200 episodes

The Salesman.org - podcast feed gives you the worlds best sales content.

Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes.

Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic athletes, UFC fighters, world leading neuroscientists and the world’s top sales experts as guests.

This Week In Sales - TWIS is hosted by Will Barron and sales legend Victor Antonio. They cover the latest sales news, tech and culture from the previous 7-days. TWIS is always entertaining with a great dynamic between the co-hosts.

Selling Made Simple And Salesman Podcast Salesman.org

    • Business
    • 4.6 • 220 Ratings

The Salesman.org - podcast feed gives you the worlds best sales content.

Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes.

Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic athletes, UFC fighters, world leading neuroscientists and the world’s top sales experts as guests.

This Week In Sales - TWIS is hosted by Will Barron and sales legend Victor Antonio. They cover the latest sales news, tech and culture from the previous 7-days. TWIS is always entertaining with a great dynamic between the co-hosts.

    This Graph Changed My Sales Career | Selling Made Simple

    This Graph Changed My Sales Career | Selling Made Simple

    When’s the last time your life changed because of a single picture? Well I can tell you I started closing bigger deals, closing them more often, and earning way more commission—all because of this one graph *show on screen*. And today, I’m showing you how it can change your life too.

    One of the biggest issues we as humans have is understanding time. Don’t get me wrong here—we’ve gotten really good at thinking ahead, learning from the past, and evaluating cause and effect. Hell, it’s why we humans are so damn good at surviving and expanding.

    But even still, we have a hard time connecting the actions we take today with the results we see way in the future. Today / Future And this can be especially problematic for actions that snowball. That have effects that grow over time.

    And unfortunately, that disconnect is at the heart of why most salespeople fail to achieve real success.

    That’s why today we’re talking about the graph that helped me shift out of that path to failure and into my success today.

    1. The Graph

    As you can see, this graph is all about…

    Memory, Effect, & Time

    Can you see memory, results, and how the two change over time. Once you perform an action, be it cold prospecting or starting to create content, it’s fresh in your brain. And as time moves on, it drifts out of your consciousness. You forget about it.

    But the effect of that action actually increases over time. The problem here is that since memory fades, we tend to forget what caused the effects we’re seeing. We forget that we are where we are today precisely because of the actions we took 6 months, 5 years, and even 10 years ago.

    So for example, we get immediate mouth pleasure after eating fast food. The greasy burger. The salty fries. The refreshing soft drink. It’s delicious stuff! And we understand that.

    But what we struggle to comprehend is that eating that fast food every day eventually makes us fat. We find excuses to hit the drive-through during the week. We tell ourselves, “Oh, we’ve had a rough day, one cheat meal couldn’t hurt.”

    But all the while, we’re failing to see that these little “cheats” add up to a larger pattern. And before we know it, we’re 10lbs overweight wondering, “what happened?”

    Tying It To Sales

    To tie it back to sales, we’re skipping our prospecting. We’re telling ourselves, “Oh I’ll build up my social selling content later.” And all the while, we’re continually chipping away at the potential success our future holds.

    What we need to be doing is doing the things now that will improve our lives in 6 months from now.

    The longer term you can think, act, and stay on track, the more successful you’ll be.

    An Example

    I’ve got an example for you. Sam the salesman starts investing starting at 30. He puts a thousand bucks in every few months whenever he’s got some extra dough. And on the down months, he doesn’t contribute a cent. At the ripe old age of 65, he’s looking at a somewhat decent retirement fund.

    On the other hand, there’s Seth the salesman. He starts putting money in at 30 too. And he puts money into all the same investments as Sam. But instead of doing it sporadically, he contributes the same percentage of his earnings every single month. And thanks to compounding interest, those investments pay off. By retirement age, he’s looking at multimillions—far more than Sam.

    The key, then, is consistency. It’s developing a plan and sticking with it. And the more you can maintain that consistency, the better the results.

    Now, it’s important to realize that it isn’t just direct consequences that play a role either. There’s also…

    2. Second Order Consequences

    Second order consequences to consider. These are the snowball effects. The consequences that lead to more consequences.

    For example, let’s say you buy a big TV rather than investing the cash. No big deal right?

    • 14 min
    The Best Opening For A Cold Call | Selling Made Simple

    The Best Opening For A Cold Call | Selling Made Simple

    The average length of a successful cold call that ends in a meeting is just 5:14. That’s it!

    For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call.

    This video covers the rejection-proof cold call one-liner that’s guaranteed to help you book more calls, all in just three seconds.

    Now for most cold callers, even experienced ones like you, the problem isn’t talking about your value proposition. Or convincing prospects to book an official call with you.

    Instead, it’s that initial line. That first three seconds. Because a whopping 98% of cold calls end in hangups right off the bat. And if you can get your prospects to listen to you after that, then you’re home free.

    But you’ve got to choose your words carefully. You’ve got to pique interest, interrupt their thought pattern, and set expectations. And that’s exactly what this opener is so great at doing.

    1. The Opener

    The word-for-word opener you can start using right away.

    So this one actually comes from my friend, Josh Baun. Josh is an expert when it comes to sales and trains teams on how to beef up their numbers and close more deals.

    I actually interviewed him on The Salesman Podcast where he talked about this very opener, which he both uses and teaches to his clients.

    So first up, let’s just take a look at the opener, and then we’ll break it down…

    Simple as that. Now, 70 or 80% of the time, you’re going to get a yes. And here’s why…

    A) Pattern Interrupt

    First, a pattern interrupt. Most sales reps try to come off too familiar so they can start building rapport. But what this opener openly calls out is the fact that the prospect doesn’t know who you are. In fact, you’re a complete stranger!

    And that simple tweak lets you stand out from the other cold callers and keep prospects from hanging up. Next…

    B) Time Commitment

    Time commitment. You’re setting boundaries here. This isn’t going to be an hour-long conversation. It isn’t even going to be 10 minutes. So when they say yes, they know they aren’t getting roped into a major time waster. Who doesn’t have two minutes? Next up…

    C) A Favor

    A favor. You’re asking for help because people are wired to help others. We WANT to help other people. And in fact, when someone does a favor for you, they’re actually more likely to help you in the future! It’s called the Benjamin Franklin Effect, and it’s an amazing sales tool to add to your toolbelt.

    D) Tone

    Tone. We’re using a tonality that’s not, “Hey, Will, this is JOSHHHHH! Can YOUUUU help me out for a moment?” You’re calm. Because when you’re calm, you’re less aggressive. You aren’t a threat to run away from. And that makes you more inviting.

    Again, this simple opener will keep people on the line with you 70 to 80% of the time. But you’re job’s not done yet. Then you have to move on to…

    2. The Follow-Up Steps

    Step one kept them on the line. Now we have to move on to steps two and three. These are simple.

    See If They’re The Right Person

    To see if the prospect is even the right person that you need to be speaking with.

    That looks a little something like this…

    As you can see, this implies that you’ve done a little research—a must for rapport building.

    Now, one of two things is going to happen there. You’re either going to get a positive or negative response here. “Yes, I’m in charge of that,” or “No, I’m retired.” And don’t you want to know that at the beginning of the call rather than going all the way through your pitch?

    So once you’ve made sure you’re talking to the right person, it’s time for step number 3…

    Poke & Peel

    The poke and peel. You’re going to be poking around a little bit to see how the prospect is currently getting the job done, and you’re going to peel the onion a little bit.

    • 11 min
    How I Stopped Procrastinating Over Sales Prospecting | Selling Made Simple

    How I Stopped Procrastinating Over Sales Prospecting | Selling Made Simple

    Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off my tough tasks till later. And my career suffered because of it.

    But then I learned how to stop procrastinating for good. And today, I’ve built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever.

    How’d I do it? I killed my lizard brain.

    The Lizard Brain

    What is it? Well, this is the part of your brain that’s leftover from your pre-human ancestors. It’s focused only on the now. It doesn’t understand the future or the past. And it just reacts according to your most basic needs.

    On the other side of things, you’ve also got your “Human” brain. This is the rational side of you. It can use the past to predict the future. It can plan. And it can choose to avoid pleasure now in exchange for greater gains in the future.

    But for as advanced as the human side is, it doesn’t deal well with abstraction. If it can’t find a clear pathway to completing a task, it gives up control to the lizard brain. And the lizard brain’s go-to method for dealing with a problem is good ol’ fight or flight.

    The problem is you can’t fight abstract goals like “increase revenue this quarter” or “boost commissions by 10%.” So the lizard brain chooses flight. It runs. It procrastinates. And your human brain finally swoops in to justify all the reasons not to start in the first place.

    The good news is you aren’t trapped in this cycle. Because…

    You can kill your lizard brain and stop procrastinating for good. You’ve just got to do a bit of brain hacking to get the job done.

    And there are four techniques to do just that.

    1. Goal Priming

    When you’re faced with a daunting task like spending hour after hour prospecting, it’s hard to find the motivation to get started. But that’s because you’re focused on the difficulty of the task. So instead, focus on the end result.

    How will your work pay off? What will your life look like after you’ve achieved your goals?

    If you’re focused on boosting your commissions but hate cold calling, think about what that extra money will mean for you. What will having an extra $50K a year do for you and your family? What about the career opportunities that will open up as a result?

    The more you think about the rewards, the less you’ll think about the costs.

    2. Overload Reduction

    Technique two, overload reduction.

    There is such a thing as having too much choice. It’s called “Choice Overload Bias” And it’s the documented phenomenon of people having a harder time deciding when they have more options. Worth noting is that they’re also less satisfied with their choice when all is said and done.

    If you find yourself struggling to get a task started, take a step back for a minute. Are you deciding between 3, 4, 5 ways of doing the task? That’s your problem.

    Instead, limit your options. Cut down your choices. And just get started. Don’t worry too much about making the right choice. You can always pivot later on. What matters here is moving forward.

    3. Deconstruction

    The bigger the goal, the more intimidating it’s going to be. When you’re dealing with something as huge as earning $50K more this year in commissions, it can seem like there’s no way to start making headway.

    That of course kicks your lizard brain into high gear. And it makes you 10X less likely to ever get started.But here’s a trick. Break your giant goals down into smaller, more achievable milestones. Shooting for $50K extra this year? Okay, that boils down to $12,500 a quarter or about $4,200 extra a month. How many sales does that mean you have to make in a month? And given your current success rate, how many cold emails do you have to send or cold calls do you have to make to get there?

    Then you can start chipping away at that larger goal day by day.

    • 10 min
    This Question Will Make You Better At Sales | Selling Made Simple

    This Question Will Make You Better At Sales | Selling Made Simple

    Want to get better at selling in two seconds? Easy peasy.

    Ask potential buyers, “What’s stopping you solving this problem for yourself?”  You’ll eliminate objections AND set yourself up for an easier close with just one phrase.

    But hold on—asking the question is only half the battle. To get the right effect, you need to know how to get to the point of asking it. That’s where the real magic happens and that’s what we’re covering in this video.

    Now, buyers often give objections because they think they can solve whatever problem they have by themselves. They don’t need your help. So why would they buy your solution?

    But the truth of the matter is, if they could solve their problem on their own, wouldn’t they have done it by now? Instead, something’s missing. Something’s holding them back from solving their own pain points. This, my friends, is what’s known as leverage.

    If you can get prospects to realize they can’t do it on their own, you’re in a fantastic selling position. AND you’ve also eliminated a slew of sales objections that you would’ve had to deal with later on.

    But before you can drop this bombshell of a sales question, you’ve got to start by…

    1. Properly Qualifying a Prospect

    Lead qualification is one of the greatest challenges for sales reps. HubSpot found that 34%, over one-third, of reps said lead qualification is the biggest obstacle to hitting their numbers.

    With the right leads, closing is easier. Prospects are more enthusiastic. And the chances of a busted deal are far slimmer.

    Now, there are plenty of acronyms for qualifying frameworks out there. Each more complicated and confusing than the last. But when you get down to brass tacks, each focuses on three major questions:

    * What Do They Want?

    * What’s Stopping Them From Achieving This?

    * Can We Help Them Get There?

    That’s it. Three questions. But how do you get that information out of prospects in the first place?

    The Selling Made Simple Academy’s Diagnose Framework does a fantastic job of guiding you through how to get those answers.

    This eight-step model includes everything you need to ask on a discovery call.

    And whether you’ve gotten a verbal commitment that’ll lock buyers into the deal.

    The info you learn through this framework ensures you’ll only be working with qualified prospects that are itching to buy.

    Once you’ve done that, THEN it’s time to move on to step two…

    2. Popping The Question

    The most common objection most reps face is that buyers think they can solve their own business issues themselves. It’s especially common among small to medium-sized businesses because they believe they can save some serious dough by handling it themselves.

    Once we’ve qualified the prospect, the best way around this objection is to ask them to their face…

    “You know the issue, you know where you want to go, what’s stopping you from solving this yourself?”

    The prospect will look you blankly in the face and say one of three things is holding them back…

    * Time

    * Expertise

    * Motivation

    It all comes down to one or more of those three. That’s it.

    What’s important here isn’t necessarily that you know which of these three is stopping them. Though as we’ll see in the next step, that knowledge is incredibly useful in closing later on.

    Instead, the magic here is that the buyer admits they need help. They’re making the need real. Because they’ve stopped, thought about it, and said out loud why they can’t do it themselves.

    That shift in mindset is powerful. It turns you from a greedy salesperson into someone who’s offering real, true value. You instantly change from a predator—somebody trying to steal their money—to an asset that can solve their problem. And that my friends is huge.


    • 13 min
    You NEED to Understand This About Cold Calling | Selling Made Simple

    You NEED to Understand This About Cold Calling | Selling Made Simple

    Cold calling’s dead? I don’t think so. 82% of buyers say they accept meetings with reps who cold called. And 57% of C-suite execs preferred way to be contacted.

    So don’t fall for the hype—cold calling is alive and well. And if you’ve already seen some success with it, here are just a few small tweaks you can make to take things from paying the bills to early retirement.

    Now before we get started, I want to point out this is not a video for beginners. There are plenty of tutorials on how to get started with cold calling. And this is not one of them.

    Instead, it’s built for reps who have already built a semi-successful process, but you can’t quite seem to make any progress. You’ve plateaued. And despite your best efforts, your numbers never seem to get better.

    Sound familiar? Well if so, I’ve got your back with these three strategies. So let’s jump in.

    1. Tone

    Tone. Your tone is a critical part of what types of feelings you’re eliciting in your prospect. From pitch and volume to speed and your own attitude—yes, people can hear smiles—your tone of voice says a lot about you as a person.

    And one big problem reps face is learning how to hone their voices when cold calling so that buyers aren’t scared off in the first second or two.

    As it turns out, most buyers don’t respond well to an overexcited sales rep on the line. Their over-enthusiasm comes off as suspicious. And no matter how great your product is, you’re going to scare off prospects when you come in hot with the stereotypical sales rep approach.

    Instead, try taking a calmer, more relaxed approach. And to do that, you need to…

    Shift Your Self-Worth

    Let me tell you what I mean by that.

    According to sales expert and professional trainer Josh Braun, the tendency to sound overexcited on a call comes from reps wanting the sale too much.

    And you might be saying, “Will, isn’t wanting the sale a good thing?” And on one level, it is. But what needs to take precedence over wanting the sale is wanting the right buyer. Because truth be told, every prospect isn’t going to be a fit for what you’re selling. Some buyers are going to say no. And that’s okay.

    There are plenty of other prospects out there. And when you find the right one—the one that’s actually a fit for what you’re selling—that’s when the magic really happens.

    So remember, stay calm. Stay collected. And try to sound as natural on the phone as possible.

    Now the second tweak involves…

    2. Mindset

    Mindset. And this one isn’t about your mindset like the last one was. Instead, it’s about the prospect’s mindset. What they are thinking. How they are viewing the world. And most importantly, how they are thinking about you.

    So first of all, most people don’t like to be cold called. Shocker, right? Because they’re busy. They’re managing their staff, they’re on the hunt for new clients, they’re blah blah blah. They’re doing stuff! And your call is an interruption for getting that work done.

    Now, most sales reps try to ignore that fact. They try to lure prospects into forgetting about it by being personable, by being likeable, and by demonstrating that they have value. But I’ve got news for you here—your prospect will not forget.

    They may move past it at some point. But the vast majority of people who pick up a cold call are going to be annoyed. And the more you try to schmooze your way into their good graces, the more they’re going to think of you as just another skeezy salesman.

    So what’s the solution here? How do you break down that stereotype and shift their mindset?

    Acknowledge the Interruption

    Call it out. Tell them you understand you’re being an inconvenience rather than trying to push that inconvenience under the rug.

    This tip comes from Chris Beall, Founder, CEO, and sales psychology expert. Here’s what he says:

    When you do that,

    • 12 min
    The Rocky Road to Becoming a Sales MILLIONAIRE | Selling Made Simple

    The Rocky Road to Becoming a Sales MILLIONAIRE | Selling Made Simple

    Money! We all love it. We all want it. And we all never seem to have enough of it.

    Sam here tried his hand at sales because of the earning potential. But he quickly dropped out due to the stress.

    But Walter knew that if you could push through the downsides, you could bring in a massive income. We’re talking MILLIONS. And he also learned the tricks to make earning beefy commissions easier than ever.

    And that’s what we’re covering today—the risks, the rewards, and the simple steps you can follow to become a sales millionaire.

    Now, working in sales is no picnic by any means.

    On the one hand, there’s the rejection. Which sorry to say, is typically a given. The better you get, the less of a problem it becomes, sure. But first starting out, you’re going to get some no’s.

    On top of that, the cold calling and cold emailing can be monotonous at times.

    But by and large, the toughest thing about sales is this—you are the one responsible for your pay. If you suck, you sink. And for some, that can be a terrifying prospect. Because if you slack off, you aren’t guaranteed the paycheck you’ve come to depend on.

    A sales career isn’t a cakewalk. That much is clear. But there are some serious benefits to it too. Benefits that no other career can offer.

    And today, that’s what we’re talking about. The upsides. The reason why sales is in my opinion, so special. So exciting. And so fulfilling.

    So let’s jump into it.

    A) Quickest Way to Make Money

    It’s the quickest way to make money. There are other careers that may get you to that 7-figure level at some point. But sales is without a doubt the fastest. So, why is that?

    1. Product Development’s Done Already

    The hard work’s done. Your brand’s already spent the time, the money, and the effort to create a working product. And they’ve built connections with vendors, distributors, and regulatory agencies to handle all those sticky logistics.

    All you have to do is sell it!

    2. You Can Stay Mobile

    You can stay mobile. Sales skills tend to transfer cleanly from one company, market, and even industry to another. If you were killing at company A, you’ll probably kill it at company B too.

    So once you’ve built up a proven success record, you can easily move on to a more profitable company. Working your way up and up until you’re at an employer and salary that’s a fit for your goals.

    There aren’t a lot of other positions that allow for this level of mobility. So take advantage.

    3. Brand Leverage

    Brand leverage. One of the great things about sales is you can leverage the social proof of the brand you’re working for.

    If you’re working with one that’s established, they already have a customer base. They’ve got a market. And they’ve probably got case studies, success stories, and testimonials that you can distribute to potential buyers.

    If you were to say, start your own business, you’d have to toil away for years to make a name for yourself. But as a rep, that hard work’s already done for you.

    4. Inbound Sales Leads

    Inbound sales leads. In all likelihood, your brand will have a marketing department. And that marketing department will literally feed you leads. That’s their entire purpose—to send qualified buyers to your doorstep.

    And if they do things right, that means you don’t have to work nearly as hard to get prospects knocking on your door.

    Alright so let’s get into the second reason sales can be such a great career.

    B) Least Risky Way to Make Money

    It’s the least risky way to make money. With other money-making ventures, risk is a serious factor. In many cases, the risks outweigh the earning potential. And if they don’t, it’s usually because the pay isn’t all that great to begin with.

    You Can Become Unsackable

    See, every business knows the value of a great sales rep. We are the lead moneymakers,

    • 14 min

Customer Reviews

4.6 out of 5
220 Ratings

220 Ratings

malfoxley ,

Great show!

Will and Victor, hosts of the podcast, highlight all aspects of sales and more in this can’t miss podcast! The hosts and expert guests offer insightful advice and information that is helpful to anyone that listens!

Arlie K ,

I'm sold!

A can't miss series of shows for anyone in the sales space! No matter the topic of discussion, I truly learn something every time I tune in. It's a gold mine!

Ima listener ,


Will is a great host who brings on some very knowledgeable guests! I highly recommend a listen!

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