Hope isn't a strategy on the battlefield or in the boardroom, yet so many salespeople hope they'll make the next sale. In Bulletproof Selling, we're bringing the best minds and selling systems together each week so you can create more impact and more income in your sales! For more free sales systems, make sure you visit www.bulletproofselling.us or follow us at https://www.linkedin.com/in/shawnrhodes/
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Have you got a tricky sales situation that you can't solve on your own... your chasing a potential client who isn't calling you back? You're hearing "I'd like to think about it" or "I'll get back to you when I'm ready"?Whatever sales challenge you are experience right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that's h ...
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Rick and Nancy developed Nail the Sale sales training for entrepreneurs that struggle with making enough sales to sustain their business. We provide training, tools and resources to help anyone gain the skills necessary to succeed in selling. The podcast is broken down into ten to twenty minutes segments on topics that you can apply right away. One on one sales consulting is available for the entrepreneur or their sales team that would like personalized consulting.
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If you are in B2B complex technical sales, or you manage a team of B2B complex technical sellers, then the Sales Integrity Podcast is for you. This podcast is all about helping sales professionals, leaders and organizations who sell complex technical products, services and solutions to increase sales and earn more money. This is a weekly podcast that airs 3 days per week - Monday, Wednesday and Friday. This podcast is dedicated to helping you become better prepared, more organized and highly ...
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Crafting Compelling Sales Demos
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41:33
In sales, we spent a lot of time generating conversations with buyers. Most salespeople leave the next step of the sales process the chance, hoping they’ll be able to perform when it matters most. To ensure that we are crafting compelling sales demonstrations, we sat down with Farzad Rashidi, lead innovator of Respona. He shared with us the same sy…
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Selling And Serving With AI
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27:38
Chances are, you have heard about artificial intelligence being used in business. Many salespeople have AI platforms as part of their text stack but aren’t using the platform to create better conversations. In this week’s episode of Bulletproof Selling, we sat down with Mehdi Tehranchi, cofounder and CEO of knowledgenet.ai. He shared with us the sa…
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Do You Have "The Curse of The Mastery"? - Stump The Guru
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26:43
Being an expert often comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately begin trying to solve it – because you can. The curse of mastery also comes with this belief: solving problems for your prospects up front, is how you prove your value by showing them you know your stuff. But the truth i…
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What Sales Language Are You Speaking?
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27:21
The best sales are great conversations. The calls that don’t go well, on the other hand, can seem like we’re speaking different languages. To ensure we are speaking the same language as our prospects, we sat down with Jay Conner, president of The Private Money Authority. He shared the same advice he has given to over a thousand salespeople on how t…
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Getting Sales And Marketing To Work Together
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26:53
Marketing is a critical factor in a great sale, but too many salespeople hope marketing is on the same page they are. Great salespeople work with their marketing teams to ensure all of their strategies are aligned. To learn how we can set that kind of system up for ourselves, we sat down with Chris Peer, CEO of Syncshow. He shared the same system h…
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Every salesperson occasionally finds themselves in a slump. What differentiates high-performers from mediocre ones is what they do about it. To learn how we can plan for our slumps and address them quickly, we sat down with Gregg Murphy, an investor/advisor in Patter AI. He shared with us the same system he’s been using to get himself out of sales …
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Having The Courage To Be Confident In Sales
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20:33
Folks are naturally attracted to those who are excited about who they are and what they do. Conversely, if someone doesn’t have passion about what they sell, it makes it very difficult to convince anyone else it is worth buying. To learn how we can have the courage to be confident in every one of our sales conversations, we sat down with Chad Coe, …
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Why Your Prospects Won’t Take the Next Step - Stump The Guru
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31:40
How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn’t take the next step with you? For most advisors, it’s far too many. Somewhere in the conversation the momentum is lost, they don’t return your calls, don’t respond to your emails, and you never fi…
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Capture More Clients With Email
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24:47
While emails are not as effective as they once were, they should still be a tool in our conversion toolbox. The best salespeople still use emails, but they ensure that those emails are relevant to their prospects. To learn how to make our emails more effective so we can capture more clients, we sat down with Adam Rosen, founder of Email Outreach Co…
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Are You Doing Free Consulting? - Stump The Guru
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27:11
A funny thing happens when you have an initial conversation with a potential client. When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”. Free consulting is when you provide information and education to prove you know your stuff. It assumes they’re making their decision to hire…
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As salespeople, we are always looking for ways to replicate our best sales. But what if the key to getting more of our best customers has nothing to do with finding new prospects? In this episode, we sat down with Tom Parbs, vice president of sales for Haas Alert. He showed us how he coaches his sales team to capture what works and ensure it is con…
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Evolve To Excel In Sales
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30:53
During a busy schedule, how do we take time to ensure that we are not falling behind? Instead of waiting for our environment to change before we do, we can take the initiative on our improvement by ensuring we are using best practices. To learn how to systemize rapid evolution in our skill set, we sat down with Moustafa Moursy, president of Push An…
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Leverage Data To Lose Less Sales
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26:24
As our tech stacks grow larger in sales, many salespeople lose sight of what data was supposed to do for us to begin with: make our outreach more efficient and more impactful! If we leverage data before we ever reach out to a prospect, we can ensure better results. To learn how it’s done, we sat down with Bob Scarperi, cofounder of Revenue Vision P…
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The Art Of Corralling Senior Salespeople
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33:01
Many senior salespeople thrive when they aren’t micromanaged, but unfortunately some of them fall into a different trap. They produce so much it is difficult to fire them, but unfortunately cause their leaders to have to manage them by doing damage control with teammates and customers. To learn the art of corralling these types of senior salespeopl…
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Is The Hard Sell Obsolete? - Stump The Guru
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27:55
As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”. But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode. You’re a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing…
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Conquering Seasonal Sales
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30:56
Many salespeople experiencing downtime in their industries, but we all can do a better job of leveraging seasonal changes to sell and serve more. To learn how it’s done, we sat down with Brian Callan, national sales director with Industrial Supply Solutions to learn how he guides his sales team to take advantage of every season and how they sell an…
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Leveraging Data to Make Sales Conversations Count
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36:38
As technology progresses, salespeople’s tech stacks only seem to grow. Even the best data won’t help us sell more or serve more unless we are leveraging it in relevant ways. To learn how to be more relevant and how we use our prospect data, we sat down with James Roth, CRO of Zoominfo. He walked us through the same system as his salespeople use to …
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Multiply Your Revenue by Connecting Customers
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31:09
Salespeople know that relationships create revenue. Unfortunately, they usually focus only on the relationships they have with prospects and customers. This leaves an entire chunk of value off the table: the relationships you could be making between customers! To learn how to leverage our own customer networks as an asset, we sat down with Steve Ol…
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The Sales Funnel of Talent Acquisition
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30:54
As salespeople, we may understand how to educate and provide value to prospects, but finding and hiring top sales talent to join our team can seem like speaking a different language. To solve this problem, we sat down with Dan Fantasia, president of tree line Inc. he has helped more than 3500 salespeople find their next opportunity, and he shared t…
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Embracing Ownership In Buyer Conversations
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Ownership is a popular topic, but how do we implement it in every sales conversation? That is the question we posed to Matt Rose, executive vice president of sales of H-Wave and US Army veteran. He shared the same process he trains his sales team to use to ensure that they never give up the next step of their sales conversations, ensuring that they…
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How to Become Problem-Centric in Your Approach - Stump The Guru
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23:58
Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions. But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale. How do you reconcile this paradox? In this month’s Stump The Guru show, I spoke about “Does B…
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Revive, Refresh And Re-Sell To Previous Customers
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25:59
One of the easiest sales to make is to someone who already bought from you. But what happens if you don’t have any new products or services to offer? That is a challenge that we brought to Justin Parke, national sales manager with Trader Interactive and veteran of the US Army. He shared exactly how his salespeople develop and communicate the type o…
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Attracting Customers Who Embrace Your Mission
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31:41
We all want to do business with more great customers, but how do we find them, and how do we attract them into our orbit? To answer that question, we sat down with Luke Cox, CEO of Hunt Lift Eat, and former infantry captain in the US Army. He walked us through the same system he used to establish his company while still on active duty and ensure th…
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Using Your Selling Style To Win Customers
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35:05
Salespeople are always on the hunt for ways to differentiate themselves, but many overlook one of the easiest things they can leverage in any sales conversation: their selling style. To learn how to systemize the way we leverage our own sales style as a differentiator, we sat down with Tim Kuehn, vice president of global sales and supply chain with…
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Standing Up Great Outbound Sales
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21:52
Whether we are standing up a new team or up leveling up an existing team of sellers, outbound sales are where we can always take the initiative. Unfortunately, too many sales teams hope their salespeople understand how to conduct great outbound, and fewer are aligned on what success looks like. To learn how to establish (or reestablish) a great out…
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Does Being Too Friendly Come With Downsides? - Stump The Guru
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29:33
Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client. If you eavesdropped inside a typical initial conversation between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges. The problem …
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Appreciate Your Way Into More Sales
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31:51
Many salespeople earn a great living from customers who keep coming back. But for those of us just a building that type of pipeline, how do we achieve it faster? That is the question we post to Curtis Lewsey, author of Appreciation Marketing and founder of AM Cards. He shared with us the same system he advised his client to use to gain more followe…
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One of the toughest parts about selling are the assumptions we make. As we have more and more conversations, we tend to carry what we hear from one prospect to another. That works, until it doesn’t. To learn how we can stop assuming in sales and better test our assumptions before they cost us revenue, we sat down with Brady Jensen, founder and CEO …
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Selling To Solve Problems
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30:31
Many salespeople are focused on understanding every aspect of the features and benefits of what they sell. The problem is prospects and customers don’t care. They do care about the problems they need solved. To learn how to systemize our discovery in a solution-oriented way, we sat down with Steve Schmidt, CEO of Magnetic. He walked us through a si…
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Servicing While Selling
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26:35
Many salespeople are responsible for servicing existing customers while developing new business. It can be tough to juggle this type of role, but with the proper systems, it becomes not only possible but also enjoyable! To learn how it’s done, we sat down with Josh Patton, a former Navy aviation ordinance specialist and vice president of sales. He …
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How To Know If You're Being Shopped?- Stump The Guru
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19:06
When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity. But if you allow yourself to become commodit…
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Mastering the Art of Qualification
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26:35
Too many salespeople spend time on accounts that go nowhere, and too many sales leaders struggle to get their salespeople to accurately qualify their deals. Instead of using subjective data to build our piplelines, we can remove hope from systemizing how we qualify deals – even before we’ve called on them. To learn how to master the art of qualific…
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Partnering for Success In Sales
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31:59
Success isn’t a one-person show in sales. We each have a team and partners that ensure we have the resources we need to sell, and serve, our customers. Yet many salespeople hope they’ll be able to hold the line all by themselves. To learn how we can better partner with the other teams in our own companies or even with partners outside our chain of …
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Treasuring Transparency In Sales
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32:34
The more honest we are, the better our conversations tend to be – but to many salespeople leave their transparency to chance. In this action-packed episode, we sat down with an expert in sales transparency, Shane Wingo, VP of sales in employee benefits with BKS Partners. He shared the exact process he uses to ensure everyone in a sales conversation…
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Taking The Initiative On Change In Sales
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29:46
If you’d like to be the salesperson that your prospects can’t wait to hear from, it means you need to be more than an order taker or even an order maker. You’ll have to be the one with solutions they can’t get anywhere else and deliver an experience that differentiates you from your competition. Too many salespeople wait around, hoping they’ll reac…
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Are You Validating Value In Conversations?
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35:18
When we meet a prospect who ‘gets’ us, what we sell, and immediately see how it could benefit them, sales happen on their own. Unfortunately, most of the folks we’re selling to are inundated with offers and don’t have the time to figure out how your unique product or service can help them. That’s where validating your value becomes critical, and to…
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How Can You Recover Lost Prospective Clients? - Stump The Guru
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23:38
The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you? You’ve done everything “by the book”. You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then …
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The Process Of High Performance Meetings
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29:46
Too many salespeople wait until they’re in a meeting or in a conversation before they start performing, and it results in delayed sales and prospect attrition. The best salespeople, however, put the same amount of prep into their meetings as they do their research and outreach. To learn how we can turn prospect meetings into a high-performance proc…
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The Power Of Selling Ideas
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30:13
Salespeople’s biggest struggle isn’t caring about what they sell, it’s convincing prospects why THEY should care. There’s a group of salespeople who are expert at selling ideas before anything tangible appears – and you’ve seen their work. To learn how to apply this expertise to our own sales process, we sat down with Julie Barlow and Jean-Benoit N…
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Turning A Solo Act Into A Sales Symphony
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23:33
Too many salespeople and sales teams think they’re operating on their own in their companies, with little support or understanding from marketing, operations, and delivery. This leads to high customer turnover and fewer referrals as customers don’t feel like they’re being valued by a cohesive team. To learn how we can get every department singing f…
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Relentless Selling At Scale
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27:47
We all know that the more prospects we’re pursuing, the more potential revenue we have, but how do we manage great outreach and awesome conversations at scale? To learn the secret of relentless selling at scale, we sat down with Nicole Williams, a former intelligence analyst with the US Army, and now the regional vice president of operations and sa…
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Systemizing Ninja Negotiating Skills
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If you’re spending time driving deals only to get stuck in negotiations, you’re going to love this week’s episode of Bulletproof Selling! We delve into the art of deal-making, exploring strategic approaches that elevate sales professionals to new heights. To learn how the very best negotiate better deals, we sat down with Mark Raffan, CEO of Negoti…
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Mastering Purpose In Sales
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35:48
Most salespeople wouldn’t consider ‘purpose’ as one of their most powerful selling tools, but in study after study, those with purpose out-performed those without. To learn how we can systemize more purpose into our conversations, we sat down with Lisa McLeod, founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose.…
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Why You Should Stop Building Relationships With Your Prospects - Stump The Guru
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23:44
Are you overcompensating by going heavy on relationship-building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them. That's a BOMB in the entire traditional selling industry. If you have a very clear process on how to create trust in your sales process, based o…
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Crafting Budgets With Your Prospects
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26:58
Money is one of toughest subjects in any relationship, and it’s often the one that stalls or destroys even the best sale. Top-performing salespeople don’t fight with prospects to justify their prices – instead, they work with prospects to develop the right budget to solve their problems. To learn how we can build this process into every one of our …
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Networking For A Fuller Pipeline
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30:40
Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline full of folks who already know, like and trust us? To find the answer, we sat down with Michael Lange, the VP of Sales at Ferrara Logistics Services and former Navy Seabee. He showed us how to systemize and scale building and leveraging a person…
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Reshaping From Commodity Into Collaborative Sale
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42:42
If you’re in an industry where buyers are shopping you on price, you’re not alone. Even if what you sell is like what a buyer can get somewhere else, it doesn’t mean you should revert to discounts and concessions to make the deal. To learn how to reshape our products and services from a commodity into a collaborative sales process, we sat down with…
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Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru
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28:36
Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution. Tradit…
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1
Don’t Leave Rapport To Chance
30:59
30:59
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30:59
For many salespeople, the ability to quickly build rapport is something they either have, or don’t. Because rapport is one of the most critical elements for establishing trust and driving engagement, every salesperson should be working on ways to increase their ability to build rapport, but there are few processes to do so. Until now. We sat down w…
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1
Unlocking Sustainable Sales Success
38:20
38:20
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38:20
Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the time to ensure every customer’s sales journey maximizes future sales. To learn how we can systemize recurring revenue, we sat down with Troy Small, a former Marine Corps Drill Instructor and current VP of Sales at Skyway Acquisition. He showe…
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