The Sales Podcast Wes Schaeffer

https://blog.thesaleswhisperer.com/p/josh-tolley-buy-a-business
https://whisper.spiffy.co/checkout/12-weeks-to-peak-vip
In this conversation, Wes interviews Josh Tolley, an experienced entrepreneur and author. 
They discuss the misconceptions of buying and selling businesses, the importance of critical thinking and logical deduction, and the challenges of having rational discussions. 
Josh shares his journey as an entrepreneur and the value of creativity and thinking outside the box. He also explains the process of buying profitable businesses and the scalability of managing multiple businesses. 
The conversation highlights the importance of selling businesses at the right time and the table method for effective business management. In this conversation, Josh Tolley discusses the process of building a portfolio of businesses through acquisitions. 
He emphasizes the importance of avoiding online scams and hiring a qualified broker to assist with the acquisition process. 
Tolley also provides insights into considerations for location and working around SBA loan requirements. He highlights the need for thorough due diligence and research before making a purchase. 
Additionally, Tolley shares his motivation for writing a book and discusses the challenges of introversion in public speaking. The conversation concludes with a discussion on negotiating price and terms, as well as the importance of engaging content.
Takeaways
Buying profitable businesses can be a faster and more successful path to entrepreneurship than starting from scratch.
Critical thinking and logical deduction are essential skills for success in business and other areas of life.
Doing what you love may not always lead to financial success, and it's important to consider the scalability and profitability of a business.
Selling a business at the right time can be more profitable than holding onto it for too long.
Managing multiple businesses requires trust in competent professionals and focusing on the key aspects of each business. Avoid online scams and hire a qualified broker when acquiring businesses.
Thorough due diligence and research are essential before making a purchase.
Consider location and work around SBA loan requirements.
Negotiate beyond price to include additional terms and benefits.
 
00:00 Introduction and Technical Difficulties
01:12 Josh Tolley's Background and Experience
03:29 The Number of Businesses Josh Tolley Owns
04:00 The Misconceptions of Buying and Selling Businesses
05:03 The Bonding Moments of Different Generations
06:27 The Importance of Objective Truth and Logical Deduction
09:00 The Challenges of Having Rational Discussions
11:05 The Value of Critical Thinking and Creativity
12:18 The Success of D Students in Entrepreneurship
13:22 Josh Tolley's Academic Background and Journey
15:20 The Risk and Failure in Buying Businesses
20:22 The Pitfalls of Doing What You Love
23:08 The Affordability of Buying Businesses
25:57 The Importance of Selling Businesses at the Right Time
27:36 The Challenges of Managing Multiple Businesses
30:10 The Importance of Trust and Scalability in Business Ownership
31:25 The Table Method for Business Management
32:24 Building a Portfolio of Businesses
33:05 Avoiding Online Scams
34:22 The Importance of Hiring a Qualified Broker
35:09 Considerations for Location
35:38 Working Around SBA Loan Requirements
36:06 Choosing the Right Type of Business
37:07 Due Diligence and Research
38:15 The Role of Errors and Omissions Insurance
39:20 The Dangers of Insta Experts
40:20 Motivation Behind Writing a Book
42:06 Introversion and Public Speaking
43:18 The Temptation of Living in a Remote Location
44:13 The Challenges of Socializing
45:47 Negotiating Price and Terms
46:55 The Difficulty of Acquiring a Winery
48:17 The Importance of Price in Negotiations
50:38 Negotiating Beyond Price
52:27 Josh Tolley's Website and Podcast
53:20 Website Design and User Experie

https://whisper.spiffy.co/checkout/12-weeks-to-peak-vip 
https://blog.thesaleswhisperer.com/p/eric-saar-meta-ads
Eric Saar, the Facebook ad guru, discusses his expertise in Facebook advertising and his company, Slingshot Media Consulting. He explains the importance of setting the right foundation before shooting for success, just like a slingshot. Saar focuses on Facebook and Instagram ads, also known as Meta ads.
He discusses the impact of Apple's changes on Facebook's ability to track users and the importance of understanding analytics and metrics. Saar emphasizes the need for nuance and expertise in Facebook advertising and warns against agencies that overpromise and underdeliver.
In this conversation, Eric Saar discusses the effectiveness of Facebook ads for e-commerce and webinar funnels. He emphasizes the importance of product-market fit and dialing in the right messaging and targeting. Eric shares examples of successful webinars and explains how to optimize ad sets to avoid audience overlap. He also discusses the role of ad fatigue and the importance of testing different creatives. Eric offers consulting services to help businesses improve their Facebook ad strategies and provides recommendations for other marketing channels. 
Takeaways
Setting the right foundation is crucial before shooting for success in Facebook advertising.
Apple's changes have affected Facebook's ability to track users, leading to challenges in tracking metrics accurately.
Understanding analytics and metrics is essential for successful Facebook advertising.
Nuance and expertise are necessary to navigate the complexities of Facebook advertising.
Beware of agencies that overpromise and underdeliver in Facebook advertising.
Facebook ads work best for e-commerce, but it requires dialing in the right product-market fit.
Webinars can be effective for lead generation and sales, but the quality of the webinar delivery is crucial.
Optimizing ad sets by avoiding audience overlap and understanding metrics is key to successful Facebook advertising.
Ad fatigue can occur after two and a half months, but creative variations and testing can extend the lifespan of ads.
Consulting services can help businesses improve their Facebook ad strategies and navigate other marketing channels.
00:00 Introduction to Eric Saar and Slingshot Media Consulting
08:47 The Impact of Apple's Changes on Facebook Tracking
12:36 Understanding Analytics and Metrics in Facebook Advertising
15:31 Navigating the Nuances of Facebook Advertising
19:16 Maximizing Facebook Ads for E-commerce Success
20:12 The Power of Webinars in Lead Generation and Sales
22:25 Optimizing Ad Sets for Effective Facebook Advertising
23:51 Extending the Lifespan of Ads and Avoiding Ad Fatigue
27:09 Consulting Services for Facebook Ad Strategy and Beyond 
Market like you mean it.
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BUSINESS GROWTH TOOLS
https://12WeeksToPeak.com
https://CopyByWes.com
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https://TheBestSalesSecrets.com
https://MakeEverySale.com
https://www.TheSalesWhisperer.com/
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https://blog.thesaleswhisperer.com/p/sean-douglas-booked-to-speak
Summary
In this podcast interview, Sean Douglas, a former Air Force member turned speaker and coach, shares his journey from the military to becoming a professional speaker. He discusses his background in the Air Force, including his experience as a drill instructor and his involvement in the resilience program.
Sean explains how he transitioned into speaking and the process of getting booked for TEDx talks. He also highlights the benefits of giving a TEDx talk and shares insights on balancing speaking engagements and coaching.
He emphasizes the importance of building contacts and gaining experience to succeed. Sean discusses the value of networking and negotiating behind the scenes to secure speaking gigs.
He also highlights the significance of video testimonials and the role they play in building credibility. Sean provides advice on pricing keynote talks and shares strategies for prospecting associations and booking speaking engagements.
He encourages speakers to think outside the box and stand out in a crowded market. Finally, Sean talks about his upcoming move back to Michigan. 
Takeaways
Transitioning from the military to speaking and coaching is possible with the right mindset and determination. To get booked for a TEDx talk, it's important to have a compelling opening, align with the event's theme, and present a big idea that can impact humanity. Giving a TEDx talk can provide credibility and visibility, leading to paid speaking gigs and other opportunities. Balancing speaking engagements and coaching requires effective time management and prioritization.
00:00 Introduction and Air Force Background
01:08 Transitioning to Speaking and TEDx Talks
09:38 Getting Started with TEDx Talks
20:53 Benefits of Giving a TEDx Talk 22:33 Balancing Speaking and Coaching
24:26 Paid Speaking Gigs and Workshops
26:36 Building Contacts and Experience 
27:22 Networking and Negotiating
28:07 Lessons Learned 
29:35 Always Be Curious
30:29 Video Testimonials
31:00 Pricing Keynote Talks
32:21 Value and Pricing
33:17 Prospecting Associations
34:26 Booking Speaking Gigs
35:47 Free Talks vs Paid Talks
36:16 Sleep Locally, Speak Nationally
37:45 Thinking Outside the Box
39:18 Taking Action and Learning
40:42 Finding Speaking Opportunities
43:07 Standing Out in the Crowd
45:31 Starting Small and Growing
46:41 Searching for Call for Speakers
50:32 Playing Pickleball
52:52 Get Booked to Speak
54:08 Moving to Utah and Michigan 
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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

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

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
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Connect with me:
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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

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
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Market like you mean it.
Now go sell something.
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