The Sales Podcast

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

Mark Schaefer: How to be seen, heard, and found

46 perc 494. rész Wes Schaeffer, The Sales Whisperer®

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

Become an Expert Amazon Salesperson With Isaac Kuhlman

55 perc 493. rész Wes Schaeffer, The Sales Whisperer®

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

Bitcoin Explained + Cryptocurrency 101 With Erik Voorhees

73 perc 492. rész Wes Schaeffer, The Sales Whisperer¨

Find your best CRM for sales for free here.

Get all of the notes and links for every episode of The Sales Podcast.

Overcome your toughest sales objections with these sales training flashcards.

Get a signed copy of Wes's book here.

Grow your sales with this on-demand video series, Make Every Sale.

Know your sales numbers with this free Sales Calculator.

Connect with Wes:

Hear How Create Your Own 12 Week Year With Brian Moran

46 perc 490. rész Wes Schaeffer, The Sales Whisperer®

Was with UPS and Pepsi Co
Got into high performance
Got into consulting
Process-reengineering back in the day
There's no "secret sauce"
Implementation is key
Ideas are a dime a dozen
Close the knowing-doing gap
Stop adding new before you use what you have
The world judges us by our actions, not our intentions
He was "foolish enough" to jump out on his own

The world judges us by our actions, not our intentions."

The grass is always greener!
Have a plan connected to a longer-term vision
Goals need to be tied to that vision for consistency
Leaving things up to chance is not a recipe for growth
Are you afraid and avoiding taking action

How Accidents Happen

Of each particular thing ask: 'What is it in itself, in its own construction?'" ~Marcus Aurelius

You need skill and superior emotional control.

Lesson #1: Remain calm, do not panic.

Turn fear and anger into focus. Stay "cool" by not allowing your emotions, i.e. "hot cognitions," to get away from you.

Four Steps (only 10-20% can stay calm and think in an emergency):

Perceive
Plan
Take the correct action
Rapidly adapt

Why do we ignore the obvious and do the inexplicable?

What is the source of power that has us block out all the right information that is trying to save us, which results in our death—or the death of our business, marriage, etc.?

Rule #1: Face reality...but keep it simple

When you're in a "high state of arousal," only the simplest of inputs are going to get in.

Dark humor cuts through the fear, the clutter, and the noise.

Look death in the face and come up with a wry smile.

Find the droll, wondrous, and inspiring...or kiss your ass goodbye.

"Survivor Personality: Why Some People Are Stronger, Smarter, and More Skillful atHandling Life's Diffi culties...and How You Can Be, Too"—survivors laugh at threats...playing and laughing go together. Playing keeps the person in contact with what is happening around [him]."

Fear is good. Too much fear is not.

Insider language/slang is for those who get it. Besides, it's terrifying to use the real language of what you're embarking upon just before you do it!

In the moment your IQ rolls back to that of an ape!

Plato understood that emotions—the horse—can trump reason so use the reins of reason on the horse of emotion.

The intellect without the emotions is like a jockey without a horse.

"When you walk across the ramp to your airplane, you lose half your IQ."

Fear puts me in my place. It gives me the humility to see things as they are.

When you're in a demanding/stressful situation you're not all there. You are in a profoundly altered state when it comes to perception, cognition, memory, and emotion.

Emotion comes from the Latin verb emovere, "to move away." It woks powerfully and quickly to to motivate behavior.

All Quiet on the Western Front story of how we "rush back, in one part of our being, a thousand years....animal instinct...not conscious; it is far quicker, much more sure, less fallible, than consciousness...this second sight in us,..."

Emotion is an instinctive response aimed a self-preservation.

Reason is tentative, slow, and fallible, while emotion is sure, quick, and unhesitating.

Greeks saw the mind as part of and integral to the body while Plato thought they were separate, with the soul going after death. Aristotle brought them back together.

Thinking is a bodily function, as are emotions and feelings.

Survival

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Add Humanity to Your Digital Marketing With Jake Jorgovan

34 perc 443. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Nomadic business
Formally part of the LinkedIn spamming problem
How do you rise above the noise and be a welcome guest in their LinkedIn inbox?
Personalize/customize
Yes, it can take more time
As a prospecting company it can be hard to show the ROI for personalized prospecting unless you have a high price point
Niche down, i.e. VP of Operation in manufacturing in Cleveland then switch it around
He does everything by hand with VAs

Keep the human touch in your digital marketing."

LinkedIn is cracking down on third party tools
Don't have a bunch of IP addresses login to your account
Use Amazon Workspaces
Get your value proposition dialed in

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Sales Is Always Relationship Oriented Says Entrepreneur Adam Froman

47 perc 442. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Almost 100 employees
Ontario, Canada
Early 90's got the bug for technology
Spent time at Deloitte
Launched in 1998
Customer-centric digital strategy
Lost 80% of his staff in 2000 when the dot-com bubble burst
Got kicked into "special loans" twice by his banks during the 2002 and 2008 crashes
May 2008 is "burned into his memory"
In March 2009 he had 30 day's of payroll with 25 people
He and his partners mortgaged their homes and made it because of their cashflow model

It's going to be bumpy if you want to grow."

He's "bootstrapped" plus government grants
Be careful online, i.e. Cambridge Analytica and Facebook
There was a church and state between marketers and researchers
Every touch point you give up info
Programmatic advertising
It's hard to get lists that are any good
You need a strong profile of who your customers are
What's your purpose? How can you help your customers solve their problems?
What's your passion?
Become a thought leader on platforms like LinkedIn
It's going to be bumpy if you want to grow
Sales is relationships
How much do you really know about your customers?
How much do you know about your competition?
How much do you know about how your competition is marketing?
Once you know this you'll know how to differentiate
What percentage of the market do you have?
What's your two-pronged sales approach to build consensus?
You need to develop the proper language to speak the language your prospects are using
Pull them in with great content
With one profile you can overlay it on other databases
What trade shows should you go to?
Create a lead generation engine
Data is the new oil
Engage and inform. Educate.
- Translate to content for the client
- White paper
- Help your prospects understand how the industry will transform in the future
In the old days the ad agencies got all the attention while the direct marketers were 2nd class citizens...but they rule now
Customer-centric digital experiences
Use data to make better decisions

Jeb Blount Shares How To Use MLP to Negotiate Better Sales

42 perc 441. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

No cheesy tactics
How to negotiate like a professional
Buyers have more power because they have more alternatives
MLP: Motivation, Leverage, Power
Motivation and Leverage are diametrically opposed
Leverage is important when you're the weaker party
How to handle "send me a proposal"
Motivation on the sales side
Sell like you don't have to sell
Prospect so you have a full pipeline
Play offense in tough times
Go take market share
Still sell like a professional and build relationships

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

B2B Sales Is Still Person to Person Says Jeff White

42 perc 440. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

B2B manufacturing specialty
17 years
3 years with manufacturing
First HubSpot Platinum in Canada
His background is in web design and development
Brought on his partner in 2009 with a marketing/sales background
Got into HubSpot around 2010
They were the inbound partner who could build stuff
They had a technology stack and were horizontal
Tools became commoditized
- Web design
- Inbound marketing
Decided to focus more and become specialized
- David C. Baker out of Nashville, TN
- Chose manufacturing niche
Developed a keen sense of expertise
They see the same issues and can diagnose and prescribe faster
Started their own podcast in 2018

B2B sales is still person-to-person."

Orthodontists
- They spend their own money and they're not sophisticated marketers
- Easy to get clients for them via paid ads to a cost calculator
Account-based advertising is needed in manufacturing
How to thrive and prosper in difficult times: double-down on your marketing and outreach
- B2B sales is still person-to-person
- Know that we're in this together
- Be willing to try new things
You can make big B2B sales in a remote/virtual environment
We all have the tools we need to thrive in chaotic times
Help your customers expand their vision and focus through the fog
The size of the B2B buying committee is growing
He was selling and servicing remotely before COVID-19
Companies are waking up to their supply chain vulnerabilities
The trend is to bring more manufacturing in-house
3D-printing is helping them source/develop their own materials
M&A is going to heat up
Double-down on R&D and marketing
A lot of sales and marketing happens before your prospects even reach out to you
Is SEO dead?
- SEO is more than "a thing to do"
- You need a content strategy
- But the whole point of creating content is to help people
- It's not about gaming a keyword
- It's not just a long tail hack
- It's not keyword stuffing
- Content that succeeds in search also succeeds for people
- Know who you're selling to, what do they need, how can you help?
- You're being looked at now
- The hard close does not work in the complex sale
Are prospects honest today?
- Inbound needs to be updated
- He is un-gating a lot of content now
- Open it up for account-based targeting
LinkedIn is awesome...when done right
You can get on people's radar without being pushy
He creates his target account list and has them on his podcast
Co-create content with your leads
Account-based targeting
Terminus lets you target a single company
Reallocate your trade show marketing to develop your ecommerce platform
Plant your seeds now for a big harvest in the next 6-18 months

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

From Austria With Love...and Sales, Meet Nikolaus Kimla

44 perc 439. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Immigrated to the U.S. at age 51 from Austria in 2012
Famous for white wines
His team had created a huge banking app that was purchased
He and his team were kept on board for 10 years
Knew the CRM space was crowded
Wanted to go the "abnormal way" to win
2007 he stumbled upon this opportunity
One year of building the team
Built around Microsoft Dynamics and the project was killed

Salespeople are wealth-creators and peace-producers."

The product is not the issue
Branding, marketing, and product awareness is key
Needed to build a content team
Salespop.net has over 1,000 contributors
He didn't want to build a CRM for everyone
Focused on B2B salespeople with processes
Salespeople have a bad reputation around the world
Salespeople are sales-preneurs
Salespeople are wealth-creators and peace-producers
He's growing globally
Ignore the naysayers
Believes in best of breed approach

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Kyle Leavitt CustomerHub on The Sales Podcast

50 perc 438. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Started CustomerHub in 2009
Was in sales at first
Was hired in 2005 by Infusion Software and Consulting as their first salesman
Learned about being an entrepreneur by speaking to entrepreneurs
Left in 2008 after rising up to the VP of Sales
His brother was the coder
Sold it back to Infusionsoft in 2011
He became the VP of Product for about 5 years
Spun off again in late 2017
He launched into the 2008 meltdown and it was a great time for him
He had flexibility and control
Movie theaters are failing while streaming services like Amazon and Netflix are booming
Amazon is hiring 1,000 new employees
Specialization helps you differentiate and grow
Made money doing Infusionsoft consulting at first to pay the bills
Coded on the side
It was a spiritual decision as much as a business decision
Membership sites protect your premium content
Helps you sell your expertise
Knowledge commerce
Make a bigger impact on the world
Why you shouldn't trust YouTube or Facebook to host your premium content
Why you just need to launch and get your idea out into the world

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Meet Forbes 30 Under 30 Entrepreneur Kenn Costales

45 perc 437. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Wanted to be big so he thought "what is big...monolith!"
Failed a couple of times
Quit his job at Procter & Gamble at 26 to make his mark on the world
Started coding and that didn't work
Got into Facebook Ads management with 3 month's expenses in the bank
Now has 20 employees
E-commerce Growth
Lead Generation for Service Businesses
PPC ROI Optimization
Why is LinkedIn Outreach better than Google AdWords for Lead Generation?
- Linked Helper to automate connection requests
- Put some humanity in the process
Why does Facebook Ads have better ROI than Google AdWords?
How can brick & mortar businesses get more qualified leads online?
How do you ensure that clients get quality leads, instead of "tire-kicker" leads?
How should advertising be different for single-product ecommerce stores vs large retailers?

Always be selling."

Self-taught on Facebook ads
Helped friends and non-profits for free to get case studies
Gave himself four months to get experience and get a client
Got his first client on CloudPeeps
Got his second client after being a guest on a podcast
I don't know how to get you 30 clients, but I know 30 ways to get you one client
Charged too little at first
Search your competitors
- Site:
- Filetype: PDF
How to get on "Forbes 30 Under 30"
Went after larger companies and they're fine with longer contracts
Facebook Ads has a great ROI for e-commerce

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Don't K.I.D. Yourself. Meet Sales Systems Expert, Rod Santomassimo

49 perc 436. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Why, regardless of the size of your company, you need to always have the mindset of being the CEO.
7-Step Sales Playbook that will show you how to consistently find and win more high-quality opportunities
3-Tiered Personal Marketing Plan that will allow you to differentiate yourself and ensure you remain top-of-mind with key market influencers
4-Part Blueprint for Navigating Opportunities in your pipeline and moving them to close
3-Key Elements of a Revenue-Focused Operations Plan affording you to work less while continuing to create consistent cash flow
Definitive, Proven Plan for leveraging your talents and enhancing your personal value along with building your own team, on a budget
Doing is knowing
Small hinges swing big doors
Attitude is not everything
What is the CEO Mindset
How and why to run your business as a business instead of a hobby
Learn how to outsource
- Tim Ferriss,
  - "The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich"
  - "Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers"

If you don't have an admin, you are one." ~Jack Daily

- Get Jack's book, "Hyper Sales Growth: Street-Proven Systems & Processes. How to Grow Quickly & Profitably."
Believe in what you do
Invest in yourself
Just because you're better at it, doesn't mean you'll get wealthy
How to outsource
Live in a world of abundance

It's never the who, it's the how." ~Dan Sullivan

Peter or Paula Plateau
Community proof, social proof, data proof ~Robert Cialdini
Why give away your best stuff away up front for free
What is the Presence Pyramid
- Personal
- Physical
- Digital
How to use the Massimo Matrix to create content and connect with anyone
Your first is your worst. Get started.
2008 started on his own during the Great Recession
Just hit send

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Master Communication At Work and In Sales With Dr. Ethan Becker

64 perc 435. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

What is proper speech?
Accents are less of a concern today vs. 15-20 years ago
There is a difference between executive coaching and executive communication coaching
The only 3 ways to persuade anyone to do anything.
How important is your articulation in selling?
Does grammar matter?
Does my accent help or hurt me?
Best way to practice
What if I get nervous?
What are the best presentation skill techniques?

Meet them where they are."

Groom the dialogue and conversation naturally
"Flavor of the month" for sales training
How toxic salespeople are created in your business
Move 'em. Improve 'em. Lose 'em.
How important is non-verbal communication?
Become self-aware
Aristotle's role in modern communication
Three ways people are persuaded
- Ethos: credibility, ethics, reputation (but it's relative)
- Pathos: persuaded by emotion
- Logos: logic
How to use "the deck" from marketing
How to use—or not use—NLP
How to reason per Aristotle
- Inductive
- Deductive
"So how much is this going to cost?"
- Traditional sales training says to offer value before giving the price, but if this is a deductive reasoner/buyer, you'll get yourself into trouble.
Watch their body language
Skip ahead if you need to
Be willing to pause
Know what the main point it
Ask more questions
Matching is not mirroring
In customer service this is important
Your voice has a psychological impact on the listener
Sales managers need to let their inductive salespeople communicate
- Don't say "Timeout. Just get to the point!"
- Instead say, "This is great. Can you boil this down for me in a deductive manner?"
Be careful with assimilation in your communication
Visit his home on the web
Buy Dr. Ethan Becker's book, "Mastering Communication at Work: How to Lead, Manage, and Influence"
Download the free app, Speech Companion

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Harvest More Sales Revenue With Sales Management Expert Nigel Green

34 perc 434. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Take whichever angle you want but you have to produce
Nature has her own pace

You can be too much too fast."

This is for sales leaders to build sales superstars
Being great at sales doesn't mean you'll be great at sales leadership
You can't leave a wake of destruction behind you as a sales leader
Balance product, customer, and people
Be savvy and self-aware to get the help you need to succeed
Position your plan like Nick Saban or Bill Belichick
All good reps and even customers eventually leave
The team is more important than the individual
To prepare means to recruit. It's a full time job.
Adversity will strike and it will always be at the worst time

Regardless if you are a farmer or a hunter, you have to produce."

Build your bench strength
Your best people are recruited
The best sales reps aren't looking for jobs
Talk to top talent every week
You create and curate your culture

Time in dilutes awareness of."

Go outside the organization to bring in new ideas.
They'll help you find the gaps and opportunities in your company and plan
The right people coach everyone up
Bring in rookies with chemistry and energy and attitude
Have a proven playbook
Often the top salesperson doesn't want the sales management job
They usually just want the accolades and pat on the back
Have a Sales Council

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Why Video Is 'The New Fire,' With Nick Francis of Casual Films

41 perc 433. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Drove from London to Mongolia in Mini Cooper
Wanted to drive an old car that would break down and that's part of the adventure
2006 made video diaries for Expedia
Had a great client and some money left over
Four offices around the world
Be authentic
Strip away the ego
Strip away the brand
Strip away the logo
Understand your audience's challenges
Talk to those challenges

Your customers will tell you why you're special, if you ask. "

You need to talk to your customers
Talk to your top five clients
Ask them why they came to you
Do the work and get the details on why they love you and tell that story
Tell a touching story
Talk to your customers to find why you're special
Now run with that
Go deep on one story
Illustrate how you care
How you do anything is how you do everything
Be incredibly specific

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Broke Cordon bleu Chef Got Sales Coaching & Turned His Life Around, David Mor

61 perc 432. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

From the kitchen to running Tony Robbins's paid traffic
"Awaken the Giant Within : How to Take Immediate Control of Your Mental, Emotional, Physical and Financial Destiny!"—decide to decide
Get a better income, not just a better education
Started selling door-to-door to make $250/day so he could pay rent
Did 4-5 months selling and became a manager
Mastered the secrets to sales coaching
Had a wife, a child, and another on the way
Was collecting change to buy cigarettes
Was paid daily
Worked 64 days straight

You just need talent or a business."

Own the street before you own the city
Attended bootcamps as a chef and got to listen
Did affiliate marketing for two years
Businesses fail because enough people haven't seen your advertising
A logo is not a business
A funnel is not a business
Four pillars of advertising
- Marketing/advertising
- Lead generation
- Sales cycle
- Repeat
Take the risks
Say yes and figure out how

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Close More Big Deals Fast With Sales War Room Expert, Lisa Magnuson

53 perc 431. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

41 sales VPs told her the book they wanted written
Live interviews over a year in researching the book
Hiring is a great start
You must create the engine to drive results
Execute
Follow through
Build a culture that focuses on big deals
War rooms
Account teams
Big deals, i.e. the complex sale
With a team you can keep your prices high
Engage the executive sponsor
Sell on value
Account teams help you sell on value
Who should lead the account team?
You need yellow and red flags so we know what to look for when things aren't working

You must decide who the account quarterback will be."

15 years in sales consulting
"War Room Services" joins the account teams and helps close the deals
$40 million deal that didn't look promising at first
Had to defeat an incumbent and overcome geography issues
Took nine months
Within 90 days that client got them a huge referral
Sometimes you're not ready for bigger deals
Are you committed to pursue this opportunity from start to finish?
What's the strategic value of landing this account?
Can you fulfill on the order?
16 plays of leadership, culture, execution, etc.
Plus a sideline coach, i.e. 16 experts from around the world
Brian Burtz is one of the experts who says "change the rules."
How to handle top performing salespeople, including the renegades
Opportunity finder playbook
Sales managers have 2x challenges as goals today

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Zuby Built His House and You're Welcome To Enter Through Any Door

31 perc 430. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Musician/rapper at heart
In 2018 he started sharing his thoughts and ideas online because of how the world was unfolding/unraveling
Common sense has become controversial
First album in 2006
He has an optimistic message
Artists can be more vocal in their public opinions
All realtime Tweets
All organic Tweets
Team Zuby is a house, just come in any which way. Just get in.
Tries not to block people unless they are extreme/hateful/violent

Team Zuby is a house. Come on in."

Access to my Tweets is a privilege.
Maybe engage those with larger followings.
Be genuine with your commentary
Encourage discourse
Polarizing is not divisive
We all have more in common than the politicians and mainstream media want us to believe
Work on fulfilling your potential

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Why Your Keynote Speech Should Fail, With Grant Baldwin

53 perc 429. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

How to get more paid speaking gigs
Hopium is not a strategy
The 5 steps to get paid speaking gigs
- Select a Problem to Solve
- Prepare and Deliver Your Talk
- Establish Your Expertise
- Acquire Paid Speaking Gigs
- Know When to Scale
Be the steakhouse, not the buffet
Get your website and demo reel up
Reach out and speak to people who already put on events
What are your speaking goals?
- Wanna speak 75 times a year? You better have a broad talk.
- Wanna speak a few times a year? You can be more focused.
- What's the market demand/interest?
See if there are other speakers in your niche/industry and at the same stage/level in their careers/life
You need to see other speakers in the area. It proves there is need/want/demand.
You'll never be sure so get started. You can evolve your talk. "It's not a tattoo."
Give the same talk with "modules" but unique points/examples for the audience
If you're having to create a brand new talk each time you speak...you're in trouble
You need the feedback to make your talk better so have a standard speech
When you should speak for free. Know why you're doing it.
How to know your fees
When to use slides
Slides should be an enhancement, not a replacement for your talk
The audience takes their cues from you
Why Grant hopes you fail in your talk

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Ethan Beute Rehumanize Dehumanized Populations

36 perc 428. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Video helps you be you more often
You're a relationship builder
Put your face out there
Founded in 2006. Came to market in 2011. Bootstrapped.
50,000 customers today
Wrote the first and only book on video email marketing
Do more with less
Improve deliverability
Gmail, LinkedIn, mobile, Salesforce, some versions of Outlook
Two co-founders are sales and marketing guys
They sold billboards for Lamar in Colorado and he wanted to create more personal and human and validating messages

People feel like they know me before they meet me because of video."

Sales Cloud and Service Cloud
Google Chrome extension
Record and send in one pass
1-to-1 video is the most intimate and effective way to connect
Video is richer communication
Become more satisfied with your work
We fear rejection so we are hesitant to bring on new technology and be judged and thrown out of the tribe
But put yourself out there in an honest, effective way
We're all hyper-connected but feel less-connected emotionally
Cleaned, polished, professional
3-second animated preview
Smart-streaming
2-week trial, no credit card required
Extensive training and live support
Just jump
Simple, unscripted, just hit send, don't re-record
Start by sending to friends, family, great customers
Do what doesn't scale
Real estate niche

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Great Sales Managers Focus on Results Instead of Hours, Rene Zamora

43 perc 427. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Tweak the minds of business owners...without them knowing what's happening
Want to grow sales
Want relief from their sales crews
Small businesses don't have big enough teams to warrant a full-time sales manager
He takes accountability for the sales goal
He makes himself available
Updates the leadership
Your team should grow

It's not about hours, it's about results."

Systems, processes, structure are needed
He's a longterm sales manager for hire with an average of 4.5 years
Remote coaching with on-sites as needed
It's not about hours, it's about results
Seasoned salespeople don't need mother hens
They need expert sales leadership to remove obstacles
Good communication skills fixes most issues
Salespeople feel unheard
The benefits of part-time sales management
Create a clear job description for your outsourced sales manager
The 5 pillars
- Believe in the salespeople
- Create clear expectations
- Create a system of accountability
- Hold regular meetings
- Engaging conversations
Most new prospects never had a sales manager
Turnover is usually low
Set proper expectations
Create progress without disruption

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Jonny Hates Marketing So You Should Listen To Him

61 perc 426. rész Wes Schaeffer, The Sales Whisperer®

Join The Five to make every sale.

Don't call it marketing. Call it helping people that look like your ideal client.
Get clear on who you help and the one big thing you do for those people.
Build an evergreen program for them so you don't have to work too hard and deliver to more people.
Now start conversations.
How to do 680,000£ with no funnel, no website, no paid traffic
Client Attraction Blueprint for 4,000£
You have to do something to grow your business
Find what works best and do more of that

People like us do things like this." ~ Seth Godin

Use the native scheduling took in the Facebook platform to post a few posts per day
Get on camera
We're talking about building a personal brand
Share yourself
Hang out and make that your office
He started giving a lot for free but when you give generously people still want to pay for what's left
His paid group is his Inner Circle
Gives people trials for a week or so to try out the group
He avoids third-party inspirational quotes
If you're a "meme-bunny," post an inspirational quote and then say why they're wrong
Write your own stuff. Find inspiration by detaching and asking "Who is this for?"
You can't appeal to everyone
Speak to a person. Literally 1-on-1.
"People like us do things like this."
"What keeps you awake at night?" Push
"What are you driven towards?" Pull
Example:
- "Are you sick of your wardrobe stinking like an ashtray?" Push
- "Would you like to kiss someone without worrying about how you smell?" Pull
You must master the rules of the game to break them
Reward engagement in your private, free group
Send them a private message
Detach from the outcome
Stick to the process
It's your game and your rules
Chunk it down
- 12 weeks
- 12 modules
- Accountability buddy
- Homework
- Make 4 sales per month to launch
- Seed it with "scholarships"
- 67£/mo
- It's your game and your rules

Don't focus on the excuses

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Raise Your Standards To Build 7-Figure Sales, With Mark Evans

36 perc 425. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

The nine standards of mindset
- Enthusiasm is key.
- It sucks engaging with the Johnny Rainclouds and Sally Wet Blankets of the world.
- There is a right and a wrong way to use enthusiasm
Chapter 5: Focus on Results, Not Methods
Why hitting refresh on your email is not effective
Why leaving follow-up voicemails is not effective
Why you need a plan
Why you're more effective the day before vacation
The three types of salespeople
- Job seekers who place blame (70%)
- Wanna-be achievers who have moments of brilliance (25%(
- The achievers (5%)

Great salespeople don't always make great sales managers
Why you need a sales playbook
The sink or swim test
- "The donkey salute"
- The 7 questions to ask your new salespeople weekly
- Look for improvement and progress
Should you have a leaderboard for your sales team?
How to handle social media for your sales team
How entrepreneurial should your salespeople be?
Follow-up is still key to winning sales today
It's more than showing up and throwing up or firing off an email or two
Your prospects are slammed more than ever so you have to be persistent
There's no magic message to send them

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

See How SEO is Done in 2020 With Amit Raj

36 perc 423. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Ads are fine but organic traffic is still valuable
Moving on from the failed Fyre Festival
How SEO, PR, and link-building works today to grow your sales
Link-building is a key component in SEO, and good PR gets you inbound links
You must approach the big publishers with a good pitch
Connect with editors and publishers
SEO today is more than "geeky" tags and meta-data
Follow Gary Vaynerchuk's advice on taking action
Quantity leads to quality
Be careful with duplicate content
Do you even need a blog?
How to do personal outreach to build inbound links for SEO
How much to change an article so it's not duplicate
How to leverage multi-media content to improve your SEO
Where UX—User Experience—helps your SEO

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Remember Everyone You Meet With Memory Champion, Ron White

34 perc 423. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Why you should hold something in your hands in your promotional photos
Started doing live memory classes at age 18
Was cold-calling after college
The one line that changed his life while cold-calling
"It's a massive display of discipline."
How to stop sabotaging yourself
Your negative self-talk is killing you
How to think when you're sizing up someone for the first time
How to clear your mind to prepare to remember someone's name
Ask yourself "What is their name?"
Slow down the introductions so you can catch everyone's name
"Hey, I'll have to reintroduce myself."
Have a pre-determined picture for everyone's name
- Steve = Stove
- Lisa = Mona Lisa
- John = John Wayne or a Port-a-John

You'll meet someone, read a name tag, see a name on a billboard...
For the next 60 days turn every name you see into a picture
"How to Win Friends and Influence People"
People love to hear their own name
See "Steve with big ears" and a stove melting his ears...see it vividly and emotionally
"The mind palace" or "Memory palace"
What everyone gets wrong about memory systems
It is work at first
But it gets quite simple
Like grocery shopping with just your arms vs. using a shopping cart

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Create Comics To Convert Customers, With Stu Heinecke

48 perc 422. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Why business cards are "inert...actually, they're dead"
Wall Street Journal cartoonist
Why use comics/cartoons in your work to get any meeting
Humor is insight
A point of agreement is insight
How to use contact marketing to deliver insight
- Call the executive assistant
- Get his/her email
- Multiple touches

Send them content that highlights the recipient
Make the packaging standout
Has 1,600 cartoons with data insertion points ("wide personalization")
"Deep personalization" involves creating a dossier on someone (by scraping or tools like Seamless AI) to send truly customized marketing information
How to use visual metaphors
From Playboy to the Wall Street Journal
When the ideas hit him for the best cartoons
Can take days to come up with an idea
Was never trained as an artist
Took a few live image sketch classes
- With charcoal
- Some in 15 seconds
The importance of hands
How to direct the eyes
His reply to "Humor doesn't work in marketing!"

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

The Self-Reliant Entrepreneur, With Duct Tape Marketer John Jantsch

28 perc 421. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Work on yourself
Daily devotional
Challenge question
Not a "how-to"
It's more of a "why-to"
What's in your head? What's your mindset?
Calendars and "seasons" in the book
Trust yourself and your judgment
Get out of the imposter syndrome
Learn from his 30 years in business
Learn how to handle lost deals
Appreciate the doors that open when one is closed
Why you need to detach
Napoleon, Patton, Mike Tyson
Does manifesting work?
How to make your own good luck
How to launch a successful course and learn from failed launches
Create with your prospects and customers
Ralph Waldo Emerson, cusp of the Civil War, reformation pushes
Think for yourself
How to find yourself
"Moby Dick," "The Scarlett Letter"
An army of self-reliant entrepreneurs can help the world
How to know when it's time to add another iron in the fire
How to handle boredom
How to push yourself
Start the day you get the book and write in it
Commit to 30 days
Put it in your way so you stumble across it

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Get Free Press With Alison Maloni's PR Strategies

32 perc 419. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Does it pay to work for free?
Be strategic to get the free press
Start creating content
Make videos in your car with your smartphone
If you build it they will come
Establish relationships with local news people
- Find them on Twitter
- Like and Re-tweet
- Message them with your area of expertise and some talking points
Morning news is a big part of people's morning routines
Evening news is not as big
People are getting their news via social media
Build your brand by getting coverage
Facebook is harder now for businesses due to algorithm changes
Instagram stories are huge
Plan your Instagram feed and go behind the scenes with your Stories
Maybe a "Tuesday Tip"
Have a CTA with a clear, relevant reason
Reporters are pretty easy to reach
Keep it short and sweet: NO SCROLL
Have your staff take photos of you being interviewed at your office
Pre and post-promotion may be more important than the interview
She can teach you how to do it yourself
Press releases, pitches, etc.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Get More Leads With The Same Traffic: Former Googler, Lukas Haensch

47 perc 419. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Page speed impacts lead conversion
The mobile experience is quite different ("mobile moments")
Up to 150 mobile moments per day per visitor
You must load quickly for 3G to 5G visitors
You can't just focus on the latest devices/standards/speeds
Many metrics to consider
Google focused on Speed Index
Use this site built by a Googler to test your speed
Get your Speed Index under 3 seconds
Click on Filmstrip View
Critical rendering path
HTML, Javascript, and CSS prevent other items from loading until they are fully executed
Browsers must work through all of those assets first
"Deferring" or "Asynchronous loading"
Do you need particular scripts on particular pages?
Be disciplined
Base 64 coding of images
Hero image
CTA
Lazy loading
Hero videos, carousels, animations can hurt
Page speed is important as well as its appearance but what is the visitor actually doing on your page?
HotJar and CrazyEgg are not realtime
PathMonk goes beyond heat maps
SmartCards
- Understand what users are doing on your page
- Understand your products
Chatbots are too passive
Chatbots are not great for sales but great for customer service
Learns from every page the code is installed on
Conversion Rate Optimization is key
When do visitors convert?

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Automation Does Not Replace Humans Says Stephen M. Lowisz

55 perc 418. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

The T3 Framework: Tactics. Talent. Tech.
Worked on helping Fortune 500 companies get their acts together
Use analytics to get the right people on board to grow
Foosball and bean bag chairs are not investments in your people
Automation does not replace humans
Typical KPIs in businesses are reactive
- Measuring for the sake of measuring
- You're hiring wrong so these measurements won't help
- It's too late by the time you recognize the mistake
How to balance the measurement of effort vs. results
Should you use sales scripts?
Audit. Document. Repair.
Systems. Data. Metrics.
Is your team coachable?
Are you a bad sales manager?
Went from 7% to 62% close rate via coaching with the sales manager
Focus on frameworks vs. scripts vs. prompts
You have to give your salespeople the room to fail as they evolve and grow in a new role
People buy when you connect with them
Prospects have a strong B.S. radar
What's the impact you can make?
Past sales performance is no guarantee of future sales results
Great salespeople can sell their way into a job
Myers-Briggs
Behavior. Needs. Drivers.
Use analytics to stack the hiring odds in your favor

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Play. Pause. Do. Grow. Daniel Ramsey Explains on The Sales Podcast

31 perc 417. rész Wes Schaeffer

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Daniel Ramsey (MyOutDesk).

Daniel Ramsey has been in the industry since 2001, running a Real Estate and Development company. After several years of great success, Daniel realized that realtors spent too much time working on tasks that are necessary but highly administrative, routine, and time-consuming—working overtime soon becomes required to finish all these tasks and keep in touch with clients and generate new business. Daniel saw a need that he could fill after his experience with his very own Virtual Professional. He realized that these tasks could be delegated by leveraging a Virtual Professional to take care of them, enabling real estate agents and brokers more time and focus on growing their business.

In 2008 MyOutDesk was born, offering services from high caliber talent to Real Estate Agents who needed them the most. MyOutDesk Virtual Professionals have been part of over 5000 client’s teams around the USA and Canada. Daniel has two lovely daughters and a wonderful wife and is passionate about extending the movement beyond revenue, making an actual difference in many people’s lives.

In today’s episode, Daniel will talk about how he started and ended up with his business as well as the biggest challenges or issue of his business. He will also share how people could manage with your Virtual Assistants. Daniel will share a lot about his business; how it works, the process, etc and not only that, he will also be sharing what his book is all about.

Enjoy!

-----

Follow Daniel Ramsey on:

LinkedIn -- https://www.linkedin.com/in/dramseyinc

Site -- https://www.myoutdesk.com/

Charity Movement -- https://www.modmovement.org/

-----

Follow Wes Schaeffer on:

Site -- https://www.thesaleswhisperer.com/

Twitter -- https://twitter.com/saleswhisperer

Instagram -- http://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Join the 30-Day Sales Growth Program -- https://www.thesaleswhisperer.com/30-day-sales-growth

Discover & Deploy The Better, Faster Way With Amber Vilhauer

43 perc 416. rész Wes Schaeffer, The Sales Podcast

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Amber Vilhauer.

Amber Vilhauer is an online digital marketing expert who supports authors, speakers and coaches to establish a powerful, integrated online presence that gets results and empowers them to make a difference in their industry. Since starting her company NGNG Enterprises Inc. (standing for No Guts No Glory) in 2007, she has spent her career impacting her community and building strong strategic alliances with industry leaders and game-changers across the web. Amber has supported more than one thousand of entrepreneurs on six continents to get results. She is the launch manager behind dozens of #1 bestselling books including those for Joel Comm, Lisa Nichols and Les Brown.

Working 1-1 with each client, Amber and her teams have created more than 650 WordPress websites. Amber knows how a website needs to function in order to generate sales, build a fan base and attract long-term clientele. She works with clients to build a strong, branded social media presence, coaches each client on which manageable actions will help them achieve their online goals and then walks them through exactly how to do it.

In this episode, Amber will share an amazing story of herself; how she turned things around when she was still young, as well as her customer's journey; how she has repurpose things on the blog post. Get to know how Amber stays organized with her work and how she gets things done faster. She will talk about why she prefers videos in order to save time.

By the end of this episode, you will know how to be smart, efficient, and effective in getting the word out. How she delegates to both having a documented process for current staff and onto future staff; how she archives things like that.

Enjoy!

-----

Follow Amber Vilhauer on:

LinkedIn -- https://www.linkedin.com/in/ambervilhauer

Site -- https://ambervilhauer.com/

Facebook -- https://www.facebook.com/NGNGenterprises/

-----

Follow Wes Schaeffer on:

Site -- https://www.thesaleswhisperer.com/

Twitter -- https://twitter.com/saleswhisperer

Instagram -- http://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

Survive The Next Crisis With Chris Manske on The Sales Podcast

38 perc 415. rész Wes Schaeffer

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Chris Manske.

Christopher R. Manske, CFP® is the owner and operator of Manske Wealth Management and the Author of the upcoming book, The Prepared Investor. Over his twenty-year investing career, Manske spent two of them as the Lead Financial Advisor to the University of Texas Employee Assistance Provider where he served a public and private population of over 100,000 people. He also spent over a decade with Merrill Lynch where he was often recognized in the top fraction of one percent of financial advisors. He was selected to help train thousands of financial advisors across the country so they could better build a world class wealth management practice within the Merrill Lynch platform.

Manske graduated from the United States Military Academy at West Point in 1995 and served in the Army for six years while achieving the rank of Captain. After leaving the military, he did his post-graduate work at Rice University and today is a CERTIFIED FINANCIAL PLANNER™ leading a disciplined and well-credentialed team providing sophisticated wealth management and individualized investment advice. Manske has been quoted in the Wall Street Journal, US News and World Report, Financial Advisor Magazine among countless others for his thought leadership in the financial space.

In this episode, Manske will talk about the story of his entrepreneurial journey, and about college sustainability as well as how it was like going out on his own.

By the end of this episode, you will know how he got into his business; how he started, and how to know when it was the right time to leave and go out on your own.

Enjoy!

-----

Follow Chris Manske on:

LinkedIn -- https://www.linkedin.com/in/crmanske

Site -- https://manskewealth.com/

-----

Follow Wes Schaeffer on:

Site -- https://www.thesaleswhisperer.com/

Twitter -- https://twitter.com/saleswhisperer

Instagram -- http://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

The Three Key Questions To Close Any Sale With John Martinez

36 perc 414. rész Wes Schaeffer

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with John Martinez.

Over the course of 20 years, John Martinez has gone from a struggling all-commission insurance salesperson, to a nationally recognized sales expert. Along his journey, John has held many sales-related roles… Account Executive, Sales Manager, VP of Sales, Sales & Marketing Director, and Corporate Sales Trainer.

John has completed over 4,000 hours of study on sales and how people actually make decisions…what REALLY drives them to take action. His approach to sales combines neuroscience, experimental and behavioral economics, and cognitive and social psychology.

Because research into decision-making behavior becomes increasingly computational, he has also incorporated new approaches from theoretical biology, computer science, and mathematics. This approach to sales, using a combination of tools from multiple fields, avoids the shortcomings that arise from a single-perspective approach to sales.

This might sound complex, but John has boiled down everything he has learned into a handful of simple sales tactics, questioning strategies, and communication techniques. John has personally trained over 200 RE investment companies, hundreds of salespeople and acquisition agents, and has achieved amazing results. John is the go-to-expert in the field of REI Acquisitions & Sales.

Today, he works with the best-of-the-best in the REI Industry…the top 5% who are doing between 50 and 1,000 deals per year.

In this episode, Martinez will talk about going from generic to specializing. He will also be sharing how he got his start as well as share on how he made the transition to online.

By the end of this episode, you will learn how to make some changes, understand what it is he does in his industry and learn how he was able to niche down from online sales, boot camps, and/or group training.

Enjoy!

-----

Follow John Martinez on:

LinkedIn --https://www.linkedin.com/in/johnmartinezsalestraining

Site -- https://midwestrev.com/

Site -- https://www.7-figurecoach.com/

-----

Follow Wes Schaeffer on:

Site -- https://www.thesaleswhisperer.com/

Twitter -- https://twitter.com/saleswhisperer

Instagram -- http://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

How to Sell to the Government Fast With Jack Siney

47 perc 411. rész Wes Schaeffer, The Sales Whisperer

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Jack Siney, Co-Founder of GovSpend at GovSpend.com.

Jack Siney is an entrepreneur with over 25 years of experience in government sales and procurement. He began his career as a contract negotiator for the U.S. Navy on the Blue Angels F/A-18 fighter jet program. In 2001, he co-founded Advanced Public Safety (APS) – a software company providing technology solutions to public safety agencies. Several years later, APS was acquired by Trimble Navigation (a $10 billion public company). Jack then co-founded his current company, GovSpend, Inc. that aggregates the purchase order data from government agencies at the federal, state, & local levels. He has led the sale of over $150 million in government technology solutions. .

In this episode, Jack discusses about Why and How to Sell Quickly as well as Profitably to the Government.

By the end of this episode you will know how many deals are done in the government in the same day or maybe even in just a week.

Enjoy!

-----

Follow Jack Siney on:

Twitter -- https://twitter.com/jsiney

Site -- https://www.govspend.com/

LinkedIn -- https://www.linkedin.com/in/jack-siney-33a4791a/

-----

Follow Wes Schaeffer on:

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

Use Smart Outbound Sales To Grow Your Sales With Ankesh Kumar

30 perc 412. rész Wes Schaeffer, The Sales Whisperer

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Ankesh Kumar, Founder and CEO of LetsChat.

As an inventor, entrepreneur, leader, husband, father and friend, it’s important for Ankesh that he is bettering the lives of the people he encounters.

Ankesh, was born in India, grew up in London, started numerous companies in Silicon Valley. ATSystems, 0-$22m in 4 years. Sold to TMP, the parent company of Monster. Personic, 0- $25m in 4 years. The company was merged with Kronos. Sold patents to Google for "Sharing as a "Page Ranking Mechanism", a year before Facebook's "Like button". Currently focused on creating a Chat/Chatbot service to improve the communication between Salespeople and their Prospects.

In this episode, Kumar discusses about Using Smart Outbound Sales To Grow Your Sales.

By the end of this episode you will know how Kumar came into an opportunity, how he saw the need and filled it as well as how he reduced reluctance rights from prospect to share their information.

Enjoy!

-----

Follow Ankesh Kumar on:

Twitter -- https://twitter.com/ankesh99kumar

Site -- https://letschat.chat/

LinkedIn -- https://www.linkedin.com/in/ankeshkumar

-----

Follow Wes Schaeffer on:

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

Pull Profits Out of a Hat With Action Coach Founder, Brad Sugars

45 perc 381. rész Wes Schaeffer, The Sales Whisperer

Today, Wes Schaeffer (The Sales Podcast) had the pleasure of talking with Brad Sugars.

Brad Sugars came from humble beginnings but is now a self-made multi-millionaire, the founder of the global business coaching franchise ActionCOACH®, an international business speaker, author, and entrepreneur. Sugars has written 16 business books. His ActionCOACH® team works with tens of thousands of business owners in more than 70 countries. Sugars straight-forward Aussie style has branded him as a leader that will tell you what you need to hear, not necessarily what you want to hear-- and for more than two decades, millions of people worldwide have been listening.

Sugars is equally as passionate about his family. A husband and father of five, Sugars and his wife are survivors of the Route 91 tragedy which affected the lives of thousands in Las Vegas during a country music festival in 2017. His young daughter, Riley Brown Sugars, is the youngest survivor of the attack and has been featured in multiple media stories.

In this episode, Brad discusses about Pulling Profits Out of a Hat With Action Coach Founder.

By the end of this episode you will learn what it takes to grow a business as well as learning business leadership and coaching.

Enjoy!

-----

Follow Brad Sugars on:

Twitter -- https://twitter.com/bradsugars

Site -- https://bradsugars.com/

LinkedIn -- https://www.linkedin.com/in/bradsugars

-----

Follow Wes Schaeffer on:

Get the show notes and bonuses for all episodes here.

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Other Site -- https://www.thesaleswhisperer.com/30-day-sales-growth

Grow Your Sales With Webinar Expert Jon Schumacher

46 perc 408. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Webinar expert
Over 300 webinars conducted
Did a live webinar for an entire year
His clients have sold over $10 million in revenue
Live webinars work well for joint ventures when the audience is warmer
Running cold ads is tough for live webinars. Send them to an evergreen.
Live can be great for rapport-building with your warm list
If the goal is to book-a-call after the webinar do a shorter 18-20 minute presentation that leads to a conversation after an on-demand video
Your best clients have more money than time
Get-to-the point funnel
Be up front
Tell them what to expect
Have a clear value proposition
Low-dollar offers are obviously different than high-dollar funnels
What's the goal?
- Get a prospect to a call?
- Make a sale?
What is your ROAS—Return on Ad Spend
What's the lifetime value of your customers?
It's rarely as easy as they make it sound
Maybe you just need a good VSL—Video Sales Letter
Show-up rates are declining
Webinars are not events, they are campaigns
The money is in the follow-up
You might get as much as 75% of your sales in the follow-up
- PDF version
- Condensed video version
- Retargeting
- Email
"How can I get to Plan B faster?"
Most things in life don't work out.
The three things you must get right
- Your offer
  - Strong message
  - Risk-reversal
  - Validated offer
  - "If you can't sell something via a Google doc to people you know well, you don't have a good offer."
- Your presentation
  - Be specific with your message
- The follow-up
When to use the value-stacking offer
He offers
- Courses
- Consulting
- Done-For-You
Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
Use these resources to grow your sales:
- Sell More This Month
- Hire Better Salespeople
- Hire The Best Keynote Speaker
- Find Your Best CRM
- Join the Free Facebook Group
Check out early episodes of The Sales Podcast:

Why You Need To Build For The Next Recession, With Jonathan Slain

62 perc 407. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Owned five gyms when the great recession hit
Was hiding under his desk to avoid his employees
Borrowed $250,000 from his mother-in-law to make payroll
Started the fitness business with his brother-in-law and sold to him in 2017
Was working 80-100 hours/week in investment banking
After grinding for two years he partnered with his brother-in-law to open a gym franchise
At 25 he had a staff of 25 and didn't know what to do
The franchise barely gave them an owner's manual
Don't marry the first girl you kiss
Contractors got crushed in the great recession
Many of his clients are contractors
He started speaking to those with great recession-survival stories
Turned it into a more formal workbook
Motion beats meditation
Met his co-author 10 years ago via EO (Traction)
We usually need more life-planning than business-planning
- Goal planning is critical
- 16 hours with a blank legal pad at Starbucks!
Right now you can ask for an increase in your line of credit
Once we're in a recession your bank will want a personal guarantee and call in your LOC
If you lose your biggest client...you're in a recession
If you lose your top salespeople who go on to create a competitive...you're in a recession
If you get embezzled...you're in a recession
There are no quick-fixes
Dig in and do the work
Fight or flight vs. operate at our potential
Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
Use these resources to grow your sales:
- Sell More This Month
- Hire Better Salespeople
- Hire The Best Keynote Speaker
- Find Your Best CRM
- Join the Free Facebook Group
Check out early episodes of The Sales Podcast:

Learn the 'Hollywood Sales Method' With Mike Mark

55 perc 406. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Learned sales in time shares
The ethics didn't sit well with him
Have some give-and-take in the conversation
It's not 100% questions
The Hollywood Sales Method in three acts
- Discover the desire
- Build the belief
- Figuring out next steps
Use new metaphors/analogies to feed back to the prospect to "parrot" them without being a mirror image
This requires practice to make it become second nature
Find the common personality traits of sales candidates
Look for sales reps whose parents were in sales
Common tongue = mind. Native tongue = heart.
Great salespeople are already employed
Mark looks for a sore spot with the salesperson for "passive recruiting"
- Sophisticated vs. unsophisticated buyers
- Socioeconomics
- Education
- Personality profiles
- Job history
- Age
High end salespeople are usually 100% commission via 1099 ($8k to $15k)
On-target earnings are key
Maybe appointment setters are on salary
No resumes
Roll-play is key in interviews
Show they can take you on the buyers journey
Prove they can apply pressure without being pushy
Split test your new-hires
Don't have closers do outbound
Salespeople are lazy so if you treat they right they'll be loyal
Team-building and culture-building is important
To create trust, be consistent
Mastery of sales is mastery of yourself

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:
Check out early episodes of The Sales Podcast:

Leverage The Power of Storytelling, Ty Bennett

34 perc 405. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Started early studying business
Started a business with his brother at 21
Loved leading his teams
We're all in the people business
Your solutions address a struggle
Build stories around it
The more personal it is, the more powerful it is
The speed of business makes us rush
Give quick case studies and stories
You need to develop your storytelling skills
Keep your personality in business
Stories make you human
Our mind is wired to remember stories
He was struggling as a young entrepreneur and his friend recommended he record every presentation...and it was painful
What causes people to engage? Stories.
Spoke for free at first and got booked from someone in the audience
Companies struggle with differentiation and storytelling is key
Turnover and morale is an issue in many companies
Leaders need to create great environments
Perks help but we can control the relationships we build and the trust we establish
People want to know their voices are heard and they are cared about
You have to work on yourself and recognize how your leadership style impacts those on your team
If you have a crusade understand that taking sides can have its downside
Leadership requires effort
Pick your style and convey it
Leaders should be needed less often as they nurture their people
When to apply micro-management leadership
Hire for culture and train for skill
The hard part is un-learning bad skills and habits
Business is long-term so culture matters

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:
Check out early episodes of The Sales Podcast:

The Manly Benefits of Pinterest To Your Bottom Line, with Jeff Sieh

46 perc 404. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

300 million monthly Pinterest users
Founders call themselves a "visual discovery engine"
A digital pin board
Much longer half-lifes on Pinterest
People like to see content from brands on Pinterest
It's all about you!
No fake news on Pinterest
50% of all new signups on Pinterest were men
Video pins are new and working
Build Tribes with Tailwind
Create a lead magnet and drive traffic from Pinterest to your site to build your email list
Amy Porterfield has a freebie for every podcast and could link to it from Pinterest
Put clear text on your images
Pinterest can read your text on graphics
Run ads on Pinterest
Share third-party content
Features
Rich Pins
Claim your website
Use up to three hashtags
If you have a product you need to be on Pinterest!
Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:
- Sell More This Month
- Hire Better Salespeople
- Hire The Best Keynote Speaker
- Find Your Best CRM
- Join the Free Facebook Group
Check out early episodes of The Sales Podcast:

The Proven Secret To Master SEO With Matthew Woodward

71 perc 403. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Humans have not changed in the online space/SEO
The principles of sales and marketing have not changed
Don't get sidetracked with the tools
Remember there are humans on the other end of the screen
We are easier and harder to reach
Make people laugh
Follow the process and court your prospects like a date
Don't skip steps
Add value
SEO is both inbound and outbound
Inbound links are a "voting system" but not all links are equal
It's a stacked election
Don't get obsessive backlink disorder
Getting backlinks starts with creating something worth voting for by other websites
"Are you proud of the content you created?"
Organize your website as you would a brick and mortar store
Study your competition to see what's ranking and create better content
Do you need to 10X your content?
How to do copywriting like a professional
How to hire a professional copywriter
- Questions to ask when interviewing a professional content writer
- How much to pay for copywriting
No reason to struggle today
Social media is also an election
Do social media to connect with humans
Google Optimize is a free tool for split testing
He's not big on social media and does well
He started an SEO blog in 2012 and didn't want to use social media to promote it
Forums were a big thing back before social media and the humans that use them have not changed
He engaged the community
He starts niche sites all the time currently
He love problem-solving content
Help people first
How to improve your website speed
Why buy expired domains (use Spamzilla)
Should you have footer links for SEO?
How can I help you?

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Make Your Horses—and Prospects—Thirsty With Harry Maziar

45 perc 402. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Failed at retirement
Why do apples turn brown?
"Pop, are you talking to me?"
"Cool Hand Luke"
Failure to communicate
Should you always be closing?
The carnival barkers and hucksters
The close is an integral part of the conversation
Make the horse/customer thirsty
Make friends and build relationships
People want to buy from their friends
Most salespeople fail to ask for the order
They fear rejection
Cold calls are no longer needed if you're not lazy
There's no such thing as a commodity
Differentiate yourself
"Harry's Hints: the best tips don't work unless you do"
Consistency vs. Creativity
Show up on time, in time, enough times
Have trinkets to leave behind
Make friends with the receptionists and gatekeepers
Be a good listener
Talking is sharing. Listening is caring.
The main problem all companies have centers on attracting, training, motivating, and retaining great people
People will have 12 jobs today
Recognition and Reward are fundamental
Involve your people. Don't ignore them.
Money is not #1 but it's important
Keep doors open. Keep your people included in what is happening.
Smart companies promote from within
He wrote a 3-page sales letter every week for 27 years, each with a "Harry's Hint

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Gain The Sales Edge With Jim Padilla

42 perc 401. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Keeping salespeople optimized
There is no "best salesperson." There is only the best for you.
They find great people who are sold out on your.
So a good person can over-achieve
He takes the burden off of the company to "keep that salesperson fed."
Good salespeople want variety so they like being part-time to stay fresh and challenged
Sales is an asset, not an expense
25,000 sales conversations run through his platform each year
Most companies "plug holes with salespeople."
You need to think about your sales team sooner
Pay them more
Stop the revolving-door of salespeople
All referrals are not great
You need to vet your salespeople
You have to pay people to motivate them
When to pay a high base
Does cold calling still work?
Can I text a lead right away?
Speak their language
Few know what their problems are
"Consultative selling" is over-blown
You know your industry and what your ideal clients are dealing with

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Every Job is a Sales Job, With Dr. Cindy McGovern

42 perc 400. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Tell your story or your competition will
You don't have to fit into the mold
Get past the "ick factor"
Pull back the curtain
Be vulnerable and open with your prospects
Get clear on who you are and what you want, what your hangups are and go after it
You need a plan
You need to listen to hit your goals
Walk away if it's not right
You're creating a customer for life
Your story sets you apart
Plan. Find the right opportunity. Establish trust by listening. Ask. Follow-up.
You get stuck on your quota
Focus on the opening
Prove you'll work harder by opening better
Elevator stories vs. elevator pitches
Don't sell 'em. Invite 'em to buy.
The new ABCs of Selling
"Johnny two-thumbs selling method" is not professional sales
Stop pushing the rock uphill. Acknowledge that everyone thinks selling is icky, but we're all in sales.
Are you clear on what you want in life?
Do you feel under appreciated in your job? How much of that is on you?
Get her bonus chapter on personal branding
It's not all roses and unicorns but how do you look at things? Is it an obstacle or an opportunity?
Ask what your options are.
Maybe it's your loyalty and optimism that gets you the raise.
Your boss won't always notice the great work you're doing.
It's our job to be noticed at work.
It's not brown-nosing.
Service is an expectation.
Find opportunities in service.
When to tell a customer to go pound sand.
Customers get angry when they feel ignored.
Business. Psychology. Communication.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

What's The One Thing That Has Remained The Same In Sales Chris Spurvey

64 perc 399. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Built a business to 70 people
Acquired by KPMG
Relationships are still key
Be consistent
Seek win-win opportunities
There is no new magic trick to sell today
Social media can help facilitate relationships
Do whatever it takes
Be where you need to be
He formed a vision when he grew his IT services business
Create a growth culture for your entire company
Their telecom company was training PeopleSoft implementors
Go where there is need and charge for solving the need
Have the diagnostic conversation
Price your services based on the value you bring
Start with a situational analysis, which is regurgitating what they already said
Give them the methodology
Show them a computation of how you price your services based on their growth
Maybe ask for 30% up front and the remainder over the course of the year
You must believe in yourself so you can ask the hard questions
Test your own limits
We're all learning
Don't be too eager to jump to a proposal
Keep your posture...don't jump right into selling and pushing
Ask the right questions. Maintain your integrity.
Listen to your intuition.
Tap into the buyer's energy
Get to the truth if they buyer is sincere.
Don't over-complicate things
Stop pushing for an arbitrary close to meet your calendar-based quotas.
It's a long game.
Seek to serve.
Customers want certainty and proactive results
Use a thin wedge, i.e. choose your clients well
When the student is ready the teacher will appear

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Be a Comic Troll to Make Your Point and Make Every Sale With Jimbob

61 perc 398. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

Started as a hobby
Was a left-leaning nihilist
Started for fun
Made fun of Obama and his "friends" attacked him even though he voted for Obama twice
People have a lot of "oughts" today
Atheists and moral
We're in a culture war
Being censored on social media
Having a child made him realize he's a traditionalist
Expertise comes from proliferation
Get started
Set goals to get work done
- Write daily
- Read daily
- Find the rhythm
- Get in the flow
- Make time in the morning to create, especially if it's your side-hustle
Has three older brothers who are more Libertarian and put up with his bleeding-heart Liberalism
Being stagnant and "tolerant" is not right
Take a stand
Create your culture
Seek the truth
Admit "I could be wrong" whereas he used to be "I am not wrong."
Your real friends won't abandon you in tough times
People are afraid
We have blasphemy laws enforced by crowds
What are you saying? Say it.
Honesty is the key to success in business and life
How to handle trolls
Use the attacks against you like an airplane uses headwinds for lift
Choose who to lose
"You've never been hated? You've never been honest."
The leader is the first follower
You get better by criticizing yourself
Challenge everything
Be curious
Give Caesar his
Don't chase fame

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Help The Buyer Own The Deal To Make The Sale, With Steve Thompson

44 perc 397. rész Wes Schaeffer, The Sales Whisperer®

Get the show notes and bonuses for all episodes here.

What is your "past value delivered?"
Your Champion needs to be able to answer to the bean counters how you are delivering an ROI
You have to remind your customers how good you are
Determine what success looks like with your prospect before they buy so you both know what the expectations are
Harvard Professor Theodore Levitt, "People don't buy a quarter-inch drill. They buy a quarter-inch hole."
Salespeople push to a closed deal
The buyer is terrified once they close
Our customers are not professional buyers
They buy outcomes
Change is the catalyst for new opportunities
Stick around and deliver value after the sale
You must know why they bought
There is so much turnover with both your sales team and at your companies
Somebody has to stick around and own customer success
The good and bad comes from the sales side
There are more influencers on the buyer's side (9.3 on average)
The buyer wants to know "Who understands me and what I'm trying to accomplish?"
The fundamentals have not changed but they are not being followed
Buyers have too much information. It's noisy.
Buyers have been abused by past, shady, pushy salespeople
How did you get that meeting? Why are you in front of the prospect?
Don't show up and throw up!
Have an agenda for the sales meeting.
"Lead them to your solution not with your solution."
Play hard to get. There's value in scarcity.
Does technology make you more effective?
You send novels about you and confusing spec sheets
You must help your champions sell internally
Focus on 7 simple slides covering the customer journey
Uncertainty is at a high
How do you align the buyers?
How do you find out what you don't know?
You need to be able to ask the right questions
You don't have to know it all
Narrow down the choices and ask which one is best
Once they choose ask "How can this be improved?"
This helps the buyer own the deal they can sell internally

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Get Reliable Data To Market and Scale With Sky Cassidy

57 perc 396. rész Wes Schaeffer, The Sales Whisperer®

"Small data" is his niche
He has direct contact information for businesses
He's essentially a list-provider (not a list broker)
Data-mining for their own lists
These are not opted-in lists
Opt-ins are not transferrable
Reputable ESPs will not let you email lists like this
Businesses cannot opt-out of phone calls
Direct mail is coming back
Technology/automation is muddying the water
Be direct in your prospecting
Ask for a sample to test list providers
He advises his clients on the very next step
He'll review their creatives to make sure their messaging is on point
His minimums helps him disqualify the cheap customers
He never works with someone who has never used a list
He offers email deliverability management
You have to take care of your customers
Sometimes that means cutting your losses even when they're wrong
Screen your potential vendors
Accountability is key to growing a sales team
How to grow today
- Cold calling still works
- Good website (SEO, PPC, Referrals, Podcast)
- Events
Top Data Search
Ask about his scholarship for startups

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Appear Bigger Than You Are With Smith AI

45 perc 395. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Smith is an expert like a blacksmith
Live and AI receptionist and website chat for the SMB space
AI for chat on your site
US-based English and Spanish instant translation for chat
Playbooks allow workflows/sequences that can ask language preference
Consumers want instant answers and responsiveness
Maddy and I don't like AI bots to act like humans so admit that your bot is not human
You and your prospects want to be efficient with their time
Refer your visitors to great resources to build good will
It's inefficient for you to have a skilled expert answering your phones
Their AI helps their receptionists know how to respond
Your playbook will build over time so stick with it
Just get started. You'll get a report after each call/chat.
Responsive vs Perfection
Cloud phone pad
Track marketing campaigns
Text from the system
Whitelist numbers
Overflow, i.e. answer if I don't pick up
Test them with their free trial
Secret shop them!
Calculate your own time value
Ignorance is not bliss
Month-to-Month
Choose-your-own-adventure
Make outbound calls to confirm appointments
Spam calls are blocked automatically for free
Calls can be blocked and/or routed
They'll be responding to text messages as well

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Get Customers Tell You What They Want To Buy, With Rob and Kennedy

60 perc 394. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Rob (red hair) Comedy stage hypnotist + Kennedy (white hair) Mentalist/mind reader
Met at a bar at a magic convention
Lots of down time between shows
Had an interest in marketing and he got good at getting gigs
Started a coaching program by accident
Rob had moved to Greece and had started his own program as well
Still perform
"Be a voice, not an echo."
They've never been employed or been employers, which is their advantage
Obsessed with how people think and how they make decisions
Totally bootstrapped
We should all be getting feedback from our customers
They made the tool they needed
Typical client-feedback surveys are usually terrible, manual, complex, and ugly
They may request a testimonial if you get a high score
Then they're all ignored
Make the survey the fulcrum between sales
Ask the customer what else they are working on and how you can serve them
Fix Your Follow-Up Failure
Ask specific, rather than open-ended, questions
Target ads based on their answers
Keep the survey at three questions
Admit what you don't know
They are not technical
They wanted a local developer who lives and breathes product creation
Feedback from the beta version came mostly from support tickets
Hired a recruiting firm to filter their candidates
They know about marketing and business and invested in themselves
They did not invent the survey market so they focused on creating a great product and their message
They had been leveraging surveys for four years so they knew the ins and outs of what they were creating
Now they are building something bigger than themselves
They were pushed by the challenge and growth
Kennedy's shows are 100% scripted
Scripts give you flexibility to respond appropriately
Scripts give you confidence...to make changes
They watch each other and coach one another on how to improve
Scripts give you the ability to be present in the moment and connect with the audience
Commit emotionally at the moment
You can never relax if the process is all made up on the spot
Evolve your script if you get bored and make sure you focus on the needs of the customer
Be empathic and you won't get bored

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Why You Should Overdeliver With Direct Response Expert, Brian Kurtz

59 perc 393. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Direct response marketing is alive and well
Advertisers were afraid of the internet at first
But the internet is the ultimate direct response platform
Spend time building relationships and giving away great content
The internet made marketers sloppy
Perry Marshall calls it Maze 2.0
- Entrepreneurs always chase the next shiny object
- Live vs. Recorded
- Online vs. Offline
- How to feel like you're everywhere
Get in slow but get out fast
Lists, Offer, Copy/Creative (40/40/20)
- Brian calls it 41/39/20
- Another calls it 25/25/25/25 by adding Technology to the end
- Bill Bernbach "Adapt your idea to the technique."
Technology is not a crutch. It's a tool.
Go a mile deep to find your message.
You can't write copy by committee.
Great copywriters are great interviewers.
Gene Schwartz was a great copywriter
The 7 Characteristics of Great Copywriters
The New ABCs of Selling
We are all copywriters at heart
Great copywriters hate writing
It's hard
"Stealing is a felony. Stealing smart is an art."
Jay Abraham has a file of 10,000 headlines
Dan Kennedy builds walls to not get overwhelmed
Become a trusted advisor vs. just a practitioner
- Join a mastermind
- Highlight the unique knowledge you have
- Build a list
- It does take time
- Take out an ad in the Penny Saver driving traffic to a squeeze page with your free report
- Give and give without selling
- Attract people to you
- Lead with content
A used car salesman sent postcards each week with his inventory
- Brian recommended sending them an offer for a free report
- Be strategic

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

What You Must Do to Monetize Social Media Advertising, Traci Reuter

43 perc 392. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Runs nearly $4 million in ad spend
All businesses can benefit from Facebook advertising
She's not a big fan of LinkedIn ads
LinkedIn is good for old school outreach
You need to have a system to follow-up with your prospects
Prospects are distracted due to the noise in the marketing world today
Are there too many ads?
Facebook is out of inventory
Ad costs are increasing
You need a strategy
Change your ads for the platform
People follow brands on Instagram
Emojis and hashtags make more sense on Instagram
Have great images on Instagram ads
Start with Instagram
You can run ads on Instagram without an Instagram account from Facebook
These platforms change almost daily
Data collection is priceless, so don't feel bad about investing in advertising that may not work exactly as you hoped
Spend some of your own money to learn
The 3 Pillars To Successful Social Ads
Tactics change but strategies don't

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Be Relevant, Popular, and Attainable in SEO, Stephan Spencer

55 perc 391. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

SEO is the fastest and most direct path from your prospects to you
You can rank in four to 12 months AFTER you've implemented
Find your keywords
- Title tags are vital
- File names are important
- And alt atribute
- DO NOT DO SEO STUFFING!
Relevant, popular, and attainable
Meta description is not that important
Be outcome vs activity-focused
Find experts in niches to bring onto your team
The SEO B.S. Detector and and SEO Hiring Blueprint
"So tell me about your process of optimizing meta keywords."
Your quality posts and pages represent your army of sales people
Thin content (under a few hundred words) are not valuable
Tag pages can create duplicate content and mess
Do you have control over you Robots.txt file to add "NoIndex" to bad listings?
Create remarkable content
Create curiosity with your headline
Be careful about linking to content producers and having them provide content
Outsource your writing to great writers
E.A.T. of SEO
Be relevant
Be authoritative
Video is important
Leverage YouTube Trends
YouTube supports hashtags now
YouTube transcribes your video
Take SRT file and upload it with your native video to LinkedIn

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Become an Unstoppable CEO With Steve Gordon

37 perc 390. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Who do you serve?
Who are you trying to be a hero to?
He helps "unstoppable CEOs"
Entrepreneurs are usually great technicians
Your #1 job as a business owner is...
Get educated about marketing
Don't allow yourself to get sold by the drive-by advertising schmuck
Ask yourself "what am I trying to sell here?
How do you replicate that relationship-building model online?
Don't abdicate your marketing
What is your role in the business?
Where do you add value in your business?
Build your team around you to enhance your expertise.
Own the relationships
Strategies are great but you must be able to execute
Podcasting works great for local businesses selling to other entrepreneurial businesses

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

The Key To Identifying Opportunities To Scale Fast, Mike Volpe & Ryan Ball

42 perc 389. rész Wes Schaeffer, The Sales Whisperer®

Started by the founder of Kayak
Started as B2C but most active users were business people
Gene from HubSpot is running marketing
Third round of funding
Was slow recognizing the opportunity
They did a great job democratizing access to information to the public
Corporate travel booking was a pain
Serve three personas
- Road warrior
- Admin/Assistant
- Finance teams (who dislike salespeople who don't submit expenses)
The most under-valued virtue is discipline
You need to work and build to your future self

Discipline is key...while balancing/avoiding paralysis by analysis
Remember the humans behind the titles
Treat people like people to drive word-of-mouth
Set proper expectations to reduce the emotions of the business interaction
The lines between business and personal have merged so business is more flexible and personable and casual
Millennials get a bad rap
Find the hard workers in the interview process
Newer brand with high-velocity sales cycle (5-7 per month)
To make any sale you must make every sale
The three C's of Selling
- Confidence
- Competence
- Credibility
Find the pain
Know the why for the buyer
Know the playbook so well that you can bend the rules
Do cold calls still exist?
The rules of three for your research
- 3 minutes research
- 3 compelling events/interesting facts
Is rapport over-rated
The hardest thing to do in sales is to get a response
The chili recipe
- We know 80% of the ingredients
- But the winner has a secret ingredient and process
Be curious. Be a lifelong learner
The three questions for on-boarding new salespeople by Andrew Quinn
- How do they make money?
- Do they want to make more money?
- Can I help them make more money?

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Master a Platform Before You Promote There, Pam Perry

45 perc 388. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Don't get on a platform if you don't know how to use it
Find out where your ideal prospects are via email polls, social media surveys, etc.
Your personal brand is key
Wear crazy glasses if you're an optometrist and go into the community
Manage your digital presence
It costs money to hire influencers but it can work
Learn from the failure of the Fyre festival
Get out of the office and engage with your ideal avatar
Clean your office, including your restroom!
Don't make this mistake on your website...making it all about you
- Needs SEO
- Needs your client success stories
- Needs and opt-in
- You need systems to scale
Systems create success and success is sexy
You need one throat to choke to build your presence

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How to Create Entrepreneurial Alchemy, Dov Gordon

39 perc 387. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

"The Alchemist" by Paulo Coelho
They weren't dumb or greedy
They were searching for the fundamental elements
We need to go deeper
Stop skimming the surface
Humans have always been easily-distracted
"Work hard at your job and you can make a living. Work hard on yourself and you can make a fortune." (Jim Rohn)
Entrepreneurs are leaders but we have to earn the right to lead
We need vision
We must know how we fit into that role
What is the next small step the way the future version of you would take it
We get stuck. We don't know how to answer "What do I want and why do I want it?"
The path we're on is what gets our time and attention
We think we hit walls because we don't know enough
You know enough but go deeper into what you already know
Think, Feel, Work.

You get an idea and move forward
Am I doing the right thing?
Am I doing it right?
Will it ever work for me?
You end up like a Roomba vacuum cleaner
You need someone to look at what you're doing to get you back on track
Take a chip out of the wall when you hit it
Then take another chip out of it
One day the wall crumbles and you step through it
Then you understand it like no one could teach to you
"Life is difficult. Accepting that makes life easier." "The Road Less Traveled, Timeless Edition: A New Psychology of Love, Traditional Values and Spiritual Growth"
We all have disadvantages and advantages
We want to know we're working hard on the right things
Some are happy to just mimic but some of us have pride (too much?) and we want to understand and make it our own
We want to be ourselves and be hired for our unique attributes
So it's not enough to just mimic. Then you can make it your own
What's the purpose of your funnel?
How do you fill it?
All tactics could work or fail
So ask "why does it work?" and "why does it fail?"
Follow the shortest path to your ideal clients
Answer the three questions in the minds of your ideal clients in order
- Should I pay attention?
- Okay. Who are you? Can I trust you?
- Is what you recommend right for me?
Simple doesn't always mean easy but if it's simple it can be mastered...eventually
"What am I trying to accomplish?"

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Not Feel Guilty When Asking For Money. Donald Kelly Returns.

43 perc 386. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://www.thesaleswhisperer.com/blog/topic/podcast

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How To Launch and Scale Your Company With Adam Honig

38 perc 385. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Proactive relationship management
Scarlett Johansson got him started in AI
Worked in CRMs for decades and everyone hated them
Pick good co-founders
How do they treat people under them?
Have their "underlings" interview them.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

James MacGregor Landed 4.4 Million New Users In Under 5 Years

38 perc 384. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Don't be afraid of video
It doesn't have to be expensive
It doesn't have to be over-produced
Started with his brother
Engineer by trade
4.4 million users in under five years
Worked at a startup incubator
The ideas were terrible...but the videos he made to market these companies were great

Why You Must Start a Podcast Now With Michael Greenberg

46 perc 383. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Started in B2B content marketing
Create content that accelerates the sale by deepening the relationship
Podcast first
Repurpose the content
When to charge for your podcast
How to monetize your podcast
How a local provider can create and monetize a podcast

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

The Next Phase of Marketing With Ryan Cote

45 perc 382. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Check your ego at the door
Hire for fit
Direct mail is not dead
Columbia House and AOL CDs
No more spray and pray
Start with big post cards
Commit to multiple mailings

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Inbound Marketing Is a Team Effort, With Todd Hockenberry

47 perc 381. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Help first
Treat your customers like people
It's a mindset first
Support your current customers like crazy!
Educate your customers
Engagement and sales will grow
Apply inbound principles to your new customers
Do secret shopping on yourself
Focus on your niche, stay in your lane
As a leader, you are responsible for growth!
You need to know your customers and create an environment for sales and marketing to thrive.
Customers want value

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Be Yourself To Make More Sales, With Andrew Paul

50 perc 382. rész Wes Schaeffer, The Sales Whisperer®

Learn a better way to sell than "Talk louder, talk faster...see if that helps."
Salespeople seem more isolated than ever
SDRs have thankless jobs with no discernible future
Sales has always been tough
Jerry Seinfeld's father was in sales and told stories about the tough prospects
Get good at teasing people...find something on their desk, on their wall and poke at it nicely
Be yourself. Be unique. It's okay. Scripts are great...in context.
"Blade PC Guru"
If you sound like your competitors you'll be pigeon-holed
Sellers are managed on soulless activities
It's all about compliance and it sucks
Make salespeople make their own cold calls

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Your Brand Needs an Intervention Says David Brier

54 perc 380. rész Wes Schaeffer

He has helped companies sell over one billion dollars following his strategies
Branding is more than
- Stories
- A logo
- How your store looks
It's the art of differentiation
We have a lot of choices
Know how to stand apart
Everything you do supports your differentiation
Be heard, be seen, be understood
Make your offering clear
Different is better than better
- Stupid different is not better than better
- Going head to head on features is not good enough
- Open earlier
- Give a foot massage
- Open on weekends
- Incremental changes are easy to respond to by your competitors
- Apple gave colorful computers
- Dyson made 5,000 prototypes and design to create see-through canisters to make other vacuums "old"
We're too close to our own businesses

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Persuade With Integrity To Make Every Sale, Jason Linett

49 perc 379. rész Wes Schaeffer

Hypnosis is the bypassing of the critical part of the mind
Stop being so nervous giving a talk
I will persuade you to do what you already want to do by using your own words
Sell in alignment with integrity
Place the ownership on the other party as WIIFM
Be positively cynical by answering "Yeah? So what?"
Show the benefits
"Do not think of a purple elephant behind a white picket fence with a little yapping dog."
Neuroscience is showing more about the brain
Language helps us convey images and ideas
"Hey, I know you're not ready to quit smoking but when you are or know someone who is please have them call me."
Before language there is emotional intelligence
Think of those days you accidentally feel good
Build the foundation to harness that state of mind on purpose with anchoring
Tie sensory states together
Bring them up on queue
Like hearing a song or smelling a smell

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Make Their Problem Your Problem, Vince Beese

41 perc 378. rész Wes Schaeffer

Some of the topics covered in this episode of The Sales Podcast:

Solve a problem to succeed in business
Execution must align with the vision
The customer is not always right but they'll tell you if you're right or not
Executives are still hard to reach
Be patient
Build authentic relationships

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Master Virtual Summits With Liam Austin

44 perc 377. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

How to build big lists—and big money—with virtual summits
Over 100,000 have joined his email list in three years
65-80% opt-in rate

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

The No Shit Sales Journal Sales Creator, Carson Cook

49 perc 375. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Author of "No Shit Sales Journal: A Confident, Common Sense, and Practical Guide to Sales"
Those who use profanity appear more trustworthy
Sales is a profession and should be viewed as such
It's not taught in school

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Find Your Real Sales Pro, Rainmaker's Michael Fossi

43 perc 376. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Make it rain rainmakers
Marketplace for salespeople
Three main pain points
- Quality
- Cost
- Time to hire
Average sales rep carrying $750k per year costs you over $2,000 per day
Talk to salespeople who have the intent to really move
There are rules of engagement that both candidates and companies must follow
They apply a batch process every two weeks
Old-school outbound prospecting still helps them land major business

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Quit Your Way To Success With Dr Stanley G Robertson

34 perc 374. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Thomas Edison was going for a specific goal so he should not quit
But with each test Edison quit the same test and changed it to find the right way
We have a destiny/path/purpose but we must figure that out
What is your purpose for being?
That sets you on your path with clarity
You will know when to quit when you're dreading it
Don't quit just because it's hard or takes a long time to achieve. That builds character.
You must believe internally that you are on the right path

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Create Realistic Habits To Achieve Un-Realistic Goals, Jonathan Edwards

57 perc 373. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Olympian, Speaker, Author.
Planning for longterm goals is tough if your environment doesn't support it
Dive in and start now. The opportunity is coming whether you're ready or not.
Understand your own personality
There are no unrealistic goals just unrealistic habits to reach those goals.
If you feel threatened by your goals you're going to have issues.
Find a good coach/mentor
Upgrade your input
When you have a goal you need the habits to back it up
Every day you have the chance to be perfect according to your plan
Super-compensation in sports
You need to rest
You have a physical ability to do what you do.
You have a technical ability to do what you do.
You have a tactical ability to do what you do.
You're looking for "one thing that will fix it all," and that's unfair.
Athletes look at all areas and try to grow 1% in all of them.
Rest so the body and brain can recover

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Simplify and Magnify To Grow Sales, Brian Margolis

53 perc 372. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Is your goal to do a lot? Then this podcast is not for you.
If you want to earn a lot in sales, this is for you.
All of these offers and processes can and do work, but you can do too much and wear yourself down.
Get a lot more by focusing on a lot less
You can grind your way to a pretty good living with
- Skills and talents
- Work ethic
To go "next level" requires planning and thought
It's "focus management"
You need strategy
His results are simple but getting to simplicity is not easy
"My guys know what the right things to do are, but they don't do them consistently."
"No, your sales guys don't know what to do."
"What do you need to do to go to the next level?"
- You hear mumbling.
- What does it mean to "get in front of more of the right people"?
Brian reverse-engineers the goals (the mumblings are not things to do)
You need measurable tasks

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Get the Premier Position To Make More Sales With David Newman

64 perc 371. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

His book makes "for great bathroom reading"
Speaking is the ultimate one-to-many sales and marketing strategy
When you're in front of your target audience you have the halo effect of expertise, trust-worthiness, and knowledge
You're in the premier position
You have something to say
You have something to sell
There is unprecedented power that only comes from speaking
You must build your personal brand
It's more important than your business brand
Read Bryan Kramer, "There is No B2B or B2C: It's Human to Human #H2H"
We're in the people business
Podcasting, webinars, live-streaming, YouTube, etc. are also speaking avenues
We're living in the attention economy
Put compelling value into the marketplace
Offer value and invite engagement
You don't get married on the first date
Speaking lets you build personal relationships at scale

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Do Knuckle Dragging Sales Right With John Crowley

52 perc 370. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Getting back to simpler times
A de-evolution revolution
- Running is simple
- Running a marathon is not
How do you segment your list?
Once you get the prospect on the phone what happens?
It's brutal in Corporate America
- The politics
- The rejection
Mindset dictates and drives success
Tactics don't matter without mindset
He's a recovering "bad-attitude-aholic"
Don't compare how bad your life is with your other down-on-their-luck buddy
Keep the Negative Nancy's out of your life
Find a mentor/career-sponsor

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How to Hire and Build Sales Superstars, Sarah Wirth

43 perc 369. rész Wes Schaeffer

Some of the topics covered on this episode of The Sales Podcast:

Consistency is key to success for successful sales managers
- Feedback
- Career discussions
- One-on-one sessions
They are usually non-quota-carrying managers
Top sales reps think they want to be left alone but they do appreciate good coaching and guidance
Most sales managers were promoted into the position from a top sales role but were never given any guidance on how to be a successful sales manager
That's why they focus on helping the sales managers
This training is for the benefit of the sales managers.
It's not a knock on you to get help.
It's a compliment that leadership wants to invest in you.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How to Handle Life's Ambushes With Navy SEAL, Jason Redman

47 perc 368. rész Wes Schaeffer

You need to gain some perspective to overcome
Suffering is included in this process
Stop focusing inward. Perspective helps you realize you're not alone and others have overcome the same or worse.
How to handle life ambushes
To launch the ambush you're trying to get the enemy to stop fighting back by getting them in the "X"
In life when we have bad things happen the mechanics to handle it are the same for us as humans: we hunker down and look back at what we lost vs. forward to where we need to go
It's like quicksand. The longer you sit the deeper you are pulled in and the harder it becomes to move on.
Don't place unrealistic expectations on yourself like "I'm not worthy of ever being happy again since ABC happened to me."
Sometimes we need to move and find cover to relieve the pressure and make a better decision.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Is SEO Dead? Deepak Shukla Explains

52 perc 367. rész Wes Schaeffer

Is SEO dead?
How do you know if your SEO is working?
SEO can be one of your most important weapons in your arsenal. It's not an immediate feedback tool like cold-calling. SEO helps people find you vs. you finding your leads.
Local search vs. national or international SEO
Timeline is impacted by cost and competition

Related Articles:

Order Wes's new book, "The Sales Whisperer® Way"
Get private coaching from Wes to grow your sales

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Learn How To Make Irrational People Buy, With Todd Caponi

50 perc 366. rész Wes Schaeffer

He was the CRO of Power Reviews
Consumers are more likely to buy a product rated between 4.2 to 4.5 vs a 5.0
Dove into neuroscience to understand this finding
Transparency sells better than perfection
Was on the ExactTarget team during the acquisition by Salesforce
Everything is reviewed now
Lead with your flaws
You can overplay the transparency card
Be you. It's okay.
The Four Levers of Pricing
- Volume
- Speed of payment
- Length of contract
- Timing of purchase
Be personable, timely, and relevant
"Flawsome"—embrace your flaws

Related Articles:

Order Wes's new book, "The Sales Whisperer® Way"
Get private coaching from Wes to grow your sales

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

LinkedIn Ain't Selling Says Sales Trainer Lance Tyson

43 perc 365. rész Wes Schaeffer

"LinkedIn Ain't Selling"
We're all looking for shortcuts
Sometimes it's better to call around and get transferred into the C-Suite
Uses old and new tools to reach someone
By motivation or manipulation, you'll get your people to perform
Make them tough through great training but profile/assess your candidates before you hire them
Can they qualify with a swift level of interest or are they only good if you give them a lead?
You need to hunt and farm today.
You need to be able to give immediate feedback to your sales staff today
Skillset does not equal success
Do you hate to lose or love to win?
Can't teach grit
Motivation vs. manipulation
Prisoners Of Hope—POHs
Donkeys are loyal and stubborn and hate to lose
Our role today is like an information sherpa
Consumers reference 3-6 reviews before downloading a free app
We're a sales organization before we're a training organization
His salespeople need a 3x pipeline
Training is important but seldom urgent
Assessments are key
People can learn to ask questions
We can work on bedside manner and people skills
Consult first on the team then put a process in place
This can also identify a management issue if you have people with good skills that aren't performing

Related Articles:

Order Wes's new book, "The Sales Whisperer® Way"
Get private coaching from Wes to grow your sales

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Build Extraordinary Teams With Juliana Stancampiano

51 perc 364. rész Wes Schaeffer

CEO and Founder of Oxygen
Bought the company in 2008
Founding Member of Sales Enablement Society
Be ready to walk away from the table
Southwest and Zappos are anomalies
Most companies are "command and control" structures
They rank employees against one another
Move from ratings to no-ratings
- Have on-going conversations with your staff
- Go beyond just semi-annual reviews
- Look at what and how they're working vs. just what they did
- Move beyond task-completion
- If they get their job done by bullying people you don't want them
- Give more control to managers
Focus on strengths
The new ABCs of Selling are "Always Be Curious"

Related Articles:

Order Wes's new book, "The Sales Whisperer® Way"
Get private coaching from Wes to grow your sales

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

The Dude, Chris Martinez, Talks About Growing His Sales...With a Wrestling Mask

46 perc 363. rész Wes Schaeffer

CEO and Founder of Dude Agency
2012 he started a web design firm
- His team was in The Philippines
- Needed better support in the U.S. time zones
- Found a team in Tijuana
- Had over 200 clients
- Small team of just 5
2017 wanted to try something new
- Hanging out on the beach
- Was listening to Russ Perry of Design Pickle
- "Selling The Invisible: A Field Guide To Modern Marketing" said people love the "oo" sound like Google, Yahoo, and Dude
- DUDE: Digital Updates Done by Experts
Stop the scroll
- He had a wrestling mask
- Wears the mask and outfit at trade shows
- It repels the people they don't want as clients as a Rorschach test
Systems and processes are key to growth
Operations is where you make or lose money
He hired someone for $5,000 to make his initial processes
He made the on-boarding process for new clients himself
He's not a techie so he could see things from the client's perspective
Dudefest twice a year for clients

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Meet Copywriting Dojo Founder Raf Marabut

41 perc 362. rész Wes Schaeffer

Four years as a direct response copywriter
They are taught English from grade school
4,300 members in his Facebook group for copywriters
Worked for a digital marketing ad agency
The concept of direct response copywriting was new to him. Most were accustomed to writing ads and slogans.
Now he coaches and mentors and teaches copywriter
His friend is an attorney and thought he was doing "copy rights!"
Direct response copywriting is all about selling via the written word
You run an ad to a page and you expect them to buy as soon as they read the page. It's more measurable and convenient for businesses looking to grow sales quickly.
Copywriting is a deep rabbit hole
Start with templates and frameworks to begin then break the rules to apply the art once you are familiar with the "rules" to find your own style
The formulas do work but as Eugene Schwartz says "Formulas work once." He's a bit on the advanced side.
Gary Halbert is a great place to start.
- Get Gary's "Boron Letters"
- Listen to Bond Halbert on The Sales Podcast
- David Ogilvy, "Ogilvy On Advertising"
- Dan Kennedy, "Personality In Copy"
- Dan Theriot
Formulas
- AIDA
- PAS
- Viking Velociraptor
  - Verify something the audience has seen or thought
  - Validate the way they feel about it
  - Vantage
  - Share common Values
  - Point out a Villain you help them "stick it to"
Templates
- Sales letters
- 21 Step Perry Belcher
"Knowledge without action is still inaction."
Start writing to get better at writing
- Social media posts
- Emails
- Look for engagement
Look for swipe files
Start small
Understand that rejection is part of business growth

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Chapter 2 of The Sales Whisperer® Way

24 perc 361. rész Wes Schaeffer

Get the notes for every episode of The Sales Podcast at https://www.thesaleswhisperer.com/blog/topic/podcast

Order a signed copy of The Sales Whisperer Way and get a little bonus from Wes at https://info.thesaleswhisperer.com/way-book

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How Tribal Training Can Grow Your Sales with Justin Welsh of PatientPop

52 perc 360. rész Wes Schaeffer

Notes on Justin Welsh

Grown staff from 50 to 400 in 2.5 years
From $5 million in recurring revenue to $50 million per year
PatientPop: It's like HubSpot for doctors
Once you have a consistent sales process you know you're onto something
Listen to your customers. Review the NPS responses.
Understand how your prospects and clients learn
Be stern in your recommendations
They educate their marketplace
Leverage channel partners
You need to warm up the market with good educational content
Aware and educate on the solution once they raise their hands
Get in the weeds to show the prospect how it works
Know how your clients buy.
8.6 day sales cycle but they do detailed demos.
105 in sales so about 25% of the company
- Sales development reps
- Inside sales
- Partner sales
- Field sales
Follows the leader like Mark Roberge in how he finds top sales talent
Also looks at "action over academia"
Move fast. Be accountable.
Likes to find talent that is happy where they are and killing it
He's a big fan of having good recruiters
Inside is "tribal training" with a fast start in the first two weeks then ongoing with metrics at 30, 60, 90 days
"Top performers should rob from bottom" so he's commission-heavy
PPC is still effective for reaching physicians
Always experiment with your marketing processes
Grow your team into their roles (Stepwise growth)
He hires smart, young people right out of school and bring them up with a gradual progression
Confidence comes with experience, not just age
Sales enablement person is Sandler trained but they focus on "company training" first
Sell your people on your company and your customers
His AEs sell as well as coach and mentor with a pod system

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

How to stand out in a noisy world, Roy Ranaani

63 perc 359. rész Wes Schaeffer

MakeEverySale.com

TheSalesPodcast.com

About Roy Ranaani

He was an inside sales rep and had no visibility into what was happening on the front line
Record all conversations and map to Salesforce and HubSpot
No need to take notes
Determine what your top performers say and do to close the sale
This helps you listen better and pitch less or wait until you have done a thorough discovery before pitching
Get more people involved in the buying cycle and conversation
- The biggest predictor of making a complex sale is how many people you can get into a meeting simultaneously
- One is the loneliest number
- Have video turned on for both parties
Make sure there are clear next steps when the meeting concludes (Get The Sales Agenda to solve this!)
No company is too small or big
Management and the culture sets the pace on acceptance of this
NPS is through the roof with Chorus AI
This helps reps learn from one another
Notify the prospect in the calendar invitation and the sales rep can tell the prospect that they'll send them a recording of the meeting when it's done
Review "game film" together once a week
Battlecards in real-time
No setup required
- Click of a button
- No IT help needed
This gives you "what's working" and "what's happening in the conversation" vs just a recording and searchable transcription
Chorus AI will tag topics automatically so you can scroll ahead to get to the relevant information
His first business
Raised over $50 million in venture capital
People are key
Know who your customers are
Came from management consulting
Found a trend that the top performers weren't being tapped for critical insight to push up to management
Was working 100-hour weeks
Quit when his son was born and took a "year on" instead of a "year off"
Brought in two friends from college. One was a great engineer who was running his own company and another who was an expert in speech recognition.
Become fanatical. Dive in.
Early customers took a risk on him.
First, do no harm.
Own your mistakes.
Landed some paid pilots and did some free beta trials with the offer of grandfathered pricing
Took about six months of initial development then another six months of what their target market looked like.
Built his own dialer in the beginning but realized after about six months that they were taking on too much.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

James Swanwick: How To Launch and Monetize Your Ideas Fast

50 perc 357. rész

Stop drinking so you can make more money and sales
Entrepreneur invented new eye glasses for computer use
Realized his drinking was slowing him down and quit in 2010
Now he starts business around health
Former newspaper journalist for years
Owned a PR company in the late 2000's but he lost it in the financial collapse
Got more clarity, focus, and energy
Hosted ESPN SportsCenter until 2012 but the entrepreneurial bug pulled at him
Struggled for a couple of years (only $8,000 in 18 months before he invested in a mentor)
Learned phone sales
Hated selling until 2015 but he learned how to do it and when he made his first sale for $997 (someone else's course) and he got a huge rush (Tail Lopez's program)
Thought selling was "dirty" or "tricky"
He had a lack of belief in his products
Australians pride themselves on being laidback and not pushy
Late 2015 he came up with the 30 Day No-Alcohol Challenge where he'd send a daily video to members for $67
Sketched out the program on a hotel napkin in about 15 minutes
- 10 videos of himself
- 10 video interviews
- 10 videos TBD
- MVP—Minimum Viable Product
Test everything but start with the MVP and a low price
He created word-of-mouth through his social media circle
He had a podcast then and shared it
He got himself interviewed on the podcasts of others
Made one sale on day one for $67
Asked for testimonials
When you drink your sleep suffers. When your sleep suffers your performance the next day suffers. When your performance suffers your relationships suffer.
Project 90 helps entrepreneurs quit drinking for 90 days
His friend was wearing some ugly blue-light-blocking glasses when they were at dinner in Palm Springs
Contacted Chinese manufacturers and got three prototypes and asked his friends for feedback then committed to 300 units but he had to negotiate them down from 1,000 units
Launched on Amazon on Black Friday 2015
Took about 9 months from conception to launch
He didn't reinvent the wheel
Came out with variations then he solicited feedback from his customers
He shares his personal story and personalizes his brand
Be relatable
Build trust by being more personable
Cut back on drinking and focus on your sleep
Block your blue light at night

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Keith Perhac: Segment Your List To Grow Your Sales

48 perc 356. rész

Measure each step of the way to make every sale
You can segment your visitors right away with simple multiple choice pop-ups
We're all self-serving so we don't want to do surveys but we'll click a button to self-identify
People rarely do what they say they'll do so measure what they do
Few companies segment at all
Start with a single question and measure the results and refine the segmentation
Don't be afraid to go way out on a limb to test something. Leveraging incremental testing to refine your offering but add one outlier to really push the limit and accelerate your growth.
It could take longer to monetize your lead than you think
Start with split testing ideas, not just little things
- Zeno's Paradox, i.e. The Infinite Halfway Theory, can keep you from ever reaching your destination

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

How To Set Appointments With Ideal Prospects, Jason Bay

48 perc 356. rész Wes Schaeffer

MakeEverySale.com

TheSalesPodcast.com

Cost-effective prospecting and sales solutions to grow your B2B small or mid-sized business.
Sold door-to-door in college
When you use a net to fish you gather a bunch of things you may not want
Big clients need a little nudge. They're not surfing the web looking for help.
Companies are afraid of niching down
LinkedIn Sales Navigator
Built With, CrunchBase
Create the ICP
Messaging + Cadence + Right People
Apollo for email lookup
Lead IQ for more contact info in LinkedIn Sales Navigator
You need a multi-channel prospecting approach
The Bridge Group did a study and found that it's getting harder to have meaningful conversations
Be different. Add a video to your emails. Prospects are busy.
Use Postagram on your smartphone to send a postcard.
Know your cost per acquisition so you know how much you can spend per customer
Why he doesn't use the phone at all for prospecting
Generic doesn't work well
The first touch needs to be personalized
Script it, put the script near the camera, use a whiteboard with their name
Prospect to start a conversation
Build a dream 50 list
Enter the conversation going on in the minds of your prospects

https://www.thesaleswhisperer.com/podcast

http://MakeEverySale.com

Darnyelle Jervey Harmon On Finding and Living Your Purpose

46 perc 354. rész

Former VP of Business Development in Fortune 500
Former Mary Kay—motivated her to seek a purpose-driven life
Former Non-Profit
Wasn't making a difference working for a credit card company in the Fortune 500 world
Exposure creates expansion
Dec 17th, 2004 she realized something wasn't right

It'll never be the right time
Jump and build your parachute on the way down
She had to live the dream God put in her heart
She started her own business and filed bankruptcy and had to go back to work
Her pursuit of purpose kept her going
She learned from her mistakes
She lives lean and within her means
She got clear about what was important
We're chasing what others tell us we should
Kid from the projects whose parents were both on crack at one point
Even "successful" people lack confidence
It's seldom a lack of strategy that holds people back
She emphasizes God with a spiritual-based focus
Name what you want
Expose the gap for what it is
If God was describing you to His friends He'd say great things about you. Learn to see yourself that way.
No victims allowed in her program
We beLIEve the lies
We're born knowing nothing and we're little sponges
We're formed and the roots are planted by the age of seven
What keeps us from growth?
We think it's better to appear one way than to be curious and let others know you don't know something.
Set your pride aside to hit stride
Deliver some tough love to interrupt their patterns
Get to a quiet place and get clear on your vision for your business and your life
Make sure you're not settling
As soon as you start complaining you need to look deep and take action

Rethink The Sales Conversation To Accelerate Sales Enablement, John Reid

51 perc 353. rész

Sales tips have not evolved since 1983
Most sales "stuff" is driven from a model
We become zealots of "the model" because "the model has to be the answer"
Sales enablement today is not about the model
Belief systems drive sales behaviors
The world does not need another model but models are good
Skill vs Will
Most sales professionals believe they are good at relationship building
Most sales professionals are wrong
The Mentalizer's Paradox
Salespeople are not trained properly
Salespeople are unaware
- How many won deals because your customer liked you?
- How many lost deals because your customer didn't like you?
You use weak words
You're afraid of being told no
You're afraid of the answer
You're afraid of re-building the pipeline
You're afraid of not being liked
We're emotional beings who think
- Needing purpose
Don't bring donuts, bring insight
Manage, don't coach
- Coaching is seen as negative
The learning objective is not the answer. The improved behavior is the answer.
Be learner-focused. They should do most of the talking. It's all about them.
There's too much emphasis on "liking" vs. trusting and respecting
Desire with no discipline is worthless
Insight + Humility takes Rigor
Most people want a thinking partner, not the answer
Give them an idea
Challenger model is hubris
Priming
You still must master the art of controlling the conversation
Questions are always the answer
When you talk you create objections!
Get comfortable with being vulnerable
- "N.B.O. (New Business Opportunities)" Ask if you're confused
Be brief. Be good. Be gone.
Once you get high, stay high.
Don't ask permission. "Hey, I'm going to be meeting with your boss. Anything you'd like me to bring up with your boss?"
Expand your curiosity.
Out-understand your competitors. Only 11% of customers believe salespeople understand their needs.

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Craig Ballantyne: Create Your Perfect Day

48 perc 352. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Know your value and vision
Two types of people
- Proactive
- Reactive
The path of least resistance is to hit the snooze button and fit in
We procrastinate
Step back
If you have a shotgun approach to goal-setting you'll never hit them
It's okay to have multiple goals but only in one area of your life
Very successful people say no to almost everything
Your "not-to-do" list is more important than your "to-do" list
Build a fence around yourself so you can do deep work
- Limit your social media time
- Limit your drinking
Positive reinforcement gives you momentum
Lack of structure lead to anxiety attacks in 2006-2007
He worked and partied too much
Get up earlier to have time to yourself to work on important things and build momentum
Steven Covey's four quadrants
It's hard to grow alone
Follow the virtuous cycle
Napoleon Hill had a virtual mastermind
Just get started
How to find your ideal mentor
- Been there and done that
- Shares your morals and ethics
- Check references
Why you need "The Brain Dump"
"Ready. Fire. Aim."
Put end times into your schedule
Start with a 3-year vision (he helps you with a 10-year vision in his one-on-one coaching)
Gino Wickman calls them "hallucinations"
His big goals for 2019
He uses business media, not social media
Joe Polish's advice on social media
Bob Burg

Anthony Iannarino Shows You How and Why To Eat Their Lunch

53 perc 351. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

How to handle hate mail
Grouchy people are just grouchy
It is a sign of success when you start getting haters
The world is full of ideas
Put yourself out there
People are at different stages
"The Competitive Displacement Playbook," a.k.a. "Eat Their Lunch
- "Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant"
- "Blue Ocean Shift: Beyond Competing - Proven Steps to Inspire Confidence and Seize New Growth"
Competition breeds excellence
You are the value proposition
Own the sale
Stop passing blame
Have insight, ideas, business acumen...bring value
"Capturing Mindshare" chapter 2
The phone is better than ever
You are not different
Your prospects are not different
Why change? Why now? Why us?
11,000 Baby Boomers retire every day
How to handle an RFP
- How to ask for a "no-bid"
- Review it and move them back to Discovery
Play. Be combative and argumentative enough to differentiate and win.
Prospecting is a campaign
- Pick 60 dream clients
- Even those your competitors have on lockdown
- Use the phone
- Follow up with email
- Offer a 20-minute executive briefing—offer VALUE
- Don't waste their time
800CEORead.com
TheSalesBlog.com—9 years daily blog
Trust. Caring. That lasts.
Listen.

Dan Kuschell | Move Beyond The Transaction and Build Relationship Capital

55 perc 350. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Dan Kuschell is the Founder, Chairman, and CEO of Breakthrough3X. He's started 11+ companies, bought and sold multiple companies, coached over 5,329 business owners from 180 niche industries in 9 countries, and can help you implement unique sales and marketing systems to grow an d scale your business with less stress or time.
Helped Joe Polish triple his business both top and bottom line
The quality of your list matters
Build the client relationship
Move beyond the transaction
B.O.T.E.
- Breakthrough
- Outcome
- Tranformation
- Experience
No one-size fits all
Transform your business like the founders of LeadQuizzes
Move from 1-to-1 into 1-to-many
You're in the re-order business
Cellphone stick rate (become a utility that people have to keep)
He was exposed to direct response marketing in the late '80s and loved the ability to "can and clone" himself with a direct mail offer
Marketing is the ultimate lever
Make an irresistible offer
You gotta package it right
A $1 bill and a $100 bill are the same except for the message on the paper
Traditional marketing is dead
Today it's story telling
Gary Halbert on sales vs marketing
The 5 Ps
- Plan (most fail here)
  - Research. Investigate.
  - Go way beyond the avatar
  - 75-question audit
- Positioning
- Packaging
- Promoting
- Profits + Progress
"Tested Advertising Methods"
You need marketing stamina
You need the strategy and science
"If you can't afford it you can't afford not to."
Go buy time with an expert (how to find that expert)
If you view yourself as a minimum investment you'll get minimum return
Money can buy speed
You need a good client-selection and partner-selection process
- Appreciate
- Enhance
- Utilize
- Refer
- Financial (last)
Get better at saying no

"The Sales Whisperer® Way" Chapter 1

22 perc 349. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Ian Altman Shows You Same Side Selling

35 perc 348. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Trust is key
"What does success look like?"
It's not about persuasion, it's about getting to the truth
It's okay to push back on quote-seekers
Focus on the results
Businesses only stall for two reasons
To get your foot in the door you must understand how people make decisions
- What problem does this solve? Why do I need it?
- What's the likely result or outcome if I do this?
- What are the alternatives?
Answer those to shorten the sales cycle
Start with the problems you solve and disarm/neutralize the idea that you're just there to sell them something
Be precise
The phone and/or email still works with the right message
Axis Displacement Disorder
How to befriend "gatekeepers"
- They exist to help people
- Don't trick them
How to build trust
B.A.N.T. doesn't apply today
- Budget
- Authority
- Need
- Timeframe
They are now building coalitions and consensus
Disarm the notion that you're just there to sell something
Be humble
How to 2x your sales while working 40% less

Zvi Guterman: How to Make High Dollar Sales Easy

54 perc 347. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

From Israel (10 years ago)
PhD in computer science and math
Was a "geek"
You need to have the right requirements to make your work worthwhile
Validate for the need
Validate for the ability and willingness to pay for the solution
How to overcome company resource limits with alternative demo approaches
How to ensure everyone from sales ops to reps are all using the same demo versions
The value of giving prospects hands-on control during presentations and “leave-behind” demos.
"Can I be the first user?"
"Can I pay you now?"
He selected his co-founders
He was familiar with the problem already back in 2007
His original idea was around quality assurance
He and his co-founders were still in Tel Aviv and were thinking of how to launch in the U.S. market
Received a lot of rejections at first before getting their first $1 million investment
New ideas and opportunities emerged as they made more calls and connections
Leveraged their existing network to start and had a goal to learn and get 2-3 introductions
Validated within two quarters and started developing the initial version
Found challenges their prospects faced and were able to quantify the pain
Closed their first deal before the product was ready
Prospects don't want to meet!
Get to Product—Market fit to make high dollar sales easy

ClickFunnels' David Woodward on What Works and What Doesn’t

60 perc 346. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

ClickFunnels Chief Revenue and Business Development Officer Dave Woodward shares insight into what works—and what just doesn’t—when it comes to freelancing.
Currently, about 53 million Americans—or 34% of the total workforce—work as freelance employees. Some forecasters believe this number could hit 50% by 2020.
“Right now,” says Dave, “we're seeing a huge increase in freelancers and agencies and people who are supplementing their income by doing other types of things.”
Dave shares tips for freelancers on what’s working for them and what really isn’t.
Freelance Fails
- Lead generation: “For a lot of freelancers, one of the things they struggle with is they just don't know how to generate enough leads. These are people who have great skills, but they're spending all this time trying to generate leads and can't get enough leads to really pay for it.”
- Fighting for crumbs: “When you're in [a competitive freelance] environment, you're now competing for the crumbs that were left [by the freelancer who beat you to the punch]. It's this whole idea of bottom feeding up. In other words, you're competing to drive price to the bottom for a service that actually should be extremely valuable.”
- Charging too little: “One of the things we really want to combat right now is helping people understand that you, as a freelancer or as an agency, actually need to be selling your services at a higher price point and providing the type of quality that allows people to go, ‘You know what? I want to pay that.’”
What to Do Instead—Build a funnel to sell your services: “People spend all this money trying to create a website to sell their agency services. It'll never, ever work that way. I want to make sure you understand that. Websites are dying. You've got to find ways of building a sales funnel and learning how that funnel actually works…Too often, people are spending a ton for traffic [that clicks through to] a website where a person gets lost.”
Leading prospects to a sales funnel instead, Dave asserts, will solve your lead-generation and fighting-for-crumbs problems. From there, all you need to do is focus on providing high-quality services that merit the higher price points you really need to be charging in order to thrive as a freelancer.
Sept 23, 2014 they founded ClickFunnels
Online sales and marketing tool
The death of the website is approaching
It's great software for testing quickly
Integrates with HubSpot
For every $1 you earn on the front end you can make $17 on the backend
The first $1 is the toughest to earn
What is your cost to acquire a customer and what is the average cart value?
The "Mother Funnel" starts with a survey
They give you three funnels with one being focused on list building
- Ads
- Valuable Content
  - Facebook Live
  - Storytelling
Tons of support via phone, chat, and private group
Focus on "who" vs "what"
Sub out all you can so you can stop doing it all yourself
- Get referrals for good people from other business owners
- Look within as you start to grow
- Look for culture and chemistry. Skills can be taught.

"The 60-Second Sale" With David Lorenzo on The Sales Podcast

47 perc 345. rész

Market like you mean it.

Now go sell something.

SUBSCRIBE to sell more, faster, at higher margin, with less stress, and more fun!

https://www.youtube.com/user/WesSchaeffer/

-----

Follow me on:

Twitter -- https://twitter.com/saleswhisperer

Instagram -- http://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Facebook -- https://www.facebook.com/wes.sandiegocrm

Facebook Page -- https://www.facebook.com/thesaleswhisperer

Facebook Free Group -- https://www.facebook.com/groups/theimplementors/

ASK ME QUESTIONS

https://bit.ly/ask-wes

BUSINESS GROWTH TOOLS

http://BestCRMQuiz.com

http://BuyCRMNow.com

http://BestCRMBook.com

http://79Stories.info

http://TheSalesAgenda.com

http://TheBestSalesSecrets.com

http://30DaySalesGrowth.com

https://www.TheSalesWhisperer.com/

Alex Moyle Takes Your Sales Culture Beyond the Sales Team

51 perc 344. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

The power of the human relationship
Americans love meeting people
We love sales people in the U.S.
We're "assistant buyers"
Sold door-to-door in the U.S.
Be a human
Engage
Seek to serve
Be credible
Investigate the problem before you prescribe
If they don't have time to stop what they're doing to engage with you then they're not a qualified prospect
Should you follow a sales script?
From a volume standpoint you can say more in a call than via email
How to turn $500 into $10,000 in 30 days

The 7 Steps To Ethical Persuasion With Akbar Sheikh

44 perc 343. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Humans are inherently good people
Lack of training makes salespeople become scoundrels
Bots are tools but you must implement a personal touch
Become fanatical. Have conviction to grow.
Consumers are lucky right now. Marketers are forced to put out their best stuff up front.
Businesses are forced to serve.
Connect with your market. Create great content and connect.
He has always had a tech guy so he can work in his area of expertise.
Seven steps EPOP—Ethical Principals of Persuasion
- Copy / Messaging
- Authority
- Scarcity
- Likeability
- Reciprocity (grossly under-utilized)
- Tenacity
- Social Proof
Fix those and you'll sell
Are webinars played out?
"I love it when it rains. It washes all the scum off the street."
Level up. Make sure everything that represents your brand is great.
To give more you must make more.
Do these three things
- Get your mind right
- Get a good coach
- Implement

How To Pay For Performance With Dush Ramachandran

58 perc 342. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

He and his wife spent many years at ClickBank
Grew from $95 million to $550 million
Paid out $1 billion then $2 billion to vendors and affiliates
Pay for performance
The higher your price, the lower percentage you can offer
Where do you find affiliates? Go look at ClickBank.
How do you get affiliates to promote you?
They want to know if they can make money and get paid on time and if it/you will be in it for the long haul
Be generous and pay on time
Have some competitions
Should you do evergreen promotions or big launches?
Promote competitors to your non-buyers

Anik Singal Went From $1.7M in Debt to a $20M Business

48 perc 341. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Anik was recognized as Top 3 of the Best US Entrepreneurs under 25
He’s trained over 250,000 students around the world how to create their own online-passion based business.
Studied dozens of millionaires and billionaires on the secrets to success, including Tony Robbins, Mark Cuban, Daymond John, and many more.
His new booked, "eSCAPE: The 4 Stages of Becoming A Successful Entrepreneur," has already sold over 10,000 copies in under a few days since launch.
Had $100 in college from winning a Super Bowl bet
Hopped onto Google to find inspiration for how to make money
Someone volunteered to help him via an online forum and he took off
The 2008 recession came and he lost it all and was $1.7 million in debt at age 27 and in the hospital
His family mortgaged their home to help him but he refused to declare bankruptcy
Fired 90 of his 96 employees
Found his true "why"
Within 16 months he had paid back everyone
He agreed to coach someone after throwing out a crazy fee and he thought they'd kill it...
He coached another online who bought maybe a $500 product..
The first stalled, the second thrived
So he dove in to find what makes people stall or succeed
He didn't have a diversified marketing / lead generation plan
You can focus on your product line and grow
You need to have a large enough audience pool to know when and how to diversify
You need to diversify when your expense structure "becomes scary"
"Do I have a single point of failure?"
Learn to listen
"People want to be coached but they want to coach their coaches on how to coach them."
When you have less to risk you can be more aggressive
Entrepreneur does not mean President / CEO
Grew leaner the second time with a much bigger focus on sales
Now has 60 people doing $20 million
We have a purpose, not a mission statement, build a transformational home for entrepreneurs
Visualize your actual customer. Remember who it is you're serving.
His best prospects were jealous of the success others were having. The testimonials were actually hurting some of his prospects.

How To Profit From The Role of The Modern Salesforce With Amy Franko

40 perc 340. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Does technology trump human sales people?
The five critical skill sets that rise above the rest.
The modern seller must think multi-dimensionally
Prospects are overwhelmed with information
Outbound marketing vs. cold calling
How to avoid paralysis by analysis
Why discipline matters (set a timer for yourself)
Why sales coaching matters
What does it mean to be a holistic sales person?
When to follow structure and when to go with the flow
What motivates the modern seller?
Should you use assessments when hiring the modern seller?
Should you push your sales pros to grow?

Should You Have a Podcast, With Traci DeForge

45 perc 339. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Spent 18 years in radio
13 years in marketing and storytelling
Convey your meaning more powerfully with your voice
Does everyone need a podcast?
Want feedback? Ask for feedback?
Is radio still a viable medium?
Is screen fatigue real?
What is a smart-speaker?
Should you add a podcast to your marketing strategy?
Do you have an active and engaged email list?
Do you have an active social media following?
Are you a content creator?
Should you start with a podcast if you're not an active content producer?
What is "podfade?"
How will it be structured?
Should you have guests on your podcast?
Up to 8,000 new podcasts are being added per week
You need to step up your game
2018 has become the year of the podcast
Claim your category
Why are you podcasting?
What's the ideal length of a podcast?
Should your podcast be scripted?
How much should your podcast be edited?
Do this exercise to know if you should get started with podcasting.

Sean Tierney Shares How Disney, Oprah, and Facebook Run Their Wordpress Website

40 perc 338. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Sean is the Director of Sales for Pagely, the premier managed WordPress hosting provider. He has over twenty years of experience in tech, marketing and sales roles and specializes in automation and sales systematization. Sean lives and works in Lisbon, Portugal where he kite surfs and mentors startups in the Startup Lisboa incubator. Read more from Sean on his personal blog or tune into his podcast for digital nomads.
Hosts Wordpress for big companies like Oprah, Disney, Facebook
Issues to consider
- Security
- Performance
- Page load
- Patching and updates of plugins
- Backups
Has a partner network
"Make the logo bigger"
Digital Ocean or AWS for hosting if you're good running things on your own
GoDaddy can help in a shared hosting environment with support
AWS is Amazon Web Services
Load speed
- Plugins are the typical culprit that negatively impact your load speed
- Get your cache straight
  - "What do you employ as a caching strategy?"
  - Engine X full page caching
  - Object caching
- CDN—content delivery network
  - They use the Amazon CDN CloudFront
  - All the static assets of your website like PHP server output
  - Inspect your pages to determine load speed of each element
  - CDN pushes static assets to POPs
- Optimize your images
Troubleshooting Plugins
White glove migration
Shared responsibility model
Husband and wife team built Pagely for themselves 10 years ago with no funding
They were first to market and they created a great reputation

Dustin Howes: From WP Engine To Affiliate Marketing Master

42 perc 337. rész

Former affiliate manager at WP Engine
Had a 4-man team
Focused on fraud prevention and recruitment
Worked at Commission Junction years ago and cut his teeth on fraud prevention there
LeadDyno is an affordable affiliate platform for starters
ShareASale is good if you're going big
ImactRadius is more expensive but quality
Affiliate marketing helps you expand your reach
Ranges (study your top three competitors)
- Physical products about 10% fee
- Virtual products up to 80% fees
- Services about 10%
Training affiliates can be tough but focus on customers first since they have firsthand knowledge of your abilities.
Follow a process for educating your affiliates
Could take up to six months to grow properly

Send Drunk Emails To Make More Sales With Jon Buchan

44 perc 336. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Worked at the bottom in digital marketing agencies and quit at the top
Wanted to run an agency where he never had to do anything that made him feel sleazy
He struggled after a year and after drinking one note he fired off an email to the biggest companies out there and it got him leads!
First email was bulk
Now he recommends doing private emails
He created a 36-page e-book and shared it in the Traffic and Copy group
He drove people to his new private Facebook group
You can pretty give everything away for free and they'll still want more
Search #FoundTheFerrett on Twitter
People want to learn how to create these on their own
Be disarming and self-effacing and understated
He never studied copywriting
He watched a lot of comedy as a kid and followed joke formulas to his writing
He then got formulaic to reverse-engineer his work for his clients
"Always Be Winning"
Working within strict confines forces you to be more creative
They are people first and professionals second

Do Selling With LinkedIn Correctly With Rhonda Sher

42 perc 335. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Don't just start selling as soon as you connect
Don't export your contact list and start spamming
Make sure your LinkedIn profile is 100% complete
Make it easy to be found and connected
It's more Pay-to-Play now since Microsoft bought them
"10 before 10"
Do you accept all invitations to connect?

How To Become an Ultimate Sales Pro With Paul Cherry

55 perc 336. rész Wes Schaeffer

https://www.thesaleswhisperer.com/podcast

Your prospects are looking for guidance.
Your questions show your professionalism.
Push back in a positive manner on hard-chargers.
Don't be lazy. Don't be overly-scripted. Bring credibility. Be human.
Address your fears. Stop researching forever and connect with your prospects.
Understand what your customers value.
- Minimize risk
- Fear factor: safety, shut down, market share, competitive edge
Leverage multi-media, multi-step processes to connect with your best prospects.
A lot of great salespeople are introverts. They listen. They are introspective.
Listen to the verbs.
80% of the time customers are not telling you what's on their mind. Their defenses are up. Find their hidden motivation.
Our #1 job is to challenge, engage, and stretch the comfort zones of our customers.
Customer service is not sales.
Knowledge certainly gives you credibility but it can become an anchor.
- Knowledge (but it's only responsible for about 15% of your success)
- Attitude
- Skills / ability
Most salespeople are motivated by the next yes, the next contract, the next lead. All too often, they are too busy to look beyond the immediate to focus on the larger view—honing the selling skills and knowledge critical for long-term success.

As a salesperson, YOU are the product/service and everything you do should be aimed at increasing your own value.”

Cherry has had decades of selling and sales training success and is sharing what it means to sell at a higher level, how it differs from what you’ve been taught about sales in the past, and how to get yourself on that path in his new book, THE ULTIMATE SALES PRO: What the Best Salespeople Do Differently (HarperCollins Leadership, August 14, 2018).
Concentrating on how a B2B sales person needs to stay focused on the big picture for success, THE ULTIMATE SALES PRO reveals 25 radical, subversive and disruptive ideas and tactics of master B2B salespeople, giving the reader the tools to move beyond the basics, using strategy and strong relationships to:
- Cultivate an entrepreneurial mindset and how to create a boundary-less career.
- Differentiate oneself when everyone else is being commoditized.
- Shorten your sales cycle.
- Go beyond how to sell but getting answers to why you are selling so you can achieve sales greatness.
- Align yourself with the right people who share and embrace your values.
- Be the toughest boss you ever had. Don’t rely on others to push you, push yourself.
- Dream big—don’t settle for what’s comfortable.
- Stop thinking and dawdling about what to do. Do it!

The reality is that sales people get little if any coaching or mentoring support today. It’s faster paced and the expectations are that you already have the skills and experience to do the job and so go do it. Too often organizations have a ‘sink or swim’ attitude with their sales people. I want to give B2B salespeople the tools and know how to succeed by taking ownership of their careers and not waiting or hoping for their company to pave the way.”

THE ULTIMATE SALES PRO challenges the reader to get deep, get true, get more real with who you are, be genuine, open up and be vulnerable. Bottom line is when the sales professional opens up, the customer will respond accordingly.
Paul Cherry is President and Founder of the sales and sales leadership training firm Performance Based Results. He is a recognized thought leader on how to ask the right questions, get to the real issues, and take action. He has worked with more than 1,200 organizations including 178 of the Fortune 500, plus more than 1,000 entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. He’s been featured in more than 250 publications including Inc. Magazine, Investor’s Business Daily, Selling Power, and Kiplinger’s Personal Finance.

Hire Sales Studs Not Duds With Personality Test Expert John Pyke

44 perc 333. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

100 years of research into personality assessments prove they are not that great in and of themselves
DISC, etc. are great for communications and behavioral analysis
When it comes to hiring a traditional assessment is showing what's above the surface
Persistence, Drive, Problem Solving, etc. are innate abilities
Not everything can be taught to your people
Based on science and statistics we know how to hire good people, but you have to use the right tools
Salespeople need to be money-motivated
Hiring managers have been burned in the past and/or they just don't know so John has his prospects give him their top and bottom people and John identifies them by their results
Bad hires can cost up to $114,000 + lost opportunities
But if you go too slow and say you are "selective" you learn that time kills deals
John offers a one year unconditional replacement guarantee and lower fees
The 80/20 rule is alive and well in sales performance
65% of businesses say it takes at least seven months to get a new hire up to speed and they only stay an average of 17 months
There's a 95% turnover in residential real estate
Develop a culture of high performance on your team
What is unique about your recruiting and hiring process?

Turn Clicks Into Customers With the VIP of SEO and CRO Duane Forrester

70 perc 332. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Owns 160 domains
His parents ran a small motel so he understands being an entrepreneur
Focus on the customer's actions and intentions
- "Customer Journey"
- Focus on discovering their needs and what they do at the moment of need
- This is the strategy
- Everything else is tactical and supports the strategy
Early SEO work took advantage of holes in the search engines
Personalized, actual answers that are contextually relevant is what SEO is now
Keywords and keyword phrases are not how we speak
Voice search is growing in importance
The nouns and verbs of just five years ago need to be listed as a question on your site
Get more reviews
- Third party, independent validation is critical
- Parents don't matter
- Surprise my friends
Search engines want users to be satisfied
Other concerns
- Digital knowledge management—DKM. Curate your digital assets.
- Load speed
- Responsive
- Security
- SEO has become more of a tactic rather than a strategy so get good at DKM.
SEO has become commoditized
The next generation is more complex
- Structured data
- Load speed
- Etc.
Consumer brand loyalty is dying
- Millennials and GenZ
- Will trade brand for price
- So prove your value when the consumer is making a decision a few times, then they'll trust you.
Voice search is growing in importance
Using voice builds a stronger connection in our brain
Amazon's Echo Dot was the top-selling item this past Christmas
You need to do the technical work to be the featured snippet
Structured data is a language that allows you to wrap key information correctly on your site
- Facebook has Open Graph
- This tells search engines you are real
- This is manageable for the small business
- Install some plugins and get your stuff marked up properly
Smaller companies can move faster
The future for SEO is bright
AMP is accelerated mobile pages
- Most websites are "heavy"
- AMP creates a more lightweight code base so pages load faster and the visitors have a better experience
- Check your page load speeds weekly
- Compare your page load speeds to your competitors monthly
Pick up a paper and pen and write out in detail what you believe your Customer's Journey looks like
- Map out the decisions they must make to find you and buy from you
- Organize some focus groups and find out if you're even in the ballpark with your offering
Take the Alexa app on your smartphone and say "Hey Alexa, let's chat."
- Learn what the future of engagement looks like
- It will go on forever
- You will get creatively engaged in thinking

Master Your Online Business Growth With Entrepreneur and Mom, Alison Prince

58 perc 331. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

She qualified for food stamps with her first paycheck as a teacher
She researched "how do people make money"...at the library
After four kids they were still living paycheck-to-paycheck
Discovered e-commerce
Almost quit on her third day of online selling
Believes in "influencer marketing"
- Offered referral fees
- Started with smaller influencers who were easy to approach
- As she grew she spoiled them
Found an old piece of wood and cut it into pieces, sanded it, and took pictures of them and sold $9,000 the next day by selling the vision (and her neighbor called it trash)
Sold her e-commerce business after 8 years and now she teaches others how to sell from home
Built two million dollar businesses but thought she got lucky
So she taught her daughters and they sold $100,000 in 9 months by finding what was trending
She has tripled her shopping cart values with ClickFunnels
Her kids borrowed $200 from them and bought products made in America
They tested their products then scaled and imported from China and made them their own
Just sell what's selling
Grab boxes are the deal (priced around $30)
- Offer hints but don't tell them what it is
- People get excited and fight over the boxes!
- Play off of FOMO
A brand is a promise. It helps you stand apart in a commoditized market. So create a brand.
Only spends two hours per week running her site with a hyper-focus on one product
- Scarves will always be around so just keep up with the trends
Her girls worked on Saturdays to ship with their friends
She was missing the teaching aspect in her life
She was telling facts, not stories, and her business completely changed
Then she built a webinar and her business is fun
18 months ago she didn't have a Facebook page or a YouTube channel
Get going on Instagram and get those 10,000 followers
- Connect and partner with open-minded people on Instagram and grow your list
Your thoughts change your life
- Her 10 and 13 year old daughters got over their insecurities
- They forgave themselves and kept moving forward
STOP IT!!! #KickSatanInTheTeeth

Master Public Relations as Your Advertisement To Grow Sales, With Christina Nicholson

53 perc 330. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Left news after 10+ years
Worked at a PR agency for six months but didn't like the lack of flexibility
Launched her own business with two little kids at home
She hates press releases...they're long and boring
Maybe it's a work-ethic problem...maybe it's an instant-gratification problem
Send a personal message and offer value
Help your customers do their job
It costs 10's of thousands or even 100's of thousands to really get the word out
You need a longterm goal and strategy
You can only spend money or time to grow your business
Always start local. You're more newsworthy since you live there
What's your goal?
Local TV and newspaper can work even now.
PR companies will lie to you about how fast they can work
Press releases used to work
Everyone is in the media now thanks to social media
Reporters are over-worked and underpaid today
- Hand them everything they want and need on a silver platter
- Give them a great story
- Script, lower-thirds, video, high resolution images / visuals, props, everything
Timing matters
- Evergreen stories
- Current news, i.e. a Mexican food restaurant pitching a story for Taco Tuesday on National Tequila Day
Pitch a variety of reporters / journalists
Make them a go-to person once they pick you up and loop them in
Are you ready to convert the traffic from your great PR?
Do PR on your PR!
Big shows will always ask to see clips of you on smaller shows
You have to speak in good soundbites
You provide the "how" and the emotional components
Question = Answer + 1 to get your point across in a professional manner
Get clear on your goal
- Build a media list?
- Get visitors to your store?
- Build your media persona. FIND ONE journalist and get to know them and build a relationship with them.

Related Articles:

Transform Your Company With These Business Ideas From Alex Vorobieff

47 perc 329. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

USC and UCLA
Former CFO
The importance of reciprocity when pursuing business
Problems with your numbers is a symptom of a bigger problem
Markets nationally with his book and podcast
Now working internationally
Most companies start at the front end where the fires are and it's the wrong approach

If we don't row, we don't go."

Most companies aren't synchronized
He got over his fears of sharing his ideas.
He bombed when he first spoke but he endured and got better.
He now knows his audience.
Resignation to the situation is a coping mechanism. Our brains don't like pain or exerting energy so we stop pushing.
E-book sales are flattening while printed books are growing
Pay attention to your self-talk when things don't go as planned. Are you asking questions in an objective manner or are you making excuses?

The Last Thing You Should Do In Advertisement | Jeff Sexton

58 perc 328. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

The written word still matters
Even in video, the best videos are written first
Think in terms of scenes
Do the research to understand your customers
Interview your customers
Ally and Gargano

The last thing we do is write the ads.

"The Book of Gossage"
When in doubt, hire the better writer
"Email is the red-headed stepchild of online marketing. But it's hard, thankless work."
Dan Kennedy reminds us to crunch the numbers to determine which medium to use to get your word out
"Opinion drools and testing rules."
To use mass audience it must have mass-appeal
- An appreciable size of your audience must need what you sell within a few years
You want to reach the average listener three times in a week, for 52 weeks
Salespeople only speak to people when they want to buy something so your prospects view your message with suspicion
When you are running branding campaigns you can reach people when their guards are down
It's "the sleeper effect"
Your conscience bias discounts the message but it works on you over time
Bob Lutz hired a marketing firm, Ammirati & Puris, for BMW to create "The ultimate driving machine"
If you're really local look at Cable TV for advertising on certain zip codes
The best advertising is an intrusive location
Pick a good client who is good at what they do and runs a tight ship
Build your campaign around a promise they can keep and is baked into how they do things
There are no rational business owners
Sales training for non-sales professionals
- Clerks
- Medical practice front desk staff
Traffic is expensive so get your conversions down before you throw more traffic at your offer
How the curse of knowledge is hurting your sales
Buy one of the Wizard of Ads books
- Magical Worlds of the Wizard of Ads: Tools and Techniques for Profitable Persuasion
- Secret Formulas of the Wizard of Ads: Turning Paupers into Princes and Lead into Gold
- The Wizard of Ads: Turning Words into Magic and Dreamers into Millionaires
Schedule time to do customer research
- Interviews
- Speaking to your staff
- Dig into online forums
Buy the Ally & Gargano book and study it
Hire Jeff
Go run a test. Re-think your messaging.

Learn The "Anti-Hustle" Way To Create Leads Online, Tom Poland

46 perc 327. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Plenty of ways to do things wrong when you're generating leads
The #1 sin of business development is not marketing
There is a lot of fear around marketing
Business owners have a lot of misinformation
We all wake up and we do what we want to do. Sometimes we do what we should do.
The marketing model you follow must be easy to follow
Stop these crazy funnels and trip wires
The model is simple and aligns
There are tricks but no traps
Generate inbound leads
Have a simple KPI
- Host an online meeting weekly
- Share how you work with your clients
- Not training
- Nothing to buy
- Keep your credit card at home
- Offer a real value proposition
The sequence
- Why you should listen to me...
  - Three testimonials
  - Proof
- Show them what they've tried and didn't work
- Tell people what to do and how to do it
- Remove their obstacles
- Do it in 35 minutes
- Smart ones with money will schedule a time to talk
- Direct those without money to the valuable free stuff
- No replays
- "Boardroom Briefing"—webcam is on
- Pays a series of VAs to copy and paste and network over LinkedIn
- Email subscribers want
- Connect and invite via LinkedIn with contractors (Bangladesh)
Be honest, direct, and smart about it
Stop saying "trust me" but you need to start trusting your prospects first
- He offers free consulting for a month and asks them to pay only if they find value
He doesn't want to do masterminds so he doesn't lead them
He has just two programs
- $300/mo
- $1,500/mo
- $25,000/mo (is rare)
Everyone starts with a consultation
Demonstrate care and concern after you take their money
Be Henry Ford and break the process down into a series of tiny steps
Everyone gets his mobile number but they'll probably never need it
Ping me if you feel ignored
Niche so you can focus and apply a template
Sit down and think about what marketing they want to do so you'll do it consistently
The enemy of a great strategy is a good idea
Marketing is not just about finding your ideal clients. It's about finding people who have your ideal clients. Rapport, Respect, Relatability, Reciprocity.

Make Magnetic Marketing With These Copywriting Tips From Lukas Resheske

49 perc 326. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Your copywriting should be at the 4th grade level
People get really weird about writing
We're okay speaking to people one on one
Nobody has "talker's block" but we do have "writer's block"
Do not major in the minors
People are still reading
About 80% of Facebook videos are watched without the sound on
Writing out ads by hand can help junior copywriters
Eugene Schwartz took a recording of Marty selling Boardroom
"The Arm Chair Exercise"
- Helps if you're writing for a client
- Across from you in a comfy chair is your ideal prospect
- Visualize them
- Start
- How do you get their attention
- What's their response?
- That's your first draft
The need for urgency, scarcity, and calls to action
Content is more forgiving vs Advertising
Copywriting has a goal to get your reader to take action
Consider the medium
Script your ads down to the second
Longer form content as Facebook posts on his profile are working for him
He's seeing clients have success as well on their Facebook Pages
Communicating via the written word works everywhere
If you're new in business, do your own copywriting
As you approach six figures and beyond, bring in an outside copywriter
Bring a junior copywriter on as you grow
How to find a good copywriter
- Stalk them online
- Interview them
  - Make sure they are inquisitive
- Get a junior copywriter for $1,000 to $2,000 per month
- Can help with Google AdWords, headlines, social media, blog posts
- Find the chemistry
- Give them homework before you hire them (pay them for their time)
Content vs Copy
- Communicate concepts for sharing
- Write so they take an action

Do You Need a Life Coach? Marc Mawhinney

49 perc 325. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Nearly a decade in real estate...until it collapsed
Coaches and mentors helped him get back on his feet
His accreditations come from the school of hard knocks
Invest in yourself
You have to outlearn your clients
Your failures can make you more empathetic and make you a better coach

Related Articles:

You have to outlearn your clients

Not everyone should be a coach
If you hate people you probably shouldn't be a coach
Before you can make money while you sleep you should be able to make money when you're awake
Having a side-hustle is fine until you get your coaching program going
Have a niche. Never go the "general route."
He's now a coach who coaches coaches
Three ways to get business
- Podcasts
- Facebook: Groups (without ad spend)
  - Free to join but must request
  - Must have a Facebook profile picture
  - Must be on Facebook for longer than 30 days
  - Must be a member of fewer than 250 groups
- Email marketing: daily
Repurpose content for the group
- Get started and you'll build momentum
- Be consistent
- Be entertaining
- Put your personality out there
- Get out of the "mushy middle"
Set the tone with the rules and let them know you'll be promoting your stuff in your group
- Do joint webinars
- Do Facebook Live sessions
Ignore the hate mail and/or use it to fire up your members
Go get beat up and get tough

The Fast Start, Slow Sale: Brandon Bruce on Business Development

51 perc 324. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

UC Santa Barbara with co-founder
Built some websites
Found a gap in the market in 2011
- Salesforce.com
- Gmail was growing for businesses
- Wanted to work with Salesforce from within Gmail in one screen
Solo-founders can suffer from being alone
Co-founders can break up
They've been friends for 18 years so they can be open and honest with each other
- Helps in the startup world where you have to move fast
Ryan is in Irvine, CA but Brandon is in Knoxville, TN
- It was more affordable to scale being in Tennessee
Brandon reached out to each person he saw posting online that they wanted a better interface
- Emailed them
- Called them
They got 1,000 to sign up as beta testers and soon realized it was bigger than a free add-on
Got the first 500 paying customers
How to launch and monetize a new idea
Hit up friends and family for seed money
How to price your new software / solution
- Special offer for beta users
- Put a time frame on it
How to double your prices
Who to hire first
- Brought on two sales, marketing, and customer support first before Dreamforce
- Ryan was solo on the development side along with consultants
- Engineers were and are hard to find and keep
How to hire via referrals and recommendations
Be easy to meet with, especially in the beginning
- Most self-select out
How to originate and close an enterprise sale
What ads are working to grow sales today
- Leveraging LinkedIn, Gmail, and Outlook
How to structure your sales team for the SMB vs enterprise sale
The art of the slow sale

Go Beyond Sales Enablement To Engage The Modern Buyer

47 perc 323. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Army Engineer
Employee #393 at Ariba before being acquired by SAP
Employee #10 at MediaFly, now with 75
Concentration of staff in Chicago with several on the West Coast
Put in the effort to stay connected to your remote staff
Traveling helps him stay connected with his sales team
Mediafly is used in front of your customer to create a seamless presentation
Track the experience and leverage machine learning and call tracking with sharing tracking
Use Mediafly instead of PowerPoint!
B2B buyers are frustrated with educating salespeople
Reduce friction between buyers and sellers by giving appropriate levels of information to educate and create mystique
Have a conversation vs giving a one-way presentation
Understand your personas
Send relevant insights specific to their industries to get the attention of your B2B prospects
Cold calling and direct outreach can and does work
Forrester published "Death of a Salesman," but a professional sales person is still needed
B2B buyers still have access to data, now more than ever
- So they are educated from online information, colleagues, analysts, and even social media sites and forums
- But not all of the information is correct
Now we have to consider the problems of the customer as well as what they think they know.
Email marketing
- Have a good hook in your email subject line
- Open rates are declining
- Insert good leads into nurturing campaigns
- Leverage multi-media, multi-touch marketing to stay top-of-mind
It's tough to get into a large enterprise with a door-to-door visit
Expand into similar / related industries
Get clear on knowing what the prospect doesn't know but thinks they know!
Show up by adding value
- 74% would buy from the first sales person that brought critical insights to them
Automate more transactions so you can focus on value-added services
- Switching-costs are declining

How to Apply Sales Enablement To Sell To Large and Small Companies

49 perc 322. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Global 2,000 and fast-growing startups
We're still salespeople and needing to make our numbers
As salespeople we make it worth their while to meet with us
If you offer value you can still reach decision makers
- Provocative
- Speak to a universal truth
Small and large companies have similar struggles in that they want and need to grow
Senior leaders have great B.S. meters
What's unique to you and defensible?
Get informed about your prospects
Have empathy
Timeless sales books
Sales leaders have different duties and responsibilities
People are people and problems are problems
- What kind of impact can you make?
- What kind of value do you provide?
The connected-planning space
- Sales performance management (SPM), sales effectiveness, and marketing performance solutions.
- Salesforce automation
- Sales enablement
Go-To-Market Strategies
- Where you sell
- How you sell
- What to sell
Gut feel and institutional knowledge still has value but so does data-driven analyses
They are using artificial intelligence to help big businesses look at the data in an un-biased way
Find that universal truth
Find your one thing
Knock down the silos in your organization

Related Articles:

John Warrillow, Create Automatic Customers With Content Marketing

37 perc 321. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

He had a graphic design small business and was doing everything on his own without leveraging content marketing or systems
He was told his business was worthless because it was dependent upon him (25 years ago)
For your business to be valuable it must be valuable without you
We think top-line / bottom-line are key, which keeps us on the hamster wheel
You need to narrow your focus so you can create training programs for your staff and remove yourself from the equation
Use TVR
- Teachable—can I teach it to my team?
- Valuable—is it valuable coming from me?
  - Commodities are not valuable
- Repeatable—how often do customers need to buy it?
- Find one with the ability to sell

Ask your customers "why do you buy from us?"

Companies make a "build vs buy" decision when they look at buying you
When you have all the money in the world like McDonald's you can add another revenue stream
It's not easy to build a subscription but it's worth it
Recurring revenue drives value
- Security companies have installation and monitoring revenue
- You'll get 75 cents on the dollar for every installation dollar of revenue but you'll get $2 per every monitoring dollar
How a chiropractor can create a subscription model
Stop thinking "I'll make my money when I sell" only to find out they created a job for themselves. Pull your money out as you go.
Moved to a syndicated research model and sold it to what is now Gartner
Six different forms of recurring revenue
- Simple consumables like coffee
- Sunk money consumables like a Keurig machine
- Subscription revenue
- Sunk money subscriptions like the Bloomberg terminal for traders who also pay for the subscripption
- Auto-renewal—in perpetuity with a storage facility like Iron Mountain
- Contract revenue is the best—CRM HubSpot subscriptions, etc.

Do Paid Traffic Right With AdSkills Master, John Belcher

52 perc 320. rész Wes Schaeffer

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

You need to pay to play
To grow you need to grow quickly so you need to efficiently use paid traffic
Started in sales
Understands delivering a value-based sales pitch
Worked for Google on the AdWords team
So many people lose money with Google
3.5 years ago he went out on his own
- Managed $5 million directly of his own spend
- Managed another $25 million for clients
Over 5,000 students on AdSkills
Smaller companies have a better chance of getting ads right because you can move quickly
Educate yourself and get going
Think about the offer
Understand where your customers are, i.e. "The Network Funnel"
- Eugene Schwartz "Breakthrough Advertising"
- Pro-Persona, i.e. the Angel Customers, will help your company grow because they love you
- Know who you don't want to sell to, i.e. Demon Customers
- You can't serve everyone (not everyone is an Angel)
- Figure out how to exclude the Demon Customers in your ads
- Find out where your Angel Customers hang out
  - Interview them
    - Find their Heaven
    - Find their Hell
  - Keyword research
    - SEM Rush
    - Google Trends
    - YouTube
  - "The Marketer's Guide To Finding Customers Online" and name your price
  - You have to build a foundation to be successful
    - "Traffic Traps" is where you need to start. Find the 7 areas you're losing money.
    - Commit
    - Have proper expectations
Your offer is not your product
- Make it a great deal
- It needs to be understood
- You don't need just a good video, you need a good ad
Facebook charges at 3 and 10 seconds
YouTube only charges for 30 seconds of viewing
- He spends about $3/day on YouTube for his AdSkills
- Grew from 500 to 1,100 Subscribers
This can be overwhelming
Create an offer
Put blinders on your race horse and focus
Read "The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results"
Learn how to sell first

You don't have a traffic problem. You have a conversion problem.

Get educated. It has a huge ROI.
Get 2 things going:
- Confidence
- Cashflow
  - Start with your current community and get them to buy more or buy for the first time
  - Retargeting
    - Offer what they first considered
    - Offer complimentary solutions
Do a 30-day campaign and spend $100
- "Mention this ad and get 10% off" so you can track its effectiveness
- If it works then add to it
- If it doesn't work then adjust and re-launch
People are on YouTube for two reasons
- To be entertained
- To be educated
Do an isolation experiment with your YouTube ads
- Three days
- Narrow the time frame—maybe two hours
- Soda Stream made a new brand to test it
- You can measure with Google Analytics down to this level
Once you have something people want then you focus on tracking
Email is getting tougher
- Deliverability is down
- But try timing your retargeting to match your email sequence
- Email is here to stay, you just need to understand how to leverage it with paid traffic
"Tracking 101" is "Analytics Explained"
Tracking is a habit

How An Entrepreneur Buys Successful Businesses With Carl Allen

42 perc 319. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

What recommended action steps do you have for the first 100 days as a business owner?
What is the value of buying a business rather than founding one?
What criteria do you recommend people have when deciding what kind of business to buy?
Why do some business partners thrive while others tear their businesses apart?
How can you evaluate whether a business is worth buying?
How much of buying a small business is based on psychology vs. numbers?
When selling your business, what is the main criteria owners look for?
How did teaching others help you refine your own business buying systems?
Grew up on Wall Street in corporate mergers and acquisitions in 1992
Did private equity
Invested in a software company and sold to HP and went with the sale
10 years ago his wife went into labor 4 weeks early while he was in Moscow and he almost missed the birth of his child
"Small deals are where it's at. There are over two million businesses for sale in North America. Only 1 in 13 will actually sell."
In 2017 more than six million entrepreneurs started a business but 96% will fail within 10 years.
The Leveraged Buyout—LBO—use financing against the business itself.
The best deals are off-market, i.e., without using brokers.
Brokers are trained to sell businesses to competitors to get more money for the seller.
He owns whole or part of 17 businesses.
Find a business that is a good business but the seller is in some form of distress.
He targets businesses between $1 to $3 million in revenue so individuals usually target those types of businesses.
80% of small business owners won't list their business for sale so their competitors and staff don't know about what's going on.
Entrepreneurs think it's cool to go start something from scratch.
Around 2016 people were encouraging him to teach his processes.
He prefers asset-based lending so the bank doesn't look at my credit worthiness.
- Real estate
- Plant and resources
- Receivables are key
Lately the SBA is stepping up with a $1 trillion fund and they'll loan you 90% of the deal and you can use the 10% cash from the business
- My credit score must be at least 690
How to find these businesses
- Social media
  - LinkedIn groups
- Networking
  - Spouse
  - CPA
  - Attorney
  - Banker
- Attend events
  - Research attendees and build rapport
  - Ask for advice on how to buy a business like yours (wiggle the bait)
  - They may want to sell their business or they may give me referrals
- Direct approach
  - Use Hoover's for free at your library to get a list
  - Message the targeted businesses
- Brokers...eventually
  - They overprice deals
  - Let it sit for some time—nine months or more
According to Biz Buy Sell the average multiple was 1.94x earnings
- EBITDA
- Free cash flow or SDE—Seller's Discretionary Earnings
Buy what resonates with you
- Experience
- Passion
Sales can and does apply across all industries
NinjaAcquisitions.com/free
Be an owner/manager or an owner/investor
Give the GMs a percent of ownership so they have some skin in the game

See If You Have What It Takes To Be An Entrepreneur With Kevin Siskar

41 perc 318. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

Helped found 110 companies
Founder Institute—early stage accelerator
14-week accelerator program
- Bring in mentors, CEOs, etc
- Curriculum
- Working groups to simulate a Board of Directors
Why do people fail?

The company only dies when the founder quits."

Everything you think you know when you start is wrong...but don't stop
The best founders have a mindset that they are open to new things
Has a predictive psych test with five key factors
- High fluid intelligence. Not the same as IQ. How fast can you solve problems.
- High openness.
- Agreeableness (@60%)
- Professional experience.
- FI.co/dna
- Narcissism and entitlement is bad.
- Deceit and lying
- Excuse-making
- Predatory aggressiveness.
They take a 4% equity stake and put it in a bonus pool shared with all of the founders in the cohort and the mentors who volunteered their time, the local director teams, and the company
Run bootcamp style.
- The last one started with 30 and 14 graduated.
- All meet in person
- Mentors rate founders and founders rate mentors
Start with a vision
- Without a strong vision and passion your business will die at the 2-3 year point
Iterate on one thing
Udemy is one of their grads
"Special assignments" are given by the mentors to founders who are falling behind
- Some quit
- Some crush it
"Tribe of Mentors: Short Life Advice From The Best In The World" you don't get paid well until you go deep on something
Do the self-work. Figure yourself out. Know your "why."

Grow Sales With Inbound Marketing Experts, Ashli Avalon, Sarah Thompson

52 perc 317. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

https://www.thesaleswhisperer.com/30-day-sales-growth

"Leads without ad spend are super sexy." ~Scott Doucet on Ashli's Facebook profile
Microsoft has made LinkedIn better
It's now pay-to-play
Prospects are now active users
She is building authentic relationships with organic content
Developed a system in March 2017 on how to win friends and influence people
Turned LinkedIn into a networking and relationship-building platform
Use automation for transactional sales
Use human-to-human interactions to make larger sales
Start a conversation with people on LinkedIn with Messages
They create and curate content for their clients
Sarah is good with one-liners and she says "Hi, Wes, whatcha got cookin'?"
Create a list and connect with their friends, assistants, team and surround them
Listen and your prospects will tell you how to sell to them
Amateurs rush into the sale without discovering the needs of the prospect
Ashli's team does all of the listening for her clients
Sales are lost either
- At the beginning because they rushed and went for no
- At the end because of no follow-through
Hire a COO early
- Create better systems to both reduce the pressure to hire and to have something your new hire can step into to accelerate your growth
Make a list of the people you know and want to know who do something different than you but serve the same market and develop a relationship to be a referral partner with them

How To Build New Habits To Become More Persuasive, With Dr Susan Weinschenk

53 perc 318. rész Wes Schaeffer

https://www.thesaleswhisperer.com/podcast

http://MakeEverySale.com

Humans are predictable and complicated
Great salespeople are good with human behavior and psychology
You may have an intuitive sense and are unconsciously competent
Humans follow rules of thumb, "heuristics"
- We don't want to think too much and that's a good thing
- The human brain only has access to so much glucose so it works to conserve energy
- Can I eat it? Can I have sex with it? Will it kill me?
Look at habits: physical and mental
- Conditioned responses
- Easy to create a habit
- When you react to a stimulus a bit of dopamine is released
- Take an existing habit and make that response the stimulus for the new habit
- It has to be something easy
- Remove the nerves
- Maybe the first habit is to remove the nerves
The more you know about yourself the better the engagement will go
- Breathe to calm yourself
- Maybe you need to increase your energy to increase your focus
- Become more self-aware
- Detach and notice what went well
- Have a routine
- Fear and hope
- Authenticity helps
Millennials don't care how you look just bring authenticity
Habit or value-based buying decision
- There are different parts of the brain that make these decisions
- They are mutually-exclusive
- If they are buying out of habit DO NOT introduce anything new to them
- If they are making a value-based buying decision, help them become confident
  - A single neuron fires to make this happen
  - Give them enough information, but not too much
- Get the indications from them to determine their confidence
- ASK THEM! Ask better questions!
- Close first, then present!
One tip: identify one habit you have that is preventing you from having success

Follow This Blueprint To Grow Sales With Deb Calvert

46 perc 315. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Salespeople are good people with a bad rap
Salespeople lose sight
Buyers and sellers have their guard up all the time so the transaction is prone to conflict
Typical salespeople look across the examples across the marketplace and do "what everyone else does"
Sales management is different from sales
There is no formal sales training program so bad habits are carried forward
Conduct surveys and field observation to customize the training
There are no shortcuts
Do you want to effect change or just check a box?
The book researched 530 B2B buyers
- 30 behaviors
- Big gap found
Through research we know that sales leaders and salespeople are born and made
Buyers commented the most on the seller follows through on their commitments
The phone is alive and well
Inbound is great but outbound is still effective
Buyers do not want fishing expedition calls
- They want value
- They want an experience
- Ask questions that make them think
- Be more purposeful
Before CRMs we had paper and tracked things about our leads
- You can still do that
- Pure persistence is not enough

Become a Black Belt in Inbound Marketing With Stephan Kesting

47 perc 314. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Martial arts since he was 12.
Begged his mom when he 8 to do judo "since it's not fighting"
If you do what you love you'll still spend a lot of time and late nights building what you need but at least it's for you and you're the master of your own fate
He was sick and tired of fighting with his ex-wife about whether she should work or not
He had just started at the fire department and needed more money so he started an internet marketing business
He split the cost of a fitness product from Craig Valentine (@2002)
He regrets not building a list from the beginning
It's harder to build a list now and he thinks it's not quite as valuable
Any tactic can be used for good or evil
He gives a lot of great content
Email is an asset you can use to build other assets but it's tough to cross-promote social media platforms
Follows a basic rule to produce 2-3 YouTube videos per week along with podcasts
Learn to do your marketing yourself before you sub it out
Tim Ferriss hiring tip is to give your prospective new-hires some homework as part of their interview process
You won't make a lot of money on YouTube
- He had over 500k views last month
- It generated less than $900
He has an active blog with thousands of articles
A lot of people struggle with content
- If you interact with your customers you're being given ideas for content
- If one person has a question, 100 people have that question

The Key To Success As An Entrepreneur, Colleen DeBaise

48 perc 313. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

"The Wall Street Journal. Complete Small Business Guidebook"
"Start a Successful Business: Expert Advice to Take Your Startup from Idea to Empire (Inc. Magazine)"
- Many entrepreneurs are driven to start a business because of a pain point they want to solve
- Sara Blakely, founder of Spanx
- Time, patient, effort, resources are required
Mint.com founder was struggling with his personal finances became his own first customer
Be willing to adapt and modify your initial idea
"The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses," Eric Reiss
- Start with your MVP—Minimum Viable Product
- Netflix and Amazon
- Elon Musk
Things will never be perfect to launch so launch
So much common sense is overlooked
"Staple yourself to your customer's order."
Get new ideas from new people
- Conferences
- Mentors
- Masterminds
- Co-working
Your pitch is too polished and impersonal for bonding with the media
- Highlight the quirky bits of your entrepreneurial journey
- "We (in the media) are not investors."
- "If it bleeds it leads."
- Make it personal
- Share your secrets to success, your growth hacks, your secrets, your morning routines
- Create a hook around a "news peg"
- "Fast turnaround" - less of a profile piece and more current
Her favorite entrepreneurial story is Warby Parker, online eyeglass retailer
- They disrupted the status quo

Do Email Marketing Like a Human To Make More Sales (Nate Wright)

60 perc 312. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Break the tempo
Send an email from your dog
Send an email without a link
Share an embarrassing story...it helps build intimacy
Most people have bad habits
- Self-confidence
- Don't hit send
- Shiny-object syndrome
People fear unsubscribes and it's not a bad thing
- It gets your bad leads out of the funnel
- Badgering people so they mark you as a spammer is bad
"People usually find me after they've blown all their money on social media."
Send a personalized LinkedIn connection request with no selling or pushing then email them to setup a time to chat
- Dux-Soup: Chrome Extension to get more info on leads from LinkedIn
- Scrub your list like a human
Have a checklist so you don't bring on bad clients
- Do a test of your friend's emails to see if they can get 100 to open them
Be a student of human nature and psychology
- Create contrast
- Make the positive more positive..."But wait, there's more!"
- Make the negative more negative is pushing them closer to the fire
Long form content still works
- Even Facebook Ads with long form content works
- Send a long email to a dormant list to reengage prospects
  - "It's been aaaaaaaaaaaaaaaaaaaages..."
    - "Here's what I've been up to...what have you been up to."
    - People want to hear the failure
  - Make emails shorter the higher up you go into the large enterprise
  - Do your research
  - Go for the waterfall approach so the boss pushes the email down to schedule a demo or meeting
  - Personalize it
  - Turn off your open and click tracking
Deliverability issues
- Big platforms like MailChimp are not great for deliverability
- GMail add-ons and YesWare
- Spam-trigger words will tell you if you have spammy words (Glock Apps)
Why he loves voicemail
- Pitch with inflection
- Send email with thumbnail image to a custom video for them
Founder of Inbox Attack
- You have to put in the reps
- Fix the core problems of your messaging
- You speak fine but write poorly and boring
- Live training in small groups of 10 people maximum
  - Write live and get critiqued
  - There is social pressure that terrifies people
Founder of Small Biz Triage

Ogilvy Confessions On The Sales Podcast

80 perc 311. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Making Plans and Changing Plans To Grow Sales

34 perc 310. rész

http://www.thesaleswhisperer.com/blog
/topic/podcast

Review of Traffic and Conversion Summit
Feedback from Social Media Marketing World
You can hand off authority but not responsibility
How the show must go on
Get clear on what you do and what you want to d
Why you need to eat your own dog food

Believe Bigger With Marshawn Evans Daniels

57 perc 309. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

https://www.thesaleswhisperer.com/blog/topic/podcast

Attorney, former Miss America contestant
Background in branding with one of the biggest law firms in the country
Sometimes you have to play the game and look the part and dress the part
- This made her restless
- She had no time due to her rough work schedule
There may not be anything wrong with where you are, it just may not be where you're supposed to be
Went into professional sports managing professional athletes
Your restlessness is "labor pains"
After three years she was engaged, supposed to move, and was restless again
"The tug" pulls you out of your comfort zone
Six days before her wedding she had a "split rock" moment when she discovered her fiance was cheating on her
Forced her to get still and clear
Runs the largest women of faith coaching business
Your purpose is not how you make a paycheck, it's who you are
- It's your personality
- How you show up
The Purpose Map™—Leadership. Influence. Purpose.
1. Discover: the rules of life
2. Talent: climb the mountains of succes
  - Relationships
  - Career success
3. The Gap: you're in the middle
  - Most stay here
4. The Gift Stage: our superpowers
  - Our gifts are different than our talents
  - It's important to hire coaches to help you get here
5. Influence: what we're built for
  - The Promised Land
  - Simon Sinek "Start With Why"
  - Marshawn thinks "Start With Where (are we called to lead)"
There's nothing wrong with you when you want to do something greater
Be good where you are
- How you leave matters
- Further your development where you are
- Success looks easy online
- You'll attract the type of employees that you were
Watch your attitude
- It's not your employer's fault
- Getting a check is a privilege
- You are not "stuck" where you are
She experienced corporate hazing and it was stressful
- Women can be brutal to other women in business
- Marshawn had name recognition from day one and one of her mentors wasn't happy
- She wasn't "supposed" to "skip steps"
The power of investment. Surviving tough seasons make you tough.
Do not cut what you can untie.
- You don't need to be overly-emotional
- Develop your ability to endure and deal with tough situations
- Don't be emotional about someone's dysfunction
Overcoming Imposter Syndrome
- The battle of "Little Me vs. Future ME"
- She became a "success addict" in 3rd grade
- You gotta face it to fix it
- God speaks in "cans" instead of "cannots"
There are 7 Blessing Blockers
- One is comparison
- You are enough. There is enough.
- Athletes don't wake up with championships. They work for them.
- You need to develop the grit to hold onto what might be given to you.
- Strive to become a mentor
Relatability can be more important than respect
Don't water down your greatness
Transparency is key to prosperity

Related Articles:

Entrepreneurship Personified: Marshawn Evans Daniels (& Donald Trump?) in her first interview on The Sales Podcast

Phil Singleton Explains Google & SEO Basics (For Mere Mortals)

66 perc 308. rész

https://www.thesaleswhisperer.com/blog/topic/podcast

Got a "D" in computer science in college
5.5 billion searches per day today so SEO basics are alive and well
"The Art of SEO: Mastering Search Engine Optimization" is a valid book even today
He has three active websites and 90% of his visitors come from organic searches
- He gets most of his leads for his web design company
Websites are still pitched as digital brochures vs marketing platforms
Your website is not an expense, it's an investment
Most people post their best stuff on social media where it gets one chance to pass under the bridge
Make it the referral source for everything you're doing
Your website is the one thing you own
Keyword research is still vital
Reverse engineer your site around search activity
Best SEO Tools
- Ahrefs and SEMRush are good for agencies to use
- Google's Keyword Planner is still a great place to start
- Google Webmaster Tools is powerful
- Dimensions Tab in your Google AdWords to see commercially-viable terms
People still overlook the tagging of their images
Monitor your Google Search Console
He's seeing better rankings for less-frequent content
Longer-form content continues to rank better
Niches and local searches can still be won with shorter, more-frequent posts, which can help you get more social presence
Phil is doing a quarterly article of 2,000 to 3,000 word article
Phil is doing his own podcast and transcribing them via Rev.com and trims them up as blog posts with links, headings, etc.
Go become a guest on the podcast of others. It's great SEO to be linked back.
Latent Symantic Indexing—synonyms, antonyms, intention in your content
Loves Wordpress
- Free and open source
- Great repository of plugins
- Yoast is a great SEO basics tool that is free
- He created his own plugin pertaining to structured data and schema markup
  - Knowledge boxes above the searches, i.e. "Position #0"
  - Rich results
  - Come from adding an extra layer of SEO code
SEO is still needed for voice searches with tools like Siri and Alexa
Focus on dwell time to increase your ranking vs bounce rate
- Video can help here
- Rich data can help (video, podcast, infographics)
Build trust with
- Trust badges
  - BBB
  - Certifications
  - Portfolio
- Testimonials
- Case studies
Google 160-page document (Google Search Evaluator Guidelines)
- EAT: Education. Authority. Trust.
People don't trust anything so use video to change that
Viper Chill by Glenn Allsop has great info on SEO basics as well as advanced SEO tips

Related Articles:

Listen To Previous Episodes of The Sales Podcast

Links Mentioned In The Sales Podcast

Visit Phil Singleton's SEO For Growth home on the web
Visit Phil's KC SEO Pro website to see how local SEO basics are done
Visit Phil's KC Web Designer site to see how local web designs are done

How'd You Like This Episode?

Grow your sales with Wes Schaeffer, The Sales Whisperer® and The Sales Podcast on iTunes

If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Corey Poirier Speaks About Timeless Secrets of Influential Leaders

34 perc 307. rész

https://www.thesaleswhisperer.com/blog/topic/podcast

Keynote Speaker with a Signature Talk entitled "Timeless Secrets of Influential Leaders"
Interviewed 4,000 experts so he has some insight into what makes for a key leader
It's hard to stand out in the speaking world so having a niche helps
Learned "the spider method" from the comedy world
- The body is the core of the talk
- The legs are the supporting points
- Limit your points to 3 to 5 or you'll overwhelm your audience
Zig Ziglar told jokes and/or new stories every seven minutes because the audience was groomed to expect a commercial every seven minutes
Now you have to mix it up even more
How do you get paid to speak?
- He traded for gym memerships and testimonials and even $300
- Started on the Chamber of Commerce / Rotary circuit
Most of his business now comes from inbound leads
He started by cold calling to get booked to speak
He started asking his attendees for referrals and that gets him 20-30% of his speaking business now
Get these books on speaking
- "Speak and Grow Rich" by Dottie and Lilly Walters
- "Money Talks: How to Make a Million As A Speaker" by Alan Weiss
- "Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling" by Michael Port
- "The Presentation Secrets of Steve Jobs" by Carmine Gallo

Oren Klaff "Pitch Anything" Book Review

80 perc 306. rész

https://www.thesaleswhisperer.com/blog/topic/podcast

Oren Klaff was a guest on Episode 142 of The Sales Podcast
I first read his book in 2011 and I kick myself for not re-reading and studying it more closely since then
At the core of Oren's pitching / selling philosophy is what he calls frame control, which is a lot like framing in Brazilian Jiu-Jitsu.
- You must be in control of the meeting by leveraging tools and frames such as:
  - Power
  - Time
  - Intrigue
  - Prize
  - Analyst
- There are also tools such as:
  - Moral authority frames, which are great at disrupting analyst frames
  - Relationship frames can derail price and analysis frames and keep your pitches on track
As I've shared in The Sales Agenda for years, "when you own the frame, you control the agenda, and you determine the rules under which the game is played."
You need to understand the role and areas of the brain we use to communicate with our prospects
- You're using your higher level neocortex
- They are processing with their "croc brain" or "lizard brain," which views everything as either something to eat or something that will eat them!

Christopher Croner Founded The DriveTest® So You Can Hire Right

41 perc 305. rész

https://www.thesaleswhisperer.com/blog/topic/podcast

SalesDrive
Finds the "hunters"
The DriveTest®, three non-teachable attributes = Drive
- Need for achievement.
  - "A soldier will fight long and hard for a bit of colored ribbon." - Napoleon Bonaparte
- Competitiveness
  - Peers
  - Win customers over to their point of view
- Optimism (resiliency)
- Drive is the easiest to fake in an interview and the most difficult to accurately rate
- Assessment + interview questions
What makes a great sales person?
- Persuasion
- Organizational skills
- Etc.
5 keys in
- Conscientiousness: achievement orientation
Nature vs Nurture
- Parents must hold their kids accountable
The cost of an under-performer can impact you negatively to the tune of 6-figures easily
- His tests are just $200 so you can afford it, even if you're just starting out
Bigger companies need to streamline their interview process
He gives "forced choice" questions
Needs to also be a fit culturally
If they are low on need for achievement and competitiveness then their optimism can kill your company
Strong need for achievement helps balance them from being a bull in a China shop
Gut feel is still important. There must be chemistry.
Smart sales people will study how to interview and they'll take over the interview
This is like "Consumer Reports" for reviewing your candidates
You can teach people how to do a demo and connect with people
You must have the culture to manage the sales hunters
Look for candidates with external motivators like a mortgage and car payments

Gino Wickman "Traction" Book Review

61 perc 304. rész

https://www.thesaleswhisperer.com/blog/topic/podcast

This book review was inspired by my interview of Chris Hallberg
Past The Sales Podcast guest and social media marketing expert, friend, and author Kim Walsh-Phillips first recommended Traction to me over a year ago

Ashe Oro—From Engineering To Digital Nomad

48 perc 303. rész

Digital nomad in 2012
- He had a year of funding in savings to make the leap
- Build up your reserve
- Test your idea to confirm there is demand
- Can you land a client on the side while you still have a day job?
- Start blogging on Steemit and test your ideas
Own digital assets and rent physical assets
You have the ability to create freedom
Quit his engineering job of 7 years
- He wasn't miserable but he learned about other areas like economics
His 401(k) lost 50% of its value in 2008
- He panicked
- Sold at the bottom and sat in cash
Went to the Carribean
Fell in love with Austrian Economics
Built a bank in the Carribean
Interested in personal freedom (Ron Paul)
Taxation is theft
Money solves the double-coincidence of want
It's the liquid of the market
You're "selling money" vs "spending money" when you make a purchase
Created Liberty Virtual Assistants to help entrepreneurs have freedom
No barriers to entry
You must learn to delegate, otherwise you have a job instead of a business
Spend a week documenting the tasks you do
Categorize them into "I have to do" and "Repetitive"
Write your training materials for the repetitive tasks
- Loom for video
- Stepshot for creating standard operating procedures
- Snagit for screencapture
Read and listen to his post/podcast "Top 13 Must Have Tools for Your Virtual Business"
You're not relinquishing control
You'll learn how to manage a team and you'll learn how to manage yourself
Be humble and curious and his team will help you grow
He has 10 hr/week and 20 hr/week options
The riches are in the niches
He has grown 100% via word of mouth

Chris Hallberg, The Business Sergeant, Will Help You Sell

48 perc 296. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Founder of The Business Sergeant
Have a team-based military mindset
70% of Americans are disengaged at the workplace
Systems create safety
Working with the leadership team offsite
The Entrepreneurial Operating Sysem or EOS ("Traction: Get a Grip On Your Business" by Gino Wickman)
Use your systems as scaffolding, not a box
"Systematize the predictable so you can humanize the exceptional." Jim Collins
Prizes for winners
- The winner of The Masters wins a green jacket
  - He brought out "The Masters" green polo shirt for the top salesperson the previous month
  - Coffee machine, parking spot, recliner in the office
- Badges for sales reps like a medal that sales reps wore in the field
Napoleon's quote on the power of yellow ribbons
Start with the C-Suite. They delegate down to the experts below them so ask them what's not working. That's what they're working on.
Talk to the people who use what you offer and ask where they are failing.
- What are they crushing?
- What are they missing?
- Build some rapport.
6 key components of the 137 problems you have in business
1. Vision of the leadership—8 simple questions
2. People
3. Data (doesn't lie)
4. Issues (open and honest)
5. Process (our way)
6. Traction (meeting pulse)
Find out what people need and help them with it
You can't sound like everyone else sounds
Practice. Drill. Rehearse.

Dan Lok Is The King of High-Ticket Sales

62 perc 295. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Iron Man suit!
Immigrated to Canada when he was 14 years old with his mom and didn't know English
Parents divorced two years later
His dad went bankrupt in Hong Kong one year later
He couldn't let his family down
He heard his mom crying on the phone behind a closed door as she was speaking with his dad and that look of hopelessness on her face hit him hard
Worked in a supermarket for one year bagging groceries for one year
Immigrants are 2x to 3x more likely to become millionaires. It's the "immigrant edge."
Worked 12-15 hours a day for five years straight
Doesn't drink
Doesn't watch ball games
He made the decision
He paid the price
Started his first business mowing lawns in high school
Had vending machines and a bunch of failure—13 in all—before he found "success"
Read Tony Robbins, Napolean Hill, seminars, etc.
They helped to a degree but it was his mentor that changed things for him
He worked for his mentor for a year for almost nothing
Started his one-man advertising agency like "Mad Men"
Was making $10k to $12k per month in his early 20's
Now he was living and he got a taste of success
People are frustrated. They want better for themselves and their families. Attending conferences makes them feel like they are doing something.
How to find a good mentor / coach
- Have they been there and done that?
- Do they make most of their money selling you stuff or do they make their money doing what they teach?
- Do their values align with yours?
There are a lot of fakes out there
Be transparent and authentic
When you focus on your customers you earn their respect
His passion is martial arts and posts them on YouTube and his top advisors told him not to do it because it would blur the brand and he has grown from it
His second mentor is Dan Peña - The 50 Billion Dollar Man
He failed English twice in high school but still learned how to write copy
That grew into marketing
Then he went into internet marketing and affiliate marketing
People asked him to teach his internet marketing classes
Then he learned how to invest
"Who do I have to be to capitalize on this opportunity?"
Early on everything he touched turned to crap
"You're always under-charging."
Your insecurity is holding you back. You're projecting your insecurities.
Supply and Demand is all that matters.
Create more demand with your marketing and make yourself less available so your supply is reduced
When he was young he wanted to charge more as a copywriter
- He interviewed 19 of the top copywriters and himself and sold them as a cassette series but never sold any.
- He sold by being associated with them and undercut them at first.
- He niched.
- It's who you sell to that matters.
- Only sell to players with money.
- It takes the same effort to sell a $500 service as a $5,000 service.
Every year he publishes a new book. They are his business cards.
Work smarter.
Few sell $20,000 and $30,000 programs
- You're providing a transformation at the higher price point
- You're not selling information
His team and his connections are what people pay him for
His ratio is 1:10
- Client selection is key
- He knows he can help them
- He spends a lot of time interviewing the client
- You can only be effective by being selective
- Choose who to lose

Design Pickle's Russ Perry Is "The Sober Entrepreneur"

44 perc 294. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Founder and CEO of Design Pickle
- Had a creative and branding agency...but was bad at branding themselves
- He had tough companies he helped brand
- "You can't rename a baby"
- He hated boring names and names he can't share
- He hated acronyms
"Year of soul searching"
- Closed his business unceremoneously
- Had two partners in Buenos Aires
- Was doing consulting
- Spent time with two business coaches
- Two key questions
  - "What do you want?
  - "What kind of business will get you there?"
- He liked working with companies who needed simple, straightforward design
- He had an outsourced designer and a part time project manager
- January 2015 he launched
  - Everyone is full time with him regardless of where they are located
  - Guest blogging
  - Blasted his list via Gmail
  - Got MailChimp
  - Hustled
  - Landed about 20 clients his first month and has been profitable
The journey
- Year one:
  - Defining the target audience and being confident in that
  - Tried personas and target audiences but then they'd get a big influx of customers who weren't in that bucket
  - Shifted from an industry to a behavior of the customer
    - They have hired a designer before
    - They see the value
- Year two:
  - Growth in personnel
  - How do we organize / structure the team?
  - How do add management layers?
- Year three:
  - Honing in on the marketing strategy
  - Live events
  - Online ads
  - Partnerships
  - Affiliates
125 full time staff, $500k in recurring monthly revenue
His background prepared him for the launch of his company
- He saw the habits of his clients
- He knew their typical needs
- What's disruptive?
- What can I profit on?
- He was too low in the beginning
Rigorous hiring process
- About four weeks
- It boils down to communication
They screen their customers, too
- Weed out those who don't follow instructions
- Weed out the impatient
Releasing his first book, "The Sober Entrepreneur"
- Passion project
- Struggled with alcohol and addiction. Beat it in 2013.
- Gotten clarity across the board
- Was even addicted to a bad business
- Part personal memoir and part practical
Launching a same-day service tier

Michelle Weinstein Is The Pitch Queen

41 perc 293. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Shark Tank Season 4
Recommends everyone go on
- Practice
- Drill
- Rehearse
It's a "pitch" if they aren't talking back to you
Anticipate and address the objections in your pitch
Add value on top of value
Practice
Role-play
Know the alternatives for the prospect and present the pain / price to them to add value
Ask more questions
Sales is the backbone of your business
How she trained 10 locations of The Vitamin Shoppe
Training produces results
Stop under-pricing your services and products

Perry Marshall Shares Why Solving Problems Will Never Go Out of Style

72 perc 292. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Solving problems vs peddling products will never go out of style
Successful entrepreneurs and sales people navigate the people problems to make every sale
Selling is not WOWing, it's disqualifying!
Your prospects should be able to tell that you're trying to find out if you should even be speaking to them
"I probably can't help you so I'm going to find out as quickly as I can so we can move on."
The 5 Power Disqualifiers from John Paul Mendocha
1. They have the money
2. They have a bleeding neck
  1. ER visitors with a broken arm get a clipboard
  2. ER visitors with a bleeding neck get all the attention immediately
  3. People in big pain write big checks quickly
  4. Stop selling prevention—it's 16x more difficult to sell even if it's 1/1000th as expensive
  5. Sell the cure
  6. The "should-be" world doesn't pay so focus on the "is world."
3. They buy into my USP (Unique Selling Proposition)
4. They can say "YES!"
5. What I sell fits into their overall plan
Activity does not equal productivity
Get to the truth, not the sale
Most agencies that say they are experts at Facebook Ads or Google AdWords are not experts
Don't even both doing paid advertising on these platforms unless you're willing to get educated
Do you have a killer offer or not?
What kind of guarantee can you offer?
- This will screen who buys from you
- Tom Hoobyar made an unbelievable guarantee when he was in the pharmaceutical space and it paid off big time to beat a $100 million competitor when he was just a $5 million company
- He ended up securing 90% of the market share
National advertising on Google is tough now
There is more wiggle room with Google on the Display Network and Google Shopping and Local

Dr Tony Alessandra, The Doctor of DISC

44 perc 291. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

DISC and many other assessments
Four basic patterns of behavior
- Dominant
- Interacting / Influencing
- Steady / Amiable / Relator
- Conscientiousness / Cautious / More of a thinker or analytical type
Personal development, team building, leadership development, sales effectiveness, selection of job hires / candidates, etc.
DISC Fitness System at Assessments 24x7
- Benchmark:
  - The job
  - The ideal candidate
  - What you're shooting for in a new hire
- Match candidates against the benchmark
There is a simplicity and practicality in DISC
Other tools like MBTI are great for internal assessments but it can be confusing and often needs an expert to interpret them
DISC gives you two basic scores
- Personal
- Adapted: how I behave when I'm with others and have to change my pattern to reduce conflict
Carl Yung in 1927 wrote "Psychological Types"
"The Emotions of Normal People"
"Professor Marston and the Wonder Women"
Look at characters in the public domain to understand how to identify and anchor the concept of DISC profiles in sales
- "The Odd Couple" was a classic with only two characters who clashed between "I" and "C"
- "Seinfeld"
  - Jerry - "S"
  - Elaine - "D" and some "I"
- Famous people can fall out of favor so he doesn't use them any longer in his books and training
- So use historical characters who are dead with no baggage
In sales get the customer talking more than you with open ended questions
- Make two either-or decisions as they talk
  1. Are they more open or guarded?
  2. Are they more direct or indirect?
- Direct but guarded = D
- Direct but open = I
- Indirect and open = S
- Indirect and guarded = C
- If they're open then start with more chit-chat
- If they're guarded then get to the point
- If they're direct then move faster
- If they're indirect then move slower
He sold door-to-door during the summers in New Jersey while in college
- He had a 3-ring binder and flipped through it
- He wouldn't pick up the hint when people wanted to slow down or speed up
How to handle a High D
- It's a bit difficult
- They want to run the show
- If you butt heads it could be the end
How to handle High S's and C's (indirect and slower-paced)
- Information-driven (C more so)
- The S likes to get others involved while the C may make the decision on their own
- Go in prepared
- Understand their needs
- Give them options
- Give them data and documentation
- The "Cs" want to sleep on it
- Clarify with them "Do you have all the information you need to make a decision?"
- Have an agenda and cover it with them up front
- Don't wing it
- Admit when you don't know
Task-oriented: D & C
- C's are slower and like data more
- D's are risk takers
- C's want all the options
- D's want a couple of options
Relation-oriented: I & S
S vs C
- Both procastinate
- S's procrastinate getting started
- C's procrastinate finishing
The three V's
- Verbal
- Vocal
- Visual
Take his Sales IQ assessment—48 questions

Travis Chambers Shares How To Make Scalable Social Videos

44 perc 290. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Selling at scale
Large-production videos
Run them as ads on Facebook and YouTube and test them with the credit cards of the buyers!
Makes assumptions when making the video about what is on the mind of the customer
For example, Nerd skin care company, they assumed
- customers want all natural
- that the active ingredient of typical cream is bad
- that it's better to activate your own body's defenses
Do the same thing with images in your ads
Send them to your home page
Sometimes volume and reach is more important than specificity in your ads
You're charged a lot of money to reach a hyper-targeted segment
Viewers will self-select with video ads
Use retargeting to get back in front of prospects and present your other points to bring them back
Digital ad spending has overtaken traditional advertising
You need to get their attention but you also need to build a relationship
Create a powerful message
Tell a memorable story
Don't underestimate the value of entertainment and shock value
Focus on the sale, ultimately, over being creative
Video doesn't have to always be expensive
The most important aspect of your video ad is your writing
Don't try too hard
They used to make TV-oriented videos but now they're doing more video with spokespeople
They are abandoning the viral, big, crazy ads
Lots of ads in the newsfeed vs. the right column with an auto-play and a "Learn More" button
Then remarket in that newsfeed
Include closed captioning (over 60% of videos are watched on silent mode)
His biggest success has been with 3-5 minute video ads
With a TV commercial you have more time to be more cinematic and develop the story
With digital advertising you need more energy
With a spokesperson there needs to be a gimmick

Rohan Kale Gets You 49% More Business With Animated Video

44 perc 287. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

From India living in Germany
Was not satistied but was young
Lost all of his money gambling by age 20
Got a student loan and moved to Germany
He did not know German but he did know English
Completed his Masters and got a job at Daimler and within two years he was able to pay off his debt
But he wanted to do something on his own for himself
The 49% growth came from split testing landing pages with and without video
Animated videos and explainer videos as well as FAQ videos
He's against the whiteboard videos
- These are okay for explainer videos
He prefers motion graphics and full color videos
Rohan Kale is self-taught
Learned from independent contractors in Asia to keep costs down
If you are a personal brand you need to be on screen vs. using an animated video
If you have a certain process you can use explainer videos
The script is the heart of the process
- 60-90 seconds (150-225 words)
- Punchline / hook
- State a couple of problems
- Introduce the solution
- Link yourself as the solution
- Include some credibility triggers
- Leverage third party references as a credibilty trigger if you are new
- Call-to-Action
The storyboard is next (Camtasia is a video tool)
- Shows the graphics that will go along with the script
- Pixabay has free graphics
- Canva enables you to edit those graphics
- Audio Jungle for affordable music
Make a simple PowerPoint presentation
Then do your voiceover
Make sure the images flow
There can never be too much video
Use captions for Facebook video ads
- They need to be 15-20 seconds, 30 seconds max
He uses YouTube a lot but Wistia helps you with testing for new videos
You need to be doing Facebook Live if you are a personal brand 3-4 times per week
20% creation and 80% distribution
He is getting thousands of views by posting on LinkedIn
Now LinkedIn has video

Ana Hoffman | Repurpose Your Content

59 perc 286. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Content repurposing can help you generate more traffic
Content marketing is saturated
Too many people are producing too much content that is not distributed so it is hard to do, tiring, too limited in its modality, so your content is just lost in the noise
Your website may not be the best place to host your content now
- People are too lazy to go to your website to read you content
- They want to consume on Facebook, Instagram, Twitter, iTunes, etc
"Content marketing without content remarketing will not work any longer."
This is not "content syndication," i.e. sharing your blog post on a bunch of sites like Medium, LinkedIn, etc.
Content repurposing is creating content as a blog post, a video, a SlideShare, a social media post, etc.
To find time for content repurposing ...
- Stop creating new content
- Then squeeze your existing content to get more out of them
- For example, turn old interviews into blog posts then slides
- Focus on solving the problems your prospects have
- Evergreen solutions to evergreen prospects are best for content repurposing
What do you want this content to do for your business?
- Have a CTA. Start there.
- Solve an evergreen problem
Ana doesn't worry too much about SEO
- Focus on your audience
- Know your customers
- Having buyer personas can help but they can change over the life of your business so stay in touch with your readers so you know their current needs
- Do light keyword research on sites like Answer The Public to confirm there is a problem that needs addressing and a few minutes on SEM Rush
She has made two brand new posts in the first 8.5 months of the year and her business is up and traffic is up
She does not buy any traffic for her Traffic Generation Cafe
- Her traffic has doubled this year
- Content Repurposing is great for SEO
- It gets you discovered and quoted and links from those who discover you and link to you
Ana makes less content but makes it elegant and awesome
For light changes to a post keep the original post date
There is no duplicate content penalty from Google
- Google simply ranks the original content higher and may not rank your re-posted content
- That is not a penalty
- If your re-purposed post on LinkedIn appears as #1 and you have a good CTA back to your site don't you still grow and win?
You need to know the process before you outsource it
Slide Share is the sleeping giant of content marketing
- She starts as a blog then goes to Slide Share
- Slide Share is an outline, it's short and sweet
- Sell yourself as a trusted source and expert
- Use as few words as possible
- Images are hugely important in ranking and connecting with your prospects
Content Repurposing is all about showing people, not telling them
Jay Baer told her the first piece of content you create is not "the" content, it's only the beginning

Michael Cheney Offers His 7-Figure Franchise For Free

46 perc 285. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

An un-welcomed visitor (a Brit living in Scotland)
Avid cyclist
Started as an SEO consultant in 2000
Learned a lot about marketing and began packaging digital products to stop traveling and training and selling in person
Teaching is one thing but if you can do it for people it's more effective
His path evolved and slowly developed into what it has become
He pays 100% commission to his affiliates
- They split the high-ticket sales 50-50
- It's a business in a box
Has a $20k coaching program for 90 days
All of his traffic comes through paid traffic and affiliate partners
- Easier to control
- Not liable to becoming a victim overnight to search engine changes
Look at what people want in the market
- Forums
- Pain
- Facebook rants
Look at the top sellers on platforms like JV Zoo
- All time
- Last 30 days
Listen to your gut, which comes after time and experience
Create your avalanche offer via trial and error
- You can overdo it
- Make the add-ons complimentary to your main product
Move past your scarcity mindset
- Help your affiliates be rich and happy
- Give them a healthy chunk of your offerings
- This creates a huge buzz in the market
- This helps you build your list as well
He has 8 front end products with small upsells with three larger upsells
- $2,000
- $5,000
- $20,000
But you can start small
Emails optins 3x per day for two months with offers
- Learned from Ben Settle
- People love hearing from him
- They are stories
- People ask to get his emails
- It's like a soap opera
- He doesn't give anything away for free
- He stopped doing videos and articles
- The value is in the pitch
- Sales is not a bad thing
- Eight different 7-day email series for the eight different offers
Sells his promos as swipe files to other marketers

James Malinchak: Speak Your Way To Prosperity

39 perc 284. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Played basketball in Hawaii
Moved to LA
Had no idea or plan to speak
Was making $7/hr working at a video store in L.A.
He listened to people who said "just follow your passion but it doesn't work unless you get booked
You need to bring business processes to your passion
Most speaker associations are a load of crap with advice like "cold call 100 and you'll get 10 interested"
Did 2-3 talks then 30-40 then he crushed it
You need to be a great marketer
The 8-ball of speaking is reaching the people who control the budgets. Nothing else matters.
Corporate speakers go after training coordinators, casino
Colleges have budgets (student activities, Greek life, residential coordinator, youth conferences)
You have the youth market (K-12), colleges, corporate: make your speaking material unique for each of those
He has one talk that fits three themes with different titles in Corporate
- Success / motivation
- Sales
- Leadership
- This 3X's his chances of getting booked
He has five talks for colleges
- Incoming
- Out-going
- Leadership
- Success In College
- College athletes
- This 5X's
One talk for youth where he's paid as a keynote speaker
He does more direct mail than anyone
- Event coordinators don't go to Facebook to find a speaker
- No speaker shows up in the mailboxes of these decision makers
- He'll validate their addresses
- He has zero competition because nobody mails
- He'll do 10,000 mail pieces
  - 1,000 will be interested
  - 100 will retain him for $20,000
  - Don't do postcards
  - His contacts tell him not to send little postcards
  - He sends a 6-page brochure in one big sheet
  - Rent the right list and drive them to a landing page where they can see a video of you as a speaker
  - Customize the mailout for the market
  - They'll call and book him
  - Coordinators worry if you can relate to their audience, not that you can speak well
- These are for fee-paid talks
Slides should enhance your presentation not be your presentation
Your face and your hands should be your main tools
Planners will ask for local people to keep fees down
- Destination planners will give them a list of the local providers
- 20,000 conventions per year are held in Vegas
- Sales and Marketing coordinators of hotels—he got to know them and got listed as a preferred vendor (incentivize them)
15 years ago he walked into the Portland Convention Center with a bunch of big names like Michael Jordan ($150k) vs James's $5k and he was the only one who got a standing ovation
To make more package yourself better to be perceived as being worth more
When you're starting you speak anywhere for any price
Everyone undervalues themselves
Ask for what you want
He started earning $20,000 when he decided to ask for $20,000

Dustin Mathews: No B.S. Presentations

44 perc 283. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Can one great presentation make you rich?
Why me? Why not me?
He was afraid to speak.
Was forced to speak and overcame the fear and saw the benefit
He has a baby face but people older than him would buy from him
Make multiple high-end sales at once
Founding Partner of Speaking Empire
Student at FSU and had to take a class in public speaking to graduate (300 students in an auditorium)
He had to give three presentations in front of the entire class and he dropped it
He looked for an online class or a smaller class...but didn't find it
He dropped it again
He found a loophole to get out of taking the class
He told his partner this story and he had to cover for his partner or he wouldn't have a job
He followed the presentation and people sold
Get people excited and take action
He was the computer nerd / marketing guy in the background
They sold hard and had a hot product so it worked but they were doing it wrong (2004-2005)
Ran a sales territory in Florida and they realized they had to do seminars
They'd invite a more skilled presenter in but Dustin gave the demo of the software
Use tools like Podcasts, Facebook Live, etc. to have leverage of your voice and presence to go one-to-many
Practice, practice, practice
Work on smaller groups to perfect your big pitch
Join a mastermind to shorten your learning curve
Find someone with an audience to put you in front of them
- It can be a leap of faith for the list owner
- Give them the slides ahead of time
- Present to the list owner first to build confidence and deliver value up front
Go for live to convert max dollar but do both virtual/remote and live in person
He likes to "sing for his supper"
- Speak for free
- Allowed to pitch and sell from the back of the room
The value / avalanche close still works
- The formula still works
- Deals
- Gifts with purchase (bonus)
- Fast-action bonus
- Get small closes / yeses throughout
- In Corporate you may get opt-ins and the close may be for just an appointment
Don't wait until the end to close
Give value throughout
Give out resources like checklists and infographics
If you have influence / relationships / a good list then do your own events
If you have relationships with influencers then ask to be on their stage
He stacks the deck to get opt-ins
- Mobile: "Take out your phone right now" (while taking out his own phone)
- Doing Facebook Messenger now as well
- Always have a backup (paper)
Don't do your whole presentation on Facebook Live unless that's how you need to push yourself
- Five parts to a presentation
- Body: Your success methodology
  - Take components of this and test it on Facebook and ask for comments and input
  - This helps you test different elements
Everything in life is a presentation
- Disneyland
The fortune is in the follow-up
Take inventory of what you have
Buy his book
The Amplify Experience

Sue B Zimmerman: How Businesses Use Instagram To Grow Sales

48 perc 282. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Has started 18 businesses
Market, promote, amplify
Used to sell polliwogs as a young girl
Was teaching social media locally
Applied it to her retail business
Tried everything...including FourSquare and Animoto
Her teenage twin daughters told her about Instagram (follow the leads of your kids to see what is the next hot trend)
This was around 2012 and her retail sales blew up (jewelry, etc in an affluent seasonal resort)
Loves teaching
Used to teach Pinterest, which is primarily a bookmarking site that creates backlinks
You don't share selfies on Pinterest
Instagram is more of an emotional pull and connection
Put your YouTube videos on Pinterest because the backlinks are so valuable
Instagram is your digital magazine
- There's a promise on the cover of a magazine
- You buy the magazine to benefit from the promise on the cover
Stay in your lane, your niche on Instagram, which is why she has a business, a personal, and a team account on Instagram
Each serves a different purpose
The description of your photo—2,200 characters—doesn't have to match the image. Make it a micro-blog like her "The Instagram Expert"
Go deeper
The theory / philosophy of creating an effective funnel on Instagram
- Match your business name to you
- Have a good photo
- Have a good logo
- Have a good bio in a creative way, i.e. not your LinkedIn bio
- A good URL with a good Call To Action
- Not spammy or salesey
- Provide value: inform, inspire, entertain
- Nuture your leads and you can eventually close big deals that started from your Instagram account
- Sue B Zimmerman nurtures her leads with Ontraport
- Show up, hustle, put in your time
You have to cross-pollinate with your leads who opt-in
Include video on your blogs
Bring people back to your published content
Your site is your home base. It's what you own.
Published content is the site while promotional content is social media.
You only need three promotional sites to do this right. You can't do everything right by being on every platform.
Meet your clients where they are
On "blog day" she treats it like a launch
- Animated GIfs
- Updates link in her Instagram bio
- Goes live on Instagram at the same time each week (stays live for 24 hours) and 3x viewers on replay
- Does not repurpose her videos. Wants followers to watch soon for fear of missing out
Everything she does feeds into her main goals. This is not all giggles.
They batch videos (6-10) with outfit changes, intros, outtros, scripting, transcription, blog post creation
- 6-10 hours per blog post
- Makes it so good you come back for more
People make too little money because they complicate things
Show up consistently
Spends money on professional photos annually
Left Periscope and Snapchat
The magic is in the video
She'll go live on Facebook at the same time every two weeks
Play to your strengths. If you're an introvert then create great written content.
It's okay to go live wherever you are to "take your followers with you"
Creates micro-groups of 15 on Instagram
Strive to surprise and delight
You can be an affiliate and recommend tools that make sense to grow your income
Take the #SueBMadeMeDoIt challenge - search it on Instagram
- Let her know your favorite thing you learned on this
- Tag @SueBZimmerman and @SalesWhisperer

Brad Lea, LightSpeed VT Founder: What It Takes To Be a Professional Sales Person Today

62 perc 281. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Was running a car dealership
Was good at it
Real deal lease presentation
He started training people to teach that presentation
But they didn't produce the results he wanted
People need repetition
One day workshops just expose people to the information
Online learning will grow 300% over the next five years
It's more scalable
Make sure the drills and exercises are part of the membership
Create better, more engaging training
Training doesn't work because people don't apply what they learn
If he had to start over he would've
- Dreamed bigger
- Worked harder and smarter
- Not trusted the same people (friends and buddies were wrong...but stayed on for eight years)
- He allowed these things to go on for years. He ignored his little voice.
He didn't value culture and vision and mission
It takes as much effort to make $10 million as it does to make $1 million
Shoot for 100% growth vs 20% growth
Culture is accepted behavior and it goes beyond goals
A bad culture will bring you down
You attract A players by having A players
"Who" is a book about using scorecards for hiring
- "Topgrading, 3rd Edition: The Proven Hiring and Promoting Method That Turbocharges Company Performance"
- "Scaling Up: How a Few Companies Make It...and Why the Rest Don't (Rockefeller Habits 2.0)"
- "Are you lucky?"
"The Hard Way"
Why do you sing your ABCs flawlessly?
Develop your skills continuously
You get out what you put in
Ask yourself a couple of questions and find out what you really want
- The more hands you shake the more money you make
- It's a numbers game
- Once you double your effort you'll get more business
- To so do, prepare yourself. Get better at your skills and when you double your effort you'll more than double your sales.
- Your job as a professional salesperson is to listen
- Most people don't follow up or do it correctly
- You can always get better
- Sharpen the axe
- Hold yourself accountable
You must increase the value of your products so they are greater than the value of your money
Buyers are liars
We need to find the true objection
"I'm just looking" is a defense mechanism
- End it with "...for whatever you've got."
- "Oh, you're just looking? Your brother 'been' was just here yesterday. Your sister 'still' will be in tomorrow."
People don't make decisions because they don't have enough information
Know your competition
Sell yourself
Know what makes you valuable to your clients
Never forget a customer and never let a customer forget you
"They're cheaper? Well they don't have me."

Ted Miller, III Shares Sales Posture To Avoid Commission-Breath

54 perc 280. rész Wes Schaeffer

http://www.thesaleswhisperer.com/blog/topic/podcast

Three types of sales posturing
1. Peer posturing
2. Inferior posturing (Columbo)
3. Superior posturing (you're a jerk if you try to play this card all the time)
Partner with Chet Holmes on "The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies"
Paid $40k via Jay Abraham to get the IP of Chet Holmes
Charlie Munger
Once you get hyped up enough (get into state per Anthony Robbins) you can manifest it
Brian Tracy International
So Chet became CHI - Chet Holmes International
Then Business Breakthrough International
Now things don't work...they just work better
Focused on sales skills and recruiting sales superstars
How to influence human beings never changes
Have a real dialogue with people
Get on the phone
Prospects will tell you how to sell to them...if you listen
Have an intention to serve
Now when you try to bond it comes across sincerely, because it is
Objections are the reasons people buy
"That's why you must move forward today..."
Sales is not a selfish business, which is why most people are terrible at sales
Old school guys stress creating a bond first then moving through the sales cycle
How much momentum do you have in your sales funnel?
This is both linear and cyclical. It's a linear process and each step has its own cycle.
When you have enough momentum you can make a big statement and essentially tell the prospect they need to act now
Memorization is the lowest level of learning
Only superstars from the previous week can modify the script and they must train others on it
- Listen to the best
Frank Kern likes monthly vs annual but he over-d elivers and has a great stick rate
He acts as Interim VP of Sales for 6 months and trains daily
He's a pure-commission "nut"
Those that care more sell more. It comes across as compassion. Absence of judgement. Unconditional love.
You need certainty and confidence with it.
When you're on the phone dial in your intention to increase your efficacy on the phone
Avoid "commission-breath"
You can screw up when you have a clear intention. Grace back-fills where you might mess up.
You are good enough and you are loved
Focus on serving

Amit Mehta Says Burn Your Bridges To Build Your Own Business

38 perc 287. rész Wes Schaeffer

http://www.thesaleswhisperer.com/blog/topic/podcast

Hated his job out of college
Discovered affiliate marketing
Struggled for a couple of years
Was getting two unique visitors per week
Found Overture, Bing, etc and started getting traffic
Quit his job in 9 months
His profits went to $0 within one week of submitting his letter of resignation
He doubled down, burned his bridges, and committed to making it as an entrepreneur
Within 30 days he turned things around again
By the next year he made a high 6-figure income
Started a blog on his strategies
Persistence is key
The affiiliate marketing world has dramatically changed
Now it's all about analytics, optimizing
Expect to lose money for weeks until you optimize your offer
Native advertising is the cross between (Outbrain, RevContent)
- Easier to break in
- More lax
- It's like a sophisticated banner ad
- It looks like an ad
Create your own site and content
Look at your competitors and see what they are succeeding with and emulate them to break into a new market
"Great By Choice: Uncertainty, Chaos, and Luck—Why Some Thrive Despite Them All" by Jim Collins
- Fire bullets before you fire canons
- Create an MVP
Don't fall in love with your offering
"I'd rather be a passenger than a pioneer"
- Google wasn't the first search engine
- Facebook wasn't the first social media platform
Was a turnaround specialist for a while
- Management is usually bad
- Poor culture
- Silos
- No accountability
- Losing $80,000/mo
- He had to shut down divisions
- Laid off big groups of people
- Implemented daily goals and meetings
- Created a vision
- Made a new brand
- Essentially made a new company
Visionary vs Operators
- You need both
Affiliate marketing is undergoing a bit of a renaiisance
Use tools like What Runs Where to see what others are doing
There's the Shopify model where you sell drop-shipped products
- Retail stores are going bankrupt
Focus. Dig Deep on one thing. Follow your strength.
Write down the five most important things you must get done every day and week on a pad and keep it in front of you
- He has his team say aloud what their top 5 items are
- Save it in your project management system
- Discipline. Make it a game.

John Jonas Outsourced Himself 10 Years Ago

44 perc 278. rész Wes Schaeffer

http://www.thesaleswhisperer.com/blog/topic/podcast

Wife was put on bedrest with their third pregnancy
He was running an affiliate business and needed to streamline his work
He turned over 100% of his work to two of his staff in The Philippines who had already been with him for 18 months
They were already somewhat trained and he spent a little time with them
He worked about an hour a week for the next three weeks
He found he replaced himself...it wasn't 100% as good as he would've done it but they were talented and he had to set them free and get out of his own way
The things John hated doing were getting done
John tried hiring Indians and that didn't work out
John hired four local people and they stole his ideas
He hired contractors on ODesk / UpWork to do 50 articles but then he had to check the articles to see if they were plagiarized and then share them everywhere
Got a tip to an agency in The Philippines and hired his first two staff
- He prefers this to having an agency with a pool of workers that get assigned jobs
He golfed for two months after the baby was born and he realized he needed to work so he wanted to see how he could improve his business model
He guided the process and had them execute
Jing helped him create training videos and screensharing tutorials
To this day he'll use tools like Jing and SnagIt 30 times per day to share ideas
Now he doesn't touch anything: programming, content, Facebook Ads, Google Ads
But sometimes
John hated Facebook (6 years ago) but one of his people encouraged him to get on there and execute her plan to leverage Facebook and it has worked well
They get a lot of workers from India that try to apply to his Filipino job board and one of his staff came up with an idea to filter them out
Whereas we think we can't trust them, they don't trust us to not berate and fire them for a simple error
If you have zero patience this won't work for you
He now has over 300,000 resumes
His services keeps workers from scamming clients
100% of his work today—2.5 to 3 hours per day—is centered around giving feedback to his team
He now has 21 people
It took a while to transition from using his virtual staff to grow his affiliate business to making them his business
"I don't know what works today...because we do everything."
- Post in forums
- Facebook Ads
- Share on Facebook and Instagram
- Retargeting
- He stopped doing email
Go try to hire someone now
- Agents of Value
- 123 Employee
- Online Jobs
- See if they change your life

Jim Brown: Why Sales People Need a Process to Profit

35 perc 277. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Former Marine turned sales trainer
Grew up poor so he had to sell to have money for hot dogs with his buddies
Was a bookie since 7th grade
Talked his best friend's dad intobuilding a wrestling ring in his back yard
Got into his college of his dreams but because they were poor he joined the Marines
Took one company to Inc 58 status (from $1 million to $11 million in two years)
Grew Compendium and sold it to Oracle
Got too big for his own britches
Sought out to raise venture capital
- Raised $1 million for a B2C app
- It failed and it crushed him
- Didn't pay himself for two years
The companies he interviewed all wanted a "good VP of Sales" but they were dreamers
- They thought they could raise money
- They thought they could bypass the basics of sales training
- He hit up five companies to train them and all five took him up on it
10 years ago he had a Sandler trainer who gave him a sales process
He landed his five clients before he had the Sandler franchise
His sweet spot is technology companies with 2-10 sales people in technology
There has been an explosion of software tech companies...but not sales people
- So they pay a lot of money to recruit these people
- Or they recruit young college kids and try to train them
- Product knowledge does not equal sales ability
Most companies are under-selling because you're focusing on features vs the pain of the customer
Stats show that content is free but only if the prospect knows the right questions to ask
When prospects meet a professional salesperson they know it because they ask questions the prospect can't answer
Give use cases
Negative Reverse Selling
- Be skeptical
- Talk you out of buying from me
Buyers will let a professional salesperson lead if you have a process
Buyers don't know how to buy
Consumers are always wary of snake oil salesman
Technology companies all have a big button "Request a Demo"
- Professional salespeople know they must learn something about them to do a proper demo
- Consumers think they want a demo
How do you treat a competitor?
What do you say about competitors?
How do you negate a competitor without talking bad about them?
Turn on your video and have your prospects see you and you need to see them
Match their body language
Watch your tonality so you don't come across as condescending
Use your words carefully
Play the role of the dummy
Most sales managers believe they were hired to be a trainer but they don't have time
- Product knowledge
- Deal cycles
- Etc
Sales reps are more open with an outside professional sales trainer
Most sales managers don't believe they need help
Usually the CEO of the company hires professional sales trainers
You need to understand your buyer profile
- Acceptable clients
- Typical clients
- Ideal clients
- Why would you tell each one "no"?
- Tell the prospect that "at the end of this conversation I may have to tell you 'no.' Is that okay?"
- Own why you would tell a prospect "no"

Lauren Bailey: Do Inside Sales The Right Way To Grow Sales

31 perc 276. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

What to do when you're new to inside sales
Inside sales is growing 10x-15x faster than outside sales
- It's a lower-cost of sales
- Better response
- Betterreach
- The client's are demanding it
- Improves margin
- Companies futz around and have some success
- They futz around with some CRMs and still have success
- Then they look at reports and think they need help with inside sales
Clients are more knowledgeable
Clients want more info faster
How to do inside sales well
- CDW has a great inside sales model
  - The inside sales person is the QB
  - The outside sales person goes out as needed
- What is your strategy and goal?
  - Complex sale / high dollar?
  - Support to land and expand
  - Support to order process
  - Coverage in rural areas
  - Use inside sales for reach / to expand
- Cold calling is dead...not
- Inside sales does not equal cold calling
There are at least six different inside sales roles
- The biggest trend is the SDR / Biz Dev / Lead Gen / Sales Development Rep
  - Inbound sales
  - Outbound sales
  - Warm sales
  - Cold sales
  - Get the lead to lean in and pass them on to a sales rep
  - Marketing can't close them and you can't make a complex sale over email
Most inside sales reps have terrible scripts
Give them strategy and process
Scripts kill confidence (but Wes disagrees...)
- Lauren likes goals like engaging them in a conversation
- Lauren likes good openings / starters / samples
You need to record your calls to get in the mind of the customer
The goal of the call is not a meeting but to create engagement...the meeting is the goal
Go listen to 10 calls
- Top reps
- Listen to the customer
- If you're in management go listen to your new reps
- Focus on training over tools until you have mastered the tools

Angela Meharg Went An Inch Wide and 10 Miles Deep To Riches

43 perc 275. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Studied music in college
Was using a Mac when she was 16
Went to coding camp at 13
Wanted to work fora software company
Got a job at Seagate Software and did tech support and they were using Crystal Reports
Left and became a freelance specialist and has been doing it for 20 years
Her former boyfriend got her the URL "Crystal Reports Goddess"
Got bored with her career and when she turned 40 she decided to create a business to get out from behind the computer
In her business class they asked "how specific can you make your offer?"
- There's riches in niches
It's hard to be known for something if you're a generalist
The more focused she gets the more profitable and better known she becomes
Her first hire was a co-worker from Seagate 20 years ago
- She just knew she needed help
- She wasn't the perfect fit so they actually parted ways amicably after 10 months
- It helped her define what she needed
Her next two were also from Seagate
- Keith and Peter were both contractors
- She was specific with her needs
- Hiring and training two at the same time was effective
- They were technical with strong customer support skills
She's a technician in the sense of the "E-Myth"
Being a control freak means she has high standards but she was her own cap on her financial goals
It's more leverage and more fun having a team
They are all remote and never meet their customers
Use Slack to project manage and communicate, Google Drive for file sharing, and they're looking into project management software like Priority Matrix (per Getting Things Done) and Asana
Certified Parnter for QCube so they get great referrals or they read her blog posts
Good rants drive engagement on her posts
Hired a naming specialist to create "Datisfy: Do what counts"
Get out and network at industry conferences and speak every chance you get
Automate. Integrate. Dominate. Invest in automation.

Joel Erway: Master Webinars To Grow Your Sales

53 perc 273. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

Buffalo, NY
Keeps things simple
January 2017 at 12:30 AM he couldn't stop thinking about his business and he simplified everything
Archived hisold website and kept his same offer
Reduced his lead cost by 10x
He's all in on Facebook now
Created 17 Twitter accounts...but doesn't use them
Recommendations
- Great Leads: The Six Easiest Ways to Start Any Sales Message by AWAI
Was building webinar funnels but they were expensive
Why not just make the offer right up front and let people decide?
- Made a longform Facebook Newsfeed ad (few hundred words)
- Builds a bond without a bunch of email follow-ups that aren't read
- Tells his story
- Provides social proof
- Says he's looking for clients
- Now the website doesn't matter
- Had a phone sales team that was doing pre-qualification but since his funnel was so wide they got a lot of people who didn't qualify for his $25,000 minimum spend
Had to cut his ad spend because he had too many leads
Now he qualifies everyone via email and Pipedrive
Sends one personalized email with additional questions
Tells them up front what his prices start at along with the guarantee
Everyone who says "yes" ends up becoming a client
You need to make 5x on your ads for your service business or you're doing it wrong
Engineering background...because that's what his father did
About 8 years ago he had a design job after 8 months and was pulling his hair out doing CAD work
Sales reps would come in and discuss the work they needed and one of them was hiring and he was brought on to grow the Buffalo territory (with no sales experience) at 22 on 100% commission
Started out slow...making a lot of cold calls
After three years they just weren't progressing
Saw a huge opportunity in the sales presentations
- Reps flew around the country to give a presentation and they weren't that effective
- This limited their growth
He was reading as he was flying around the country and found some similarities in the books and the gaps in his own methods
He started delivering his own presentations
Went from $500k to $2 million in annual sales
Hired a coach (Russell Brunson) and went out on his own
Learned "The Perfect Webinar"
Had a few failures then found the opportunity when he was running out of cash and asked Russell if he could do phone sales for him...but he was turned down but he was referred to Jason who had stagnant sales from his webinar business
They were doing a live webinar once per week and spending $1,000 per week
Joel revised it and they went from $1,000 per week to $14,000 in sales
"The Hook" is the single most important thing
What not to do: Don't focus on the close so much
Sell them up front so they know what is about to happen and then give them the information
Introduction: Who am I?
Content: What will you teach me?
The Close: The offer
Your audience has to be sold on what you're selling them before you ever offer it to them
In the info-marketing world they present their offer up front then remove any objections they may have
This must follow the correct flow
Often we are too close to our business
When you're showing them intangible things it can be tougher
- It may take 5-6 internal edits to perfect it
Cold traffic needs a longer close in your presentation but it's a delicate balance
"The textbook syndrome" is when you read the slides and give too much information
- You'll confuse vs inspire your audience
- You teach too much or too little
Use more slides
Use more analogies

Max Altschuler Shows You How Hacking Sales Can Help You Grow

34 perc 274. rész Wes Schaeffer, The Sales Whisperer®

http://www.thesaleswhisperer.com/blog/topic/podcast

Author of "Hacking Sales"
Machine learning, virtual assistants, etc
Do more with less
Scalable sales machines for startups
Startups can'tthrow money at sales issues
Access and leverage and prepare better before you get on the phone
Shorten the sales cycle and pre-qualify / dis-qualify quickly
You can do too much research so how much information do you need?
Be careful what you discuss
Worked at Udemy through their initial seed rounds
Was analytical in their metrics
Smooth talkers can get by
Organizations need metrics
"The Law of Sevens" in marketing and advertising
You need to own your sales and prospecting efforts
Did his first "Sales Hacker Conference" in six weeks and cleared $60k
- 300 attendees in Sept 2013 in San Francisco
- He had to open an LLC to cash a $10k sponsor check
- Started an invite-only Sales Hacker MeetUp before this with three other guys
- It grew to about 20 people and sponsors and speakers came from that MeetUp
MeetUps in 32 cities, partnered with Salesforce
Your bigtime money will come from owning your own business
Test your ideas
Start with the MVP (Minimum Viable Product)
Master arbitrage
Delegate
Leverage
Failed at his first two ventures then got the experience he needed
He beat himself up at first but he realized he was learning
Own your mistakes
You have to adjust your sales to match how your buyers buy

Get Your Roadmap To Revenue With Digital Marketer Kristin Zhivago

47 perc 272. rész Wes Schaeffer

http://www.thesaleswhisperer.com/blog/topic/podcast

Couple decades as a revenue coach—mostly in high tech—then branched out. (Mid-90’s)
Joe McKenna - Cloud Potential at the end of 2014
Helps people get more business through digital marketing
Google isthe gatekeeper
SEO is still vital
- Principals then tactics
- Google changes their algorithms daily but it still matters
- Build for you a Google identity
- Your content needs to tell Google all about your “neighborhood”
- It’s partly content, partly page structure
- Understand your competition
- Wordpress has an SEO tool called Yoast that helps with your Meta Descriptions
- It’s an endless job
- Be careful of the “near me” phenomenon
- Watch the reviews for the “Knowledge Graph” on the right side of your company’s results (You need at least five reviews)
Google is getting better at Latent Symantic Indexing (synonyms) and understanding what you mean
Spyfu shows you what your competitors are up to
Interview your customers (she discusses in her book)
Now you can get so much information on your competitors and customers
With her tech industry experience since she was 17 she was always on the bleeding edge of technology so autoresponders and CRMs were not foreign to her
But mobile and Google are changing how people buy If you keep trying the old ways you’ll be frustrated
Old school companies are confused and they don’t know what’s happening
She looked at 30+ industries and identified the leaders to see what they are doing
The leaders focused on six areas:
1. Customers
2. Search
3. Pay Per Click
4. Conversions
5. Competition
6. Technology (fast site, responsive, reads well)
Stop making your website launch such a big production
Build a prototype, socialize it, and make it an iterative process
Your website is a living, breathing being that needs to be nurtured
The web “breaks” Google changes
Stop being so picky
The principles mean make sure the pages and posts are optimized for Google
Then ask and confirm that your pages and posts feed into your Google identity
Out of the six areas what is your focus?
If conversions are your top priority then go with tools like UnBounce, LeadPages, etc.
You need to understand the buying process of your prospects
Don’t make them think
In B2B, social may be more about LinkedIn than Facebook but you need to participate because Google pays attention to your entire digital footprint
Google looks at who is linking to you
Everyone is frustrated with the rate of change and trying things (dabbling with things) without a coordinated effort so they say “we tried it and that didn’t work”
They usually go to single-vendors who only do one thing like PPC or SEO but they aren’t focused on segmenting or lead-scoring
- Since they targeted the wrong customers their bounce rates increased
- That hurt their SEO
She has packages to help even mom & pop companies grow their online presence
She teaches her clients how to do things on their own
She left Silicon Valley because it was such a hotbed of ego
The web has been around long enough and so many businesses have been held hostage for long enough so now those charlatan companies are starting to be pushed aside
LinkedIn is a great place for B2B companies to put their blog articles but put it on your blog first and fetch it. Once Google “fetches” it and knows you are the owner (about 24 hours) then share it on Quora or LinkedIn.
Jerks have a few games and that’s it
- They are gaming the system
- Honest people do good work and test new things

Nick Ruiz Documents How He Creates Success From Scratch

56 perc 279. rész

https://www.thesaleswhisperer.com/podcast

Born and raised in Milwaukee
Sales and entrepreneurship has been in his blood
Made a little business in 4th grade
Ran all the gambling pools in school
Was cutting deals on fireworks in 7th grade (drove 7 hours to Indiana for the buy-one-get-one free deals)
Built a multi-million dollar real esate empire but went into bankruptcy and has built it back
Now he has dissected how he did it and is helping others create success from scratch
Success and opportunity is happening all around us but most of us don't speak the language
If you keep going you're going to get there
1999-2000 Nick really got going into real estate
- Money was loose
- Credit was easy
- He borrowed a ton of money and played the leverage game
- Built a huge portfolio
- Did the "traditional real estate investing route"
- Even used his credit cards
- It's nice to get punched in the face every once it a while...it makes you review things
- Why his bankruptcy was his best business experience
Went liquid
- Now he teaches the "single family triad"
- Flip homes
- Rehab
- Rentals—he pays cash so there is no leverage
- Leverage is not bad. It can help you grow and scale
- He solves the problems of people looking for real estate
How to handle the dark days
- He's been listening to Tony Robbins since his stuff was on cassette tapes
- But it's never a true prep for the dark days
- He had poisonous thoughts
- He became a jerk
- He was a big shot entrepreneur and it was all gone
- His ego was more important than his bank account
- He was depressed
- Understand that the tough times are shaping you for something bigger but you don't see the shaping until you get through it
- He didn't just get "punched in the face" he got "shot in the face"
- Forced him to evolve and look around
- There are so many opportunities out there that are outside your plan
- If you keep running you win
Real estate is the #1 wealth creator on earth, historically, which is why Nick loves it
- It's just there
- It exists
- It's a shortcut to entrepreneurship. Buy low and sell high
- Be flexible and evolve organically with your business plan
He exhausted every contact in his effort to rebuild. He HOUNDED them!
- He was AGGRESSIVE
- He had a forced sense of urgency
- He moved faster, quicker, now
- Success is about what you do with your earnings
- He makes deals and negotiates and sells, he doesn't do the actual work
It's not smart to pull up and be too flashy in his industry
Work hard! Keep going.
He loves the education business, which is why he is showing people how to grow
- Prince in Texas is one of his great students who is succeeding and he stays in touch with
He solves problems for people like divorce, death, moves, distressed properties, etc.
He makes "rough draft moves" in his marketing...but he does it aggressively
- Analyze stuff that actually happens
- Big white boards only matter based on what happens
Why motion beats meditation
He learns and applies what he learns
It takes a lot of work to succeed
There are no guarantees
Do the work
"You gotta write a check for freedom"
Evolve or get eliminated

Mandi Ellefson Shows You How To Get Out Of Your Own Way To Grow

65 perc 278. rész

https://www.thesaleswhisperer.com/podcast

Mandi Ellefson helps consultancy owners free-up 40 extra hours per month and use that time to keep growing their business. Her clients transform into what she calls a “Hands-Off CEO.” A Hands-Off CEO leverages what they’ve already built to grow income, create more ease, and cut the chaos in the business. Their business can generate profits for weeks or months at a time– even when the owner is not there.
Create the business you want so your team can run the business without you
Grow the business as an asset so you can sell it
Branding yourself is a good step in the right direction
Be willing to help your people grow
Make the interview like an audition
Screen people with detailed instructions in the application process
Business owners have similar challenges
- They think about sales all wrong
- Growth is fine but do you have the capacity to hit your goals?
Systems alone will not grow the business
You must have the people as well
People are not machines
Learn how to motivate your team
Your best employees tend to come from your network
Flex Jobs is a good site to find staff
You as the founder/CEO is always the bottleneck
Step away from your company for a week in a "stress test"
Hire for fit rather than skill and train them
Share profits not equity
Take the longer term view to bring on and mold your replacement

Oli Billson Shares How He Grew 175 Franchisees and a Team of 29

51 perc 277. rész

https://www.thesaleswhisperer.com/podcast

Started as an entrepreneur at 15 building custom computers and exporting them to the Far East
His father was an entrepreneur
Created a window tinting business and training people to do it
Started franchising another business and built it to 175 franchisees internationally
- Vehicle remapping
- Calibrate software on thousands of variants
Was a national tennis player but broke his wrist at age 14 so his interests and focus changed
It doesn't matter how good you are in business—McDonald's doesn't make the best burgers—it's the system to get and keep customers that makes the difference
Oli went into research mode and found direct response marketing like Dan Kennedy
Created his own predictable system for acquiring customers
Married it up with marketing automation (Infusionsoft)
He got frustrated giving clients advice and consulting and they wouldn't implement
So he created a service to do this for his clients
You need to create your own end-to-end funnel
Keep it simple
Start with an asset audit
Focus on one thing and do it well
Focus on these three as well:
- Your existing list—present offers to them and segment them. The money is in the list if you know how to work it.
- Intentional traffic—people are looking on Google for what you offer
- Understand Facebook targeting is an "interruptive" form of marketing vs intentional
So understand your message-to-market match
Someone searching on Google for a local chiropractor doesn't want to be taken to a squeeze page with a free report opt-in for a guide
- They have an intentional mindset
- Put them into a call scheduling sequence
- They're in the middle to bottom of funnel stage
Your Facebook approach would be different
- Start at the top of the funnel
- Have an understanding of their mindset
- Your CTA must match the stage of your prospect's pain
- Your keywords must match like "last minute chiropractor appointment" to capture those who are injured or in pain now
- Have a "click to call" and capture the lead from the call and have a sequence to nurture them
This takes work
Strategies change
He has run the same offline-to-online nurturing funnel since 2004
- The messaging is still working
- It took time to test it and find the right message
- He is constantly refining the segmentation of the list
Sometimes the most expensive leads become the best, most profitable customers
Get good at marketing to create income at will
But understand the phases you'll go through in your business
- Maybe you can bring in others to help you perfect and run your marketing
- Strive to own a business vs. being just self-employed
Oli had to get good at everything but he realized he had to build a team who could do things for him
There's a big difference between delegating and abdicating
- People will not grow your business for you
- You need a clear vision with priorities for your business
- Define what success looks like
- Now you apply speed
Few people need more information...you need to implement
- Find a team that is aligned with you
Outsource vs in-house?
- Project manage vs employer
- You need process managers and project managers
What is your decision-making process for hiring, firing, delegating?
29 staff with 16 core members

Allyn Reid Didn't Know She Was Poor...and Isn't

46 perc 276. rész

http://www.thesaleswhisperer.com/podcast

Co-founder of Secret Knock (Forbes, Inc, Entrepreneur Magazine calls it a must-attend event)
- Games
- Unique speakers
- "Sonny and Cher variety show"
Co-founder of Sherpa Press
Come from a long line of entrepreneurs and people who had to create their lives without a blueprint
Her parents are from a rural part of The Philippines where they didn't have a lot of help
If it doesn't bring you joy you probably shouldn't do it
Follow your inner compass
Her family moved here when she was 10 and her mom was a single mom with $10 to their name
America is still the land of opportunity
Six of them lived in a small room until she was 17 and her mom got on her feet
Her grandmother was a shoe merchant who raised 10 siblings and six kids of her own and always wanted to come to America
"I have it good. We don't get hit by typhoons. We have electricity. We have structure. I had to honor my grandmother."
Remember that you are part of a bigger picture so play big
She didn't have mentors or other help
Whatever you fight gets stronger so she didn't fight the fear and despair, she felt it and traced it
Don't fall into the self-judgement
What happens in your head is much worse than the actual experience
Failure doesn't mean you're off course. It's part of the course.
She was isolated as as kid in The Philippines and she didn't buy into the stories of others.
"I didn't know I was poor."
Her aunt paid for her and her siblings to go to a nice school.
Her mom wouldn't let her socialize with her friends until they were leaving and she saw how wealthy they all were.
Growth is awesome
Most people don't realize they're in the "maintenance phase"
We're infinite beings and can create anything
Had two jobs in college and three during breaks (she'd work all night)
One offered her a job but she couldn't do it once it was an obligation and full time so she left after a year
She knew she was "incubating"
People communicate louder with what they don't say
She loves amplifying people
She's a big reader (used to read up to 1,200 books a year...now just maybe 100 per year)
This lead to Sherpa Press
She listens to her intution
A lot of "how-tos" will work but listen to your intuition
Conferences are like playing the slots. Once you're on a winning streak...STOP!
We're spiritual beings in a material world

Jeffrey Gitomer On How To Make First Calls Not Cold Calls

40 perc 275. rész

https://www.thesaleswhisperer.com/podcast

Some salespeople may be dead
Stock brokers have changed
The MLS hasn't changed but it will...Google is coming after them
The car industry is being disrupted by Tesla
Automation is taking over
AI will help salespeople in call centers
Jeb Blount is a good guy
Michael
Salespeople need to keep up with how buyers are buying
Buyers are more sophisticated
- They are Googling you before you walk in
You're not an employee...you're a person
- Don't watch a show
- Register your name
- Have a one page website that says...
- Post on LinkedIn
- Tweet your thoughts
Test their sense of humor
Make friends with the tech people and break the ice
Start with rapport
"How much is it?"
How to look at cold calling...
Gift something that is personal and not over the top
It's a "first time call not a cold call" with a little research
Train every day to truly get better
Gitomer Learning Academy
Become a success...not just successful at sales
Go apply what you learn immediately to see if it works
Repetition is the mother of mastery
Earn the sale vs. close the sale
Will they do business with me again and will they refer someone else to me?

Glenn Twiddle Shows You How To Be Listened To and Obeyed

49 perc 274. rész

https://www.thesaleswhisperer.com/podcast

Runs big events with mega-stars such as Sir Richard Branson, Arnold Schwarzenegger, Gary Vaynerchuk, Eric Thomas ("how bad do you want it?") to help real estate agents do better marketing to grow their businesses
He's a former real estate agent who was taught just one way of growing: make annoying outbound cold calls
Now he shows agents how to be listened to and even obeyed
They are now desired, trustworthy, and respected
Creates celebrity specialists out of his real estate agent clients
He had 12 people attend his first "event" in 2008
- It was really just begging people he knew to come to a group session
- He was new to outbound marketing and one attendee paid him maybe $200/mo to speak with him weekly
- Booked a cheap room (don't over-spend) that could've fit maybe 40 people
- Taught his story of hating cold call prospecting
- He was a sales manager and was getting cold called by a copier salesman who was calling every couple of months despite knowing it would be five years before he needed another on...
- But he realized he was teaching his agents to do the same thing
- Specialists don't beg
- Then he shared what he was learning and testing
Next he had 50 people attend and he kept re-investing his profits
Then he started producing 7-figure real estate agents
He still makes little on the conferences but he parlays the visibility into bigger growth in other opportunities
He sees himself as being paid by his clients to learn from his own mentors
How did Tai Lopez become a household name?

Brian Scrone: From Drugs and Abortions To Focus and Family

54 perc 273. rész

https://www.thesaleswhisperer.com//podcast

Grew up in a loving household in NJ near NYC...but it was a little too fast-paced
Got into drugs at age 13 and was even a drug dealer
Despite the trouble he lives with no regrets
Your challenges in life are either crises or opportunities
Hit rock bottom at 23
- Got a couple of girls pregnant at 21 within six months
- Both ended in abortion
- Sent him into a deep depression for a couple of years
- Sought help
- Surrounded himself with loving people who had been around the block
- Now he's careful with those that are around him
Keith Cunningham in Austin presented the 5Fs to Brian 20 years ago...but it didn't sink in
Multi-millionaires before 30...and bankrupt by 32 after the 2008 real estate collapse
- Was living beyond his means
- Was not mature enough to handle the growth and income
- His wife stuck with him through it all
Moved west when he hit rock bottom ("You can't fall off the floor")
- Was in Arizona then California
- Was shoveling horse manure and teaching and couldn't pay his rent with his business partner
- They researched industries and came to the conclusion that real estate was the way to make money
- Got his money from Family, Friends, or Fools
- His dad had some trust and unconditional love to fund some of their early investments
"You can't do a good deal with a bad guy"
How to succeed without hitting rock bottom
How to enjoy life
You get what you focus on
We all live in our own realities...that are between our ears
This is a process, not an event

Ryan Michler Got His House In Order of Man

52 perc 264. rész Wes Schaeffer

https://www.thesaleswhisperer.com/podcast

People allow excuses to slow them down
People allow themselves to become victims
He grew up without a father and floundered
He and his wife "called it quits" four years into their marriage...but they fought for their marriage and are now celebrating 13 years
Was in Ramadi, Irag in 2005-2006 and got into financial planning for about 9 years
Still has that practice that he started about three years ago...but he always felt out of place in that field
Now his wife notices that he is more present with his clients when he started out on his own
He walked away from six figures of golden handcuffs
Immediately started making more money
Started Order of Man two years ago
He started "Wealth Anatomy" podcast as a financial advisor
About 20 episodes in he realized he loved the medium but wanted to expand the conversation beyond the financial industry
He just shifted and renamed the podcast
He went to a men's style conference
He had "low expectations" with the new podcast. He had a successful financial planning business and just wanted to do his own thing.
Reached out to guests with bigger tribes and the show grew
After 8-9 months of doing this as a hobby his wife came to him and saw his energy but he was spending a lot of time on it at the expense of his financial business
Launched the "Iron Council" in Nov 2015 and made $1,000...but grew it from there
Jan 2016 it really took off
Started as a 12-week course with 12 men.
- He just took action.
- The lack of details and specifics didn't hold him back.
- Created a private Facebook Group
- Created weekly assignments for the members
Has a Closed but free Facebook Group and had about 1,000 members and promoted the course to them
Still has 7 of the first 12 in the group 18 months later
Still experiments with his content sharing...focus on the end result and enjoy the journey
Starts with his private group and opens the conversation to his personal profile
Facebook will suggest Groups and that is helping him gain 150-200 member requests per day
He mentioned the group on his podcast for 7-8 months and that helped him get those first 1,000 members
Why have a closed group on Facebook vs. allowing anyone to join, including women?
He's not taking on new financial clients...but he's getting more and more referrals
Stop looking for the easy button
Why you need to plant your flag
Six months into their marriage he was deployed for 18 months and it was hard
Maybe six months after their first child was born he lost his way
He blamed her for their issues...
They were separated for about three months when he realized he had to work on himself
- Money
- Health
- Self
She responded to his positive growth and taking ownership
You have it in you to overcome adversity

Dan Faggella Parlayed His Pay Day To Pave The Way

51 perc 271. rész

https://www.thesaleswhisperer.com/podcast

Ran his first company for 4+ years to get it to $2.5 million
He was in a niche of Brazilian Jiu-Jitsu
Sold his martial arts gym when he was 25
He was selling DVDs and digital products online but it was a niche market
He was stuck at $45k/mo
Expanded into self-defense and broader audiences
He wanted to sell this to fund a bigger venture
Took 6 months to test the market and determine how to expand
He's a smaller guy with a lot of videos beating larger opponents in competition so people liked his stuff
Moved into blades, home alarm systems, etc. so he had to find Marine Corps snipers, executive body guards, police officers, etc. so he created a network of experts he could pay to create content
The ins and outs of actually cashing out your business
Why you need to de-personalize your business if you want to sell it at top dollar
- Hand off what you do in bites to your key staff
- Remove yourself from the turning of the knobs
He's now able to start strategically but it's still a lot of work
AI can really help larger businesses with high transaction volume now...but that'll change soon
How to approach AI for your business now

Scott Oldford Prints Words To Print Money

64 perc 270. rész

https://www.thesaleswhisperer.com/podcast

Spends between $60,000 to $100,000 per month on paid advertising
Tests an idea on his personal profile
When something resonates his head of content runs with it
The more content he produces the more money he makes
To dominate your kingdom you must serve your people
You enlarge your kingdom by producing more value
Spent $93,000 in January
In January 2016 he only spent $5,000
About $10k/mo on PR, some on YouTube, affiliate revenue, mostly Facebook now but diversifying
Always looking at risk mitigation
Three types of traffic
- Partner
- Paid
- Organic
At 21 he was $726,000 in debt
Turning 26 on June 16, 2017
Did $500k in 6 months in 2015
Did a couple million in 2016
May hit 8-figures in 2017
Failed three times in a row
Sucked at operations and finance so it wasn't until he found a good #2 that he feels like he has something sustainable
If people don't have skin in the game you probably expect too much of them
Sold his agency to avoid bankruptcy (it was pride...he recommends sucking it up, claiming bankruptcy, and rebuilding)
He was cocky, naive, and (still) young
He hated his life but he had about $8k in monthly expenses so he started a marketing agency in 2014 and made a lot of sales
He moved, fired everyone, and had about three month's of savings
He was asked to teach someone internet marketing but he was turned off by it
He wrote a one-page Google Document with an outline of a course he would teach and offered to his friends at $2,000 and 24 people signed up!
That has now generated over $2 million in revenue
Lead generation fixes cash flow problems and that fixes every other problem
You have to be willing to break things along the way
Validation is grossly underestimated
Forget the business plan. Hustle and go get your first couple hundred thousand in sales
Implement and create to have an amazing life. If you're a consumer...you're screwed!
If you're afraid of producing content you're not learning enough
Spend four hours doing the four things no one can take from you
- Health
- Knowledge
- Meeting new people (connecting not networking)
- Developing an audience (produce content)
Now you'll become a thought-provoker and become known for it
He can't help people at zero anymore because he hasn't been there for so long
Help those just one to two steps behind you
Own your platform (email)
Build a community, an audience, a movement or you're an idiot
- It's the way you talk with your people
- LinkedIn group, podcast, etc
- It's more than just a lead generation webinar that you try to pitch
- Advocates are better than leads
Mititage your risk
- You'll lose your initial ad spend
- Hustle to make the money to afford the ads
If you're making under $500k and you go to an agency you'll get screwed just because you don't have enough of a budget
You need to understand marketing, sales, operations, financials, culture on your team,...or you're hosed
If the right information is implemented properly then magic can happen

Leonard Kim Went From No Promotion To The King of Promotion

57 perc 269. rész

https://www.thesaleswhisperer.com/podcast

Branding, marketing, and startup strategist
But he struggled at first
He's "stuck in his ways since I'm Korean!"
He was running away from his fears but he didn't know what he was afraid of
Took shortcuts in everything...
Had to keep starting over
Had his electricity cut off and had to move back into his grandma's house
Had to recognize his faults and grow
Moved to his friend's sofa for $100/mo
Broke his ankle so he was stuck on a couch for three months so he reflected
You're where you are where you're supposed to be
He went backwards through his life and analyzed cause and effect
His business partner has a process for doing this quickly
- Two sets of sticky notes
- He writes on one set
- Has his friends write on the other set...and people are honest and direct
- Now you know what you have to work on
- He had issues he didn't realize...he was scared of being hurt by people he helped
- He had to accept and forgive
- He accepted responsibility
- His mom is a "great victim of everything" and she doesn't have joy in her life
2011 he got an entry-level job
For two years his goal was to get promoted
- He worked hard
- He wore a suit
- But didn't get promoted or a raise ($16.24/hr)
- He could only eat one meal per day (Obamacare cost him his lunch money, literally)
- People told him he was arrogant
- He applied to 100 jobs, got three interviews and nobody hired him
- Went back to school and it helped a little
- He went out and shared his feelings and experiences and within six months he had two million reads on his posts
- He wrote posts on his Blackberry on the bus
- Within 18 months he had about 10 million read and figured he should monetize it
- He started on Quora and didn't have a website
Posted his same stuff on his site
- About me page
- Subscribe button (RSS feed)
- How to hire him (for free...which was a bad idea that he quickly recognized)
  - Raised his prices
  - Doubled his rates and doubled his rates and doubled rates
- Did sales in 2005-2006 he was in sales and understood it
- Did some marketing from 2007-2011 so he understood it
- All of the companies went out of business so his resume was "full of broken hopes and dreams"
- So he started marketing himself
May 2013 and by Dec 2014 had 10 million reads
- It's hard to master social media all at once so dive into one and master one
Doesn't trust tools, he trusts people to do his social media
- First it was the 17 year old sister of a friend
- Then it was a friend who broke an ankle
- Then it was an intern who got 2,000 retweets to be hired
- #BruisedBananaEaters
- He had Deborah create a PowerPoint based on his articles
  - One was like a college assignment and it wasn't "right" or "shareable"
  - Then she made it 10 times better
  - From there she got better and they tightened it up
  - Now she re-purposes his content
- When one VA left he had her write up a list of tasks
- Maybe 80% of his posts are branding
- He does his own CTAs
- Most of his content is evergreen
- When you use current events you get a huge spike in traffic from people who don't care about you
- Use BuzzSumo to create better titles, avoid controversy, replace the image, update links
- His assistant works maybe 30 min/day after a month of getting up to speed
- His Vegas assistant creates new content but this is her parttime job so it may take a month for her to get it done
Humanize yourself and be yourself
For example, a doctor
- May be unapproachable...educated...aloof
- Make them be seen as "just like me"
- Tell their story
Hungry, Humble, Honest is how 17 year olds should brand

Christine Haas Shows You How To Avoid The Black Market of PR

50 perc 268. rész

https://www.thesaleswhisperer.com/podcast

There's a new trend to getting published by paying Inc, Entrepreneur, etc. but it's the "black market" of PR and media
Newspapers are cutting corners and cutting staff so their former staff are now guns-for-hire since they know how to get you coverage you can pay them to get published
This is contributing to the fake news issue
There is still room for quality stories
If you can feed a story in every element to a reporter you'll have a greater chance of getting published
Call the reporter with a story, a client ready to be interviewed, and B-roll
Know when to pitch
Look for trends
Look for "victims" so you can humanize your story
Give the reporter a "day in the life" story
This gives you a contact with the reporter
This is a perceived endorsement when you get covered in the media
This can happen the same day
If you're bi-lingual look to UniVision and Telemundo
Just keep "feeding the beast"
Compliment reporters when you like their stories with "Feedback" in the headline
- I have a perspective
- I have a local client doing that
- Can we chat for 5 minutes to see how this angle might work for you?
You don't have to be a "news veteran" to have them bring you into the study
Take the time to develop a connection
This is a similar process for radio
Listen to talk shows
Be neutral on hot topics if it will hurt your business
Reporters are still easy to reach because they need hot tips and leads
Call the main line and ask for the news room or the assigment editor / manager and that you're calling about a news story
"I was trying to reach Joe Smith, would you mind putting me through to his cell phone?"
This type of coverage is evergreen
Ask your media coaches about their success rate. Press Releases and email blasts don't cut it.
Don't propose on the first date
Go meet these reporters and put a face to a name

Jim Palmer Went From "Revenue-Free" To The High Seas

61 perc 267. rész

https://www.thesaleswhisperer.com/podcast

Docked in Rhode Island
Author of Seven Books
Sold his home with his wife and bought a boat last December and moved onto the boat April 15th and spent two weeks preparing and headed north to see his daughter and grandkids
His next event, Dream Biz Academy, is in September
In November cruising to Florida for the winter
His son sold everything and drove to California and felt liberated
There's a new definition of success: Freedom > Stuff
The process of acquiring "stuff" just seems to happen
Now they had to re-train their brains
Without so much room they don't buy so much
Time freedom and living life on your own terms is so important
He's now a full time cruiser
He is feeling himself unwinding
16 years in business and the first 8-10 were tough
His goal was to only work with clients Tuesday, Wednesday, Thursday
You have to define the lifestyle you want
Lived in his house for 29 years and raised four kids
Their community grew and got busier and they looked for a change
Activity does not equal Progress
"The 3 AM holy crap moment"
- It's because you're not doing something you know you should be doing
- It's not because you're missing the latest Wordpress plugin
- It's time to "man up"
You know what you need to do
Rock bottom is not such a bad place if you don't stay there
Jim was out of work for nearly 18 months, had cancer
His first year in business was "revenue-free"
If slow to no-growth is no longer an option...
He got hit with a hard question in a high-level mastermind that turned his business around
Your fear is holding you back
- Perfectionism
- His first book took 18 months, now he writes them in 5-8 weeks
You'll be judged based on the content and the value you provide
You can purchase speed
- Hire a mentor
- Join a mastermind with an experienced leader
Research your coaches with the modifier "scam"
As he started doing live events he started sharing additional stories about his struggles and deeper information
How to do events
- His events are small on purpose (50 people) so he can go deep and pull back the curtain
- No pitching by speakers, they sit in the audience
- It's intimate and everyone shares
- Does it about every eight months
- About half are repeat
He'll be 59 in early June but doesn't plan to retire
How to coach
- Two are 12 month commitments
- One is 18 months (VIP) where he and his team do all of the heavy lifting (Done for and with you)
- No guarantees but the foundation will be set
He was so concerned about his clients early on but he told them "I'm not your babysitter and will not chase you to schedule our calls"
You have to apply and he digs deep before he takes you on
Never be the cheapest
You need to be on all social media platforms but you have to focus on your key platforms and let your team manage the rest
- He avoids politics
- He gives tips and shares some personal info
- Keep your opinions to yourself
Don't worry about the Likes. You're being seen.
Fix your brand. You'll be paid more for who you are than what you do.

Karl Sakas Says Don't Just Make The Logo Bigger

71 perc 266. rész

https://www.thesaleswhisperer.com/podcast

Use process to overcome human nature
Learned coding HTML in the 90’s
Served as project manager and director of operations for many years for various digital agencies
Manages growth for those who have growing pains
Most hire for the short term issues but that creates longterm issues
New rope vs wet twine. Great employees vs the drama queens
Recruited his boss to become his first client by showing how she’d benefit
Went from 50-60 hours per week as an employee to just 10 hours as a contractor...so he had to fill his schedule and his bank account
Almost got paralyzed with web design
- Realized he only needed two pages: Home page and Blog
- Averages 6 posts/month for 4 years
Answers questions for clients
Agencies struggle for three reasons:
- Not using processes to overcome human nature.
  - You can plan for processes
  - People will leave
  - Objections will arise
  - Make yourself needed but not necessary
- Not focusing on WIIFM
- Not thinking long term
There’s an underlying reason for the recurring bad things that are happening
Closed a client on software training while in high school
- He was charging $35 per hour for one-off clients
- Asked to come in and review their needs
- Was comfortable with what they needed
- Charged $75/hr...and they asked "When can you start?"
- If you're closing 90-100% of your business...raise your prices!

Former Navy SEAL Rory O'Connor Discusses Digging Deep

70 perc 265. rész

https://www.thesaleswhisperer.com/podcast

Grew up in Ft Lauderdale, FL
Heard about SEALs when he was 8-9 from his dad who was in the Navy
Did ROTC in high school
Was not “college material”
Had his heart set on BUDS
Was a Corpsman (1984)
Went to bootcamp in San Diego
March 1985 BUDS
SEAL Team 1 in Dec 1985
Thought about medical school but changed his mind
Finished his B.S. in Florida
Married, two kids (26 & 23)
Got into banking during college (leasing)
Liked it at first then hated it after 7-8 years when things changed in 1999-2000
Had a staff of 6-7 salesmen plus underwriters
Went into traditional loans.
Heard about Edward Jones and moved his money to a friend with them
- Over a few years he left the bank and worked from home but it didn’t work out so he started with Edward Jones
- Culture of volunteerism
- Rotary, YMCA, Boy Scouts
Around 2007 got involved with the Semper Fi Injured Marine Fund for 3-4 years
- Focused on PTSD working with about 40 at a time for a week
- Met other veterans including the former Chairman of the Navy SEAL Foundation
2009 some people got together to raise money for an injured SEAL
- The goal was to raise $500 per swimmer (Jan 2, 2010) and 39 swimmers showed up to help a veteran who stepped on a land mine
- It was 37 degrees and the water temperature was 55
- John Doolittle only had on his Speedo on
- The news was there (TV and newspaper) and took an iconic picture of Doolittle with his hand up and the Victory sign
- They interviewed him and he said he wanted to make it as painful as possible
- Raised $34,000
- An email went out to make it a formal event
- Rory and Kurt Ott along with Terry Tomlin and Dan O’Shea got it going
- Jan 2011 raised $55,000 with 55 swimmers
- Operating costs are 10 cents on the dollar
- Raised $500k in 2017
18 years old going into BUDS
- He got his own personal Hell Week from a couple of older instructors who wanted to make sure he was up to the challenge
- He stuck it out Was sleeping 1-2 hours per night Fell asleep in class
- “I’m graduating with my class or going out in a body bag.”
- The 40% rule
- Don’t think too much
- Don’t get wound up
- Focus on the moment
- Execute. Start. Take one bite of the elephant at a time
- Jocko on Joe Rogan’s show talking about suicide and the need to stay connected and staying involved and staying in the game
- Be present
- Focus on the task at hand
- Have a plan
- Stay with it
- We have unrealistic expectations that the media perpetuates and we don’t hear about the struggles
- Strive for excellence, not perfection
Golden Gate Frogman Swim - Inaugural Event August 6, 2017
- 1.5 mile point to point swim North of the Golden Gate Bridge
- Catching a flood tide $
- 250 registration to cover the costs with a fundraising goal of $2,500 each
- Warrior Support, Education,
- August 6th, 2017 (Sunday)
- This is the same day of Extortion 17 and the day the registration opens for the Tampa Bay Frogman Swim
0.7% of our nation serves in the military

Hugh Liddle Shows How To Double Your Sales In 90 Days

41 perc 264. rész

https://www.thesaleswhisperer.com/podcast

How to double your sales in 90 days, guaranteed
Why he works with entrepreneurs, sales people, coaches, any service oriented business. Not product-oriented businesses.
The real job of the salesperson
How to ask good questions and what to do next to make the sale
Why you need a script
How you can get better at social media marketing by becoming a better salesperson
How to get 32% to 83% close ratios

Daniel Alarik Shares His Disciplined Grunt Style Story To $100 Million

51 perc 263. rész

https://www.thesaleswhisperer.com/podcast

Literally Googled "what is business."

Culture of pride and patriotism.

Able to do more together in the Army.

Made T-Shirts.

He was an activated-unit drill sergeant for three years.

Didn't want to go to college and get a job. He wanted to do something bigger than himself.

You can find your own mission.

Nov 2009 was the first time he actually sold something (Made $3,500 that day and set up a table at Ft. Benning and sold stuff. Coordinated through AAFES to get licensed and they took 25%.)

He meets people that talk about their business ideas for 15 years...but you're not in business.

You're really in business when you actually sell something.

Traveled back and forth between Chicago and Ft Benning.

Became an audiobook listener, which helped on his drives to Ft. Benning. (Made it in 11 hours once.)

You'll pay for your education in one way or another.

Work your connections.

Selling is never easy. Be cognizant of your prospects and your decision makers.

He didn't understand margins or pricing.

He had horribe profits but kept feeling his way through the dark.

Discipline yourself to always push forward.

His wife was working full time.

Dec 2011 his wife gave him an ultimatum. He signed up for his first tradeshow in Vegas in Jan 2012 and he said if he could sell $6,000 he'd stay in business and she went with him to help him sell.

Took the free shuttle, walked a mile to the nearest supermarket and ate peanut butter and bread because that's all they had money for.

They sold $6,300 but it was by brute force and he thought there had to be a better way.

He took out a yellow legal pad and wrote down every business that was doing better than him and decided to emulate the successful.

His sales then began doubling every month by reverse-engineering the successful competitors he listed.

He looked at Skittles in 2012 because they were the king of Facebook then.

He was a personal trainer in the morning until about noon or even 4-5 pm and did Grunt Style until about 3 am.

In Sept 2012 his wife "kicked him out of the house" so he had room and he hired his first two part timers.

But he was doing everything else.

He understood web development and did that himself.

By December in 2012 he did $64,000.

He realized he needed more SKUs because he didn't have anything to upsell/resell to his good customers.

They reach nearly 4 million people per day organically on social media.

It's tougher now even with 1.8 million fans on Facebook.

He leads with branding and content.

It's a slow transition from selling to branding.

Nobody wanted his stuff on day one, and that's okay. Focus on what your brand means and take the time and effort to describe it to your audience.

He has learned a lot from books but be careful to learn only from those who have done it.

This took a lot of time and effort.

You need to make plans to grow.

He brought his part time fulfillment people on full time then hired a sales person.

You need structure as soon as you have a tier of management.

Everyone is an extension of your will of intent.

He can improve margins by creating his shirts in China but he's not going to compete with Wal-Mart on pricing or Amazon on shipping.

His strength is quick turnaround and creation and low inventory.

Alpha Outpost did $8+ million in its first 12 months but there is still a big learning curve.

The Alpha Outpost team was a newly-developed team so he didn't distract or detract from the efforts of his Grunt Style team.

Stay true to who you are so you can be clear on your message.

Spreadsheets and business plans are important but you need intuition and planning as well.

Trent Chapman Shows How To Fix Your Funnel

48 perc 262. rész

https://www.thesaleswhisperer.com/podcast

Started in real estate.
- Was doing construction lending
- Hated it
- Started doing short sales
Learned automation and started teaching people how to do it in 2007
- Did $1.2 million in the first 12 months with automation with Infusionsoft
- Built tools that Infusionsoft didn’t have
- 2009-2010 was doing short codes
- People were confused by it
- Started experimenting with other tools and that became Fix Your Funnel
- Direct mail, post cards, inbound and outbound texts
- Sales is his passion
- 2-3 year transition period moving from Short Sale Genius to Fix Your Funnel
- In 2012 the short sale business slowed down so it was an easy transition
SWOT analysis when developing code for a company they don’t own
- Strength, Weakness, Opportunity, Threat
- There will always be competition and copycats
Their team is their asset and their understanding of the core problem they are solving
Fear can stop you
- Am I growing?
- Am I making more money?
- Creators vs victims
Take an ownership percentage and run the sales and marketing
Educate and motivate before sending them to a $999+ sale
- FB ads to capture the lead without leaving FB
- Lead Ads - “Can we text you?” 50% conversion
- “Would you like to receive…immediately via text?” 75% conversion
- Bought within 2 months
- Educate and motivate via video
- 3 months for slower people
- “Would you be interested in a lower down payment?” Automated webinar every night then send replay link.
- Spent $180-$200 to sell a $1,700 cost.
- “Text ‘success’" at the end to see if they are interested.
- Had 4-5-6 appts/day went to 8/day.
- Pushed people to a video vs. waiting to see a webinar to get that change. (45 min to 60 min webinar.)
- Lots of focus on text messaging.
- 8x more closing when they opt-in.
Remarketing is key.
- Facebook and SyncSumo
- They focus on the opportunity in the close on the webinar (“It’s a weak webinar.”)
- Interested in learning more? Let’s talk.
- Tweak and test.
- $1,000 strategy call—two calls, one hour each
- Text “Strategy” 760.621.8199
- Text “demo” for an automated demo
- Audience based on video views and retarget those who watch 50%
- Spend less on the up front

Brian Keith Noonan: This 2x Marine Is a Success Because He's Direct

53 perc 261. rész

https://www.thesaleswhisperer.com/podcast

The Marine Marketing Magician (Two-time Marine veteran)
Builds funnels and sites from the ground up
Sold his first website in 1998 for $500 (now he sells them for $50,000)
Typical teenager mowing lawns and got into textile via his father's business
Entered the Marines from 1994-1998
Re-entered the textile industry but it was declining
Saw the rise of the internet. Remembers emailing from Japan to the U.S. in real time while in the Marines.
Self-taught himself web design
Made a cold call to a local business that was a CD store (doesn't exist now like Blockbuster.) He shopped there and called them.
Business grew by word-of-mouth and he was recruited to join a company as a fulltime employee
Re-entered the Marines after 9/11
Became a civilian again in 2006
Discovered direct response marketing and marketing automation
Why good copy remains relevant
Relationship building hasn't changed
Was a fan of ClickFunnels when they first came up but not so much anymore due to uptime issues
- Down 2-3 days around Thanksgiving
- Now he's moving away from it
- Prefers to use the best-of-breed for each component
- ClickFunnels is fine for expediency but he prefers a self-hosted solution
Team of 6, keeps his hands in the ad creation
Has a "super-secret" hiring process but prospects must execute tasks to prove they are motivated, reliable, and skilled
His websites that are focused on direct response means he can tie ROI to his works so he can justify higher prices
Now he has a waiting list
Warm up your prospects
Why you need coaches and mentors
Join his groups
- Lead Gen Live
- Internet Marketing Live
- Does live calls on-demand to keep it relevant vs creating courses
Why he mentors vets for nearly free
How to Tell the Difference Between the Branches of the US Armed Forces!

If you give the command "SECURE THE BUILDING", here is what the different services would do:

The NAVY would turn out the lights and lock the doors.

The ARMY would surround the building with defensive fortifications, tanks and concertina wire.

The MARINE CORPS would assault the building, using overlapping fields of fire from all appropriate points on the perimeter.

The AIR FORCE would take out a three-year lease with an option to buy the building.

Nicholas Bayerle: Get Your Billion Dollar Body

43 perc 260. rész

https://www.thesaleswhisperer.com/podcast

60 pounds overweight at age 17
No girlfriend
1.8 GPA
Boxer showed him his plan for a weigh-in and it was tied to performance.
15 certifications he doesn’t even renew anymore
Trains male entrepreneurs now
- The learning in the certifications is what you need, not the paper
- Create experiences
- Took him a long time to make the transition
He dropped 53 pounds in 6 months
- Did it wrong
- No podcasts
- No coach
- Starved himself
- Tore up his old fat pictures
- Sharing his story is what helped him with his breakthrough
Always an entrepreneur
- Started a lawn care business at age 12
- Became insecure and stopped working
- Age 20 he got married and never had a W-2 job
- He got into network marketing
- He narrowed his focus to what he wanted to do and what he was good at (that left two things.!)
He sticks with his strengths
- Made big bucks in network marketing and his downline got stolen from him
- Lost $48k in business volume overnight so he looked for something he could control.
You have the skills to grow
You need to know how to sell. That is key!
Started with his website
- It was simple
- He built a badass website and got 6,000 visitors per month but got no opt-ins
So they went to landing pages and he spoke at small groups that lead to bigger groups
- Just sold one-on-one coaching for $1,900
- It was a lot of work
- He over-delivered
- People only value you at half what you charge
- 1,000 coaching clients with no refunds
Be the only and the best
- Sell the result
- People don’t want the process
- It’s all perceived value
- People want context
Also group coaching
- 90 day, 6-month, 1 year
- One hour video call every two weeks
- Custom coaching.
  - “It’s our fault if you don’t have success and don’t start.”
  - “Imagine the worst day of your life every day for 6 months. If you’re good with that, let’s start.”
- July 15-16 event Fortune Builders $35k and $50k.
- Few get through their calls.
- Onboarding: review the whole program.
- Took 500 people to figure that out.
- “Do the boring stuff first.”
- Schedule the calls.
- Thrive Mastermind - got 15 coaching clients.

Andy Stumpf: Retired Navy SEAL Discusses Getting Back In The Game After Setback

44 perc 259. rész

https://www.thesaleswhisperer.com/podcast

https://www.thesaleswhisperer.com/podcast

Why you don't always need a "Plan B."

Andy just pursued his dream, which was to be a SEAL.

Shot with 17 years in and he was medically retired...with no Plan B.

Searched Google for average lifespan of a human. He struggled with it. He got a lot of his identity from being a SEAL. The boundaries of the military are good and bad.

Was working with a strength training company and this, that, and the other.

Fundraising gave him focus and motivation.

Man on a Mission lead to more speaking.

Wants to make a difference.

Now he can make a bigger difference.

Crises in character in our nation.

Feel bad and point fingers or look in the mirror and find your purpose.

Put one foot in front of the other.

Success is not luck.

Incremental progress.

Find your passion and set the example.

Things that are difficult have value.

Life should be hard.

There is no drill instructor in the SEAL teams. It’s his own sense of not wanting to be the weakest link.

Internally-imposed discipline.

Being injured in his mid-20’s hit his confidence for a while. He questioned if he did something wrong. He was down on himself for a bit. What flipped the switch for him was realizing the drugs he was on was negatively impacting him and the next day he hit the gym and got after it.

Doctors aren’t always right. Trust your intuition. He had 14 pill bottles and Captain Morgan.

Get physical to manage your energy.

He was contractually-obligated to be on social media.

It seems pretentious to have his own website. But he realizes it’s a layer of legitimacy.

You can be phony online or real and honest. He uses his site as a reference. Make it easy for people to find you with their thumbs.

Be real. Post the good and the bad. Don’t live on social media. It’s artificial. It’s a facade of life.

Kill Cliff recovery drink. KILL CLIFF * ROGUE * 5.11 TACTICAL * COMPEX * GATORZ * TEMPUR-PEDIC

Sean Whalen Shows How To Be a Lion Not a Sheep

56 perc 258. rész

https://www.thesaleswhisperer.com/30-day-sales-growth

Multi-millionaire by his mid 20’s
Got divorced, lost everything, stuck his head up his ass.
Hired a coach and posted online about his life.
“Lions Not Sheep”
He hid from everything. He hid himself even on social media so people wouldn’t criticize him.
He had an incorrect vision of “success” the first time around.
- He was grinding 20 hours a day
- Buying Rolexes and cars and houses
- Burned himself to the ground
- Disconnected from his wife
- Thought "One day I’ll arrive”
- Now he built a lifestyle and a brand
- Now he asks “does it fit my lifestyle?”
- Gary V is leading a great conversation now. He’s encouraging people to grab life by the balls but he wouldn’t trade seats with him because of the effort they put in.
Get out of your lethargic state and add value, even if you’re “just an employee.”
- Go be a super-star slinging lumber at The Home Depot or the burger joint.
- Take a risk.
- Take a leap.
- We’re not getting any younger.
- Hire a coach to get you over the hump.
Understand the Law of One Degree.
- Make small, incremental changes.
- You’re in a habit, in a rut, with tunnel vision.
- Look at people and see how they’re doing it
People aren’t afraid of success.
- We’re all pros at failing.
- We aren’t afraid of failure.
- We’re afraid of the judgements of others.
Go tell the truth.
- If you’re busted now and you don’t want to be busted…if you want to 2x or 5x your growth TELL. THE. TRUTH.
- Stop suppressing your dreams.
The hardest question is “What do you want?” You’re fat and on anti-depressants because you’re afraid of telling the truth.
Teach what you know.
Say no to prospects that don’t fit into your model.
Vulnerable is not weakness.
He has over 300 million video views and he’s made them all with his iPhone.
He hired a coach because he was angry.
His buddy said to get out of real estate and ride the wave of his honesty and social media success.
He wasn’t on fire with real estate but did it because he was good at it.
He didn’t see himself as a coach but his friends were asking him to coach them in real estate.
He and Gary V thought it was presumptuous to be a coach.
His real estate coaching turned into personal coaching and he launched Lions, Not Sheep.
He started testing and experimenting and found what sold.
Coaches give you permission to make the moves you need to make.
He can’t even login to his own website.
He hasn’t touched his site in 18 months.
He just goes in the right direction.
Get out of the mental masturbation.
Ask people what they want.
Put a call out into the marketplace.
“It’s just me giving me.”
Tell the truth.
We’ve been programmed to lie.
The truth is deep and scary and real.
Tell a story. Share your story. Share your truth.
How are you being a good spouse or CEO or parent by lying?

Yakov Savitskiy Shares Why "Everyone's In Sales"

43 perc 257. rész

https://www.thesaleswhisperer.com/podcast

Sales Overview

How long have you been in sales? His whole life.

How did you get started? First time he was paid was selling his dog walking service at 14.

What sales method do you follow? Find the right prospects. Diagnose. You need to customize high-ticket offerings. Thinks most sales training sucks.

Ryan Stewman has great training.

Was selling time shares and he read Mike Kaplan "Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere"

What do you like in a sales manager? Aggressiveness.
Selling Track Record

Why do you like sales? He loves the process.

What is the biggest order you ever booked? Selling third party logistics selling to ecommerce companies and it was $130,000.

How long did it take to book your biggest order? Took only about 1.5 weeks. (She was an inbound lead and was ready.)

Why did the customer buy from you? She told him she was shopping. She appreciated that he cut to the chase and addressed her concerns and was honest about it.

What did you learn from the process? Listen. Be transparent.

Private Life

What is in your library? Audible. Power of Broke by Damon John, Power of Persuasion, "Fanatical Prospecting" Jeb Blount

Phsyical book, Ultimate Sales Machine, Dan Kennedy,

What are you reading now? "Psycho-Cybernetics" by

What is your favorite movie? "Fight Club"

How do you relax? Meditation

How do you start the day? Write down goals, do some education. Avoid email until he educates himself.

How do you end work each day? Write down goals, get in a good mindset.

Technology & Strategy

What smartphone do you use? Android S5

What CRM do you use? Just started with Zoho

How do you stay organized? Zoho, Keep by Google

How do you handle / prevent a slump? Meditation to step back or totally change gears and environment and educate.

Changes

How have markets/sales changed in 5 years? Social media. It has never been easier to access decision makers and get your word out for free.

What industry trends do you foresee? The social inbox is getting crowded. Salespeople are pitching on the first connection and that's a mistake. Leverage "Trojan horse prospecting."

Alternative Universe

If you were not in sales, what would you do instead? Everyone's in sales!

Hear How Jesse Hallock Took An Idea to $70 Million...In Flip Flops

51 perc 256. rész

https://www.thesaleswhisperer.com/podcast

How long have you been in sales? Started when he was 17. He was money-motivated but didn't know how he was going to do it.

How did you get started? Took a year off of college to sell Motorla Razors and Q when those were hot. He started at T-Mobile and became #1 in his first month and earned $17,000 in his first month. (2006-2007)

Zagg—inventor of the invisible shield for your devices—came out and he would refer people to them like crazy.

Jesse thought he could do a better job so he and a co-worker started testing about 500 different products that they thought would work to compete with Zagg.

They made a trip from Utah to Arizona since it was the top T-Mobile market and Zagg had no presence in the malls there. Signed a lease in the mall there and started selling "Ghost Armor."

Sold $75 the first day. (Three sales.)

They wore ties like that did at T-Mobile then decided to go in with flip flops, t-shirts, and shorts and made about $150.

The first Saturday they sold $850 on

250 locations, 1,000+ employees, etc

Lots of speed bumps.

Three months into their venture their manufacturer just quit.

Three months after that their new manufacturer launched a competitive brand so they took steps to protect themselves and control the manufacturing process.

5 stores in 2008.

2012 they did $70 million.

Retail branding in the malls helped them expand.

They offered great customer service.The experience and culture made the difference.

Sold off the corporate locations and just kept Arizona.

Sold it all in 2014.

His partner got into a bad addiction and three years into their growth he committed suicide.

What sales method do you follow? Empathy is key. Listening is key. Ask great questions.

Tony Lucero, Meet The Mojo Master

45 perc 255. rész

https://www.thesaleswhisperer.com/podcast

Mom was a single mom of 3 (she was married five times)so he joined the Air Force at 17
His step-father was a negative influence that drove him to find solutions and not see the problems
He realized he wasn't great at being a follower
Got into sales and entrepreneurship
Sold Kirby vacuum cleaners (was a dirt-sucking salesman)
Became a sales trainer and coach for sales hiring
He wanted no limits to his income
When he was 21 he learned about direct sales and residual income
He "dabbled" in it for 15 years and he learned about earning
One night he ended up in Vegas at a hypnosis comedy show and became a hypnotist for 10 years
Learned about connecting and NLP and hypnotic languaging
Now he's into "activation"
#FAIL
Listen to your heart
Surround yourself with great people who believe in you
Have a deep belief
How to build a business that does $314 million
Why you need to leave some "friends" behind to grow
How to brand yourself to success
How and why you need to be different
How to find what differentiates you from the competition
Why passion trumps expertise
It's hard to write about yourself and promote yourself but you must
Why you can't sell when you're "hungry"
Why we're all in sales and good at it
Why you need to know your numbers
The #1 best question to ask a spouse, your date, your prospects, anyone to help make every sale

Jeremy Pope Does The Sales Call Overhaul

71 perc 254. rész

https://www.thesaleswhisperer.com/podcast

How long have you been in sales? Since 2000

How did you get started? Was "selling his body to attorneys." Title searches.

What is the impact of sales on your life? Taught him the importance of service. It's more than customer service. The attitude of giving. It's hard to train people on that.

He's a firstborn and wasn't a caring person as a child or teenager. When he got into sales he had to pay attention to what the customer wanted.

In 2002 he was selling ACT prep and was learning NLP and self-hypnosis to help himself with memory. This gave him an exposure to a sales process.

What do you like most about sales? A lot of the sales things. Having meaningful work means something. Impacting the lives of his clients means a lot. He likes having options, which being a sales professional gives him.

What sales method do you follow? Sandler (follows about 70%). Likes the way they teach how to close first. "This is what I do!"

Jordan Belfort "The Wolf of Wall Street." Straightline Sales. It's not a client-focused approach. He's one of the best at tonality. They can frame an issue. He's good with objection handling. He teaches a looping technique similar to Tom Hopkins so it doesn't feel like an ambush.

What is the name of your best sales manager ever? Matt McClellan at Radio Shack.

What made this manager so good? He was full of praise and kept the sales environment so healthy.

What made your worst manager so bad? Lack of fun. Totally focused on the numbers and lead with threats. Jeremy loves Barbara Corcoran. Jeremy loves quality time. She sells to her sales people.

How do you prepare for a big meeting? Don't let that dynamic enter your space. He was in the off-liner space helping old school brick and mortar companies get online. He had seven contacts at one company and it was taxxing.

Make a few notes and get clear on the outcomes and goals and what the prospect wants, their communication style, etc. and get on with it. He prays that he is in a giving attitude.

Don't sell what they can shop for.

The top three things that matter are...

Selling Track Record

What is the most you ever sold in a year? $3 million. He was not in high ticket sales for a long time. He did sales training for Guthy-Renker. He often jumped into sales training too soon because of his ego.

What is the biggest order you ever booked? In South Georgia homes were only about $320,000.

How long did it take to book your biggest order? Bigger deals usually go easier. They ask hard questions but close quickly.

Why did the customer buy from you? He does not know. He was not a great mortgage broker due to being burned in college with debt but he believed in it enough to hustle and he knew he offered the best choice in the industry.

What did you learn from the process? Sell what you believe in. Don't sell to do damage control. He likes helping high performance people achieve more.

The key is finding the right problem to solve. But finding the right problem to solve is key. It's more than shining the light on the pain. Help them learn.

That can be taught but great attitudes cannot be taught.

What is the biggest order you ever lost? Lost a big mortgage.

Why was the order lost? Don't take peopel at their word. "Trust but verify."

What was learned from the loss? Don't assume everyone buys the same way you do.

Private Life

What is in your library? Courses like Jake Laraine, Mike Kooch, Dan Kennedy, Guerrilla Marketing, Roy Williams.

What are you reading now? "Hug Your People" by Jack Mitchell. Gotta fulfill after the sale.

What is your favorite movie? "The Matrix" and "The Lego Movie"

Who is a role model to you? His dad is a fifth generation farmer. Steady. Faith. Raised five kids. Homeschooled them.

Scott Mcfall is a hypnosis mentor of his as well.

How do you relax? He rides an electric wheel called a King Song 14-C.

What 3 people would you like have over for dinner?
1. People that are one or two steps ahead of him and remember how they overcame their issues.
2. Benjamin Franklin
3. The Sales Whisperer®

Derek Halpern Runs a 7-Figure Software Business From a Coffee Shop

53 perc 253. rész

https://www.thesaleswhisperer.com/podcast

Runs Social Triggers
- 6 courses
- Software products including a SaaS
- Almost 20 people now
- No office space
- Why he prefers working from coffee shops
Why we mistakenly think we have to compete on price
How the race to the bottom hurts your growth
How do you handle unhappy customers?
Do people have a right to buy from you?
Why you need to protect your team.
How to de-escalate tough situations.
“How do you deal with social media terrorists?”
What to do when it’s your fault
The three steps to stay in control of your online reputation.
How to use public shaming to your benefit.
How to leverage effective terms and conditions to minimize returns.
What to do after the sale.
The 3 stages to making the sale
Why you need to anticipate the problems a new customer might have
Why you shouldn’t worry about refunds
How many new courses does Derek launch per year
Is email dead?
The future of engagement
How to reach people when you’re new
Why he killed a podcast with 30,000 downloads per episode
How to balance FOMO and FOGD.
"You can’t strike oil by digging 100..."
Where you need to build first
Where all of his revenue comes from

Samantha Bennett Shows How To Start Right Where You Are

43 perc 252. rész

https://www.thesaleswhisperer.com/podcast

http://www.thesaleswhisperer.com/blog/topic/podcast

Samantha's first book was the one she wanted to buy, but this second book is the one she wishes she had 20 years ago
Wht to do if you're stressed out when getting your work done
Whether or not you should drop what you're doing or press on
Why processes and pain can be good
How to discover and unleash your creative genius
How to know what your creative genius is
Where to locate your happiness
Where you should focus to grow
Why you're being selfish when ignoring this one thing
The three best assets you have and are probably not leveraging
How to be a good CEO to yourself
How to know you're being a bad CEO to yourself
What to do with your smart phone at night and in the morning
How to make your life different…and better
How to get out of being stuck

Kolby Kolibas: How To Launch and Monetize Your Ideas Fast

62 perc 251. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

How two hard-working parents in Utah who split up helped him get into being an entrepreneur
Worked the Olympics
Got into Corporate America in the IT space
Started a software company and got sued
Started a technology consulting business and got sold
His friends kept asking how he launched ideas successfully
How he became the "Entrepreneur's Entrepreneur"
Has helped nearly 500 entrepreneurs do hundreds of millions in revenue
The four steps to launching
- Entrepreneurs are problem-solvers. Do you have a group that has a problem?
- Can you create something to solve the problem?
- Have you validated the solution?
- Sell-your-face-off
If you're only in it for the money vs. passion then you'll quit when it gets hard
The market is the great equalizer
Why people are so secretive when launching a new idea
When to start your LLC
"Don't confuse activity with achievement."
How to learn while you earn
How to also earn while you learn
How to you leverage social media in your business
How to be real online and with yourself to build a following
How to showcase what you're doing without selling
How to do 600+ videos per year
How to get into physical and fiscal shape
How to grow by being transparent
Why you need to remember that you are not alone
How to leverage the social media shift to grow
Stop lying to yourself. Just do what you know you're meant to do. Be good to yourself. Forgive yourself. Call your mom or a close family member.

From The MMA To Her Own Way, Meet The Blueprint Goddess, Kerry Morgan

48 perc 250. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

What to do when the chips are down
How the MMA inspired Kerry to stay the course
How she healed herself from a terrible setback
How to fight your own brain's incorrect instructions
What to make space for
What to ask yourself to know you're on the right track
How to be happy
What your habits tell you
How to start the journey to finding your life's work
How to treat your thoughts and why you need to
What to release so you can move on
What to be and do to grow
How to look at choices

Kat Loterzo, Let Nothing Stop You

53 perc 249. rész

http://www.thesaleswhisperer.com/podcast

Why you need to write long, epic posts on Facebook
When to you the F-word in your marketing
Why we don't live our dreams
Why we don't take action
How to kill resistance dead
Why book meetings and calls on Facebook
How she moved away from "accidental fitness" career
Why she quit law school and dropped "the good girl" facade to follow her dream
She started giving facials for "stress release" instead of attending class
She left for Europe, gained weight, and as she worked out to lose weight she fell into a fitness business and created a 6-figure fitness business
She walked away from four degrees and every job she ever had
How to give yourself credit for hustling
How to see the pieces of your life are coming together to build your future
How to keep the faith while you stay the course
How to choose to have faith and believe in something bigger than you
What she said to herself in 2007 when she started her business
Where to post your new, fresh content to reach your audience
How to use your team to share your content far and wide
How much content is "too much content"
How to launch new programs regularly
Why to break the internet "launch rules"
How to stay calm in the mad, chaotic mess
Why and how you need to sell every single day
Why you need to let your internal creative / artist go wild and set it free to achieve your true entrepreneurial success
How to bring on a team to "clean up your mess"
What to do when all the balls drop
Why you need to pay top dollar for top people
How to grow organically and keep your ad budget in check
Why one cult follower > than 1,000 tire-kickers who just want a free ebook
Why being true to yourself is the only way to grow
Why you need to drop the F-bomb more often
Why you don't need to pay money to "smart people" who only want to make you stop being you
Why it's better to serve a huge community at an affordable price
The one thing you need to do now to kick things into gear
Why you need to get connected to your why
How to get to the true why
How to really find your motivation

Book Yourself Solid With Peter Watz

61 perc 248. rész

http://MakeEverySale.com

What you need to work on first to grow your business
Why there are riches in niches
What three questions you need to ask yourself when you're looking to expand
How to work an event to book yourself solid
Why you need to dream and plan big to grow

Linda Stephens Will Pump You Up

51 perc 247. rész

Small Commitments Lead To Big Results

From Broadway Bass To a Solid Base, Marc Ensign

52 perc 246. rész

How to get the order..."A restraining order or a restraining order."
What to steal when you need to get on Broadway
How to tell a little (or big) white lie and turn it into an opportunity
How to overcome your introverted nature to excel at sales
How and why to burn your bridges so you can move onward and upward
How to raise your prices
Why you need to raise your prices to land larger clients
How to find the bottleneck in your business (Hint: It might be you)

Not Every Stumbling Block Is a Reason To Quit, Meny Hoffman

48 perc 245. rész

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

How to respond when they tell you they don't have a budget
How to grow a business in Brooklyn
How to respond to prospects who have a big need
How to view stumbling blocks
How to live your faith in business
How to create your USP
The #1 core trait you need to develop if you want to grow your business
How much of your business should be systematized and how much should be custom to allow you to scale
What beaten up marketing platform still provides a positive ROI
How to know where to expand

Jack Kosakowski: Stop Social Marketing and Start Social Selling

59 perc 244. rész

http://www.thesaleswhisperer.com/blog/jack-kosakowski

http://www.thesaleswhisperer.com/session244

How social selling is different from social marketing
How to create inbound marketing
How to fight social media (or should you join it?)
How to create offline conversations with social relationships
How to create value touches
How to get in front of your prospects early and remain top of mind
How to make multi-media, multi-touches work in any line of business
Why you need to surround your buyer digitally
How to discover where your best prospects are hanging out
Why you're not selling one-to-one any longer
Key tools to monitor your prospects so you know when they're ready to buy

Raised Over $107 Million on Kickstarter, Zach Smith

55 perc 243. rész

http://ReferWes.com

How Zach Smith and his team have raised over $107 million on Kickstarter and Indiegogo in under three years
The importance of metrics and tracking
How to test quickly and validate and why you must do that with every launch
Why he takes on the risk of fronting all the ad spend for new clients and how he controls that risk
How to turn a shooting star into a super nova
The 7 P's of the Funded Today launch
Why you can't throw anything against the wall today if you expect to succeed

From Stanford to Google To Entrepreneur, How Steven Benson Launched Badger Mapping

56 perc 242. rész

http://www.thesaleswhisperer.com/blog/steven-benson-badger-mapping

http://ReferWes.com

Why ideas can never remain a secret
How to hire your first engineer
Why NDAs are a waste
Why it's okay to launch a product that "sucks"
How to determine the pricing of a new product
How LinkedIn can get you customers fast and effectively
What to tell prospcts when you don't have any customers
How to sell more in the field

The Sales on Fire Founder Jason Kanigan Went From Delivering Pizzas To His Own Sales Training Business

54 perc 241. rész

https://www.thesaleswhisperer.com/blog/jason-kanigan-sales-on-fire

http://www.BestCRMHelp.com

https://www.thesaleswhisperer.com/blog/mark-schaefer-known

How to believe in yourself even during your darkest days
How long shiny objects last
The importance of intrinsic self-worth
How to motivate yourself by knowing what you don't know
The importance of self-confidence and belief in yourself
What to do when it's not fun and easy
How to learn from your mistakes
How fast change can happen
What selling really is since it's not technical
How to determine what your real role is in sales
How to get comfortable with money
How to stop thinking like a silly newbie
How to protect your mindset
What social media really is now
How to get mind share today

Mark Schaefer: The #1 Reason For Failure Is Revealed By Professor and All-Around Great Guy With His New Book "Known"

58 perc 240. rész

http://www.thesaleswhisperer.com/vastaffer

http://BestCRMForMe.com

Why you can't wait to be picked
What to do in order to cut through the noise
How to leverage content correctly today
How to get your prospects to focus
Why he calls Twitter "a weak relationship"
How he leverages his podcast and you can, too
How to get past the paralysis
Why you need to tell your story even if "that story" has "already been told"
How to create new content weekly for nine years
You can blog or you can watch TV.
Why being known does not mean you have to be loud
Why it can't be about you
What to attack
What to dispense
What to offer

Two Guinness World Records Under Chris Bolger's (Slim) Belt After Being Homeless

56 perc 239. rész

https://www.thesaleswhisperer.com/session240

http://www.thesaleswhisperer.com/vastaffer

http://BestCRMForMe.com

How a formerly-homeless kid became a two-time Guinness World Record holder
How to become mentally tough
When you must make the decision on how to handle a tough time
How to control your emotions and how to use them to grow
Why you need to just start
How to get in the right frame of mind to reach your goals

Batya Maman, Doer. Immigrant. Single Mom. Entrepreneur. Social Media Marketing.

65 perc 238. rész

https://www.thesaleswhisperer.com/session239

http://www.thesaleswhisperer.com/best-crm-quiz

Why America is still the land of opportunity
How to bounce back from an ugly divorce
How to be a loving single mom and a successful entrepreneur
How to meet clients when you don't have a driver's licence
How to be persistent and find the information you need when money is tight
The importance of applying yourself
Why you "don't need social media" and what you need instead
Why you need a system for everything and how to apply it to your social media marketing
Your role in the system
Where she goes to "print money" on social media
How to get 2,000 qualified leads in five days
How to use Google Plus effectively
How to present yourself with your social media accounts
What you need to get clear on before you dive into social media

Anthony Amos: Former Professional Footballer Turned Franchise Developer Let The Dogs Out

43 perc 237. rész

https://www.thesaleswhisperer.com/session238

See how Alycia Wicker grew her leads 383% the first month

Why professional sports is not all it's cracked up to be
Why franchising is so brilliant
When to franchise and when to license
What to do when you're bored with your business
Why you need to listen to your wife
Why you need to listen to your kids
Why you need a rescue dog

From Cashflow Poor To Living Large, Kim Burke Is Traveling The World After Starting Over By Design

44 perc 236. rész

https://www.thesaleswhisperer.com/blog/kim-burke-travel

http://info.thesaleswhisperer.com/make-every-sale

The heart will express what the body suppresses
Why business success does not equal success in life
Why you must fail to succeed
Why you need to listen to your heart and follow your intuition
You become the best version of you when you're on vacation
Why you need to change your peer group to reach new goals
You can have anything in life. You just can't have everything
Why being asset rich and cashflow poor is no way to live
The number one question you need to ask yourself
The meaning behind "misconception is that perfection will happe

Ron Eccles, The Success Doctor: Grow Your Network to Grow Your Net Worth

53 perc 235. rész

http://www.thesaleswhisperer.com/session236

http://MakeEverySale.com

How to reinvent yourself when your world comes "breaking down"
How poor students can become great entrepreneurs
Why effort beats genetics when genetics thinks it can't be beaten
Why you need to expand your network and how to do it to grow your net worth
The three things you can and must do to expand your network
How to treat your time and apply the 80/20 rule to mastering yourself
What to look for in your employees and staff
Why expectations matter
How to develop a positive mental attitude that is tenacious
Why our lizard brain keeps us down...if we let it
How to speak to the most important part of the brain to grow your success

Jordan Harbinger, Master The Art of Charm

48 perc 234. rész

https://www.thesaleswhisperer.com/blog/jordan-harbinger-art-of-charm

How to make it rain...and why you need to be a rainmaker in your business
How to make $100/hr when you're just starting
What people will pay $100/hr for, even if you're young and just starting out
How to start right where you are
What hasn't changed in 20,000 years and why you need to understand it to grow your sales
The one thing you must work on for greatest leverage in growing your sales
The one thing you can do that is guarantees your success
The difference between talent and technique and how people mistake one for the other to their detriment
Why podcasting is hard...and why he loves podcasting
The type of communication that is most critical to your networking, influence, and charm abilities
The one thing most people don't work on but should

Raised His Prices 20x By Doing This One Thing, Craig Petronella

49 perc 233. rész

https://www.thesaleswhisperer.com/blog/craig-petronella-niche-marketing

https://www.thesaleswhisperer.com/blog/chris-orlob-artificial-intelligence

How to 20x your fees
How to set proper goals and expectations for each step of your sales process
Why you need a vertical to dominate to grow your sales
How to find the under-served segments to dominate faster and easier and more profitably
How to leverage the news to create content people want
How to reduce your bounce rate from 60% to less than 1%
How to create inbound sales predictably
How to leverage LinkedIn to make more sales
How often you should blog to create inbound marketing
How to use Google and Apple to distribute unique content far and wide to expand your reach, influence, and inbound marketing
How to get more done faster and more affordably
Where to target your marketing efforts when you stop going after individuals
Why and how to repurpose your content to expand your reach

Use Artificial Intelligence To Say These Three Things To Close More Sales, Chris Orlob

31 perc 232. rész

http://www.thesaleswhisperer.com/blog/marylou-tyler-predictable-prospecting

The talk-to-listen ratio you need to follow to stack the odds in your favor of closing the sale
The number one "buying signal" during the highest performing sales conversations
When top-performers mention price in their conference calls
When you need to discuss price but what you must establish first
What one word helps improve your forecast accuracy 73%
What negative conversational signals are and how to handle them
How to treat non-committal language from prospects
What it means to have a "gun-ho" prospect and what are the chances of closing them
What happens when you take the guesswork out of sales
How to take the guesswork out of sales

Fire Up Your Presentation, Tony Robbins Salesman, David Hutchison

51 perc 231. rész

http://makeeverysale.com

http://www.thesaleswhisperer.com/blog/david-hutchison-fireup

How to promote yourself in the eyes of your prospects
How to position yourself in the marketplace
What he learned from selling for Tony Robbins for years
Why you need to stop using the word "presenting"
How speaking is like the game Monopoly
The three things you need to do to make your presentation count
The #1 attitude you must take in with you to your talk
What to do with PowerPoint so you make a great connection with your audience
What to focus on first and foremost to bond with your attendees
Where the real power lies in your session
How to keep 73% of your lost audience more engaged and tuned in
The negative feedback 95% of audiences gave about presentations and how you can use that to your advantage
What you need to bring to the surface to persuade your audience
How your attitude at dinner can help you better during your presentation
How to view your own slides
The 5x5 concept for making powerful slides that connect and convert
What to do with pictures on your slides
Whether presenters are born or made
What you were built to do

Create Predictable Revenue and Predictable Prospecting, Marylou Tyler

41 perc 230. rész

How to enable sales for your team and yourself
How to decide where to start on your funnel to maximize sales
What has remained the same for 28 years in the profession of selling
When to specialize
The correct quadrant you need to be in to grow sales predictably
How to leverage technology to warm up your prospects and accelerate sales
When to use your phone to make sales
When to use direct mail to make sales
How to use buyer profiles and personas to create predictable profits
How to use Amazon to gain valuable insight into the world of your ideal prospects
How long you should spend conducting sales research
How many touches it takes to make a sale today
How to leverage cliffhangers to make more sales today
How to sell into a large organization using the phone
When to get personal and when to leverage technology in your sales funnel

The Storytelling MD, How To Convert Your Attendees, Michael Davis

50 perc 229. rész

http://www.thesaleswhisperer.com/blog/michael-davis-speaking-cpr

How to become your own "Storytelling M.D."
How and why you need to give life to your lifeless presentations
How to get out of your comfort zone to grow your sales
How to shift gears and change direction to grow
How to overcome the negative, self-defeating stories you tell yourself to find your story that is worth telling
What to do with PowerPoint
How to use multi-media to tell your story, connect, and sell
How to "sprinkle" your offering throughout your story
How to convert the room and collect a ton of names and contact information without using expensive, complex, scary technology
The two questions he asks during every presentation to increase his opt-ins
How many times you must give a speech before you get really good
What we're paid to handle as speakers
How to look at "screwing up"
The four questions you can ask yourself to determine how you're doing as a speaker, a trainer, a storyteller, and a professional sales person

John Carlton, The Most Ripped Off Copywriter In The World

67 perc 228. rész

Get the show notes and links to everything mentioned at http://www.thesaleswhisperer.com/blog/john-carlton-copywriting-legend

http://www.thesaleswhisperer.com/blog/andrew-obrien-the-publicity-guy

How to handle the "sell without selling" fools
How infomercials can help you be a better marketer today
How to get the message to market match
How sales have changed
How to treat rational vs emotional arguments
When to use back doors, side doors, or the front door
Who is impervious to sales tricks
Which matters more: the offer or the size of your list
Whether or not to have a process for sales and marketing
How much to spend to gather a new customer
What a good ad should be
The importance of mobile responsive websites
What to do with info products to grow your list and make sales
How video sales letters differ from other sales letters
How to divide your time between Facebook, blogging, and emailing
How he views Twitter and Tweeting and what he does with his 15,000 followers
The difference between Twitter and Facebook
Why blogging is so hard
What to do with old blog posts
Where to find your family at the San Diego Zoo
How to handle the cross-pollination of your content
What to do with history to grow your sales
The first rule of entrepreneurship
How long to run the same ad
What most successful entrepreneurs have in common
What to do if you're bored
What to do with shiny objects

Get More Publicity Than You Deserve With Andrew O'Brien, The Publicity Guy

47 perc 227. rész

http://www.thesaleswhisperer.com/session227

How to become an overnight sensation...in just four years
When to start working on your PR
When to start charging for your speeches
How to create a great bio so you get the attention of reporters and journalists
What to do with press releases
How to get in front of influential reporters and journalists who want to hear from you
How to get your story right
The three things your content must have to create a stir and to get you noticed

Anthony Iannarino Gives The Only Sales Guide You'll Ever Need

64 perc 226. rész

Self-discipline: How to keep your commitments to yourself and others.
Accountability: How to own the outcomes you sell.
Competitiveness: How to embrace competition rather than let it intimidate you.
Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.
Diagnosing: How to look below the surface to figure out someone else's real challenges and needs.
How to view and use the phone to make more sales today.
What to do when you can't do what you think you're supposed to do.
How to hire sales people (commission-only?)

http://MakeEverySale.com enter "podcast" to save $1,000

http://www.thesaleswhisperer.com/amazon to get every book of every guest ever on The Sales Podcast

Mark Podolsky, Scott Todd: "Embrace The Suck" With The Land Geek Entrepreneurs

51 perc 225. rész

http://www.thesaleswhisperer.com/session226

How to replace your day job income with the right plan and the right mindset
How to read the writing on the walll...and take action to protect yourself
When the student is ready, the teacher will appear
How to be efficiently profitable in an inefficient market
Why invest in "the only thing that lasts"
Why giving is the best form of marketing
How to scale your business from beyond just yourself
How to start right where you are
The meaning behind "embrace the suck"
Why you need to "move your feet"
Why you need to be everywhere
How to identify and overcome your only real limitation

http://www.thesaleswhisperer.com/amazon

http://www.thesaleswhisperer.com/7sins

Confused People Don't Buy. Understand Why Your Customers Are Confused And Grow Yours Sales With Michael Lebowitz

54 perc 224. rész

http://www.thesaleswhisperer.com/blog/michael-lebowitz

How to wrap your mind and your arms around irrational behavior
How to detect irrational behavior in others (easy, right?) and yourself (Nah...you're always sane and rational...aren't you?)
How to make sense of two conflicting thoughts...that may both be right
How to protect yourself from potential collapses
How your kids can help you identify marketing trends
How to zig when others are zagging

http://www.thesaleswhisperer.com/amazon

http://AskTheWes.com

Text "Whisper" to 44222 to receive specials only for show listeners

Mark Ripley, Insightly CRM VP of Sales, Discover The Two Steps to Sales Success

61 perc 223. rész

http://www.thesaleswhisperer.com/blog/mark-ripley-insightly-crm

https://www.thesaleswhisperer.com/session22

How to hire and motivate Millenials to hit their sales goals
How to show progression for sales staff without promoting them
The types of milestones you can implement to motivate your sales staff
The number one and two priorities for building a great sales team
Mark's two keys to success when taking his sales team to the next level
The key things to look for when evaluating sales talent
The "North star" for your business should be...

The Wealth Whisperer, Winnie Sun, Followed Her Passion To Create Predictable Profits For Herself & Her Clients

53 perc 222. rész

http://www.thesaleswhisperer.com

How to make your parents happy while making yourself happy as well
Why it's not good enough to be simply good enough
Why it's "selfless to promote yourself"
How to determine how much time to spend promoting yourself and your service
The secret to connecting and promotion
How to leverage social media in any industry, including those that are highly-regulated

Do Inbound Marketing and Make Your Leads Call You, Alex Berman

56 perc 221. rész

https://www.thesaleswhisperer.com/blog/inbound-marketing-alex-berman

How to grow your leads via inbound marketing
How he generated over $2.5 million in B2B sales
How he did $50million+ in leads generated
How to Build an Inbound Marketing Machine
The power of free consulting
How to start your own MeetUp to create inbound marketing
Why you need to create an assessment of your inbound marketing before you start
How to leverage organic traffic to create more inbound leads
How to leverage directory sites for your inbound marketing
How to use PR in particular industries to enhance your inbound marketing
The role of cold calling in B2B sales and marketing
The role of cold emails in B2B marketing and sales

The #1 Results Coach in the Country, Shawn Shewchuk

49 perc 220. rész

https://www.thesaleswhisperer.com/session221

At at 13, Shawn Shewchuk asked his parents to buy him a book on business management and he read it cover to cover three times.
By age 19 he was knocking on doors to drum up business consulting work.
Despite being literally thrown out by a business owner, Shawn earned clients and experience...the hard way.
After building a "successful" life with a youthful marriage, real estate investments, and residual income...he lost it all.
Hear how he bounced back to become the #1 results coach in the country.

Grow Your Charisma, Grow Your Sales With Kurt Mortensen

39 perc 219. rész

https://www.thesaleswhisperer.com/session220

Kurt W. Mortensen is an international authority on charisma, human nature and influence. Kurt has spent over 20 years researching persuasion and motivational psychology and he teaches on the university level. Kurt is the author of Persuasion IQ, Laws of Charisma and the best-selling book Maximum Influence. His Books have been translated into 28 languages.
Kurt Mortensen teaches that professional success, personal relationships, and leadership potential depend on the ability to persuade, influence, and motivate others. The key is to get others want to do, what you want them to do and like doing it. Take great notes because Mortensen will reveal the formula to becoming more influential and how to increase your Persuasion IQ.

Create the WOW Factor to Attract and Retain Your Best Clients

26 perc 218. rész

https://www.thesaleswhisperer.com/session219

https://www.thesaleswhisperer.com/pbl

Professional salespeople, sales managers, business owners and entrepreneurs who master marketing automation recognize that having systems is the key to growing sales. Having a "WOW" process for new prospects and clients is a fundamental component of this.

Keep All The Irons In The Fire Hot: Keith Perhac, SaaS Entrepreneur

50 perc 217. rész

https://www.thesaleswhisperer.com/blog/keith-perhac-entrepreneur

https://www.thesaleswhisperer.com/session217

When to buy software off the shelf and when to develop it on your own
When to outsource and when to build your own team to create your solutions and provide the services that meet your own criteria
How to onboard new clients profitably
How to avoice scope creep with new clients
How to establish and stick to your higher prices
How to get paid and aviod chasing clients for money
How to get more good-paying, easy-to-work-with clients without spending an arm and a let on marketing to attract them

9/11 Put Paul Tobey, a Professional Jazz Pianist Into Foreclosure. He Came Back Stronger.

55 perc 216. rész

https://www.thesaleswhisperer.com/session216

What to do when the unexpected strikes
How to keep going after the "epic fail" comes your way
How Oprah may have saved his marriage and him
Why you need to read more books
What to do when you break your ankle in Spain on a 45-day hike
How to know what to charge for your services. Hint: a lot more than you think.
Why you need to develop transferable skills and knowledge
Why you need to invest in yourself
Why you need to dig deep when investing in yourself
How to reveal the price of your service in a live event
How to plan your goals and for what time horizon they should be
How know from whom to take advice

Sexy Boss Author, Entrepreneur, Podcaster Heatehr Ann Havenwood Sells The Sizzle & Gets It Done

47 perc 215. rész

https://www.thesaleswhisperer.com/session215

Why you should listen to infomercials to change your life
How to bounce back when Corporate America stabs you in the back
How to bounce back when your scheming partner stabs you in the back
Why you need to learn how to sell to grow any business
How to get what you ask for (and how not to be afraid to ask for what you want)
Why you need to learn how to sell from the stage
Why you need to study the greats to get what you need in business and in life
Why you need to embrace affiliate marketing to grow affordably
How to communicate with women
Why you need to wrap your package
Why you need to sell the sizzle and not the steak

Brett Campbell: High School Dropout, Hacked Facebook, Shows You How To Grow Your Sales

51 perc 214. rész

https://www.thesaleswhisperer.com/session214

How and why to follow your entrepreneurial heart
Success is up to you and it leaves clues...if you look for them
Why going with the flow can drown you and what to do about it
Why being good at woodwork, PE, and lunch is not a recipe for succcess...and what to do about it
How to go from figuring it out to launching 35 franchises in 6 months
Where to make friends and drum up business when you're new in town
What to do in order to succeed when you don't have a college degree
Why a college degree and formal education may be holding you back
How to find the blessings in disguise and have the faith that today's trials and tribulations are preparing you for bigger things in the future
Why you need to be an early adopter in marketing, especially digital marketing, and especially social media marketing
Why you need to focus on serving to sell and to grow
Why and how to build an honest list of people who want to hear from you and buy from you
How to zig when your competition zags...and why you need to do that now and always
How to grow with Facebook communities
Why you need to be congruent in order to grow your sales
Why you don't need a big staff to make big sales and big money
Why you need to ask yourself right now "Am I currently living up to my full potential? If I die in 12 months will I be happy with what I've achieved?"
What you can learn from the candidates in the U.S. Presidential Election about success in entrepreneurship
Why you need to stop being a wallflower and put yourself out there now

Joshua Fechter, College Dropout, Entrepreneur running the largest MeetUp in San Francisco

39 perc 213. rész

https://www.thesaleswhisperer.com/blog/paul-sokol-infusionsoft-crm-software

The power of persistence
How to choose your entrepreneurial friends wisely
The clues that success leaves for you to find and follow...if you look
The importance of failure as part of your success
The role loyalty plays in success
How to optimize your Facebook profile so the right people find you
How to create the right product fit for your market
The importance of a good blog and how to build it
What to post about and what not to post about to build a following

Infusionsoft Campaign Builder Paul Sokol On Marketing Automation Top Marketers Like Frank Kern Use to Make Online Sales

52 perc 212. rész

https://www.thesaleswhisperer.com/blog/tina-forsyth-certified-online-business-manager

How to leverage "If/Then" logic to grow with Infusionsoft, HubSpot, Ontraport and others CRMs and marketing automation tools to grow your sales
How to work yourself out of a job...so you can invent another one to develop multiple streams of income
How to fail multiple times so you can succeed faster
How "abundantly" applies in multiple areas if you are to succeed
Why you need to seek to serve to grow
What Frank Kern says about finding a need and getting paid handsomly for filling it
How to get to Inbox Zero

How to Outsource and Grow With Single Mom, Entrepreneur, Tina Forsyth

52 perc 211. rész

http://www.thesaleswhisperer.com/session211

The power of virtual assistants
How to launch your own coaching program
Why you need to be kicked out of the nest
What a Certified Online Business Manager is and how they can help you grow your business
How to step out from behind-the-scenes to become the face of your business
Why "making it up as you go" is a viable business model
How to model and price your coaching program

How HubSpot Used Inbound Marketing To Net $40 Million Last Year: Peter Caputa

49 perc 210. rész

What it's like to grow with a company from the 15th employee to a multi-billion valuation
Why you need to know how to sell even when you're offering marketing software
Why you need to start small then add features to really grow
Why yesterday's offering is not good enough for today
Why acquisition is a viable plan to scale your business
How to look at a partner program to grow your sales
Why free is not always cheaper or better
How to leverage free to generate leads and clients
Why content still matters
Why SEO still matters
Why inbound marketing matters more than ever
How to get good ideas for great content
Why just creating great content isn't enough any longer
What to do if you don't have an audience
What to do if you do have an audience
What he thinks about guest blogging
What you should be doing more of
How to increase your visibility in the marketplace
How buying has changed today

Google Small Business Advisor, Martin Shervington, Discusses YouTube, Facebook, and more

47 perc 209. rész

http://www.thesaleswhisperer.com/session210

What You'll Learn In This Episode of The Sales Podcast...

How to use alternatives to Facebook to build your community
How to use Facebook correctly to build your presence and reach
What Slack is and how to use it to control the dialogue in your community
How to leverage Facebook Comments
How to leverage Facebook Notifications
How to use Facebook Pages...and when not to use Facebook Pages
When to use Facebook public Groups
Why and how to use Google Analytics correctly
Why you need to consider YouTube remarketing to grow your reach and brand
How to create great calls to action (CTAs)

Bryan Harris, VideoFruit Founder: Get Your First 1,000 Subscribers

34 perc 209. rész Wes Schaeffer

http://www.thesaleswhisperer.com/session209

MakeEverySale.com

How to bounce back from failure, including getting ripped off by your neighbor when you're just 7 years old
How Tim Ferris can help you succeed as an entrepreneur
How to bounce back from not one but two back to back failures
How to bounce back from multiple failures from various online marketing strategies
What works "every single time" when launching a business
What he kept hearing "over and over again" from successful entrepreneurs
The one common strategy that "everyone said they wished they had done sooner" when launching their businesses.
The basic human principles behind every successful business
How to stay the course in the face of adversity
Where you should focus if your list and reach is small
How to get your first 100 subscribers fast
What "the poster boy formula" is and how it can help you grow your business
How to "accidentally" get people on your email list
How to get hundreds or even thousands of email subscribers without selling
Where to start building your email list
How to get more shares of your content and build word of mouth marketing

Jodi Ardito: Wizard of Webinars, Copywriter, Entrepreneur, Marketer

39 perc 207. rész

http://www.thesaleswhisperer.com/session208

http://TheFive.us

How to grow your business with webinars.
Why "creativity" is both overrated and hindering your sales growth.
Why the "macro webinar" model is hindering your sales growth and what you can do instead.
Why you're probably giving "too much value" and what to do instead.
How to run webinars for high dollar programs and services and succeed.
What to use in place of "fancy technology" to make more sales today.
Upon whom you should focus.
Why the old school tactics are killing your sales and what to do about it.
How to re-introduce life into your business...and your life.
Why your "invisible business" sucks.
Why organic traffic isn't enough to meet your sales goals.
How to launch your own webinars quickly and affordably and simply.
The three ways to launch.

Mark Cuban's Protege Tim Sanders On How To Make Bigger Sales Faster

54 perc 206. rész

http://www.thesaleswhisperer.com/session207

What You'll Learn In This Episode of The Inbound Sales Podcast...

How Mark Cuban helped Tim Sanders master the art of closing big deals
How feeding your mind helps you make decisions at "this" level
How "Pulp Fiction" made Tim a wizard at closing sales
Why getting your toe in the door is a great way to lose a foot...and the sale, and what you should do instead
How whales and elephants can help you grow your income and grow it consistently
The difference between going horizontal vs vertical on deals, and where you should focus
Why you should "punch bigger than your weight"
Why social media has made sales people soft and how you can leverage this weakness to kill it in sales
How to get the smaller deals to go big and fast with you
Why the "inside champion" model of selling to bigger deals is outdated and what you need instead
Why 80% of opportunities don't close and what to do about it
The biggest enemy to closing more sales is...
How to set sales deadlines that work
Why focusing on being the best is costing you sales
What you need to be to win more sales is...
The answer to what you are "If you're not at the table,…"
The two key questions you must answer on any deal to win
What to do with your ego to close more sales
The role of the CEO, Sales Manager, and Account Executive in a successful sales organization

Get Facebook Leads for $ with Dennis Yu, Golden State Warriors Social Media Marketer

48 perc 205. rész

https://www.thesaleswhisperer.com/30-day-sales-growth

https://www.thesaleswhisperer.com/blog/dennis-yu-facebook-marketing

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to grow your message affordably
Who social media is really for
Why it's not all about the tools...and what it's really all about
How to reach the lazy people...and we're all lazy
The "secret" to getting more done and getting your message out
What it means to say "I'm too busy" and what to do about it
Money + Social Influence = …?
What a dog groomer, an orthodontist, and you have in common and how to leverage it to grow your sales
How and when to capture the joy of your customers
Where to put your video testimonials for maximum influence and reach
How to target your customers
Where to focus your initial marketing dollars

Laura Busche: Brand Yourself & Your Business With Consumer Psychology Expert

46 perc 204. rész

http://www.thesaleswhisperer.com/blog/brand-yourself-laura-busche

Grow your sales with Wes.

How marketing and design are inter-related and how to use that information to make more inbound sales
Whether or not branding and productization are mutually-exclusive
How to leverage smart branding across more channels to enhance your inbound marketing
How to "rock" a trade show with your brand
What role your ego plays in sales, marketing, and branding
Where you should focus as you build your brand and your sales
How to leverage your early adopters to accelerate your growth
Whether or not you should outsource your branding and marketing
How to handle the limited vision of others
What an "explainer video" is and how to use it to grow your inbound sales

Scale to 8-figures fast with entrepreneur Louis Bruno on The Sales Podcast

56 perc 203. rész

http://www.thesaleswhisperer.com/session204

Want to achieve extraordinary growth and surpass all of your sales goals? See how Louis Bruno created inbound sales and reached 8-figures in sales fast! 10 years ago this entrepreneur was 17 years old. Now he's doing 8-figures via inbound sales.

How to hire and fire sales superstars
How to hire and fire installation superstars
How to create inbound sales with blue collar workers
The safe assumption you should be making to create inbound sales
How a code of ethics can help your business grow
The importance of processes and procedures to reach your sales goals
When to follow Sir Richard Branson's advice and "start over"
The three reasons jobs don't get done

How to Remember Names & Numbers With Memory Expert Brad Zupp

65 perc 203. rész Wes Schaeffer

Get the show notes for Brad Zupp's interview

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to have a better memory even if you think you were born with a "bad memory"
Why there really is no such thing as a "bad memory"
How this "ordinary guy" improved his memory
The key shortcuts you can use today to improve your memory
The three ways to determine where your memory is failing you
The one thing you can and must STOP doing today to improve your memory
The next two things you can do to improve your ability to remember names at any function
The one thing to do each night to improve your memory
How to remember phone numbers so you can grow your sales

Gary Vaynerchuk's VP of Sales, Sean Williams

52 perc 201. rész

http://MakeEverySale.com

What You'll Learn In This Episode of The Inbound Sales Podcast...

How social media has changed and how to leverage that change to grow your sales
The KPIs you should be focusing on to really make a splash in the marketplace
Why you need to test your marketing campaigns...and what to test
The little tool Google gives you to narrow down your marketing
How to get started with online marketing without breaking the bank
Where to focus when you create new ads: the words, the image, the call to action, or something else
The difference between unhappy customers and trolls, and how to handle both to grow
What do do with bad reviews

Get These Tools To Thrive

Make Your Marketing Magnetic: This is where it all began for me. Attract qualified, eager buyers predictably when you master this valuable program.
Best CRM For Me: Take this free quiz to determine the best CRM and inbound sales engine to grow your business

Show Some Love For The Sales Podcast

Share your appreciation for this episode by letting my guest and me know on Twitter.

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast oniTunes by clicking on the link below! It would be extremely helpful for the show!

If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Hire The Best Keynote Speaker

Apply Magnetic Marketing to your business and watch your business grow
Learn to put Personality In Copy and watch your influence grow
Go where the money is: Marketing To The Affluent
Hire The Best Keynote Speaker
Ontraport Demo

Hardcore Closer Ryan Stewman

52 perc 200. rész

http://www.thesaleswhisperer.com/blog/hardcore-closer-ryan-stewman

https://www.thesaleswhisperer.com/blog/the-sales-podcast-200-independence-day

How this adopted, drop-out, former felon, "average sales guy" got his act together and is prospering while everyone else is struggling to pay the rent.
How he bounced back from making $300,000 per year to having his ability to earn literally ripped out from under his feet overnight
Why overcoming objections is the lazy salesman's path to closing the sale
Why you need to write daily emails
The power of indocrination and why you need to start to grow your sales
How Ryan "indoctrinates" his prospects and how to do it right to make the sale easy
Why you need to "choose who to lose" in your name, your marketing, and your message
What he thinks of Facebook for marketing and for building his tribe
The gurus Ryan Stewman reads and follows to accelerate his sales success
How to use text messaging to grow your leads and sales
Where Ryan advertises—and where he doesn't advertise—and why
How Ryan uses Facebook Live to grow his tribe and his sales
How to write more, more often, and better to grow your influence
The writing tool Ryan uses to create better content
How Ryan views routines and why you need one now

The Sales Podcast Turns 200 With a Simulcast Facebook Live Stream

42 perc 199. rész

http://MakeEverySale.com

How to reach your audience where they are
Why you need to take a risk with something new
Why you need to stay the course if something is working
The real history and time line that lead to the Revolutionary War
Why the 1%ers were good guys
Where you need to focus your energies to grow your sales

Read The Minds of Your Prospects To Make Inbound Sales With Behavioral Psychology Expert Steven Sisler

84 perc 198. rész

http://www.thesaleswhisperer.com/blog/steven-sisler-behavioral-psychology-human-relations

hhttps://www.thesaleswhisperer.com/blog/duckduckgo-founder-gabriel-weinberg-gets-you-traction

The four key emotions to focus on to understand your actions and those around you
What are you attracted to in the world
Why you do different things than what you want
Why "axiological frameworks" are important and how to leverage them to your personal development and growth
How Steven Sisler uses DISC assessments as his foundation but how he takes them to an entirely different level
Why you must combine your passions with behaviors with how you see the world to truly understand what makes you tick
Why he says "we are our brain"
Where you should focus as a leader
How to look at your work environment and your circumstances
How to know if you are a Level 3, Level 2, or Level 1 person
How I view moochers
What to do with your "suspicion emotion"
Whether I wake up "angry" or "optimistic" or both
My three biggest fears
My level of patience
Whether I'm more like Bill Clinton, George Bush, Joe Biden, Al Gore, or Barack Obama
How to read a prospect in under three minutes
The difference between empathy and sympathy and when to use either, or, or both
Why we listen and how to determine why and how your prospect and staff and family members prefer to listen
How role-awareness adn self-direction can make or break you
When to listen, when to engage, when to control
What "effective primacy" means and why you need to know what it means if you are to win in sales
Why tribes matter and what percentage of the tribe wants to be lead vs. what percentage actually leads

Alexander Obenauer: Entrepreneur and Kickstarter Expert

58 perc 197. rész

How to launch with Kickstarter...I mean REALLY launch
The types of problems you need to focus on solving if you want to make a dent in the universe
What to "marry" in business. (It's not what you think.)
The benefits of "senioritis"
How to benefit from being addicted
The real value of college
How this successful entrepreneur looks at rules
Why safety nets may be the most un-safe thing in the world
The one thing entrepreneurs need when you launch
How to name your company and your products
How to fail quickly
Why you must fail if you want to succeed
When to listen to your advisors and mentors
When to listen to your gut
Where to focus when you speak with prospects so you know exactly what to build and what they will buy
What you must know about your prospects to make any sale
What two questions to ask when you begin to develop your solution

DuckDuckGo Goes Head to Head With Google, Gabriel Weinberg

48 perc 197. rész Wes Schaeffer, The Sales Whisperer®

How to bounce back from failure in business
What to do when your heart's not in your work
The importance of understanding the sales cycle in growing your business
How to hire the right people to ensure your growth
How to determine the minimum viable products for your launch
Where you should focus when building your product
What Google really is
What the Bulls Eye Framework is
Why you should spend half your time on traction vs all of your time on product
The importance of testing even though most tests fail
"The Law of Shitty Clickthroughs"
Why you as the business owner needs to own the customer acquisition plan
The four steps to launch

Jason Swenk Created and Sold an 8-Figure Digital Agency. Hear How.

40 perc 195. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to determine what to hire for first.
Why you need systems to grow your business
How to determine who the bad partner is...
Why going after everyone is a disaster waiting to happen
How to land big clients...really big clients
How to get your foot in the door with really big clients
How to handle you homepage to get maximum engagement
What page on his webstie generates the most leads and why
How to deliver a proposal to land big clients
The power of a "real person refundable deposit" and why you should have one
Action leads to...

Mike Pisciotta: From Prison Cell to Living Well

54 perc 194. rész

Why you should stay out of prison!
What to do if you find yourself in prison
The role of God and faith in helping you overcome adversity
The need for personal responsibility to reach your goals
Why you must own your path and journey
Why freedom can never be over-rated
How to see the joy and beauty in the little things of life
How to find money-making opportunities everywhere...including trash bins and Craigslist
Why owning your own business can end up owning you...and what to do about it
Why getting fired can be a blessing
Why you must embrace failure in your entrepreneurial ventures
Why you must master Facebook ads to grow your online store
How running ads can help you grow a huge following on Facebook
Why you need to give away your best stuff up front for free
Why you cannot operate out of fear
Why you need to engage to grow

Copywriter Ben Settle Discusses Email Marketing, Upselling, and the Most Feared Negotiator

50 perc 193. rész

What it means to be a professional copywriter and why you need to become one fast
Why email is not only not dead but why you need to focus on it now more than ever to grow your sales
The two things you can and must do in all of your marketing to grow your sales
How to "always be safe" in your sales and marketing
What "the world's most feared negotiator" recommended
How to stop projecting and how and why you need to email your list every day
How to warm up your new leads right away
How to upsell your list through segmentation and sequential selling
The power of "indoctrination" in helping to get people to buy from you
How to create your own sequential selling by studying restaurants
How to create your own sequential selling by studying martial arts schools
Why the car company Saturn didn't last
What to do with your email list today

Jeremy Schoemaker "ShoeMoney", The 8-Figure Entrepreneur

58 perc 192. rész

How to leverage curiosity into a profitable business and career
How and why you should follow a thread and iterate to create entirely new businesses based on your original idea to respond to market feedback and market demand
How to do what you're already good at to expand your entrepreneurial ideas
How being lazy can be a benefit to entrepreneurs
Why he says "SEO is a house of cards" and "SEO is bullshit"
What the alternative to SEO is
What to do before you buy another money making course
Why "making money" is a bad reason to go into business
How to approach (and run away from) most mastermind and coaching programs
What you should be doing instead of working on your business plan if you want successful entrepreneurs like Jeremy to invest in your business
How to get more for consulting work
How to close more consulting work without being pushy or greedy or manipulative
How to really work a conference and not go broke

F1A3E

ZocDoc and Patient Pop Sales Leader Justin Welsh

51 perc 191. rész

Why following in your parents' footsteps may not be the best career move
How to hide in sales
How to be a crappy sales person for a really long time
What to do when you're miserable in your job
The formula for sales success
How to find and treat opportunity when it comes knocking
How to interview and screen top sales talent
What to look for in a sales candidate
Is cold calling dead?
Whether or not to hire sales people for their experience and their Rolodexes
How to handle sales and sales management mistakes

Side Hustle Nation Founder Nick Loper Got Slapped On Day One!

46 perc 191. rész Wes Schaeffer

About Nick Loper

The danger of "one" and what to do about it
How to find the silver lining on the darkest of days
The riches that are in niches
The power of persistence
Why you need to be interviewed on other shows to get the word out
The key to getting big sponsors for your podcast
What to do with old content to get more traffic, leads, and customers
What it means to "think like a scientist" to grow your business

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Order a signed copy of Wes's new book, "The Sales Whisperer® Way"

Use these resources to grow your sales:

Check out earlier episodes of The Sales Podcast:

Sucked Through a Dam at 23...Now He Lives To Help You Live, David Neagle

46 perc 190. rész Wes Schaeffer

About David Neagle

The importance of having a great mentor
How to find a great mentor
The key to why we all have so much "head trash," and how to overcome it
How to break the pattern of mediocrity and low self-esteem
How to discover what is covering up your desire to win
Where all entrepreneurs must start if they are to grow in business
How to find your urgency because there will be a last moment for everything in our lives
The role of "hurt and rescue" in sales
How to uncover the true problems that need your attention
The only way to break through if you have settled

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Order a signed copy of Wes's new book, "The Sales Whisperer® Way"

Use these resources to grow your sales:

Check out earlier episodes of The Sales Podcast:

Build a digital marketing strategy with a growth hacker, Nathan C. Brown

61 perc 188. rész

http://www.thesaleswhisperer.com/blog/Build_a_digital_marketing_strategy_with_Nathan_Brown

http://MakeEverySale.com

What You'll Learn in this Episode of The Inbound Sales Podcast...

How to react if a company recruits you away from college
What to do if you are on a tight budget to market your idea
What are the tools needed to get the word out about your idea
How Content SEO and Local SEO work to your advantage
How to piggyback on existing audiences and track your results
Setting up the appropriate metrics according to your audience's stage

Micah Mitchell, Memberium Founder: Make More Money with Membership Sites

46 perc 187. rész

http://www.thesaleswhisperer.com/session188

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to create a successful Membership service
If the SaaS model is the right approach for you
If you should stick to one platform or go multi-platform
Deciding between a partner or a royalty agreement
Why you should figure out all the details before cutting a deal
If hiring as opposed to having independent contractors make sense

Kevin Karner, Build a Multi-million Dollar Startup

45 perc 186. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to create a winning sales team
How to build a successful startup
The ideal way of integrating your team if your company is acquired
Whether leaving a thriving blue chip to start your own company makes sense
How to understand if your user / customer is happy with your services
What a Net Promoter Score is and how to improve yours
How the right approach is key to B2B selling success

Nathan Chan: Launch Your Fully Bootstrapped Startup

40 perc 185. rész

http://MakeEverySale.com

What You'll Learn In This Episode of The Inbound Sales Podcast...

How your own passion can drive you into entrepreneurship
How to lead your own way into a partner that can make your dreams come true
How Nathan managed to reach and get Richard Branson to believe in his project
The way Nathan used tools such as Instagram to boost his magazine's success
How trusting interns got the job done (and still does)
How outsourcing around the globe can bring you affordable and even free help
And overall a unique approach to life and work

Apply Magnetic Marketing to your business and watch your business grow
Learn to put Personality In Copy and watch your influence grow
Go where the money is: Marketing To The Affluent
Hire The Best Keynote Speaker
Ontraport Demo

Angelique Rewers: Sell to Corporate and Get a Share of That $12 Trillion Market

54 perc 184. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How an entrepreneurstarted her own sales, public relations, and marketing business after 27 years in the corporate world
How to avoid falling into the online marketing blender
How to create your blueprint and a strategy that makes sense
The importance of supply and demand, technology enablers, and business law in your startup
How to target the best corporate demographics
Understanding your initial approach when pitching corporations
How to recruit and build your perfect team
And her overall keys to success

Dr Carrie Rose: Learn How to Create Your Own Online Course

35 perc 183. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How an entrepreneur with a PhD on professional development can help you launch your online course
The importance of relational equity and how to create it
How to look at time vs value and price your services accordingly to maximize your profit
How long to make your course to maximize profits
Whether or not to create a PDF or handout for your online learning course
The ideal length of your content to maximize the impact of your online course
How to engage your customers so they do more than passively observe your course
How much to give away for free up front

Jeremy Shapiro: From Passing Out Flyers To Launching His Business

38 perc 182. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How old school marketing can still help you grow your business.
What to do when faced with going to college or launching a business.
Whether or not you need a business coach.
The importance of local networking.
Whether you should innovate and create on your own or "swipe and deploy."
How to find opportunities, especially when they're slapping you in the face.
How to know whether you should go wide or deep in your industry.
The importance of building the right team to scale.
How to find the right team so you can scale.

Maren Kate Donovan: How To Grow After a Major Collapse

42 perc 181. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to know it's time to launch your entrepreneurial venture
How to find your niche
How to find opportunities to expand your new venture
How to price your services / offerings
When to take outside money to grow
How to handle that outside money when you do grow
The role of compassion in business and in life
The value of persistence, iterations, and thick skin to success
What to read to inspire you to grow
How to create a business plan that actually helps you grow your sales
When you should stop learning
How to leverage kids and teenagers to detect the next trend
What to do when you are ambushed
The point of money

Harry Campbell: See How An Engineer Got 500k Monthly Views

49 perc 180. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

How to start blogging
What to look for when you are starting your business
How to find a need and fill it
Why you shouldn't start a blog to make money
How to do guerrilla marketing today
Why guerrilla marketing still works today
How to build a community so you don't have to buy advertising to grow
Why you shouldn't worry about tweaking your website
Where you should focus since you're not tweaking your website
Why you should be everywhere in your marketing
What to look for besides ability when bringing on contributors

Ian Garlic: Video Marketing Expert Shows You How To Make Inbound Sales

45 perc 179. rész

What You'll Learn In This Episode of The Inbound Sales Podcast...

The 4 things you need to get right to create great video marketing for inbound sales growth
Why mindset is more important for your inbound sales success than tactics
Ian's thoughts on where to find inbound marketing "silver bullets"
How to tell your sales story
How to capture and promote your sales story to create inbound sales
When to use YouTube vs Wistia vs Vimeo vs Viddler for your video marketing
The benefits of YouTube and Wistia
How to do great video marketing on a budget
Why you should not just do budget video marketing
How to get deep into the situations of your prospects to help them grow
How to price your services
How to charge more for your services
The role of SEO and longtail keywords
How to get great testimonials to expand your video marketing for inbound sales
The types of videos you need to do video marketing correctly and effectively
Whether or not to include transcriptions with your videos
The role of the Description for your video marketing
How to optimize your website for storytelling

Jon Ferrara: Goldmine & Nimble Founder Is Back

44 perc 178. rész

What You'll Learn In This Episode of The Sales Podcast...

How to make your offering all about the customer's journey
Why you need to stop "yelling at your customers about how great you are"
How to teach your customers to be great
How service is the new sales
How to earn the intimacy and trust of your customers
How to apply a process to your purpose
The need for structure to succeed
How to both curate and create great content to engage your customers
Why we live in Outlook (Hint: is has to do with relationships)
How to create engagement that drives results

Brian Swichkow, The Ghost Influencer, Shares His Reddit Stalking Story of Growth

49 perc 177. rész

Go Viral On Reddit & Get Your Dog 2 Million Views on YouTube…and a Few Other Golden Marketing Tips

What you'll learn in this episode...

How Brian "stalked" his roommate with Facebook ads and ended up in AdWeek
How to get your dog 6,500 subscribers and 2 million views on YouTube
How to get 450,000 pageviews on your blog in 72 hours
How he made a girl on Tinder world famous
How to launch a niche site and profit from it
How sex and conversions have a lot in common
How to use Reddit to get upwards of 7 million page views per day
How to use Reddit to drive organic traffic to your blog
How to grow while being yourself
The power of questions
The power of connecting
The power of the truth
Why you need to be more curious
How to have things for sale but not sell anything

Media Coach "TeeJ" Mercer Helps You Make Some Noise

49 perc 176. rész

What you'll learn in this episode...

How to become your own publicist
How to get booked on TV, radio, and print media
How to get invited back for repeat appearances,
What "News Jacking" is and how it is your best friend when building your publicity
How to look at media
What it means to "Drill Down Your Genius"
How to build a cost-effective media tour
How to show up with S.P.U.N.K.

Tools To Thrive

Make Your Marketing Magnetic: This is where it all began for me. You can attract qualified, eager buyers like clockwork when you master the concepts in this valuable program.

Share your appreciation for this episode by letting my guest and me know on Twitter.

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show!

If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Navy SEAL Chris Irwin, Current Kill Cliff President

38 perc 175. rész

What you'll learn in this episode...

The role and the importance of having an affinity to your market and a charity you support
The importance of giving
How to have the right mindset to grow and achieve
- What a "fix mindset" does to you
- What a "growth mindset" does to you
How the motto "If you’re not failing you’re not pushing yourself hard enough" needs to become your motto if you are to reach your goals
How to get motivated by “Hard work beats talent when talent doesn’t work hard.”
The role of being real and being connected plays in the growth of his company
The role your sales staff should play in your social media marketing
How to choose who to lose
Where life begins

Justin Lofton: SyncSumo Founder, Salesman, & Entrepreneur

44 perc 174. rész

Justin Lofton - SyncSumo

8 was fixing bikes

At 11 had a landscaping business

At 14 worked at McDonald’s - saw systems

Blue collar and white collar

Was a plumber and became a Cisco Engineer

In 1998 started selling supplements online

Had success early on when the internet was new.

Building HTML sites

Buying traffic on Overture before Google

Moved into presales and sales at Cisco

Fell in love with marketing

Lead a team of engineers

Got into consulting

Was learning the Google algorithm

Was helping offline businesses get online

Was like a CMO for some small businesses and helped them 2x and 3x their business

Started Fresh Agency in 2011.

Provided SEO services

Was able to massage it and had great success

Started using Infusionsoft in 2007.

Clients were looking for traffic and he was able to deliver it.

Saw the role of Social Media Marketing coming up and branched into that.

In 2013 when Infusionsoft got their $54 million from Goldman Sachs he saw things changing and wanted to move upstream but since he loves working with smaller businesses he was excited to see Goldman put so much confidence in Infusionsoft

Launched ZenFusion in May of 2014 helping Infusionsoft users generate traffic.

Got his hands into Facebook advertising and it’s a switch from SEO to Facebook for leads and retargeting and people hanging out.

His revenue went from 90% SEO to Facebook.

Guys like Kiosaki and Tony Robbins teach you to always be open to opportunities and say “no” to most of them but let the seeds germinate so you know when to make a decision.

The technician in him wants to do it all himself.

You need to know where your time is best spent.

Find people that can help you get to your goals faster but that’s not always easy or affordable.

Try to barter when you can.

Do joint ventures.

ZenFusion will become the UpWork for high value consultants. That’s a big switch from his original structure of the company.

He has had great success with workers in The Philippines.

The language barrier has been tough with workers in India.

He still has to go through 5-10 to get the right person.

Having US-based workers has worked out best overall.

He keeps his teams separate so he has a SyncSumo and a ZenFusion team.

2016 will be a great year for businesses to put business automation in place.

All businesses can benefit.

Relationship Marketing and Relationship Advertising is where the market is heading.

Facebook and their newsfeed is a way for businesses to hang out with their clients and the friends and family of their clients.

You’re not really interrupting them like a TV ad.

That’s not as easy to do in SEO but Google is working on that with Customer Match and YouTube.

Social Signals can get you big SEO results from the sharing.

BlogMutt???

Google owns Chrome and it’s the most widely used browser.

He partnered with Digital Marketer to educate the clients.

Join DM Labs for $37/mo. 10,000 members and a private FB group.

Do you understand your audience?

Are you providing value to your market?

What assumptions are you making that may not be right?

Are you doing a good job of looking at your market as an outsider?

People want to consume content that improves their lives. When you know what that is you’ll know the medium to use to educate them.

All of his services were offered month-to-month.

He would do an hour-long pre-sales call and give great value up front before he took on a client. He’d give free resources to them so everyone won, even if they didn’t hire him.

Funnel. Offer. Offline to Online. Lots of prep work needed before you go into paid advertising.

Maybe 1 in 30 were ready for his services when he started ZenFusion.

He narrowed his search to prospects that at least had a funnel in place.

Don’t make assumptions. It’s why Justin took a lot of calls in the beginning to see what the market wanted and needed. That lead to his 3-step process you now follow to speak with him.

The power of simply responding to leads with automation is powerful. The 80/20 rule still applies and helps you be more efficient.

Multi-media, Multi-touch is so powerful. Leverage Text, Postcards, etc.

Think about relationships

https://syncsumo.com - request access to the new platform as soon as it’s available

https://zenfusion.com/our-team/

Trivinia Barber: Grow Your Business With VA To The Stars

38 perc 173. rész

What you'll learn in this episode...

What the top entrepreneurs outsource and what they choose to do on your own, and how that knowledge can help you take control of your day
How to handle that sense of overwhelm that hits all of us from time to time
How to begin delegating
The key tools successful entrepreneurs use to make better use of their time
What to look for in a virtual assistant
The 7 key traits of top performers
How a good virtual assistant can actually push you to grow

Want to hear from Michael Slosar and a former beauty pageant winner and participant in Donald Trump's "The Apprentice" who are launching a new platform to make it fast, easy, and affordable to launch your own mobile app? Stream below or right click here to download.

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Trivinia Barber on Twitter
Visit Trivinia's home on the web
Hire your own full time VA in The Philippines with my Filipino Tech Support program

Subscribe to The Sales Podcast

If you liked this episode, please let me know on Twitter .

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show!

Order Wes's second book, "It Takes More Than a Big Smile, a Good Idea & a Twitter Account To Build a Business That Lasts."

How To Grow Your Sales With Mobile Apps, Michael Slosar, DevelApp

51 perc 172. rész

What you'll learn in this episode...

The role mobile apps will play moving forward (Think HUGE!)
How to immediately scratch the itch of your prospects
How to be everywhere your prospects and clients are all the time
Why and how to keep expenses down when you are growing
Why you only need a few quality developers to launch your new idea
How to find affordable developers that meet deadlines

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow DevelApp on Twitter
Visit Jennifer Murphy's home on the web
Listen to Jennifer Murphy's interview on session 133 of The Sales Podcast

Subscribe to The Sales Podcast

Grow your sales with this book.

If you liked this episode, please let me know on Twitter .

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show!

Use Mind Reading To Close Sales With Ian Rowland

47 perc 171. rész

http://www.thesaleswhisperer.com/blog/ian-rowland/

What you'll learn in this episode...

How to appear to know more than you do to control any sales meeting
When and how to use statements vs asking questions
How the belief system of your prospect matters...and how to leverage it to win the sale
How to find the "grit in the shoe" of your prospect to win the sale
How to find the "cloud in the sky" of your prospect to win the sale
How to use ACR—Applied Cold Reading—on the phone or in person to control the sale
The power of empathy and how to develop it and use it to win the sale

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Ian Rowland on Twitter
Get Ian Rowland's free report for podcast listeners, "Sales Secrets of a Mindreader" with promo code "Wes"
Visit Ian Rowland's home on the web
Order Ian Rowland's books and free resources

Grow your sales with this book.

If you liked this episode, please let me know on Twitter .

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show!

From The Hospital To The Penthouse (Rick & Lisa Martinez)

58 perc 170. rész

What you'll learn in this episode...

How two nurses got into staffing...then crossfit...then mentoring
How to follow your instinct
How to leap then look to get things done
How to take control of your life, your future, your happiness
How the setbacks in life can be blessings if you allow them to b
The importance of disqualifying prospects
Why you should only work with motivated buyers
How God works in mysterious ways

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Rick Martinez on Twitter
Follow Lisa Martinez on Twitter
Visit Rick and Lisa Martinez's home on the web

From Former Marine To Selling Machine (Benjamin Brown Comes Clean)

31 perc 169. rész

What you'll learn in this episode...

How to stop fearing the phone
What to do after you've asked for the sale
How to ask for referrals
What it means to be an "expert"
How to embrace being "in the trenches" for a while

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Ben Brown on Twitter
Visit Benjamin Brown's home on the web

This Crazy Mom Made $5 Dinners Famous (Erin Chase, Genius!)

58 perc 168. rész

What you'll learn in this episode...

How a stay-at-home mom created a successful online business by simply feeding her family affordably
How your crazy is probably genius in disguise
How to start where you are now
How and why to create multiple streams of income
How and why to shift your focus from "volume" to...
How to start charging for the things you were giving away for free
How to grow your sales without growing your staff
Why you need to be fanatical about learning and research...and applying and doing

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Erin Chase on Twitter
Visit Erin's Facebook $5 Dinners Fan Page
Follow $5 Dinners on Pinterest

Charles Gaudet: From Stressed to Blessed

33 perc 167. rész

What you'll learn in this episode...

How you can start successfully selling at age 4!
How "tough love" is the truest form of love
How to work yourself to death - or just about
How to build the business you deserve after bouncing back
How to position yourself as the obvious choice
How your disabilities can be your blessing
Why you should celebrate ADHD. "How many depressed ADHD people do you see?"
Why you should embrace obstacles and hardships and see them as the blessings that they will prove to be
How and why you should create multiple streams of income
How to create systems that run on autopilot

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Charles Gaudet on Twitter
Visit Charles Gaudet's home on the web
Buy Charles's book, The Predictable Profits Playbook: The Entrepreneur's Guide to Dominating Any Market And Staying On Top

Evelyn Gosnell: To Sell More, Reduce Your Options Says Behavior Expert

41 perc 166. rész

What you'll learn in this episode...

How and why to "get into peoples's heads"
The science of decision-making and how to leverage it to make sales faster
How and when to use facts and science to save time in the sales process
How punch cards / loyalty cards can help you sell faster
When to use round numbers like "$100" and when to use specific numbers like "$98.86"
How to leverage the irrational nature of consumers to make more sales while raising your prices
How to use tactics such as Decoy pricing, Anchoring, and the Red Herring to grow your sales
The difference between transactional and relational selling
How to add emotion to your sales process
How and when to use "loss aversion" and when not to use it
Why you are killing your sales by increasing the options you provide customers

Links Mentioned

Move Past Your Fears With Jason Treu

40 perc 165. rész

What you'll learn in this episode...

How to apply what Jason learned working at Apple with Steve Jobs to grow your own business
How to apply what Jason learned working at Yahoo with Mark Cuban to grow your own business
How to follow your dreams
What to do with "proximity" advice
How to handle change to grow
Why sales training and affirmations are worthless until you get this one thing under control
How to handle your limiting beliefs
How to gain more powerful by doing these two things...
How to get more leads from a conference

Links Mentioned

Please donate to my Tampa Bay Frogman swim here to benefit the Navy SEAL Foundation.
Follow Jason Treu on Twitter
Connect with Jason Treu on LinkedIn
Visit Jason Treu's home on the web
Connect with Jason Treu on his Facebook page
Buy Jason's Book, Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network

It's easy to become a Navy SEAL says Bruce Roberts

41 perc 164. rész

http://www.thesaleswhisperer.com/blog/navy-seal-bruce-roberts/