Sales Athlete: Recent Episodes
David James & Ross Hunter
Sales Athlete takes the best concepts from world-class athletes - train, prepare, perform, rest, recuperate - and puts it into business terms.
Give yourself the opportunity to always be operating at your peak with Sales Athlete.
Sales Athlete is produced & sponsored by Crib Creative
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about knowing you can win.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about what chaos.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about being all in.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Jonathon Marlow about successful sales processes.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Jonathon Marlow about creating core habits.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about what happens when the conference is over?
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Carissa Boss about selling & business building
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Kristin Dunn about the business journey
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Kirstin Dunn about the sales journey.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about disrupting your world.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about who you are & what do you stand for?
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Len Day about the journey.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Len Day about being a beacon in your space,
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're doing a 2024 progress check-in.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Mark Gutherie about succession planning.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Mark Guthrie about how your people are your business.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today our own Ross Hunter is talking "growth"
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today our own David James is talking "attitude".
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Michael Keil about using technology to generate an income and life balance.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Michael Keil about his journey from a rookie to elite sales athlete.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking competition - staying in your lane.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Don Fry in part 2 of our chat with him.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Don Fry in the first of 2 episodes.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about Ego.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Ian Dunstan about the benefits of being part of your local community.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Ian Dunstan about achieving success in an Australian inland regional city
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to our own David James about his sales journey.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to our own Ross Hunter about his leadership journey.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking part 2 of Sales Sustainability.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking part 1 of Sales Sustainability.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Sales Leadership – The Structure.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Sales Leadership – The Foundations.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Aptitude V Attitude.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Energy – easiness, generation, you.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Energy – exercise, nutrition; relationships
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Simon Mcgrath about the sales journey.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking to Simon Mcgrath about the sales journey.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're asking the question do you believe in belief?
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about maintaining market share
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're asking the question Are you business driven or market driven?
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today is the third and final part on the 10 unspoken truths about starting a business
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today is the second episode of the 10 unspoken truths about starting a business
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today is the first episode of 10 unspoken truths about starting a business
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about Customer Experience – what does the customer want
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about Customer Experience – Be a giraffe in your market place
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about Customer Experience – Be a giraffe in your market place
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about Customer Experience – Be a giraffe in your market place
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about Customer Experience - The sale is made when the sale is made
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Clinical Exercise Physiologist – Achieving high Performance
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Clinical Exercise Physiologist – Maintaining Momentum.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking Clinical Exercise Physiologist – Planning
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about priority leadership – maximising opportunities by working your high yield activities.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about time management – control the controllable means "I choose to do this right now.”
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about managing yourself in time – appreciate that time is a commodity so use it like never before.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today is the third and final episode for maintaining momentum – you eliminate the RUT’S when you start each day being the best version of you.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about maintaining momentum – know when the tide turns because once you stop, getting started requires much more effort.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're talking about maintaining momentum – being at your PEAK drives you to maximising your positive energy.
Welcome to Sales Athlete - A program designed to keep you performing at your peak. Today we're wrapping up our Client Management discussion with a chat about how to stay at your PEAK (Potential, Energy, Attitude, Knowledge) and we break down the client relationship rules.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
This week we're talking about Client Management and how to go the extra mile! We'll look at initiatives like
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Communication Strategy
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The emotional journey
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Don't throw lifebuoys!
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
Client management has never been more important than now.
Today we talk about moving clients through the various stages
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Greed
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Logic
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Emotion
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Ego
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Fear
In order to make sales!
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
Today we're talking about planning. It's time to start the thought process and start the planning process!
Use your COMPASS - Vision, Values, Purpose and Goals.
Understand GROWTH - Change, Sacrifice and Reward.
What are your BUSINESS LAYERS - Leadership, Management, Systems, People, Culture
Know the HOW - Expectations, Non-negotiables and Numbers
ACTUALISE - Health, Lifestyle, Time, Financial
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
Today we're sharing championship information with your. Ross explains his three step presentation process - Uncover, Discover, Recover!
Plus:
The seven-step process – your presentation roadmap.
Be prepared – know the answers to your prospect/clients’ questions.
Be real – be authentic around who you are and what you represent
Now it's up to you!
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
This episode of Sales Athlete is our second episode on presentation and today we're giving you our best advice!
- Have clean airtime
- It's all about the client
- Set the scene
- Ask & listen
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
Today we're sharing with you
- Presentations - where the rubber hits the road
- If you can't explain it you simply don't understand it enough
- You have one shot - don't misfire
Coaching, training, conferences, workshops, podcasts etc are not about “I know that”. They are about the challenge of asking yourself “how good am I at that” to create answers and strategies to close the gap between ‘where am I now” and “where do I want to be”.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
This episode of Sales Athlete is our fourth episode on negotiation and we're talking about
- Why small progress is better than no progress
- Knowing what matters
- How to be the master of voice modulation
- Why you should never, ever, give up
After every learning, ask yourself - what will I decide to do with this learning? What commitment will I make? When and how will I act? How will I measure my future negotiations?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
This episode of Sales Athlete is our third episode on negotiation and we're talking you through our 5-step process.
What commitment will you make to this very successful 5-step process?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode of Sales Athlete we're going to keep talking about negotiation.
- Face to face vs. online
- Going to a negotiation unarmed
- It's a process not an event
- The person that least wants it controls it
- In every negotiation there will be a gap
We'd love to know what has been your biggest learn from this podcast?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're discussing negotiating, a key skill of any sales athlete!
- The first negotiation of the day is always with yourself!
- The conduit that connects a buyer and seller
- Negotiation is what we do as a sales athlete - closing the gap!
- It's a skill, not an art
Have you had a good negotiation this week?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're flipping the script on databasing. What if you thought of it as a databank?.
- Have a “fit” database.
- What is your database worth?
- Data in – money out!
We have talked about today about the value of a “fit” database but to make that work for us we also have to be mind “fit”, can we close by spending a couple of minutes on this.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're continuing on with the benefits of storing and using data.
- Frequency of connecting with your database contacts.
- Marketing to your database.
- Keeping your business rhythm.
What will be the most important data base action you can take this week that will drive face to face appointments?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're talking about the importance of data.
- Using technology and data as an income-producing system.
- Why a database – think – enter - decide
- What type of database should you run with?
- Is it about quantity or quality?
- How to use your database.
Recognising that getting started at anything is the challenge, what will be your starting point in construction and or upgrading your database, so it becomes an income producer for you?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're continuing with our prospecting theme, this time talking about follow-up versus follow through.
- Have a fit database
- Be accountable to your numbers
- There is no finishing line
What will be the most important prospecting action you will perform this week that will drive face to face appointments?
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're continuing with our prospecting theme and talking about the mediums you can use for your prospecting.
- Paper, digital, physical
- The art of conversation
- Uncover, discover, recover
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're talking about why you need a prospecting plan:
- You’ve got to have a prospecting plan
- Core prospecting activities within your plan
- Am v PM
- Time investment. Daily investment
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're talking about prospecting and laying the foundation to thrive.
- Consistency
- So why prospect?
- You gotta love the thrill of the chase
- Prospecting is what we do when we are alone/ success is about what you do when no one is looking
- Perception + Reality = Outcome
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're talking about growth, change, sacrifice & reward.
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete we're talking about:
· Vision
· Values
· Purpose
· Goals
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete, we're talking about planning:
- Planning
- A dream written down….
- 5 Applications of growth
- It’s about the gap.
- Navigational co-ordinates.
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Sales Athlete is produced & sponsored by Crib Creative
Welcome to Sales Athlete - A program designed to keep you performing at your peak.
In this episode on Sales Athlete we're talking about who are the team behind Sales Athlete and why it's important for salespeople to act like true athletes to perform at their peak
Remember, as soon as you leave us today ask yourself….
- What has been my biggest learning today?
- What commitment will I make?
- Decide, commit, act, measure.
Sales Athlete is produced & sponsored by Crib Creative