Conquering Seasonal Sales

Conquering Seasonal Sales

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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…

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Leveraging Data For Seamless Sales

Leveraging Data For Seamless Sales

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In a digital age, we are told that the salesperson who controls the data controls the deal. Unfortunately, too many salespeople don’t properly use the data they have access to, or they never use it to make their conversations relevant in the first place. Instead of hoping your message lands, there is a way to…

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Connecting Customers To Multiply Sales

Connecting Customers To Multiply Sales

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In sales, relationships are everything. The problem is, most salespeople only focus on the relationship they have with their prospects and customers. Few salespeople take the time to tap into an even greater opportunity: Connecting customers with each other. Our customers know people like them, people who we can also serve. Additionally, our customers have…

Multiply Your Revenue by Connecting Customers

Multiply Your Revenue by Connecting Customers

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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…

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Recruit Like You Sell

Recruit Like You Sell

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If we aren’t responsible for hiring salespeople today, we will be one day. And then a whole New World of challenges will open to us. Finding, and retaining great sales reps is one of the top challenges in any sales team. But it doesn’t have to be. It turns out that the same process we…

The Sales Funnel of Talent Acquisition

The Sales Funnel of Talent Acquisition

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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…

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Ensuring The Next Step In The Sale

Ensuring The Next Step In The Sale

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Many salespeople work for months to get a conversation, quote, or a purchase order in front of a qualified decision-maker. Unfortunately, this is also where many of us drop the ball. After all that work, we often leave the next step of the sale to our prospects, waiting for them to get back to us…

Embracing Ownership In Buyer Conversations

Embracing Ownership In Buyer Conversations

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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…

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Transforming Past Customers into Repeat Buyers

Transforming Past Customers into Repeat Buyers

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One of the toughest challenges in sales is to get people excited about buying more of something they already own. Maybe you are limited by technology, your sales model, or availability; there will be times when you’ll want to sell more to people who have already bought from you. What does a salesperson do when…

Revive, Refresh And Re-Sell To Previous Customers

Revive, Refresh And Re-Sell To Previous Customers

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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…

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Connecting With Customers Who Believe in Your Mission

Connecting With Customers Who Believe in Your Mission

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It’s difficult salespeople to stand out in a busy world. The best salespeople fill their pipelines with prospects who don’t need to be convinced to do business with you. To learn how we can better connect our mission with the best prospects for us, we sat down with Luke Cox, CEO and founder of Hunt…

Attracting Customers Who Embrace Your Mission

Attracting Customers Who Embrace Your Mission

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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…

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Using Your Selling Style As A Differentiator

Using Your Selling Style As A Differentiator

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In a crowded marketplace, many sales people struggle to differentiate themselves. Usually, we will revert to features, pricing, or a host of other things that our competitors can quickly copy. However, one of the hardest things to replicate is style. And believe it or not, we can definitely use our selling style as a key…

Using Your Selling Style To Win Customers

Using Your Selling Style To Win Customers

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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…

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Standing Up A Stellar Outbound Process

Standing Up A Stellar Outbound Process

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When waiting for the phone to ring isn’t an option, we turn to outbound sales. The problem is most salespeople wing it with their outbound; hoping people return their calls, hoping they’re getting in touch with the right decision makers, and hoping the organization has budget. Whether you are standing up an outbound sales process…

Standing Up Great Outbound Sales

Standing Up Great Outbound Sales

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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…

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Systemizing Follow-On Sales Through Appreciation

Systemizing Follow-On Sales Through Appreciation

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We know how valuable it is to have customers who keep coming back to do business with us, but how many salespeople build follow-on sales into their sales strategy? As it turns out, we can leverage existing sale for more follow-on business than we ever thought, if we turn it into a system. To learn…

Appreciate Your Way Into More Sales

Appreciate Your Way Into More Sales

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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…

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Better Alignment With Buyers

Better Alignment With Buyers

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Ever felt like you were on the same page with a prospect? When two people are aligned in conversation, ideas (and sales) flow freely. Too many salespeople hope they’ll be able to ‘line up’ with different types of prospects, each having different types of days, across a variety of industries. That hope, unfortunately, means a…

Not Assuming In Sales

Not Assuming In Sales

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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,…

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Selling Solutions To Problems Instead Of Products

Selling Solutions To Problems Instead Of Products

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It’s a well-known fact that people buy solutions to problems instead of products or services. However, problems look different in every industry, in every business, and are individual to every buyer. Most salespeople make assumptions and ‘wing it’ in their discovery conversations and do more harm than good. To be able to systemize selling solutions…

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Finding Time To Sell While Servicing Customers

Finding Time To Sell While Servicing Customers

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It’s a struggle to get it all done in sales. We’re juggling outreach, existing tasks, and handling existing customers. We know how difficult it is to convert new customers, so many salespeople will prioritize their existing customers at the expense of developing new business. How do we find the time to service existing accounts while…

Selling To Solve Problems

Selling To Solve Problems

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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…

Servicing While Selling

Servicing While Selling

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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…

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Building Your Best Pipeline

Building Your Best Pipeline

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In sales, tomorrow’s revenue is only as certain as the quality of today’s pipeline. Many of us have plenty of potential deals, but how many of them are truly qualified? Or, in other words, if we were going to prove the quality of our deals in court, would there be enough evidence in our pipelines…

Mastering the Art of Qualification

Mastering the Art of Qualification

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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…

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Building Great Sales Partnerships

Building Great Sales Partnerships

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No one finds success on their own in sales. Whether it’s a great customer success team, marketing department, or even a distribution channel spread across the country, it takes a team to sell and deliver great products and services. But how do we get folks that don’t report to us ‘on our team’? How do…

Partnering for Success In Sales

Partnering for Success In Sales

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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…

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Transform Sales With Transparency

Transform Sales With Transparency

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Being ‘transparent’ is something every buyer wants more of from their salespeople, but how many salespeople simply hope they’re sharing the right things with prospects? And how do we know what, exactly, to share that will build trust, rapport and close more deals? That’s the question we posed to Shane Wingo, partner and VP of…

Treasuring Transparency In Sales

Treasuring Transparency In Sales

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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…

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Staying Ahead Of Change In Sales

Staying Ahead Of Change In Sales

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Sales is the front line of business, and being on the front line means we’re in a battle every day. In a battle for the attention of our prospects, and in a battle against our competition. Too many salespeople wait for their environment to change before they do, and as a result they always feel…

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The Secret To Validating Value

The Secret To Validating Value

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Ever connected with a prospect who could immediately see how what you’re selling would change their lives? For most of us, prospects like that are few and far between. Unfortunately, that has more to do with us than it does with our prospects. Prospects need to immediately understand how what we’re selling will make their…

Taking The Initiative On Change In Sales

Taking The Initiative On Change In Sales

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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…

Are You Validating Value In Conversations?

Are You Validating Value In Conversations?

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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…

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Sales Success Starts Before The Meeting

Sales Success Starts Before The Meeting

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As salespeople, we spend a lot of time researching, studying, planning and reaching out to generate conversations. Unfortunately, all that work can be undone in a moment when we finally get a prospect in a meeting. We’re warriors at generating conversations, but too many of us turn into sheep when we’re finally in them. It…

The Process Of High Performance Meetings

The Process Of High Performance Meetings

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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…

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First, Sell The Idea

First, Sell The Idea

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Often, the toughest part of selling isn’t talking about features and benefits. Instead, the toughest part is often convincing the client why they should care enough to consider it! In an era where every prospect has access to product reviews and company websites, the unique value salespeople offer isn’t how much they care about what…

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Getting Teamwork To Make The Dream Work

Getting Teamwork To Make The Dream Work

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You can do everything right as a salesperson, from the beginning of the sale to the end, and still lose the deal and create an unhappy customer. Whether we’re part of a large organization or a solo operator, it takes a team to not only sell, but deliver in a way that ensures your prospect…

The Power Of Selling Ideas

The Power Of Selling Ideas

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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…

Turning A Solo Act Into A Sales Symphony

Turning A Solo Act Into A Sales Symphony

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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…

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Systemizing Relentless Selling

Systemizing Relentless Selling

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In the fast-paced world of sales, it’s easy to forget to keep in contact with prospects. We can stay active all day, but too many of us realize too late that we’ve let an opportunity slip through the cracks. It may look like the best salespeople simply get better at managing their accounts, but in…

Relentless Selling At Scale

Relentless Selling At Scale

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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…

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Unveiling the Blueprint for Negotiation Success

Unveiling the Blueprint for Negotiation Success

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Salespeople will spend months setting up a sales meeting, putting in the hours of research, calling, and emailing – only to see it all fall apart when they’re in a sales conversation. We front-load our efforts into generating sales conversations but spend almost no time preparing to negotiate our deals. Instead of seeing all your…

Systemizing Ninja Negotiating Skills

Systemizing Ninja Negotiating Skills

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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…

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Crafting Purpose Into Sales Success

Crafting Purpose Into Sales Success

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Every salesperson is looking for the ‘hack’ that will generate more conversations and speed up their sales. But what if the secret to sales success wasn’t an individual technique, but rather, a way of approaching every sales activity? There’s one recognized expert when it comes to purpose-driven sales, and we asked her to systemize how…

Mastering Purpose In Sales

Mastering Purpose In Sales

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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…

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Build Budget With Your Client

Build Budget With Your Client

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One of the toughest parts of any sale is when a prospect asks, “So, what will this cost?” Turns out, if we hear this question, we’ve been focusing more on selling than serving. The best salespeople work with prospects from the first conversation to understand the problems their prospects face and what they’re costing. They…

Crafting Budgets With Your Prospects

Crafting Budgets With Your Prospects

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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…

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Building A Personal Pipeline

Building A Personal Pipeline

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Relationships are the lifeblood of success in sales, which is why many sales professionals do everything they can to establish relationships with their prospects. A trusting relationship is a great thing to have with a prospect, but it’s tough to create relationships with everyone in our pipeline. That means most salespeople only have a few…

Networking For A Fuller Pipeline

Networking For A Fuller Pipeline

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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…

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Sell More Even When Your Product Is Treated Like a Commodity

Sell More Even When Your Product Is Treated Like a Commodity

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If you find yourself shopped on price, you’re not alone. As our buyers become more educated and have access to more alternatives, more and more salespeople tell me they’re being treated like commodity-sellers. Unfortunately, many salespeople aren’t doing much to change their buyers’ minds. Changing the perception of what we sell from a commodity into…

Reshaping From Commodity Into Collaborative Sale

Reshaping From Commodity Into Collaborative Sale

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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…

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Building Rapport For More Revenue

Building Rapport For More Revenue

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When I ask sales leaders to tell me what sets their best salespeople apart from the rest, I hear answers ranging from ‘they close more deals’ to ‘they’re great at conversation.’ Those answers aren’t wrong, but unfortunately, they can’t be replicated across a team. This leaves salespeople and their teams in the unfortunate position of…

Don’t Leave Rapport To Chance

Don’t Leave Rapport To Chance

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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….

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Systemize Your Recurring Revenue

Systemize Your Recurring Revenue

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The holy grail of sales isn’t an endless stream of customers. It’s an endless stream of customers who keep coming back. Instead of spending all our time focused on converting prospects, the best salespeople ensure that they’re setting themselves up for future successes. That means doing the work today to keep their customers coming back…

Unlocking Sustainable Sales Success

Unlocking Sustainable Sales Success

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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…

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Turn Your Next Deal Into Your Best Deal

Turn Your Next Deal Into Your Best Deal

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Every salesperson has a few deals that made them want to stay in this career. Maybe it was because of the size of the deal, or how easily it flowed. Maybe it was the type of decision maker. Or the doors it opened to other referrals. Unfortunately, most salespeople wait years or decades before coming…

Choose Prospects Instead Of Them Choosing You

Choose Prospects Instead Of Them Choosing You

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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…

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How To More Quickly Qualify Buyers

How To More Quickly Qualify Buyers

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As salespeople, we only have so much time in the day – and with billions of people in the world, we don’t have time to sell to everyone. The best salespeople take this a step further, though. They understand they don’t have the time to even speak with every lead they’re handed. These salespeople are…

Increase Sales With A Better Qualification Process

Increase Sales With A Better Qualification Process

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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…

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The Secret To Opening Great Sales Calls

The Secret To Opening Great Sales Calls

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Want to see a salesperson sweat? Ask them to call someone who they’ve never spoken with before. Someone who will be interrupted. Someone who’s never heard from us before. Whether we’re making cold calls, warm calls, reaching out to inbound leads or calling referrals, being face to face, ear-to-ear or screen-to-screen with a stranger can…

Controlling Your First Attempts At Outreach

Controlling Your First Attempts At Outreach

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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…

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Taking Charge Of A Complex Sale

Taking Charge Of A Complex Sale

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If you’re selling something to another human, then you’re in a complex sale. You must manage schedules, needs, discovery, budget, and delivery – at a minimum! If you’re selling an enterprise solution, you’re dealing with multiple decision makers, advocates, and critics. Too many salespeople hope they’ll remember everything that needs to happen to move a…

Prescribing Success In The Complex Sale

Prescribing Success In The Complex Sale

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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…

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Supercharge Sales Results With Better Leads

Supercharge Sales Results With Better Leads

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If you’ve ever spent days – or weeks – pursuing a lead only to realize this person wasn’t going to buy from you, you know how frustrating sales can be. It’s a problem that plagues salespeople and drives a wedge between entire departments in companies. Whether you’re blaming your marketing team for poor quality leads…

Cure A Sales Slump With An Injection Of Leads

Cure A Sales Slump With An Injection Of Leads

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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…

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Control Your Mindset To Maximize Your Skillset

Control Your Mindset To Maximize Your Skillset

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The battlefield where sales are won or lost isn’t in your sales meetings. It isn’t in your CRMs. It isn’t even in you industry knowledge. This battlefield is only a few inches wide, and it’s with you 24/7. Sales are won and lost in the battlefield of every salesperson’s mind. With so many unknowns in…

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Convert Quicker By Aligning Sales And Marketing

Convert Quicker By Aligning Sales And Marketing

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If you’re dedicated to success in sales, then you’re doing everything you can to generate more meetings, more deals – and more value. It takes a lot of salespeople years to realize there’s a brake being pumped on their success, though. This brake isn’t the economy, the supply chain or even your tough-to-reach prospects. This…

Improve Skillset By Improving Your Mindset

Improve Skillset By Improving Your Mindset

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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…

Are Your Sales And Marketing In Harmony?

Are Your Sales And Marketing In Harmony?

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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,…

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Surviving On The Front Lines Of Sales

Surviving On The Front Lines Of Sales

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If business is a battlefield, then sales are the front lines. It’s where we encounter the greatest risks – and the greatest rewards. However, too many salespeople put all their energy into surviving the battle and not enough into ensuring they stay on the battlefield. Most salespeople do everything in their power to convert qualified…

The Secret To A Packed Calendar

The Secret To A Packed Calendar

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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…

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Serving More Customers With Your CRM

Serving More Customers With Your CRM

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To polarize a group of salespeople, you don’t have to mention religion or politics. Just mentioned the acronym ‘CRM’. Many salespeople see their customer relationship management system as a hindrance to their sales, and many sales leaders spend much of their time struggling to get salespeople to use their CRMs. This push and pull leaves…

Arming Your Salespeople With Technology

Arming Your Salespeople With Technology

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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…

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Turn Outreach From An Event Into A Process

Turn Outreach From An Event Into A Process

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One of the biggest places you’re losing sales isn’t in your calls, meetings or negotiations. It starts before you ever contact your prospects. Too many leads hit our desk, our inbox, or our CRMs and are either never contacted, or are lost somewhere along the sales process. This means billions of dollars in lost deals…

Systemizing for Consistent Success

Systemizing for Consistent Success

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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…

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Always Be Recruiting

Always Be Recruiting

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No matter how great you become at sales, there’s going to be one issue that will stop your success. It’s you. Not your skillset, and not your personality. Rather, it’s the fact you only have so many hours in a day. If you’re part of a team, then your team will only have so many…

The Sale Of Building Sales Teams

The Sale Of Building Sales Teams

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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…

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Getting Negative To Sell More

Getting Negative To Sell More

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Sales requires a positive mindset, but too often we focused on why someone should buy from us. Take a look at your marketing, your scripts, your email templates; they likely all point to how awesome your company is and valuable your products are. The trouble with that strategy is that your prospects may not be…

Be Negative To Positively Sell More

Be Negative To Positively Sell More

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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…

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Spend More Time In Your Selling ‘Sweet Spot’

Spend More Time In Your Selling ‘Sweet Spot’

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Too many salespeople are singing from other people’s sheets of music. If you struggle to use the sales advice you’re given, like, ‘Fill the pipeline!’ or ‘Make one more call!’, you’re not alone. These aren’t bad pieces of advice, but they may not be for you. They’re written by people who were talking about what…

Achieving Balance By Doing More?

Achieving Balance By Doing More?

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‘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…

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Build Better Relationships In Your Sales Meetings

Build Better Relationships In Your Sales Meetings

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We all know that the better relationship we have with a prospect or customer, the easier it is to sell. But ask a salesperson how to develop great relationships, and you’ll only hear, ‘it takes time.’ While building great relationships is a time-consuming process, we don’t have to hope that relationships happen. Instead, we can…

Where Relationships Grow, Deals Flow

Where Relationships Grow, Deals Flow

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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…

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Are You Serving, Or Just Selling?

Are You Serving, Or Just Selling?

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Sales gets a bad rap, and all because salespeople misunderstand their role. Too many of us think that our job is to sell, instead of to serve. We’re seeing things from our perspective, and when things change in our prospect’s world, we’re a step behind the curve. So how do we learn what changes they’re…

Showing Up From A Place Of Service

Showing Up From A Place Of Service

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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…

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Stop Problems Before They Stop Sales

Stop Problems Before They Stop Sales

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Objections, prospects ‘going dark’, budget problems – and these are just three of the hundreds of challenges salespeople deal with every day. Instead of letting these challenges hold up your sales, it is possible to stop them before they ever occur. The military has a way of planning and then poking holes in it to…

Stop Sales Problems Before They’re Problems

Stop Sales Problems Before They’re Problems

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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…

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How To Stop Chasing Prospects

How To Stop Chasing Prospects

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Salespeople work hard to identify prospects and drive conversations. But that’s not where they spend most of their time. By far, salespeople spend their time pursuing prospects. To prevent prospects from avoiding us, we must build a system that ensures we minimize the potential for endless outreach, rescheduled meetings and no-shows at appointments. To learn…

Stop The Prospect Chase

Stop The Prospect Chase

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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…

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Is Training the Answer To Your Sales Problems?

Is Training the Answer To Your Sales Problems?

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When we encounter a problem in sales, our first stop may be to hit the internet, listen to podcasts or read sales books. Unfortunately, training may not be the answer to your sales problems. It takes a high level of expertise to look at a problem and determine the way to fix it. Sales leaders…

To Train Or Not To Train?

To Train Or Not To Train?

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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…

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Sell More Through Stories

Sell More Through Stories

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Remember the last big purchase you made? Chances are, it was a story that closed the deal. Stories engage us. They move us. And most importantly, they allow us to see ourselves in their characters. That’s why they’re such a powerful tool in the hands of salespeople. Whether it’s a story about how you personally…

Harnessing the Power of Storytelling In Sales

Harnessing the Power of Storytelling In Sales

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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, to explore the art of sourcing, developing and delivering stories that connect with our prospects….

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Systemize How You Sell Guarantees

Systemize How You Sell Guarantees

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Warranties. Certifications. Guarantees. Most salespeople use them in some form, and most prospects couldn’t care less. Why is that, when many companies are putting a lot of data and research behind their products, their certifications, and their warranties? It come back to the old saying: They won’t care about you until they know how much…

Certify Your Success: Systemizing How You Sell Certifications

Certify Your Success: Systemizing How You Sell Certifications

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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…

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Orchestrating The Buyer’s Emotional Journey

Orchestrating The Buyer’s Emotional Journey

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Unfortunately, engaging our buyers emotionally takes time. So how do we speed up the relationship-building process in a way that adds value to our prospect’s lives? To learn how to orchestrate the emotional journey of our prospects, we sat down with Ryan Staley, founder and CEO of Whale Boss, to learn more about how he’s…

Scaling Emotional Connections Across Prospects

Scaling Emotional Connections Across Prospects

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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…

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Systemizing Success As A New Sales Leader

Systemizing Success As A New Sales Leader

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On the battlefield, we always learned the role above us and trained the person below us to take on our duties. Why? You never know when your leader could be called out of action. While your sales leader likely won’t be injured in combat, personal and professional priorities may mean you have to step into…

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