616 episodes

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

The Sales Podcast Wes Schaeffer

    • Business
    • 5.0 • 1 Rating

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

    How To Start Over and Crush Your Goals | Angela Duncan

    How To Start Over and Crush Your Goals | Angela Duncan

    https://blog.thesaleswhisperer.com/p/p/angela-duncan-empower-your-money
    In this conversation, Wes and Angela Duncan discuss various topics related to real estate investing and entrepreneurship. 
    Angela shares her experience in the real estate industry, including owning a successful Remax office and selling over $2 billion in real estate. 
    She also talks about her transition from real estate to starting an insurance company and eventually pivoting back to real estate investing. 
    Angela provides insights into the current real estate market and emphasizes the importance of understanding different investment strategies, such as tax lien investing. 
    Additionally, she discusses the benefits of becoming a bestselling author and offers advice for individuals looking to grow their businesses or make a career change. 
    In this conversation, Wes and Angela discuss various ways to gain knowledge and mentorship without spending money. They also talk about the value of charging for your unique perspective and approach, even if information is available for free. 
    Angela shares her plans to reach a broader audience through speaking engagements and podcasts, and offers tips for speaking for organizations with limited budgets. They also discuss the importance of educating people about alternative investment opportunities, such as real estate and tax lien investing. Angela emphasizes the need for simplicity and action when it comes to managing money.
    Takeaways
    Real estate is always a good investment, but it's crucial to do thorough research and understand the market before jumping in.
    When transitioning to a new career or starting a new business, it's important to take time to heal and find your identity.
    Identify your strengths and weaknesses and focus on what you're good at. Don't be afraid to hire others to handle tasks that are not your strengths.
    Tax lien investing can be a lucrative investment strategy, but it requires knowledge of the process and understanding the rules in different states.
    Invest in your own education by seeking out mentors, absorbing educational content, and investing time in learning and growing your skills.
    Consider bartering or trading services with mentors or experts in your field if you can't afford to hire them.
    Having a book can provide credibility and open doors for speaking engagements and other opportunities.
    Prioritize self-education over excessive consumption of non-educational content like TV shows and movies. There are various ways to gain knowledge and mentorship without spending money, such as bartering and accessing free online resources.
    Charging for your unique perspective and approach is justified, even if information is available for free.
    Speaking engagements and podcasts can be effective ways to reach a broader audience and establish credibility.
    When speaking for organizations with limited budgets, consider alternative forms of compensation, such as books or access to a database.
    Educating people about alternative investment opportunities, such as real estate and tax lien investing, can help them achieve higher returns.
    Simplicity and action are key when it comes to managing money.
    Chapters
    00:00 Introduction and Background
    02:16 Transition to Miami and New Ventures
    03:26 Pivoting and Finding a New Identity
    04:15 Knowing Your Strengths and Hiring Out
    06:21 Transitioning Out of the Insurance Business
    08:15 Investing in Real Estate
    09:46 Exploring Tax Lien Investing
    11:09 Teaching and Consulting in Real Estate
    12:16 Writing a Book and Hosting a Podcast
    13:23 The Benefits of Becoming an Amazon Bestseller
    16:15 Hiring Coaches and Investing in Education
    19:27 The Value of Unique Perspectives and Approaches
    20:19 The Abundance of Free Information Online
    21:20 Speaking as a Platform for Teaching and Reaching a Wide Audience
    22:57 Creative Ways to Benefit from Speaking Engagements
    24:36 The Benefits and Opportunities of Speaking Engagements
    27:51 Writing a

    • 40 min
    If You Don't Train Your Sales Leaders, You Can't Blame Them: Alan Versteeg

    If You Don't Train Your Sales Leaders, You Can't Blame Them: Alan Versteeg

    Alan Versteeg discusses the importance of training sales managers and the challenges they face in transitioning from salesperson to manager. He emphasizes the need for nurturing healthy pipeline, dealing with prima donna salespeople, and building a sales bench.
     
    Alan also highlights the importance of changing mindsets in sales and the role of coaching in sales management. He stresses the need for sales managers to unlock the potential of their teams and the importance of selling with a noble purpose.
     
    Alan concludes by emphasizing the need for investment in sales managers and their role in driving behavior change in sales.
     
    Takeaways
    Sales managers need training to effectively transition from salesperson to manager. Nurturing a healthy pipeline and dealing with prima donna salespeople are key challenges for sales managers. Building a sales bench and recruiting top talent are crucial for sales teams. Changing mindsets and perceptions of salespeople is essential for success. Effective coaching and behavior change are vital in sales management. Chapters
     
    00:00 Introductions
    00:46 The Need for Sales Manager Training
    03:23 The Importance of Nurturing Healthy Pipeline
    04:17 Dealing with Prima Donna Salespeople
    05:16 The Role of Culture in Sales Teams
    06:22 Building a Sales Bench
    07:48 The Role of Sales Managers in Recruiting
    09:05 Dealing with Low Performers
    10:03 Changing Mindsets in Sales
    12:13 The Importance of Coaching in Sales Management
    14:03 Changing the Perception of Salespeople
    16:08 The Role of Sales Managers in Unlocking Potential
    18:49 The Need for Effective Coaching in Sales Management
    20:02 The Challenges of Sales Management
    22:20 Investing in Sales Managers
    24:09 The Need for Sales Management Development
    25:22 The Importance of Behavior Change in Sales
    26:38 The Role of Sales Managers in Coaching
    28:09 The Importance of Sales Manager Involvement in Training
    29:18 Conclusion
     
    https://blog.thesaleswhisperer.com/p/alan-versteeg-sales-leader-training 
    Market like you mean it.
    Now go sell something.
     
    SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun!
    https://www.youtube.com/@TheSalesWhispererWes
    -----
    Connect with me:
    Twitter -- https://twitter.com/saleswhisperer
    TikTok -- https://www.tiktok.com/@thesaleswhisperer
    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
    Vimeo -- https://vimeo.com/thesaleswhisperer
    Podcast -- https://feeds.libsyn.com/44487/rss
    YouTube — https://www.youtube.com/@TheSalesWhispererWes
    Sales Book -- https://www.thesaleswhisperer.com/c/way-book
     
    BUSINESS GROWTH TOOLS
    https://12WeeksToPeak.com
    https://CopyByWes.com
    https://CRMQuiz.com
    https://TheBestSalesSecrets.com
    https://MakeEverySale.com
    https://www.TheSalesWhisperer.com/
    https://www.thesaleswhisperer.com/c/ipa

    • 28 min
    How to Reach Decision-Makers and Close Them Today, With Adam Rosen

    How to Reach Decision-Makers and Close Them Today, With Adam Rosen

    Adam Rosen, founder of an email outreach company, discusses the evolution of cold email and the impact of recent changes in the industry.
    He explains how the Squarespace acquisition of Google domains affected bounce rates and forced companies to adapt their cold email strategies.
    Rosen emphasizes the importance of quality in cold email marketing and addresses the perception of cold email as spam. He also provides insights into choosing the right cold email tool and shares success stories of reaching high-profile executives through cold email outreach. 
    Additionally, Rosen discusses the balance between travel and business growth and offers tips for negotiating Airbnb rentals. In this conversation, Adam Rosen discusses his customer acquisition methods, including cold email, LinkedIn outreach, and referrals.
    He emphasizes the importance of setting proper expectations with customers and underpromising and overdelivering. Adam also shares insights on the direct approach in marketing and the need to build a system that works for you. He discusses the use of a primary domain for email outreach and the optimal number of touches in cold email campaigns.
    Adam highlights the importance of personalized outreach and the value of a quick sales cycle. He also emphasizes the need to avoid overcomplicating sales conversations and to embrace pain as a learning opportunity. 
    Takeaways
    Cold email and LinkedIn outreach are effective methods for customer acquisition.
    Setting proper expectations with customers is crucial for long-term success.
    Underpromising and overdelivering can lead to satisfied and loyal customers.
    Building a system that works for you is essential for scalability and efficiency in sales.
    Personalized outreach from the point person tends to yield better results. 
    Using a primary domain for email outreach can be effective if the list is highly curated.
    The optimal number of touches in cold email campaigns is around three to five.
    Decision makers prefer a direct approach and appreciate transparency in pricing.
    Short sales cycles are possible if the right person is reached at the right time.
    Simplifying sales conversations and avoiding overcomplication can lead to better outcomes.
    Embracing pain and challenges can lead to growth and learning in business. 
    Contact Adam Rosen at EOCworks.com for more information.
    Chapters
    00:00 Introduction and Background
    00:23 Transition to Digital Nomad Lifestyle
    01:24 The Evolution of Cold Email
    05:02 Adapting to Changes in Cold Email
    07:02 Addressing the Perception of Cold Email as Spam
    08:06 Choosing the Right Cold Email Tool
    09:07 Gaming the System and the Importance of Quality
    10:03 The Game of Cold Email Marketing
    11:02 Effectiveness of Cold Email in Reaching Executives
    12:45 The Value of Cold Email in B2B
    13:49 Success Stories from Cold Email Outreach
    15:05 Transition to Email Outreach Company
    18:18 Balancing Travel and Business Growth
    19:37 Choosing Travel Destinations
    22:25 Negotiating Airbnb Rentals
    25:05 Providing Full-Service and DIY Options
    26:43 Timeframe for Results in Cold Email
    27:36 Business Growth Strategies
    28:00 Customer Acquisition Methods
    29:02 Setting Proper Expectations
    30:52 Direct Approach vs. Ancillary Marketing
    32:32 Building a System for Success
    34:42 Personalized Outreach vs. Assistant Outreach
    36:34 Using Primary Domain for Email Outreach
    38:05 Optimal Number of Touches in Cold Email Outreach
    40:43 Decision Makers' Preferences in Sales Outreach
    43:11 Avoiding Overcomplication in Sales Conversations
    45:03 Short Sales Cycles and Quick Buying Decisions
    48:56 Simplified Call Flow and Pricing Transparency
    52:40 Embracing Pain and Learning from Challenges
    55:25 Contact Information
    https://blog.thesaleswhisperer.com/p/adam-rosen-outbound-prospecting
    Join the Inner Circle
    https://www.thesaleswhisperer.com/c/inner-circle
    Market like you mean it.
    Now go sell something.
     -----
    Connect with me:
    Twitter -- https://

    • 1 hr
    Know Your Numbers to Grow Your Numbers, With Kari Poppleton

    Know Your Numbers to Grow Your Numbers, With Kari Poppleton

    Kari Poppleton is a sales/marketing/business/revenue data detective!
    In this episode, we discuss the importance of knowing your numbers to grow your sales and grow your business.
    Kari helps CEOs and CMOs track and analyze the right data the right way.
    We discuss the resistance many professional salespeople, sales managers, business owners, and entrepreneurs have towards numbers and how to overcome that due to the need and the value of continuous monitoring and analysis.
    We get into tracking your marketing efforts, understanding attribution and marketing channels, and the role of a data detective in identifying bottlenecks and how to remove them.
    She emphasizes the importance of measuring and improving sales numbers, as well as the need for proactive planning and creating a safe and supportive environment for data analysis.
     https://blog.thesaleswhisperer.com/p/kari-poppleton-know-your-numbers 
    Takeaways
    Numbers play a crucial role in business and can help drive growth and decision-making. Many people have a resistance to numbers and may need support and guidance to overcome it. Tracking and analyzing marketing efforts, understanding attribution, and monitoring sales numbers are essential for business success. Proactive planning and creating a safe and supportive environment are key to embracing data analysis. Chapters
    00:00 Introduction and Background
    00:39 The Importance of Numbers in Business
    03:28 Tracking and Analyzing Marketing Efforts
    04:28 Understanding Attribution and Marketing Channels
    06:05 The Need for Continuous Monitoring and Analysis
    06:26 The Importance of Sales Pipeline Tracking
    07:28 The Relationship Between Numbers and Growth
    08:31 The Resistance to Embrace Numbers
    09:57 The Role of a Data Detective
    11:01 Tracking Digital Numbers and Sales Pipeline
    12:28 Improving Follow-up and Lead Quality
    13:54 The Importance of Measuring and Improving
    15:03 Helping Businesses Make Data-Driven Decisions
    16:30 Balancing Operations, Marketing, and Tech
    18:11 Overcoming Embarrassment and Resistance
    19:50 Creating a Safe and Supportive Environment
    21:21 Navigating Stakeholder Input and Resistance
    23:25 The Importance of Proactive Planning
    25:10 Recommended Tools and Reports
    30:09 Offering a Free Guide on Data Analysis
    31:03 Discussion on Winnipeg and Northern Lights
    33:17 Conclusion
    Market like you mean it.
    Now go sell something.
     
    SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun!
    https://www.youtube.com/@TheSalesWhispererWes
    -----
    Connect with me:
    Twitter -- https://twitter.com/saleswhisperer
    TikTok -- https://www.tiktok.com/@thesaleswhisperer
    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
    Vimeo -- https://vimeo.com/thesaleswhisperer
    Podcast -- https://feeds.libsyn.com/44487/rss
    YouTube — https://www.youtube.com/@TheSalesWhispererWes
    Sales Book -- https://www.thesaleswhisperer.com/c/way-book
     
    BUSINESS GROWTH TOOLS
    https://12WeeksToPeak.com
    https://CopyByWes.com
    https://CRMQuiz.com
    https://TheBestSalesSecrets.com
    https://MakeEverySale.com
    https://www.TheSalesWhisperer.com/
    https://www.thesaleswhisperer.com/c/ipa

    • 43 min
    How To Recognize and Seize Opportunities To Grow, With Senders CEO, Benny Rubin

    How To Recognize and Seize Opportunities To Grow, With Senders CEO, Benny Rubin

    CEO Benny Rubin, was playing music, living in Japan, and was hit with the entrepreneurial bug.
    Learn how he priced his first offering, how he sold his first business, and how he has scaled his current business to create a comfortable living. 
    https://www.TheSalesWhisperer.com/p/benny-rubin-sales-podcast
    Market like you mean it.
    Now go sell something.
     
    SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun!
    https://www.youtube.com/@TheSalesWhispererWes
    -----
    Connect with me:
    Twitter -- https://twitter.com/saleswhisperer
    TikTok -- https://www.tiktok.com/@thesaleswhisperer
    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
    Vimeo -- https://vimeo.com/thesaleswhisperer
    Podcast -- https://feeds.libsyn.com/44487/rss
     
    BUSINESS GROWTH TOOLS
    https://12WeeksToPeak.com
    https://CopyByWes.com
    https://CRMQuiz.com
    https://TheBestSalesSecrets.com
    https://MakeEverySale.com
    https://www.TheSalesWhisperer.com/

    • 1 hr 29 min
    Morra Aarons-Mele, The Anxious Achiever, Is On The Sales Podcast

    Morra Aarons-Mele, The Anxious Achiever, Is On The Sales Podcast

    Professional Sales Tips you’ll learn today on The Sales Podcast… Manage anxiety to still excel in business and in life.
    Anxious, depressed, and burnt out.
    Fight, flight, or freeze.
    Social media is a tool designed to manipulate us.
    She was a sensitive kid…hyper-vigilant.
    She has had anxiety and depression since she was 19.
    Bipolar as well.
    There was no hybrid job force back then.
    She had to become an entrepreneur to cope with her anxiety and depression.

    Related episodes and posts
    Find The Best CRM For Your Team and Budget
    Start Your Free 12 Weeks To Peak™

    Anxiety can drive us to perform.
    Stress is put on you, and anxiety shows up when you fear the future.
    Sometimes, anxiety kicks in on its own.
    She’s had a lot of professional help, including at least 20 different medications.
    Sales is a system that thrives off a little bit of anxiety.
    Money can make us anxious.
    She loves sports and sports psychologists.
    They can focus.
    Mindfulness is key. Turn off your brain.
    You have to build the muscle of your mind to stay in the moment.
    Many can get in a negative mindset rut.
    You have to retrain your brain.
    Therapy…be present…stay in the moment.
    Think of the worst-case scenario and ask, “Is this likely? Is it probable?”
    She is anxious about flying. It’s not a phobia but anxiety.
    Sold her 11-year consulting business.
    Now focused on workplace mental health.
    Not a therapist.
    Coaches teams on mental health.
    Use your introversion to excel in sales.
    She listens more than she talks.
    Use your introversion to excel in sales.”
    Anxiety is a natural human emotion.
    When we understand ourselves, we’re better.
    Stop. Look at the evidence and make a plan to do it again.
    Use your anxiety to help you plan.
    We bring our past to our negotiations.
    Sales Growth Tools Mentioned In The Sales Podcast Take The CRM Quiz: get a free consultation with me
    Donate: Just because you like the show, the no-bullshit approach, and don’t want to buy a book, software, or The Make Every Sale Program.
    Leadferno: Turn lurkers into leads
    Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.
    Send Drunk Emails: …that get opened and get you paid!
    Phone Burner: work the phone like a machine so you can be a human when you connect.
    Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months
    GUEST INFO:
    Guest Site: https://morraam.com/
    Guest Twitter: https://twitter.com/morraam
    PODCAST INFO:
    Support The Sales Podcast: https://bit.ly/3JOJ6jC
    Podcast website: https://www.thesaleswhisperer.com/podcast
    Apple Podcasts: https://apple.co/3PeYzKL
    Spotify: https://spoti.fi/2nEwCF8
    YouTube: https://www.youtube.com/@TheSalesWhispererWes
    SUPPORT & CONNECT: Check out the sponsors above; it’s the best way to support this podcast
    Support on Patreon: https://www.patreon.com/TheWes
    Twitter: https://twitter.com/saleswhisperer
    Instagram: https://instagram.com/saleswhisperer
    LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/
    Facebook: https://www.facebook.com/thesaleswhisperer
    Medium: https://medium.com/@saleswhisperer

    • 40 min

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