Why Being Scared Made Me A Great Sales Person (And a Tonne of Money)
The instant I got my first sales job, I was a great sales person. Not wanting to brag or anything but I was pushed in the deep end and entered with a double somersault and no splash. Why? Luck? No… Because I was scared of rejection. The idea of asking someone a bunch of questions, […]
199: Uncover Your Buyers Needs (Step By Step Guide) With Deb Calvert
Deb Calvert is an expert in uncovering what your buyer actually wants by asking great questions.
In this episode we go step by step in a very practical guide through the process of uncovering the buyers needs.
198: Get Passionate Or GTFO! With Jim Keenan
Sales expert Jim Keenan comes on today’s show to give us all the kick in the ass that we need.
I wanted to discuss the idea that passion helps close deals but Keenan took it one step further.
He’s amendment that if you’re not passionate about sales, your product and the difference you’re making in the world then you need to get the f$$k out.
We spend too much time in our jobs not to be passionate about the impact where having. Cliche I know but life is just too short.
PS. Being passionate does make closing deals easier :).
197: How To Influence People Before You Meet Them With Dr. Nick Morgan
Nick Morgan is the author of Power Cues and an influence expert. In this show he gives us a step by step guide to influencing people that starts way before any weird handshakes…
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.
190: Self Help, Mental Toughness And Becoming Better At Sales With Kerry Sullivan
Kerry Sullivan is a sales expert who is also a fan of Tony Robbins like myself.
We dive into how self-help can improve the performance of sales professionals and he shares a bunch of resources too.
189: What Is YOUR Message? (And Why YOU Should Sell It) With Tony Hughes
Tony Hughes is an author and sales expert who join’s me on this episode of the Salesman Podcast to look at the importance of having a story and how we, as individuals should sell it.
188: Will Sales Exist In 2030? Thoughts From The Inventor of CRM With Jon Ferrara
Jon Ferrara essentially single-handedly created the CRM. His newest company Nimble is the only company doing CRM right in the social age.
He’s decades of knowledge of the sales industry and so on today’s show I asked him, “will sales exist in another 20 years time…”.
187: How The CEO Wants To Be Sold (From A Tech Start-Up CEO) With Dylan Baskind
Dylan Baskind is the CEO of Qwilr a hot tech start up and he’s being pitched constantly.
In today’s episode he shares what works to get him on the phone and how best to close a deal with him.
186: How To Talk ANYONE Into Doing ANYTHING (Seriously!) With Chris Voss
Chris Voss is an ex FBI hostage negotiator that knows how to get people to do what he says.
In this episode Chris shares some seemingly counter intuitive techniques to talk anyone into doing anything.
Come into this one with your moral compass in hand as you’ll be needing it.
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.
183: What Is A Sales Stack? With Max Altschuler
Max Altschuler joins me on this episode to share what exactly a sales stack is, how we should be leveraging it and also the tools themselves.
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.