha McPherson is the CEO of Humble Grit Sales and on todays episode shes sharing both how to get a sales mentor and the crazy huge benefits of having one. What you will learn in this episode: Misha explains the following in […]
LIVE: How To Write Sales Emails That Get Opened With Dan Smith
Dan Smith is the Growth Specialist at Winning By Design and helps build SAAS sales teams that crush it.
On this episode Dan shares why emailing with the same email templates that everyone else does hurts your ability to get your messages opened.
What you will learn in this episode:
Dan explains the following in this episode of the Salesman Podcast LIVE –
Why googling “best email subject line” is the worst way to uncover email subject lines that work
The formula to create a powerful email that people actually respond to
How to add context to your emails so they don’t look like spam
LIVE: How To Close The Biggest Account In Your Industry With Jon Miller
Jon Miller is the CEO and co-founder of Engagio.com and a world leading expert in the world of “account based”.
On today’s episode Jon is explaining the step by step process he would personally use to close a huge account.
What you will learn in this episode:
Jon explains the following in this episode of the Salesman Podcast LIVE –
Why most sales outreach is SPAM (and how to avoid sending it yourself)
How to navigate the account and understand that there is likely more than one buying centre
The importance of knowing industry trends and what your prospects competition are up to
LIVE: Make Sales Easier (By Finding Your Ideal Customers) With Richard Harris
[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Richard Harris is the Director of Sales Training & Consulting Services at Sales Hacker. On this episode of the show he’s sharing how we can narrow down who our ideal customer is and why this makes your job of closing them easier. What […]
LIVE: The Fastest Path To CEO (What Is Sales Operations?) With Matt Cameron
[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Matt Cameron is the managing partner at SalesOpsCentral.com and excels at building sales engines for high growth companies. On this episode of the Salesman Podcast LIVE Matt shares why having crazy success in sales is the quickest path to become a CEO. What […]
#406: How Win At Qualifying New Business (It’s A Mindset NOT A Process!) With Sean Burke
Sean Burke is the CEO of Kitedesk and has a really unique angle on the idea of qualifying new business.
Why not reach out and give people the opportunity to care about us rather than spamming them with templated crappy emails or cold calls…?
What you will learn in this episode:
Sean shares that qualifying new business isn’t just a process it’s a mindset. Additionally he explains –
Why most salespeople suck at qualification
That you shouldn’t just give out free industry consultation sessions to anyone that asks
A bunch of examples of how you can “add value” to the C-suite
How To Get ATTENTION In Sales (By Selling With Insights)
Michael Harris is the CEO of Insight Demand and on today’s episode he shows #SalesNation how to deliver insights to customers so they can break through the noise in the internet age of selling.
What you will learn in this episode:
You’ll learn what real sales insights (that a customer actually cares about) are but also –
What a “sales winner” is and how to become one
Where you should start if you’d like to incorporate insight selling into your sales process
The power of selling with stories
Coach YOURSELF To HUGE Sales Success
Rob Jeppsen is a sales coaching expert and he blew my mind with both the simplicity and depth of this coaching methodology in this episode.
What you will learn in this episode:
Rob starts this episode by explaining what a coach actually is (it’s probably not your sales manager…) and then goes on to share –
How to find a sales mentor
Why process is everything in sales
How to set more intelligent goals than “I’m going to smash my target”
#403: Why “Customer Success” Is the Future Of Sales With Lincoln Murphy
Lincoln Murphy is the worlds leading customer success expert (he literally wrote the book on the topic). On today’s episode of the Salesman Podcast Lincoln explains why customer success is so important to the personal success of Sales Nation.
What you will learn in this episode:
Lincoln starts this episode by explaining what “customer success” actually means then we dive into –
Why the marketing has made this a priority that leads to business success
How we question a potential prospect to find out what success really means for them
#402: Behind The Scenes Secrets To Getting Your Dream Sales Job With Michael Pici
[zilla_alert style=”yellow”]Click to subscribe for new episodes: iTunes | Stitcher | Overcast[/zilla_alert] Michael Pici is the director of sales at Hubspot and on today’s episode of the Salesman Podcast he is opening the doors to the volt of secrets to closing your dream sales job. What you will learn in this episode: Michael openly and honestly […]
The Science VS Art Of Sales (Which Is More Important?)
Mark Ripley is the VP of sales at Insightly. He’s a true sales practitioner and joins me on today’s episode of the Salesman Podcast to share the differences between the science and the art of selling in the internet age. Resources: Inslightly CRM InsideView – Sales intelligence tool SalesLoft – Sales enablement tool Transcript Mark […]
#400: How To Increase Your Level Of SALES GRIT With Ray Makela
Ray Makela is the CCO at the Sales Readiness Group and is a selling expert. He joins me on today’s show to share why GRIT is so important to success in sales.
The ONLY 3 Reasons You Should Be Social Selling
Want to get started in “social selling”? It’s cool and so you should be doing it right now? Nope… Are your customers on social? If not then don’t read any further. If they are, then here are the three types of social selling conversations you should be focusing on to really move the needle on […]
Lead Generation Secrets (Use The Internet To Win More Business)
Ryan Stewman is the founder of HardcoreCloser.com where he creates a tonne of great content for sales professionals who want to up their game and leverage the internet to close more deals. In today’s episode of the Salesman Podcast, Ryan shares his thoughts on the future of the sales industry and the skills we need […]
#398: 2017 Sales Industry Trends You Need To Be On Top Of With Max Altschuler
Max Altschuler is the CEO of Sales Hacker and is deep in the behind the scenes of what’s going on in the sales industry
On today’s episode of the Salesman Podcast Max shares some of the top sales industry trends of 2017 so you can get a head of the game and look smart in front of your sales management and leadership.
#397: How To MASTER The Negotiation Process With Simon Horton
Simon Horton is a negotiation expert who has trained everyone from hostage negotiators to the C-suite of the worlds biggest brands. On today’s episode of the Salesman Podcast Simon drills down into the specific skills sales professionals need to create win-win scenarios in all of their negations with buyers.