Bulletproof Selling: Recent Episodes
Shawn Rhodes
Hope isn't a strategy on the battlefield or in the boardroom, yet so many salespeople hope they'll make the next sale. In Bulletproof Selling, we're bringing the best minds and selling systems together each week so you can create more impact and more income in your sales! For more free sales systems, make sure you visit www.bulletproof-selling.com or follow us at https://www.linkedin.com/in/shawnrhodes/
If you’ve ever had to step away from your sales desk for a vacation or family emergency, you know how stressful it can be to return. Overflowing in boxes in overdue tasks make it difficult to pick up the pieces and restart deal momentum. There is a way to ensure that your deals progress even when you can’t be there to sell, and that’s what we sat down with Nelson de Miranda to learn. He is the senior director of customer success for Method, and he shared the same systems his team uses to ensure that deals progress even if a salesperson isn’t there to sell. It’s all in this week’s episode of Bulletproof Selling!
Many salespeople fall into the habit of being quick to respond to every prospect sentence or question. The best salespeople, however, take the time to pause and assess what the best response might be. To learn how we can leverage the power of the pause to move further in our sales conversations, we sat down with Jeanette Bronee, a culture strategist and global keynote speaker. She shared with us the same techniques she has taught to companies like Microsoft, Lockheed Martin, and IBM so that we too can sell more and serve more!
In sales, time is the one resource we can’t create more of. Too many salespeople spend their days simply checking tasks off a list without assessing which tasks will get them to their goals the fastest. To learn how we can better prioritize our sales time, we sat down with Ben Fiechtner, CRO of Clari. He showed us how he guides his sales team to better prioritize their time so they can sell more and serve more. It’s all in this week’s episode of Bulletproof Selling.
If you’ve ever had a hard time communicating the value of what you sell to potential prospect, you might want to look in the mirror. Sales people often struggle to convert prospects because they are speaking to the wrong types of buyers. To ensure we are targeting the right audience, we sat down with Dr. Yaniv Zaid, author of the 21st Century Sales Bible and former officer in the Israeli Air Force. He shared the same system he teaches to his clients so that we can target the right audiences, sell more and serve more! It’s all in this week’s episode of Bulletproof Selling!
Wherever there is misalignment on the sales team between activity and results, you will find a misalignment of understanding. This understanding comes from folks not being clear about what success looks like or the steps it takes to get there. In this week’s episode of Bulletproof Selling, we sat down with Russ Hawkins, CEO of Agilence, Inc. He showed us a way that any team can get realigned on the power of shared language so that they can sell more and serve more. It’s all in this week’s episode of Bulletproof Selling!
In sales, we spent a lot of time generating conversations with buyers. Most salespeople leave the next step of the sales process the chance, hoping they’ll be able to perform when it matters most. To ensure that we are crafting compelling sales demonstrations, we sat down with Farzad Rashidi, lead innovator of Respona. He shared with us the same system he and his team use to prepare for their sales demonstrations and convert more business. It’s all in this week’s episode of Bulletproof Selling!
Chances are, you have heard about artificial intelligence being used in business. Many salespeople have AI platforms as part of their text stack but aren’t using the platform to create better conversations. In this week’s episode of Bulletproof Selling, we sat down with Mehdi Tehranchi, cofounder and CEO of knowledgenet.ai. He shared with us the same systems he teaches his clients to use to leverage artificial intelligence to create better conversations. It’s all in this week’s episode of Bulletproof Selling!
The best sales are great conversations. The calls that don’t go well, on the other hand, can seem like we’re speaking different languages. To ensure we are speaking the same language as our prospects, we sat down with Jay Conner, president of The Private Money Authority. He shared the same advice he has given to over a thousand salespeople on how to sell more and serve more by speaking the same language as our prospects, and it’s all in this week’s episode of Bulletproof Selling!
Marketing is a critical factor in a great sale, but too many salespeople hope marketing is on the same page they are. Great salespeople work with their marketing teams to ensure all of their strategies are aligned. To learn how we can set that kind of system up for ourselves, we sat down with Chris Peer, CEO of Syncshow. He shared the same system his company uses to align marketing and sales for their customers, and it’s all in this week’s episode Bulletproof Selling!
Every salesperson occasionally finds themselves in a slump. What differentiates high-performers from mediocre ones is what they do about it. To learn how we can plan for our slumps and address them quickly, we sat down with Gregg Murphy, an investor/advisor in Patter AI. He shared with us the same system he’s been using to get himself out of sales slumps and prevent them from happening in the future. It’s all in this week’s episode of Bulletproof Selling!
Folks are naturally attracted to those who are excited about who they are and what they do. Conversely, if someone doesn’t have passion about what they sell, it makes it very difficult to convince anyone else it is worth buying. To learn how we can have the courage to be confident in every one of our sales conversations, we sat down with Chad Coe, owner of a financial planning firm currently managing over $200,000 million of assets for their customers. He shared the same techniques he uses to generate confidence in every one of his sales conversations, and it’s all on this week’s episode of Bulletproof Selling!
The best salespeople are also some of the best storytellers. While anyone can spend enough time in sales to hear great stories, telling them is a different skillset. To learn how we can tell stories that sell, we sat down with Richard Comitz, COO of American Corporate Partners. He shared the same strategy he teaches his team to use in their fundraising efforts. It’s all in this week’s episode of Bulletproof Selling!
An area of sales that is often overlooked is not our outbound dials, conversations or even discovery questions. Instead, it’s the strategy we used to direct all those things. In sales, that strategy is called a pipeline. The better a salesperson is, the more you can bet they are prioritizing their pipeline. To learn how we can do this for ourselves, we sat down with Timea Barra, VP of Revenue Enablement. She showed us how any salesperson can take a look at their sales strategy and ensure that they are not waiting for change to catch up to them. It’s all in this week’s episode of Bulletproof Selling!
Most prospects are budget-conscious, but that doesn’t mean we should be spending convincing them to solve painful problems. A much more effective way to sell is to show them how much your solution can and make them in their lives and businesses. To learn how we can reframe what we sell as an investment, we sat down with Richard Harris, president of Harris Consulting Group and author of The Seller’s Journey. He showed us how salespeople can switch their thinking from cost to benefit and change the way they sell and serve!
Trust has become a buzzword in sales. It’s powerful, but how do we establish it more quickly? It comes down to not assuming anything about our prospect. This doesn’t mean showing up to a call empty-handed, though. To find out how we can build trust faster across each of our accounts, we sat down with Donald Kelly, founder of Sales Evangelist Consulting and Training. He shared the same system and he trains his clients to use so that they can establish trust faster and always maintain control of the next step. It’s all in this week’s episode of Bulletproof Selling!
While emails are not as effective as they once were, they should still be a tool in our conversion toolbox. The best salespeople still use emails, but they ensure that those emails are relevant to their prospects. To learn how to make our emails more effective so we can capture more clients, we sat down with Adam Rosen, founder of Email Outreach Company. He showed us how we can magnetize more leads with customized emails that don’t give up after the first attempt. It's all in this week’s episode of Bulletproof Selling!
As salespeople, we are always looking for ways to replicate our best sales. But what if the key to getting more of our best customers has nothing to do with finding new prospects? In this episode, we sat down with Tom Parbs, vice president of sales for Haas Alert. He showed us how he coaches his sales team to capture what works and ensure it is consistently applied in every conversation and on every deal. It’s all in this week’s episode of Bulletproof Selling!
During a busy schedule, how do we take time to ensure that we are not falling behind? Instead of waiting for our environment to change before we do, we can take the initiative on our improvement by ensuring we are using best practices. To learn how to systemize rapid evolution in our skill set, we sat down with Moustafa Moursy, president of Push Analytics. He showed us a time-tested way to always improve how we sell and serve!
As our tech stacks grow larger in sales, many salespeople lose sight of what data was supposed to do for us to begin with: make our outreach more efficient and more impactful! If we leverage data before we ever reach out to a prospect, we can ensure better results. To learn how it’s done, we sat down with Bob Scarperi, cofounder of Revenue Vision Partners. He shared the same system he coaches his clients to use to ensure they are leveraging data to only reach out to their highest-quality prospects. It’s all in this week’s episode of Bulletproof Selling!
Many senior salespeople thrive when they aren’t micromanaged, but unfortunately some of them fall into a different trap. They produce so much it is difficult to fire them, but unfortunately cause their leaders to have to manage them by doing damage control with teammates and customers. To learn the art of corralling these types of senior salespeople, we sat down with Steve Weinberg, author of above “a sales management. He shared a chapter in his book with us on how to deal with the cowboys on our team, and it is all in this week’s episode of Bulletproof Selling!
Many salespeople experiencing downtime in their industries, but we all can do a better job of leveraging seasonal changes to sell and serve more. To learn how it’s done, we sat down with Brian Callan, national sales director with Industrial Supply Solutions to learn how he guides his sales team to take advantage of every season and how they sell and how they serve their customers. It’s all in this week’s episode of bulletproof selling!
As technology progresses, salespeople’s tech stacks only seem to grow. Even the best data won’t help us sell more or serve more unless we are leveraging it in relevant ways. To learn how to be more relevant and how we use our prospect data, we sat down with James Roth, CRO of Zoominfo. He walked us through the same system as his salespeople use to take a powerful set of data and make sure they are always relevant in their outreach. It’s all in this week’s episode of bulletproof self!
Salespeople know that relationships create revenue. Unfortunately, they usually focus only on the relationships they have with prospects and customers. This leaves an entire chunk of value off the table: the relationships you could be making between customers! To learn how to leverage our own customer networks as an asset, we sat down with Steve Olds, president of Patriot Mission. He shared the same skill sets he uses to ensure that his connections are benefiting from each other and keeping him top of mind! It’s all in this week’s episode of Bulletproof Selling!
As salespeople, we may understand how to educate and provide value to prospects, but finding and hiring top sales talent to join our team can seem like speaking a different language. To solve this problem, we sat down with Dan Fantasia, president of tree line Inc. he has helped more than 3500 salespeople find their next opportunity, and he shared the same system that he recommends sales teams use to turn their sales funnel into a talent acquisition funnel. It’s all on this week’s episode of Bulletproof selling!
Ownership is a popular topic, but how do we implement it in every sales conversation? That is the question we posed to Matt Rose, executive vice president of sales of H-Wave and US Army veteran. He shared the same process he trains his sales team to use to ensure that they never give up the next step of their sales conversations, ensuring that they can sell more and serve more! It’s all in this week’s episode of Bulletproof Selling!
One of the easiest sales to make is to someone who already bought from you. But what happens if you don’t have any new products or services to offer? That is a challenge that we brought to Justin Parke, national sales manager with Trader Interactive and veteran of the US Army. He shared exactly how his salespeople develop and communicate the type of value that gets previous customers excited about purchasing again. It’s all on this week’s episode of Bulletproof Selling!
We all want to do business with more great customers, but how do we find them, and how do we attract them into our orbit? To answer that question, we sat down with Luke Cox, CEO of Hunt Lift Eat, and former infantry captain in the US Army. He walked us through the same system he used to establish his company while still on active duty and ensure that he was attracting customers that had a strong alignment with his values. To learn how to do this in your own sales process, check out this week’s episode of Bulletproof Selling!
Salespeople are always on the hunt for ways to differentiate themselves, but many overlook one of the easiest things they can leverage in any sales conversation: their selling style. To learn how to systemize the way we leverage our own sales style as a differentiator, we sat down with Tim Kuehn, vice president of global sales and supply chain with ITS. He shared the same method he trains his team to use to ensure that they are leaning into what makes them different in every conversation. It’s all in this week’s episode of Bulletproof Selling!
Whether we are standing up a new team or up leveling up an existing team of sellers, outbound sales are where we can always take the initiative. Unfortunately, too many sales teams hope their salespeople understand how to conduct great outbound, and fewer are aligned on what success looks like. To learn how to establish (or reestablish) a great outbound sales process, we sat down with former Marine and current Vice President of sales Daniel O’Briant. He walked us through the same process he uses his new sales teams to ensure our outbound sales activity serves more and sells more!
Many salespeople earn a great living from customers who keep coming back. But for those of us just a building that type of pipeline, how do we achieve it faster? That is the question we post to Curtis Lewsey, author of Appreciation Marketing and founder of AM Cards. He shared with us the same system he advised his client to use to gain more followers on business, and I’m sure they are selling more and serving more. It’s all in this week’s episode of Bulletproof Selling!
One of the toughest parts about selling are the assumptions we make. As we have more and more conversations, we tend to carry what we hear from one prospect to another. That works, until it doesn’t. To learn how we can stop assuming in sales and better test our assumptions before they cost us revenue, we sat down with Brady Jensen, founder and CEO of Aggregate Insights. He shared a system any salesperson can use to map out our assumptions, test them, and ensure that we are better aligned in every conversation! It’s all in this week’s episode of Bulletproof Selling!
Many salespeople are focused on understanding every aspect of the features and benefits of what they sell. The problem is prospects and customers don’t care. They do care about the problems they need solved. To learn how to systemize our discovery in a solution-oriented way, we sat down with Steve Schmidt, CEO of Magnetic. He walked us through a simple system that any salesperson can use to ensure we are engaging our prospects emotions and developing customized solutions for the problems being solved. It’s all in this week’s episode of bulletproof Selling.
Many salespeople are responsible for servicing existing customers while developing new business. It can be tough to juggle this type of role, but with the proper systems, it becomes not only possible but also enjoyable! To learn how it’s done, we sat down with Josh Patton, a former Navy aviation ordinance specialist and vice president of sales. He revealed the same strategy he coaches his sales team to use to ensure that they can sell more while serving more!
Too many salespeople spend time on accounts that go nowhere, and too many sales leaders struggle to get their salespeople to accurately qualify their deals. Instead of using subjective data to build our piplelines, we can remove hope from systemizing how we qualify deals – even before we’ve called on them. To learn how to master the art of qualification, we sat down with Paul Butterfield, founder of Revenue Flywheel Group. He showed us exactly how he guides clients through better qualifying their deals so they can sell more and serve more! It’s all in this week’s Bulletproof Selling podcast!
Success isn’t a one-person show in sales. We each have a team and partners that ensure we have the resources we need to sell, and serve, our customers. Yet many salespeople hope they’ll be able to hold the line all by themselves. To learn how we can better partner with the other teams in our own companies or even with partners outside our chain of command, we sat down with Shawn Breaux, a sales manager with Central Spine and former Navy Corpsman. He showed us the same system he uses to ensure that our sales partners see us as essential elements of their success so they’ll want to be part of ours. It’s all in this week’s episode of Bulletproof Selling!
The more honest we are, the better our conversations tend to be – but to many salespeople leave their transparency to chance. In this action-packed episode, we sat down with an expert in sales transparency, Shane Wingo, VP of sales in employee benefits with BKS Partners. He shared the exact process he uses to ensure everyone in a sales conversation is transparent with each other, and how to use transparency as a value-driver throughout the sales cycle. It’s all in this week’s Bulletproof Selling podcast!
If you’d like to be the salesperson that your prospects can’t wait to hear from, it means you need to be more than an order taker or even an order maker. You’ll have to be the one with solutions they can’t get anywhere else and deliver an experience that differentiates you from your competition. Too many salespeople wait around, hoping they’ll reach this level of performance – but the best salespeople know how to take the initiative on change. To learn how we can assess what’s working and what isn’t in our sales process and stay ahead of the rate of change in our industry, we sat down with Kyle Sharpe, president of Healthcare Logistics and former sergeant in the US Marines. He shared a system he used in the military and now deploys into his sales team, and it’s all in this week’s episode of Bulletproof Selling!
When we meet a prospect who ‘gets’ us, what we sell, and immediately see how it could benefit them, sales happen on their own. Unfortunately, most of the folks we’re selling to are inundated with offers and don’t have the time to figure out how your unique product or service can help them. That’s where validating your value becomes critical, and to learn how to build it into every sales conversation, we sat down with Bocar Dia, a partner at Forum Ventures. His job is to be pitched to, so he understands how to ensure each of us are clearly communicating value in every conversation. It’s all in this week’s episode of Bulletproof Selling!
Too many salespeople wait until they’re in a meeting or in a conversation before they start performing, and it results in delayed sales and prospect attrition. The best salespeople, however, put the same amount of prep into their meetings as they do their research and outreach. To learn how we can turn prospect meetings into a high-performance process, we sat down with Gabe Lullo, CEO of Alleyoop, a company that’s responsible for setting almost half a million sales meetings. He shared the exact process he walks his clients through to ensure their sales meetings get results, and it’s all on this week’s episode of Bulletproof Selling!
Salespeople’s biggest struggle isn’t caring about what they sell, it’s convincing prospects why THEY should care. There’s a group of salespeople who are expert at selling ideas before anything tangible appears – and you’ve seen their work. To learn how to apply this expertise to our own sales process, we sat down with Julie Barlow and Jean-Benoit Nadeau, professional writers and small business coaches. They shared the techniques they’ve honed over careers of selling ideas and helped us build a system that any salesperson can use to show prospects why they should care about what we’re selling. It’s all in this week’s Bulletproof Selling podcast!
Too many salespeople and sales teams think they’re operating on their own in their companies, with little support or understanding from marketing, operations, and delivery. This leads to high customer turnover and fewer referrals as customers don’t feel like they’re being valued by a cohesive team. To learn how we can get every department singing from the same sheet of music, we sat down with Luis Baez, a revenue enablement strategist who has worked for some of the largest companies on the planet. He showed us how to turn a solo sales act into a sales symphony, and it’s all in this week’s Bulletproof Selling podcast!
We all know that the more prospects we’re pursuing, the more potential revenue we have, but how do we manage great outreach and awesome conversations at scale? To learn the secret of relentless selling at scale, we sat down with Nicole Williams, a former intelligence analyst with the US Army, and now the regional vice president of operations and sales for the QPS employment group. She showed us how any salesperson can plan their work and work their plan in a way that doesn’t just sell more but allows us to serve more prospects and clients along the way! It’s all in this week’s Bulletproof Selling podcast!
If you’re spending time driving deals only to get stuck in negotiations, you’re going to love this week’s episode of Bulletproof Selling! We delve into the art of deal-making, exploring strategic approaches that elevate sales professionals to new heights. To learn how the very best negotiate better deals, we sat down with Mark Raffan, CEO of Negotiations Ninja. Raffan shared his expertise, unveiling the strategies that transform negotiations into a system any salesperson can use. Whether you're a seasoned professional or a budding sales enthusiast, you’ll learn how to ensure your deals don’t stall at the most critical stage!
Most salespeople wouldn’t consider ‘purpose’ as one of their most powerful selling tools, but in study after study, those with purpose out-performed those without. To learn how we can systemize more purpose into our conversations, we sat down with Lisa McLeod, founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose. She showed us the power of operating in alignment with our, and our prospect’s, purpose. It’s all in this week’s episode of Bulletproof Selling!
Money is one of toughest subjects in any relationship, and it’s often the one that stalls or destroys even the best sale. Top-performing salespeople don’t fight with prospects to justify their prices – instead, they work with prospects to develop the right budget to solve their problems. To learn how we can build this process into every one of our conversations, we sat down with Tyler Watkins, senior regional sales manager with Spirent and former intelligence officer with the US Marine Corps. Tyler offered us a roadmap for sales professionals navigating the complexities of unique budget cycles and prospect challenges. Join us as we explore how to craft budgets alongside our clients to sell more, and serve more. It’s all in this week’s episode of Bulletproof Selling!
Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline full of folks who already know, like and trust us? To find the answer, we sat down with Michael Lange, the VP of Sales at Ferrara Logistics Services and former Navy Seabee. He showed us how to systemize and scale building and leveraging a personal network for consistent business success. Whether you're a sales aficionado or a budding professional seeking to elevate your networking game, you’ll want to unravel the secrets to simultaneously creating lasting connections and a fuller pipeline. It’s all in this week’s Bulletproof Selling podcast!
If you’re in an industry where buyers are shopping you on price, you’re not alone. Even if what you sell is like what a buyer can get somewhere else, it doesn’t mean you should revert to discounts and concessions to make the deal. To learn how to reshape our products and services from a commodity into a collaborative sales process, we sat down with Brian Harvey, southwest sales leader with Marsh McLennan Agency and former Coastguardsman. He showed us how to reposition ourselves in the market and change buyer perception, and it’s all in this week’s Bulletproof Selling podcast
For many salespeople, the ability to quickly build rapport is something they either have, or don’t. Because rapport is one of the most critical elements for establishing trust and driving engagement, every salesperson should be working on ways to increase their ability to build rapport, but there are few processes to do so. Until now. We sat down with Matt Lombardi, CEO of Share, to learn how he coaches his clients and salespeople through the rapport-building process. If you want to drive more conversations and shorten your sales cycle, you’re going to love this week’s Bulletproof Selling podcast!
Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the time to ensure every customer’s sales journey maximizes future sales. To learn how we can systemize recurring revenue, we sat down with Troy Small, a former Marine Corps Drill Instructor and current VP of Sales at Skyway Acquisition. He showed us how the buying journey can be constructed to ensure more engagement and more renewals and follow-on sales. It’s all in this week’s Bulletproof Selling Podcast!
Senior salespeople often seem like they only deal with the best prospects: The folks who are most responsive, engaged, and qualified. What many don’t realize is that the same book of business can be consciously created by salespeople of any experience level, if they know what they are looking for. To help us create a way to choose our best prospects, we sat down with Joel Stevenson, CEO of Yesware. He showed us how to make every deal our best deal, and it’s all on this week’s Bulletproof Selling podcast!
Whether you’re drowning in new leads or scraping the barrel for business, there’s one process you can’t ignore if you want to increase sales: how you qualify, and disqualify, your prospects. It’s an area a lot of salespeople try to ‘wing’, and their pipeline suffers the consequences. To learn how the best salespeople are qualifying their prospects, we sat down with Ryan Booth, vice president of sales at PSI Process and former US Army officer. He showed us exactly how to set ourselves up for success with every qualification conversation. It’s all in this week’s Bulletproof Selling Podcast!
Salespeople dread cold-calling and will often come up with creative ways to avoid it. However, we all had a first conversation with our best clients, and we can apply what we’ve learned to all our future first attempts at outreach. To learn how to transfer knowledge from one call to the next, we sat down with Joe Ingram, CEO of Ingram Interactive. He showed us the secret of successful first calls, a skill every salesperson will benefit from. And it’s all in this week’s Bulletproof Selling podcast!
If you think your sales process is complicated, welcome to the complex sale. You’re juggling decision makers, conflicting goals, shifting delivery timelines and budgets. It’s almost too much for a salesperson to manage – which is why you’re going to love this week’s episode. We sat down with Gavin West, vice president of sales and marketing at Smileyscope and former Marine Corps scout sniper. He walked us through a simple system that he’s trained his salespeople to use to ensure they’re putting the right rounds on target. It’s all in this week’s episode of the Bulletproof Selling podcast!
Leads are the fuel that powers our pipelines, but too many salespeople forget to top off the tank. To avoid sales slumps, we sat down with Chet Lovegren, founder and ‘Head Sales RX’er’ at the Sales Doctor. He showed us exactly how to mine our existing databases, personal network and those of our teammates to ensure we were consistently putting new leads into the pipeline and re-engaging old ones. It’s all in this week’s episode of Bulletproof Selling!
We know that if we’re not growing as salespeople, we will be left behind. But how do we identify and prioritize the improvements we need to make, and then create an action plan to ensure those changes are made? To learn the answer, we sat down with Alan Versteeg, the CEO of Growth Matters. He showed us a simple system any salesperson can use to regain control of their own success on the battlefield of business – and it’s all in this week’s Bulletproof Selling podcast!
Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together, magic happens, but there’s often misalignment that slows down sales and increases attrition. To learn how to ensure sales and marketing are in a harmonious relationship, we sat down with Tim Butler, CEO of Innovation Visual, to learn exactly how he coaches his clients to supercharge the performance of both sales and marketing. It’s all in this week’s Bulletproof Selling podcast!
The more meetings we book, the more conversations we can have, and the more chances we have of making sales. However, most salespeople approach their sales cycle from the wrong end and wonder why they’re not seeing results! To learn how to construct a calendar that provides value to prospects at every meeting, we sat down with Bill George, VP of Sales at Ewing Foley, and a former platoon sergeant in the US Army Reserve. He showed us the secret to creating a packed calendar and packing more value into every conversation!
In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can’t see how it serves their prospects, and sales leaders are rarely able to pinpoint where their CRMs are most valuable in advancing the sale. To learn how to arm our salespeople with customer-driven technology, we sat down with Hunter Austin, co-founder of Kelly-Austin, and he showed us exactly how powerful a sales process can be in our CRM – when it’s focused on the customer’s needs.
It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – we sat down with Skip Vish, VP of Sales at Upland Software, and a former Chinook Pilot and Operations Officer with the US Army. We discussed building a system that any salesperson can use to ensure we were handling leads consistently well and apply all our best practices to ensure we sold – and served our customers!
When it comes time for us to scale our teams, we’ll want to make sure we’re not caught off guard. Hoping we stumble across great candidates isn’t a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. We sat down with George Fisher, Vice President Channel Sales at Seceon Inc., and a US Navy veteran to learn how we systemize our sales recruitment strategy, and why building a sales team is a sales process in and of itself.
Most salespeople are focused on why someone should buy from them, and then they’re surprised when the deal stalls or objections appear. You may be convinced, but that doesn’t mean your prospects are! To learn how to look at all the reasons someone isn’t buying and leverage them, we sat down with Jakub Hon, CEO of SALESDOCK. He showed us how the best salespeople look at things from a negative perspective to produce massively positive results.
‘Doing more with less’ is a phrase that drives most of us up a wall, but in this week’s podcast, we found a way to actually apply it and achieve better balance in the process. We sat down with Dr. Travis Parry, PhD, an expert in both sales and life balance, to learn how we can spend more time in the areas of sales that we enjoy the most – so that we can sell more and serve more! If you want to get better results in less time, this is an episode you won’t want to miss!
Relationship selling’ is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma works. To remove hope from how we develop relationships with prospects and clients, we sat down with Scott Hubble, CEO of Nucamp, and learned how we can be more intentional about building relationships during every conversation and meeting. It’s true what they day – where relationships grow, deals flow!
If you want to know how to get prospects into conversation, this episode is for you. This week, we sat down with David Kurkjian, the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just to sell comes across clear as day. Find out how to leverage this into your sales calls in this week’s episode of Buleltproof Selling!
If you want to know how to get prospects into conversation, this episode is for you. This week, we sat down with David Kurkjian, the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just to sell comes across clear as day. Find out how to leverage this into your sales calls in this week’s episode of Buleltproof Selling!
The problems that stop our sales are rarely a surprise, but they are always annoying. They’re annoying because we see them again and again! Instead of letting the same objections, challenges and problems stop our sales, we can use the same process that keeps troops one step ahead in their planning and performance. To learn how it works for salespeople, we sat down with David Farrell, a regional vice president of sales, and he shared how salespeople can mitigate risk before a problem becomes a problem! It’s all in this week’s Bulletproof Selling podcast!
If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love this week’s episode of Bulletproof Selling. We sat down with Dailey Tipton, Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and ensure that you never leave a meeting without a next step in place. Tune in now and revolutionize your prospecting game!
In this insightful episode, we sat down with Bill Parry, Director of Sales Enablement with Privitar and a Coast Guard veteran, to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are other ways to solve sales problems. If you're eager to unlock the secrets of efficient problem-solving and determine when more training is the answer, this episode is a must-listen for salespeople who want to make the most of their sales conversations!
It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it’s done, we sat down with Tom Jackobs, an Impact Pilot at JackobsEffect, Inc., to explore the art of sourcing, developing and delivering stories that connect with our prospects. Whether you're a seasoned sales professional or just starting out, this podcast episode will equip you with the tools to effectively connect with your audience, differentiate yourself from the competition, and ultimately close more deals. Tune in now and unlock the secrets of successful storytelling in sales!
Does your company offer a certification or warranty on what you sell? And does it make a difference in whether someone buys from you? In this latest episode of our podcast, we sat down with Robb Clawson, Director of Marketing, Education, Membership, and Events at AMCA International to learn how to systemize the way we sell certifications. Tune in to this episode to hear from Robb and better differentiate yourself from your competitors using your certifications or warranties!
In this episode of our podcast, we sat down with Ryan Staley, CEO of Wale Boss, to discuss how to systemize our emotional connections in a scalable way. Ryan shared his insights on the importance of researching what our prospects care about so we can show educated and prepared to offer solutions. Tune in to learn how to streamline the way you build prospect relationships and achieve consistent success.
If your careers takes you to a leadership position, you don’t want to hope you figure it out as you go. This week, we sat down with John Hoskins, founder of Level Five Selling, to learn what new sales leaders need to know to ensure they’re starting off well. Because we never know when we’ll be tapped to lead a team, this is a must-listen episode of Bulletproof Selling!
Whether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, we sat down with Chaminda Wijesundera, a sales headhunter and managing partner at Emphire Agency who shared his secrets on how to systemize your hiring process to ensure faster ramp-up and sales performance. During our conversation, he shared his insights on how to create a salesperson avatar to screen candidates against and how to ensure that you’re finding the right cultural fit as a salesperson. If you're a sales leader or want to ensure you’re working for the right sales team, this episode is a must-listen!
In the world of sales, keeping your pipeline moving is crucial. That's why we sat down with Steve Gielda, author of the book "Influence Acceleration: How to Get Your Way Faster and with Less Resistance," to discuss his insights on keeping deals from getting stuck. In our podcast, Steve shares his strategies for accelerating pipeline and boosting future revenue. Listen in to learn how you can systemize your sales process and achieve success in your business.
In this episode of our podcast, we sat down with Collin Mitchell, sales expert at Humantic.ai, to discuss how sales professionals can leverage the power of AI and personality types to systemize and streamline their sales process. Collin touched on various topics, including the importance of understanding your ideal customer profile, the role of AI in personalization and lead generation, and the benefits of using data-driven insights to optimize your sales strategy. Collin shared his valuable insights and practical tips for using AI to enhance your sales performance and achieve your revenue goals, and it’s all in this week’s Bulletproof Selling podcast!
Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? We sat down with Steve Heroux, founder and CEO of the Sales Collective, to discuss his insights on how to reclaim our control of sales calls and of our sales careers. In this episode, we dive into the importance of discipline, routine, learning, and role play in reclaiming success in sales. It’s all on this week’s Bulletproof Selling podcast!
Ever wasted months pursuing a prospect only to discover they’d make a horrible customer? During our latest podcast episode, we sat down with Ian Selbie to discuss the importance of systemizing how we qualify prospects into our pipelines. He shared his insights on how to create a repeatable and measurable system that can help you close more deals and scale your outreach. Whether you're a seasoned sales professional or just starting out, you won't want to miss this valuable conversation.
Selling is tough enough, but too many of us stop when the sale is made. In this episode, we sit down with Dee Bowden, the founder of BCS Solutions, to uncover the secrets to creating an efficient and effective system for managing accounts receivable, so that we can begin delivering on the value we promised our prospects during the sales process. Tune in to learn how to systemize your accounts receivable and improve your pipeline’s financial health.
Top salespeople seem to be the ones prospects seek out, and they’re the envy of everyone else on their team. However, what they’re doing isn’t magic – it’s just different than how most salespeople are selling. Instead of focusing on their product or service, top salespeople are focusing on the challenges their prospects face and are fanatical about providing solutions. In this week’s Bulletproof Selling podcast, we sat down with David Copeland, sales director for Technam Aircraft, to learn exactly what it means to be solution-oriented so that we can more quickly differentiate ourselves, get more conversations and be Bulletproof in how we sell!
Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us make buying decisions every day. What is the difference? When salespeople focus on their sales journey, prospects must be led. When prospects are the ones calling the shots, they do the leading. To learn how to construct a customer-focused buying journey, we sat down with Gal Aga, CEO of Aligned and former military policeman in the Israeli Defense Force. He showed us how to engineer a customer-focused buying journey and it’s all in this week’s Bulletproof Selling podcast!
We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it’s cold calling or filling the pipeline, what we avoid always comes back to haunt us in sales. To learn how to identify, document and overcome even our toughest sales task, we sat down with Larry Long, Jr., the chief experience officer of LLJR Enterprises, and author of the new book Jolt. He showed us how to put tough tasks in the right perspective, and it’s all in this week’s Bulletproof Selling podcast!
Being the person our prospects and customers turn to when they have a problem is a great place to be, but there’s an even better place the best salespeople strive for. It’s to be the person with solutions to problems that prospects didn’t even know they had. To learn how we can systemize listening for industry challenges, creating solutions, and leverage them in sales calls, we sat down with Michael Butler, CEO of Beyond Publishing. He showed us how to systemize sales solutions so we can provide more value to our prospects than anyone else!
Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales conversation, we sat down with Patti DeNucci, an award-winning ‘chief connector’ and author of the new book More Than Just Talk. She showed us how to systemize our conversations, so our focus is always on the most important person – the prospect!
Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the call starts to go south. The best salespeople have ways to turn sales calls around mid-stream or decide to cut and run – and we sat down with Kevin Vear, a sales expert from Franklin Covey, to learn how any salesperson can save more sales calls! It’s all in this week’s Bulletproof Selling podcast!
Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers.
They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’
To learn how we can incorporate that mindset into how we sell, we sat down with Steve Weinberg, a sales author and trainer with a career of closing large deals under his belt. You’ll love the simple ways he showed us to invite and to say ‘no’ more, so that we can close deals sooner. It’s all in this week’s Bulletproof Selling podcast!
Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they rarely have to overcome objections. Instead, they only deal with people that know, like and trust them. While it used to take decades to develop a book of business like that, it doesn’t have to. We sat down with Trey Sinclair, President of Wells Insurance Agency to learn how he systemizes follow-on sales in his agency and he shared a system that any salesperson can use to create lifetime customers for themselves. It's all in this week’s Bulletproof Selling podcast!
It’s go-time. The prospect’s name and number are in front of you, and you’re about to hit ‘dial.’ What did you do to prep? Too many salespeople answer that question with ‘nothing’ or ‘not enough.’ Figuring things out on the call isn’t the best time to help customers solve problems, which is why the best performers always have a pre-game system they use to prepare. To learn how this looks for salespeople, we sat down with Niraj Kapur, managing director of Everyone Works in Sales. It’s all in this week’s episode of Bulletproof Selling!
Discovery is one of the most critical jobs of a salesperson, because we need to know if we can help the people we’re speaking with! Unfortunately, many salespeople make discovery a one-time event in their sales process and then get frustrated when interest wanes, objections arise and priorities shift. Salespeople that ensure discovery continues throughout the sales process avoid those problems, and to learn how it’s done we sat down with Jeremy Pope, a clinical hypnotist who now coaches salespeople and teams in how to stand up great sales processes. He showed us how ay salesperson can systemize discovery at any point of the sale to increase client conversion. It’s all in this week’s Bulletproof Selling podcast!
‘Pitching’ has a bad rap in the sales industry, because too many salespeople ‘spray and pray’ when it comes to showing prospects what their products and services can do. If we could make our demos and pitches prospect-focused and actually provide them with something they couldn’t get anywhere else before they purchase from us, how much more likely would we be to make the sale? To learn how to customize value into every product demo and pitch, we sat down with Ryan Johns, vice president of corporate strategy with Central Metric and former instructor at the Air Force’s Air Education Training Command. He explained the system he encourages teams to walk through to ensure they’re always providing customized value – every time they pitch!
If you knew you could make progress on any account you called on, would you pick up the phone more? Instead of being a fantasy, delivering on that is exactly what we’re covering in this week’s podcast. We sat down with Gerry Hill, vice president at ConnectAndSell, to learn how salespeople can set and leverage micro-objectives to ensure they’re making measurable progress no matter how long their sales cycle is or even whether their prospects can purchase today! It’s all in this week’s Bulletproof Selling podcast!
One of the easiest places to experience loss in a pipeline has nothing to do with pricing or competitors – it’s because we let a prospect slip through the cracks. To ensure we never lose a prospect during a handoff between team members, we sat down with Sebastien Van Heyningen, president of Central Metric, to learn how the best salespeople systemize account handoffs. This ensures prospects never fall through the cracks and if done correctly, increases the chance of the sale! It’s all in this week’s Bulletproof Selling podcast!
If our prospects don’t know how much we care about them, then we can’t expect them to care about what we’re selling. That’s why it’s imperative we add more value to their lives even before they become customers. But how do we identify their pain points and build resources that will ensure they see us as people they want to take another call from? To learn the answer, we sat down with David Vartanian, a former sales executive with Anheuser-Busch and co-founder of Tidbits. He shared a sales system he’s used to develop custom resources for entire markets that we can use no matter the size of our budget or our goals. It’s all in this week’s Bulletproof Selling podcast!
Have you ever tried to convince a prospect to care about the features or benefits of what you sell? And how did that go? It’s true that prospects only care about the things that could affect them, and if they don’t understand how what you sell does that, you’ll struggle to sell. To understand how to research and communicate the information prospects care about, we sat down with Sanjay Dhebar, a professor of sales and marketing who showed us that to engage prospects, we must understand what should be keeping them up at night. It’s all in this week’s Bulletproof Selling podcast!
Unhappy people don’t tend to do well in sales, and there’s a reason: People want to have conversations, relationships, and buying experiences that leave them feeling good about their choices. To learn how we can positively elevate our prospects in every conversation, we sat down with Mark Bowden, an international expert in leveraging body language. He’s consulted with the leaders of nations, but he was willing to share with us some simple things salespeople can systemize to make more sales by lifting up our prospects in every conversation! It’s all in this week’s Bulletproof Selling podcast!
Salespeople often struggle through sales scripts and pre-built ‘pitches’ their companies provide them, wondering why the highest performers in their organization often go off-script. To learn how we can make any sales pitch our own, we sat down with Caelan Huntress, creative director of Stellar Platforms and author of the book Marketing Yourself. He showed us how to inject more personality into our pitches, and it’s all on this week’s Bulletproof Selling Podcast!
Sales is a tough job if we think we’re responsible for controlling the actions of others. Often, however, top salespeople place their focus on the things in their schedules, outreach and day that are within their control. This mindset shift can make the difference during times when prospects aren’t picking up the phone despite our best efforts. To learn how to maintain or regain a sense of control in our sales careers, we sat down with Susie Mathieson, a sales trainer, and coach who understands the psychology of successful salespeople. We built a system you can use to identify where you do have control in sales and to take advantage of it! It’s all in this week’s Bulletproof Selling Podcast.
Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in the natural world, they’re looking for things that reliably repeat – a lesson salespeople can benefit from. To learn how to apply science to systemize our way out of losing sales, we sat down with David Hoffeld, author of The Science Of Selling and Sell More With Science. He showed us a simple system to leverage science in the way we sell and ensure we never lose a sale for the same reason again! It’s all in this week’s Bulletproof Selling podcast!
A famous saying is ‘Knowing is half the battle,’ and it’s a saying that the best salespeople take seriously. Showing up to a sales meeting already knowing about your prospect, their goals and their challenges positions you ahead of every other salesperson who has to build their prospect’s profile on the fly. To learn how it’s done, we sat down with Ben Shimol, a cybersecurity leader with Cider Security and former R&D leader with the Israel Security Forces. He helped us build a system that any salesperson can use to develop a prospect target package that is guaranteed to advance the sale!
Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have both and be seen as an equal partners. That’s why we sat down with Leon McCowan, creator of The Sales Dojo, to learn how to keep ourselves out of the friend zone with our clients. It’s a great system that ensures we’re seen as equal partners, and it’s all on this week’s Bulletproof Selling podcast!
Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have both and be seen as an equal partners. That’s why we sat down with Leon McCowan, creator of The Sales Dojo, to learn how to keep ourselves out of the friend zone with our clients. It’s a great system that ensures we’re seen as equal partners, and it’s all on this week’s Bulletproof Selling podcast!
When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it shuts down more sales opportunities than it creates. To learn how we can overcome the need to be likeable in how we sell while still serving our prospects, we sat down with Douglas Cole, author of The Sales MBA. He shared a simple system to ensure we keep prospects - instead of ourselves – the center of attention!
When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it shuts down more sales opportunities than it creates. To learn how we can overcome the need to be likeable in how we sell while still serving our prospects, we sat down with Douglas Cole, author of The Sales MBA. He shared a simple system to ensure we keep prospects - instead of ourselves – the center of attention!
There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople never stop learning and growing. He’s found it’s the cure for the boredom that often keeps salespeople from enjoying their work more, and he shared his system with us on this week’s Bulletproof Selling podcast!
There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople never stop learning and growing. He’s found it’s the cure for the boredom that often keeps salespeople from enjoying their work more, and he shared his system with us on this week’s Bulletproof Selling podcast!
If you sell long enough, you’ll find yourself in a sales plateau. It might be in how you prospect, drive meetings or ask for the sale, but as we become comfortable in any process, we become complacent. To learn how to identify where we might be in a comfort zone in how we sell and break out if it, we sat down with David Schlosberg, a sales expert who works with sales teams to ensure they don’t stay in the plateaus that hold them back! It’s all in this week’s Bulletproof Selling podcast!
If you sell long enough, you’ll find yourself in a sales plateau. It might be in how you prospect, drive meetings or ask for the sale, but as we become comfortable in any process, we become complacent. To learn how to identify where we might be in a comfort zone in how we sell and break out if it, we sat down with David Schlosberg, a sales expert who works with sales teams to ensure they don’t stay in the plateaus that hold them back! It’s all in this week’s Bulletproof Selling podcast!
If you’ve ever been nervous to reach out to a stranger and try to sell them something, you’re not alone. It’s natural to be nervous when we’re in a new environment, whether we’re selling something or kicking down a door with a military team. Where military teams get it right is having a plan before they step into the unknown. To learn how to plan our first sales conversations, we sat down with Alex Schlinksy, a sales expert who understands how valuable having an outreach plan is for sales success. It’s all in this week’s Bulletproof Selling podcast!
Sales stall for thousands of different reasons, and most salespeople chalk it up to bad luck, inflation, or a stagnant economy. However, there is a group of high performers out there who never settle for sales stalls. They’re constantly examining what they could do differently next time, effectively ‘sprinting’ as they try new methods scripts and templates. To learn how these ‘Bulletproof’ salespeople work their magic, we sat down with Simon Severino to discuss how to incorporate the ‘sprint’ process into how we ensure sales never stall for the same reason again. It’s all in this week’s Bulletproof Selling podcast!
The time between when we meet with a buyer and when they say yes can be frustrating for a salesperson who’s always hearing, ‘We’ll check with our folks and get back to you.’ To help us overcome this sticking point in the sales cycle, we sat down with Brandon Bornancin, CEO of seamless.ai, to learn how he’s systemized ensuring that his sales move from demo to closed business more often. Brandon has opened a special offer for readers of Bulletproof Selling who want to try the service his company offers - seamless.ai - by going to seamless.ai and using the code ‘Bulletproof’ and receiving $500 in user credits.
We all know that our favorite topic is ourselves, but how many times do we apply that to how we sell? We sat down with Chris Dawson to learn how to ensure everything we do as salespeople places the spotlight where it belongs: On our prospects. It’s all in this week’s Bulletproof Selling podcast!
If you’ve ever found yourself having to spend time training the same topic twice on your sales team, you’re going to love this week’s podcast. We sat down with a former Israeli Paratrooper Zach Selch, CEO of @global sales mentor, to learn how the highest performers in militaries around the world develop training to become force multipliers in their own teams! It’s all in this week’s Bulletproof Selling podcast!
Salespeople around the world are always looking at ways to shorten their sales cycles, but according to Adir Ben-Yehuda, most of them are focusing on the wrong thing. Instead of investing more in a tech stack or sexier marketing, Adir sat down and shared a simple sales system that refocuses our attention where it belongs – on the prospect and their challenges. If shortening your sales cycle and increasing prospect receptivity would help you, then you’ll love this week’s Bulletproof Selling Podcast!
There’s a phrase in the military called ‘softening the target’. It means prepping your target for the main effort so you have a better chance of success. In sales, there’s no better way to prep a prospect for a conversation than to allow them to get to know you ahead of time and show them you’re competent and bring relevant solutions. Fortunately, all of that can be done inexpensively with video. We sat down with Fred Copestake to learn how he advises his sales clients how to systemize great prospecting video, and it’s all in this week’s Bulletproof Selling podcast!
Most salespeople would rather be selling than training, and it’s because few can connect training with revenue and serving customers. That’s why we wanted to sit down with George Hamilton, a former Army artillery officer who applies what he learned on the battlefield with his sales team. He outlined how he determines what they need training in most, how to develop the content and ensure the training sticks. It’s all in this week’s Bulletproof Selling podcast!
If you’ve ever felt like your prospects were waiting for you to stop talking so they could hang up on you, you’re not incorrect. Our brains have evolved to quickly sort new stimulus into categories and if you’re not surprising them or piquing a prospect’s interest, you won’t make the sale. That’s why we sat down with Moeed Amin, a student of neuroscience, to learn how we could leverage the software in our prospect’s brains to drive better conversations and relationships. It’s all in this week’s episode of Bulletproof Selling!
Customer feedback isn’t just for improving customer experience. Properly systemized, it can actually be used to help us sell better to our current prospects. That’s why we sat down with Ross Tramper, VP of sales for Teslio. He shared with us how he encourages his salespeople to gather information from current customers that allows us to customize more and drive tremendous value to the folks we’re driving conversations with. It’s all in this week’s Bulletproof Selling podcast!
Whether we’re on an actual battlefield of on the battlefield of business, intelligence can determine whether we win or crawl away in defeat. Salespeople understand the value of ‘market intelligence’, but few are taking the time to really leverage it before they begin prospecting to ensure they’re setting themselves up for success. That’s why we sat down with Jamie Shanks, CEO of Pipelinesignals. In this interview, we review the power of leveraging market intelligence before prospect conversations.
Mindset is a term thrown around a lot, but few salespeople understand how to actually build it. Whether you’ve been selling for decades of for a few days, you know mindset is the difference between loving what you do or dreading every sales call. That’s why we sat down with Jim Cathcart, a hall of fame speaker who has been teaching personal development for more than four decades. You’ll learn how he advises his Fortune 100 clients to turn their mindset into a skillset they can use across their sales activity.
Sales team meetings usually produce eye-rolls, and for good reason: Most are a waste of time. That’s why we sat down with Jeff Bajorek and learned how he advises his clients to sell their sales teams on the value of meetings the same way they sell clients on the value of their products and services. It gives sales leaders a chance to step into the role of sales, and you’ll love the sales system that we built in this episode of Bulletproof Selling!
It’s a fact that most prospects feel ambushed when a salesperson calls them out of the blue, and it’s a major hurdle that stops sales cold in their tracks. Yet, there has to be a way to call a stranger and establish a connection, build trust and demonstrate empathy, and that’s what we sat down with Chris Beall to learn. He shares the same system his own salespeople use to begin tens of thousands of sales conversations each year – and it’s all in this week’s episode of Bulletproof Selling!
If you’ve ever become frustrated with the quality of the prospects you’re pursuing, you’ll love this week’s episode of Bulletproof Selling. We sat down with Sarah Jane Hicks to learn how to consistently identify, find and effectively reach out to the highest-quality prospects available. If you want to sell more to prospects who understand and appreciate the value of what you sell, you won’t want to miss this interview!
If we’re reaching out in the same way to every prospect, then we’re by definition ‘spraying and praying.’ That may work if we’re sorting through hundreds of leads each day, but the time comes in every salesperson’s career when they begin to target bigger decision makers that don’t respond well to an off-the-shelf sales process or a generic product or service. That’s why we sat down with David Longhini, a sales leader whose career has been built on customizing both how his team sells and building custom solutions for their customers. He laid out a sales system that anyone can use to map out a sales process customized to every prospect in our pipelines – and it’s all in this episode of Bulletproof Selling!
Social media sites are one of the few places we have a chance of interacting with prospects we might never get the chance to meet in person or get on the phone – but how do we systemize our outreach so we convert more top-tier prospects? That’s the question we sat down with Phil Gerbyshak to answer, and you’ll be surprised at the simple sales system he shared with us. If you want to systemize how you leverage social media platforms like LinkedIn, check out this week’s Bulletproof Selling podcast!
One of the easiest ways for us to lose a sale is by not fulfilling our commitments, but what happens when we’re managing hundreds of prospects and making commitments to all of them? That challenge is what we sat down to discuss with Sharon Cupach, and you’ll love the simple system she has salespeople use to ensure they always sell with integrity!
Whether it’s your first year in sales or your fiftieth, one thing that never changes is the need to develop new relationships and expand the circle of folks we sell to. That’s why we sat down with Jerry Martin, a sales leader whose team is charged with developing new relationships each and every week. Whether you’re opening a new geographic territory or simply expanding your pool of prospects, you’ll get a lot out of this week’s Bulletproof Selling podcast!
The best plans never work out as planned, but too many salespeople will either operate without a plan or wait far too long before they begin to adjust their plans. In this episode of Bulletproof Selling, we sit down with the godfather of sales systems, Scott Leonard, and learn how to up-armor any sales process so we can ensure that when plan inevitably change, we’ll be ready to respond!
While salespeople love to close sales quickly, it’s often at the detriment of their client’s success. On the battlefield, rushing into a fight was what folks were trained to do, but was always a bad idea. We sat down with Eric Martin and asked how he ensured his sales team took their prospects through a defined process that ensured they weren’t rushing to close the sale, but still ensured they converted at a high rate. It’s all in this week’s Bulletproof Selling podcast!
Vision and strategy are words that leaders love throwing around, but how many build plans to accomplish them? And how many of those plans are actually implemented by their sales teams? That’s the problem we sat down with Jason Cutter to solve, and whether you’re a sales leader or a salesperson responsible for pivoting with change, you’ll get a lot out of this week’s Bulletproof Selling podcast as we dive into how to roll out any new sales system, ensure senior salespeople are on board, and hold everyone accountable for results!
So often in sales, we try to pull prospects through our sales steps in the hopes of closing them faster. We sat down with Red Boswell, a sales leader who believes in letting the prospects drive the next step of each sale. He explained how we can systemize each step of our sales cycles so it’s our prospects who are stepping further into our process instead of us dragging them, often kicking and screaming! It’s all in this week’s Bulletproof Selling podcast!
Many salespeople work in very technical industries, and they have to understand not only how to sell but how to engineer customized solutions for their prospects. Instead of letting a technical background get in the way of results, we sat down with JD Giles and learned how he leverages the technical background of his sales team to better serve their prospects and clients. It’s all in this week’s Bulletproof Selling Podcast!
There’s a reason we spend so much time planning military operations – we know that an ounce of planning equals a pound of results. And yet too many salespeople simply ‘smile and dial’, hoping they’ll catch their prospects at the right time. We sat down with Jason Bay, a prospecting expert, to learn why that strategy doesn’t work and what we can begin doing to prepare for powerful, prospect-focused outreach!
For years, we’ve thought that trust was something that took a whole sales career to build. However, many new companies have a higher amount of trust with their customers than established brands. To crack the code on how to systemize trust in the sales process, we sat down with David Horsager and built a system that any salesperson can use to determine where trust is most needed in their outreach and conversations, increase the level of trust prospects and customers have with them, and make a bigger impact and income! It’s all in this week’s Bulletproof Selling podcast.
No system is designed to work perfectly forever - but how often do we get a script, template or sequence and use it until the wheels fall off? That doesn't just cost sales, as many salespeople discovered when they didn't change their outreach during COVID - it also cost relationships. We sat down with David Masover to discuss how he advises sales teams to deconstruct their sales challenges to determine if a system needs to be fixed or scrapped altogether. It's all in this week's Bulletproof Selling podcast!
Having processes and systems can definitely improve sales, but nothing should be static forever. That's why we sat down with Nick Sheehan and had him walk us through how we ensures his sales team's systems stay up to date and relevant. It's a masterclass on ensuring you have the most effective and efficient sales systems possible!
For many salespeople, having all the answers is a mark of pride. Unfortunately, a 'know it all' mindset doesn't work on the battlefield, or in business. In this week's episode, we sat down with Raleigh Wilkins to tackle how to be humble - and to learn what we need to learn to better serve our sales goals and our prospects.
Salespeople take a lot of pride in how much activity they can generate, but then continue to remain frustrated when all those calls, emails, direct messages, and letters don't produce results. We interviewed Jason Beck and discovered we were looking at our sequences the wrong way. He showed us how to reverse our mindset and allow prospects to drive our sales cycle. To learn how, check out this week's podcast!
Saving time is the top concern of salespeople - because with that time they can prospect more, conduct more outreach and make more sales! To create more time to sell, we have to balance efficiency with becoming too standardized. That's the challenge we brought to Darryl Praill, and you'll love the sales system we built to continuously improve every aspect of your sales scripts and templates!
Social media tends to be the bane of salespeople, their biggest waste of time, or both. We sat down with Jessica Rhodes, a sales leader whose team generates all their conversations through social media messaging, to explain how they drive high-ticket sales from folks who start off not even knowing their service exists! If leveraging social media selling is something you'd like to improve, you'll love this week's podcast!
One of the chief ways we can establish relationships with prospects doesn't come from focusing on what we want to say. Rather, it comes from focusing on our prospects. In this interview with Joe Malmuth, we dive into how to create more time for prospects, generating more time for our prospecting!
The most valuable resource we have is time, and it's the one thing every salesperson wishes they had more of - more time for research, calls, meetings and providing value. We sat down with Matt Woodcock to discuss the best and fastest place any salesperson can reclaim time - and it's all in this week's Bulletproof Selling podcast!
Many salespeople pride themselves on 'delivering value' as part of their sales process, but few can define what value means. According to Paul Reilly, co-author of Value-Based Selling, that's because value is defined differently for every prospect. We sat down with Paul on this episode to dive into how the best salespeople define value before each call to ensure they're customizing that value to each prospect. To access the resources Paul mentioned, visit: https://www.toughtimer.com/book/
When salespeople catch onto the power of sales systems, they're excited but often overwhelmed. Why? It's because there's no place a sales system can't apply, and that means often never beginning to systemize our sales cycle because it's easy to get overwhelmed. We sat down with Joseph Fung and learned that systems can be started today using the challenges that are right in front of us - and it all begins with a great sales checklist.
Salespeople are always looking for the secret hack, objection turnaround, or lead source - all in the hopes of achieving more sales. We asked Ian Selbie, a sales expert who was once rated among the top salespeople at Apple, about what the secret really was. The answer will surprise you, and in this podcast Ian explains how to stand up a sales system that can provide an a way to address almost any problem a salesperson can encounter.
When prepping for your sales meetings, question matter more than we think. Why do salespeople leave one of the most important elements of their success to chance? That's the question we tackled with Stephen Krines, a sales leader who understands the power questions can have for a salesperson't success.
Instead of being the one who is always trying to discover information about prospects, what if they came to you to turn over that same information? That's what we discussed with Doug Sandler, a master of interview-based sales. We reveal how to systemize interview-based sales as a powerful tactic to develop relationships, provide value to your industry and make selling Bulletproof!
Many salespeople put their focus on what to say during their sales meetings, but top sales leaders understand success is often defined before the meeting ever happens. We sat down with Bob Bolton, a sales leader in the advertising sales industry about how he shortens his sales cycle - and that of his salespeople - by ensuring they're prepped for success before they ever meet with their prospects.
If salespeople could get more of one thing, it would be time. Time to make more calls, send more emails, and have more meetings. However, with only 24 hours in the day, how do we scale ourselves so we can continue to build relationships and add value? That’s what we discussed with Ed ‘The Rainmaker’ Robinson on our featured livestream!
If you've ever had a deal stall because a prospect needed an answer you didn't have or wanted time to 'think about it', you know how frustrating the world of sales can be. We sat down with Bruce Evans to discuss how his team builds responses to common objections, concerns and prospect challenges before they need them and proactively build those 'sales stories' into prospect communications.
Salespeople spend whole careers chasing 'unicorn' customers - those who are easy to do business with and are also the most profitable. Instead of waiting decades to stumble across this sought-after type of prospect, we sat down with David Shriner-Kahn and built a system to define what a 'profitable prospect' is for ourselves and get out there to find them!
Salespeople often feel they have to talk about the value of their product or service in order to sell, but in this interview with storytelling expert John Livesay, we learned there's another way. This week, we focus on learning how to share our customers' stories rather than our own.
To access the resources John mentioned in the interview, visit www.johnlivesay.com/freeelevatorstory
If salespeople aren't beginning their conversations with a plan, they're planning to fail. That's what we spoke about with Jim Bowman, a leader who's grown his team to almost 100 people. One of his keys to success is not letting the great stories his salespeople gather go to waste, and ensuring those stories are used is the topic of this week's podcast!
Many sales leaders spend most of their time 'parachuting' into their team's sales, salvaging those who are at risk of being lost. Unfortunately, this game of whack-a-mole does little for the salesperson in the long-term and nothing for the team. When we sat down with the CEO of systems, Josh Fonger, we walked through how to solve sales problems on every team once, so that salespeople (and their leaders) never had to deal with those problems again.
While salespeople are tasked with creating conversations, only the best realize it's also their job to keep the conversation going. That means owning the next step after every interaction, and that's the topic we covered with sales leader Matt Tolbert on this episode of Bulletproof Selling!
Stay in sales long enough, and you'll have to deliver bad news to a prospect. It's what happens next that makes or breaks the relationship - and the sale. How to deliver bad news and still close the sale is exactly what we discussed with Ingo Heiland on this episode of Bulletproof Selling!
Salespeople tend to run a thousand miles a minute. While that's great for getting things done, it can also result in chasing the biggest fire instead of the most important one. We sat down with sales leader Greg Carbone and asked how he helped his salespeople systemize their self-reflection, and we built a sales system for making it happen!
When we interviewed Troy Steele, we learned that the best salespeople don't have a terrible conversation with a prospect and keep it to themselves. Instead, they share what they heard with their team so that everyone can benefit and improve. In this week's episode, we walk through why it's important to track new questions we hear and what to do about them.
Many salespeople work in rapidly-changing industries, and that was before COVID-19! To succeed in a world of competitors and slim margins, we have to focus on updating what makes us different, and that's the conversation we had with Doug Jenkinson. He shared with us how he ensures his salespeople are remaining relevant to their prospects today and preparing them for tomorrow.
Too many salespeople wait until they're in a conversation before they think about what to ask, and what to say. Bulletproof salespeople take the initiative and have a series of questions prepped and ready to roll - but how do we ensure our questions are relevant to our prospect's constantly-changing worlds? We sat down with sales leader Douglas Billings to answer that very question!
Trust has consistently been rated as more important than price or ROI in the selling process, but too many salespeople ignore the element of trust-building in their pipelines. In this interview with sales guru Jeff Goldberg, we reveal how to systemize trust-building throughout the sales process.
Salespeople are always trying to get better, but why does their sales training seldom stick? In this interview with Mike Phillips of McClosky Motors, we examine how great sales leaders empower their salespeople to not only attend sales training, but ensure that it is used and produces real sales results.
As salespeople, success is often determined by what happens after we get off the phone with a prospect. In this interview with Matt Neuman, we walk through the sales system his team uses to ensure they continue to remain in touch with prospects and improve the way they provide value after their sales calls.
As salespeople, it's easy to run from one sales meeting to another and think our activity will yield results. Unfortunately, rote repetition is the slowest way to learn. In this episode, we interview Bill Butts on how he ensures salespeople on his team learn from each sales meeting in a way that makes them better prepared than any competitor.
Salespeople know that an inbound inquiry is easier to convert, but can also be a waste of time. In this episode of Bulletproof Selling, we interview Dave Lorenzo about what he sees the smartest salespeople doing to systemize their follow up - resulting in more closed business!
We all know that establishing trust is a critical element in the sales process, but salespeople will often damage that trust by not delivering on their commitments or over-delivering. In this week's episode, we sit down with Todd Caponi, an expert in the neuroscience of selling, to establish how to become more transparent in the way we make - and deliver on - our prospect commitments.
The reason prospects struggle to find time for salespeople is because salespeople often show up wanting to take time rather than provide value. During a chat with sales leader Nate Lucius, we reveal the system his salespeople use to stay relevant, provide value, and ensure their prospects always have the time to chat.
Many salespeople hope they remember to do everything necessary to close the next deal - and only at the last minute discover they didn't ask about budget, decision makers, or how their prospect purchases products or services. In this episode of Bulletproof Selling, we sit down with a sales leader who believes in having a closing process and in measuring something most salespeople miss along the way.
It's inevitable that our prospects and customers will go through crises - either from downturns or from surges in orders. Smart salespeople do the work today to be prepared to serve customers who need help more than ever instead of waiting for crisis to happen. In this week's podcast, we interview a sales leader whose industry experienced drastic swings in 2020, and he shares with us how his salespeople leveraged crises to be better prepared to serve their prospects and customers.
Because organizations are changing so rapidly, their needs are changing faster than they ever have before. Organizations are working to meet those needs by rolling out new products and services, but salespeople often struggle in a virtual/hybrid sales cycle to get a prospect's attention. In this episode of Bulletproof Selling, we dive into how to stand up an outreach campaign for a new product or service that gets noticed and gets results.
Salespeople's time is at a premium, and that means they'll naturally gravitate to responsive prospects. Unfortunately, that means tough-to-reach prospects are often the last to be contacted and are likely to buy from someone else. In this podcast, we chat with a sales leader about how he ensures his salespeople keep in contact with unresponsive prospects.
Bulletproof Selling is all about replacing hope with certainty, and few know how to do that better than Jeff Bajorek. In an interview with one of the top minds in sales, we learned about the difference between leads and prospects and how to generate conversations with those prospects that convert clients!
Salespeople know that being top of mind is critical in turning prospects into customers, but 'just reaching out' to 'check in' won't win us clients. In this week's episode of Bulletproof Selling, we look at how to stay relevant throughout the year with all our prospects in ways they'll find valuable - and of course, how to turn it into a Bulletproof system!
Sales leaders have a lot of important jobs, one of them being coaching their salespeople to get better at what they do. However, a lot of leaders spend most of their time managing their salespeople instead of leading them. The difference? It's ensuring that what salespeople learn creates change, and that sales managers ensure that change lasts.
Whether we're managing a pipeline of ten or hundreds, it's important to know when to remove prospects who aren't a great fit. In this interview with Alex Texeira, we dive into the processes he advises his salespeople use to ensure their pipelines are full or folks who will be great prospects, today or in the future.
In this episode of Bulletproof Selling, we're talking sales systems with Dale Roznowski, an engineer-turner-sales-leader. Dale explains that many salespeople miss out on results because they're not prioritizing which prospects we need to reach out to at different times of the year. This is a valuable system to begin using to replace hope with certainty!
While many salespeople are familiar with using technology for prospecting, few are aware of the power it can have to ensure deals close as well. In this live interview with sales and tech expert Phil Gerbyshak, we dive into how we can systemize technology throughout the sales process to replace hope with certainty.
Emails have become standard in sales outreach, but there are many mistakes salespeople make that keep them from being opened or responded to. In this episode of Bulletproof Selling, we sit down with multiple hall-of-fame speaker and sales expert Jim Cathcart as he walks us through how to apply timeless sales strategies to one of the newest forms of communication.
Salespeople who win don't have the cheapest price or the sexiest product or service. Instead, they're the ones with great follow up. In this conversation with sales expert Meridith Elliott Powell, we discuss the systemization of great follow up, when to use it, and how to ensure it generates results!
Great salespeople are busy serving clients and prospecting for new ones. In this interview with best selling author and sales expert Mark Hunter "The Sales Hunter", we dive into why the best salespeople work off of their calendars instead of a to-do list.
The sales system we develop on-air can help any salesperson avoid the mistakes so many make in time management, more efficiently use their calendars, and make more sales!
In the inaugural episode of Bulletproof Selling, we're diving into how we can trim hope from our sales strategies. Instead of hoping we remember what works with our next call, email or buyer conversation, we can establish systems that ensure we're performing consistently, closing more deals and providing more value to our clients!