Archives

196: Success Secrets (From a BILLIONAIRE Mentor) With Geoff Woods

Geoff Woods is an ex medical sales rep that is mentored by a billionaire.

In this episode I ask Geoff what makes people with such substantial wealth different and the success secrets he’s gleaned from spending time with them.

Some of the insights truly blew my mind…

195: Why Personal Brand = MONEY With Jack Kosakowski

Jack Kosakowski has made the shift from sales professional to industry expert and is reaping the rewards. His current role is Global Head Of B2B Social Sales Execution.
He’s the perfect role model of the effect personal branding can have on the B2B sales professional because you can literally see the shifts that he’s been able to make in his career over the past 18 months.

Once you’ve watched this episode I invite you to check out Jack’s first appearance on the Salesman Podcast to see how far both he and the show have come in a relatively little amount of time.

194: From Network Zero To Networking Hero (Step By Step Guide) With David Fisher

Networking is one of, if not the most underestimated elements of sales The top 1% salespeople that I’ve spent time with in the past were so successful because of their networks rather than any great ability to influence others.

David Fisher is a networking expert who comes on this episode of the Salesman Podcast to plot the journey of “Bill” from networking zero to networking hero over a 4-5 period.

193: How To Close A Deal Like Warren Buffett… With Tom Searcy

Warren Buffett is widely regarded as one of the worlds top deal markers. Yet he works within a very concise and actionable set of rules.

Tom Searcy is a big/key account selling expert and has literally written the book on how Warren Buffett closes deals. This is what we’re diving into on today’s episode of the show.

192: Are We Overcomplicating Sales? With Bridget Gleason

Bridget Gleason is a VP of sales and so a true sales practitioner. We started the show with the question “are we over-complicating sales?” and ended with a discussion about discipline.

Discipline is the underestimated cousin of hustle. If you have the correct processes it’s even more useful and Bridget shares her insights on why I’ve more discipline than what I give myself credit for.

191: Why “The ONE Thing” Is The Quickest Way To Crushing Quota With Jay Papasan

Jay Papasan is the author of one of the two books that I can honestly say has changed my life and that is The One Thing (the other is Tony Robbins – Awaken the Giant Within if you were wondering).

The concept is simple, when you’re not sure what you should be doing ask yourself this one, focusing question – What’s the ONE Thing I can do such that by doing it everything else will be easier or unnecessary?

For me that is simply to increase the number of listeners of the podcast. With enough listeners I don’t have to worry about money, securing great guests or the impact I’m having on the industry.

Not sure what your One Thing is? Then you have to check out today’s episode.

185: What Is The Best Way To Learn How To Sell? With Conner Burt

Conner Burt joins me on today’s show to share his thoughts on the best ways to learn how to sell.

Lots of sales trainers know great sales techniques, tools and tricks but not all of them know how to get this from their brain into yours and that’s what we cover on today’s episode.

184: How To Uncover Your WHY (And Improve Your Ability To Sell) With Peter Gold

Peter Gold quizzed me on this episode to uncover my why for creating the podcast, my why for working so hard to put out great content and the underlying why of the pain or pleasure I’m trying to move from or towards.

All of this comes back to sales as it’s the same process that #SalesNation should be using to uncover the real truths behind their prospects buying decisions and then to share their story.

182: Why EVERYTHING you know about sales is wrong! With Bob Urichuck

This interview with Bob Urichuck was one of the most involving and rewarding episodes of the Salesman Podcast I’ve ever put out.

Bob’s philosophy of sales is very counter intuitive at first and I don’t think it’s perfect for all sales situations, but used at the correct time it’s very powerful.

We go back and forth and you’ll hear Bob quizzing my sales skills too.

180: Account Based Selling 101 With Brandon Redlinger

Brandon Redlinger is a fellow sales podcast host and the man charged with growing SAAS startup PersistIQ.

In this episode we dive into account based selling, why smart sales teams are shifting to this model and if it’s right for everyone.

178: Why Your Products Biggest Differentiator is YOU! With Dave Brock

Dave Brock is a world leading sales expert and today he’s explaining why it’s not your products features, benefits or pricing that closes deals, it’s you.

In a world of constant commodification, where most products look and behave similar to the competition. the biggest differentiation is the sales professional who is selling it.

177: Maximise Each Touch With The Buyer (And Do Less Work?!) With Andy Paul

Fellow sales podcaster Andy Paul is a well respected sales leader and author. On this episode we’re looking at strategies to improve the value we can add to the prospect each time we engage with them.

This extra bit of effort in the front end leads to less touches needed to close the deal, stronger relationships and actually less work overall!