The Sales Machine

John Rankins
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The Sales Machine

Welcome to "The Sales Machine Podcast" with your host, John Rankins, a seasoned expert in transforming sales teams into powerhouses. Whether you're a CEO, a Head of Sales Operations, a Regional Sales Manager, or leading a direct sales team, this podcast is your sanctuary for building a successful sales dynasty. John, with his rich experience, has guided over 2000 businesses to generate substantial revenue by revitalizing their sales teams. He can help tackle the real challenges you face - from recruiting the right salespeople, handling underperformers, to creating a repeatable sales process. Join us weekly as we bring you a blend of solo episodes filled with actionable strategies and guest episodes featuring industry leaders who have mastered the art of sales leadership. Subscribe now and connect with us on our social media accounts to be a part of a community that transforms sales challenges into growth opportunities! Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram: https://www.instagram.com/thesalesmachine_official/ LinkedIn: https://www.linkedin.com/in/johnrankinsofficial/

  1. HÁ 3 DIAS

    Why Your Sales Team Is Stuck | John Rankins & Alan Versteeg

    Struggling to balance technology and human connection in your sales leadership? You're not alone. In this episode of The Sales Machine Podcast, I sit down with Alan Versteeg of Growth Matters, a sales leadership expert who’s spent over a decade helping CEOs and Sales Directors transform their teams into high-performance engines. Alan breaks down how to simplify communication, coach effectively, and use Socratic leadership to empower your team. We tackle the tough stuff: Why most sales leaders fail to turn tech investments into real impact.How to hold your team accountable without killing morale.The secret sauce of sustainable growth: simple, consistent disciplines. Whether you’re a seasoned leader or new to the game, this conversation is packed with actionable advice on mindset, methodology, and making tech work for you, not against you. If you’re ready to cut through the complexity, simplify your approach, and lead your team to real, lasting success... hit play and let’s get into it! Episode Highlights “We have become so loyal to optics that we've forgotten about impact. Because we have the ability through technology to report on everything.” - Alan Versteeg  “It comes down to mindset. Psychology, methodology, and then technology is just a tool to make things better, faster, more efficient.” - John Rankins “The job of a sales lead is not to grow sales. It's to grow salespeople who grow sales.”  - Alan Versteeg  “Professionals prepare, amateurs wing it. And the salespeople out there that are just looking for that bluebird from the sky are not sales professionals.” - John Rankins “Be the GPS, not the driver. Just because you know where you're going, don't steal their steering wheel.”  - Alan Versteeg  Chapters00:00 Intro 03:03 Simplicity in Complexity: The Art of Effective Communication 12:14 The Evolution of Sales: From Individual Contributor to Leader 17:57 Coaching for Success: The Role of Sales Managers 23:50 Accountability in Coaching: Creating a Supportive Environment 30:35 Socratic Leadership and Empowerment 37:31 Sales as an Ecosystem 43:09 The Force Multiplier Concept 50:15 Value Proposition and Market Adaptation 56:52 The Power of Simple Disciplines 58:17 Outro Connect with Alan VersteegLinkedIn: https://www.linkedin.com/in/alanversteeg/  Twitter/X: https://x.com/alanversteeg  Instagram: https://www.instagram.com/growth_matters_international/  Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

    58min

  2. 11 DE DEZ.

    How to Clone Your Best Salespeople with Super Benji | John Rankins & Jeremy Basset

    Think sales automation is too risky or too impersonal? That mindset might be the very thing killing your growth. In this episode of The Sales Machine, I’m sitting down with Jeremy Basset — a sales leader who’s evolved from driving growth at Unilever to helping businesses streamline their sales processes through AI and automation. We’re diving deep into the challenges of moving from founder-led sales to team-led growth and how AI tools like Super Benji can simplify and supercharge your sales efforts. We break down why resilience, understanding your client, and adopting smart automation aren’t just nice-to-haves, they’re essential for scaling effectively. Plus, we explore how cultural nuances and relational selling can make or break your sales success. If you’re ready to stop fearing automation, start empowering your sales team, and unlock growth you didn’t think was possible…this episode is for you. Let’s get into it! Episode Highlights"Top of mind is top of funnel. The more they see you and hear from you, the better if you’re bringing value." - John Rankins "Where methodical in terms of we've identified leads, we researched them, we create a whole bunch of information around that person, we then put that into an email, we then follow it up. So if you start to map out that journey, could you teach an AI to do that for you? That was the big question that we faced. Fast forward a few months, we had a very basic product that is basically the equivalent today of you typing into GPT. That product worked okay, and then we just kept evolving it from there." - Jeremy Basset "We grew Co-Cubed by 35% last year, while competitors were going backwards or broke. That was because of SuperBenji. We solved a massive problem for ourselves and realized it was a massive problem for the industry. SuperBenji automates the toughest part of sales, the top of the funnel." - Jeremy Basset “You need rhino skin in sales — tough enough to handle rejection and keep moving.” - John Rankins “Founder-led growth can only scale so much. Team empowerment is the real unlock.” - Jeremy Basset "Sales is about service and solving problems, not pushing products.” - John Rankins “Cultural differences matter. Selling in the US isn’t the same as selling in Europe or Asia.” - Jeremy Basset Chapters (01:00) - Jeremy Basset's Journey in Sales (12:00) - The Importance of Resilience in Sales (17:56) - The Evolution of Co-Cube and Super Benji (23:48) - The Science of Sales Success (30:24) - Cultural Differences in Sales Approaches (37:37) - AI and Situational Intelligence in Sales (45:32) - Creating Irresistible Offers Connect with Jeremy BassetLinkedIn: https://www.linkedin.com/in/jeremybasset/  Facebook: https://www.facebook.com/profile.php?id=61562008697413  Twitter/X: https://x.com/jeremybasset Instagram: https://www.instagram.com/superbenjiai/  Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:a href="https://www.instagram.com/thesalesmachine_official/" rel="noopener noreferrer"...

    51min

  3. 4 DE DEZ.

    Why Your Sales Process Isn’t Working: Fix Your Funnel!

    Struggling to hit your sales targets or feel like your pipeline is stuck? You’re not alone. But here’s the thing — the problem isn’t your team, it’s your approach. In this episode of The Sales Machine, I’m sitting down with Ken Cheo, the President of Our Sales Coach, who’s been transforming sales teams for over two decades. We’re diving into the real reasons why sales teams fail to scale — from unclear sales processes and weak CRM systems, to missing out on strategic partnerships and targeting the wrong decision-makers. If you're ready to stop wasting time on unqualified leads, stop the finger-pointing between sales and marketing, and start building a sales process that delivers real, sustainable growth...this episode is for you. Let’s get into it! Episode Highlights"The biggest challenge for me is when there's a leader who just doesn't want to be involved." – Ken Cheo "I always tell my team, you've got to be a chameleon when you walk into a room. You have to be able to read the room and adapt." – John Rankins "Sales leaders are spending all their time selling, not managing. They don't know why they’re efficient, and they can't replicate it for the rest of the team." – Ken Cheo "Sales is really about figuring things out, solving the problem, and being strategic, or you're going to keep hitting your head against the wall." – John Rankins "We’re in a market where people buy in order to solve pain. The pleasure comes afterward." – Ken Cheo Chapters 00:00 Intro 01:00 The Evolution of Sales Technology 05:49 The Importance of Data in Sales 12:09 Sales as a Service: A New Perspective 18:11 Strategic Selling: Targeting the Right Audience 30:18 Transforming Sales Through Value-Led Solutions 37:32 Understanding Market Dynamics and Customer Needs 46:00 Utilizing AI for Market Research 48:17 Outro Connect with Ken CheoLinkedIn: https://www.linkedin.com/in/kencheo/  Facebook: https://www.facebook.com/Cheo.Ken  YouTube: https://www.youtube.com/@kencheo9181  Twitter/X: https://x.com/oursalescoach  Website: https://oursalescoach.com/  Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

    48min

  4. 27 DE NOV.

    Stop Thinking Short Term: Building Sustainable Outbound Campaigns That Actually Deliver

    Want $1billion in new pipeline? Don't miss out on this episode with Joel Graber CEO OF Modern Outbound. In this episode, we’re diving deep into the art and science of outbound. Joel’s breaking down what most companies get wrong about sales, like underperforming SDR models, weak email deliverability, and the lack of systems that actually scale. But don’t worry—he’s got the playbook to fix it. We’re also getting into how AI is shaking up prospecting, why discovery is everything before the pitch, and the one thing every sales team should focus on to win big. Plus, Joel shares some killer case studies that’ll have you rethinking how you approach leads and campaigns. If you’re ready to up your sales game, create predictable growth, and crush your pipeline goals, you don’t want to miss this one. Let’s go! Episode Highlights"If you’re asking leading questions and buyers can feel like they’re being taken for a ride, you’ve already lost them." - Joel Graber "Nobody cares about your product, your service, how long you’ve been in business. They only care about what’s in it for them." - John Rankins "The psychology of outbound and sales hasn’t really changed, but the tactics have, and they've evolved." - Joel Graber "You have to ask yourself at the end of every day: How many people now know about me? Even if they’re not buying yet." - Joel Graber "The quick and the dead—that’s business today. You either adapt or get left behind." - John Rankins Chapters(06:14) - Understanding the Psychology of Outbound (12:01) - The Importance of Conversational Selling (17:57) - The Role of Discovery in Sales (23:59) - Conclusion and Personal Insights (30:35) - Case Studies: Success Stories in Outbound (36:47) - Investing in Outbound Strategies (41:53) - The Role of Marketing in Lead Qualification (48:29) - The Future of Outbound Sales Connect with Joel GraberLinkedIn: https://www.linkedin.com/in/joel-graber-/  Facebook: https://www.facebook.com/joel.graber.5/  Website: https://www.modernoutbound.com/  Connect with John RankinsWebsite: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

    50min

  5. 20 DE NOV.

    Afraid of Hearing 'No'? Overcome Rejection to Keep Your Sales Momentum Strong

    I’m excited to welcome Kelly Shaw to the show! Kelly’s not just a sales legend—he’s a best-selling author, a dynamic speaker, and someone who’s been transforming sales teams and careers for over 40 years. You might know him from his incredible book, The Greatest Sale Ever Made, or his talks that have fired up audiences worldwide (yes, even in Forbes). In this episode, we’re getting into it all—what makes great salespeople truly great, the magic of storytelling, and how belief in yourself and your product can change the game. Kelly’s got this way of breaking down sales so it’s not just about hitting numbers—it’s about helping people and designing a life you love through your work. We’re also talking about AI in sales, why preparation is everything, and how to build customer relationships that last a lifetime. This isn’t just another sales chat—it’s packed with insights that’ll have you rethinking your approach and leveling up your whole mindset. So, are you ready to take your sales skills—and your life—to the next level? Tune in now! Episode Highlights "You have to believe in your product. You got to own your product. You have to believe that you're the right person and that you're doing the right thing for the client and that sales is not something you freaking do to somebody. It's something you do for somebody, and so you have to believe in yourself." - Kelly Shaw "A lot of salespeople, they lose me at hello. They don't read the room. You lost me at hello. A lot of times it's not a no, it's not right now or they don't know enough about the product or they don't trust you yet, especially if they're left brain and, or if they're an engineer and they have the analytical mind, they want to go back and they want to digest. They're not interested in an impulse sale and potentially you still made the sale and they'll get back to you." - John Rankins "You got to make that greatest sale. You have to believe in whatever product or services you're selling. It's the best thing for a certain type of client. And then you have to believe that you're the person to take care of them after the sale because the sale doesn't stop when you deliver the damn product or the service." - Kelly Shaw "Sales is communication. I break it down to one thing. Sales is taking the energy and the enthusiasm that you have for a product or service and giving it to the other people." - Kelly Shaw Chapters (02:59) - The Greatest Sale Ever Made: Inspiration Behind the Book (05:55) - Fundamentals of Sales: Belief and Client Relationships (08:46) - The Evolution of a Salesperson: From Insecurity to Success (12:01) - Sales as Service: The Mindset Shift (15:12) - The Power of Storytelling in Sales (17:47) - What Separates Good Salespeople from Great Ones (20:58) - Designing a Life Through Sales (23:54) - The Energy of Sales: Passion and Impact (30:56) - The Joy of Work and Life Balance (32:34) - Transformative Sales Experiences (36:04) - The Art of Closing Deals (38:58) - AI's Role in Sales (43:30) - The Importance of Preparation (50:43) - Creating Lifetime Customers Connect with Kelly ShawLinkedIn: https://www.linkedin.com/in/kellyshawcalif/  Facebook: https://www.facebook.com/people/Kelly-Shaw-Kingdom-Sales-Academy/100085322660077  Instagram: https://www.instagram.com/kellyshaw_kingdomsales/  Connect with John...

    57min

  6. 13 DE NOV.

    Optimize Sales Team Productivity: Eliminate Barriers and Streamline Sales Processes | John Rankins & Oscar Chavez

    I’m thrilled to have Oscar Chavez, the brilliant mind behind Growthly Group, joining us. Oscar’s a powerhouse in B2B sales, with $80 million in revenue under his belt and a knack for transforming teams with some seriously sharp sales strategies. In this episode, he’s here to tackle the biggest pain points we all face in B2B sales: efficiency, demand generation, and yes, those frustrating silos that can slow deals to a crawl. Oscar’s going to break down his EMPOWR methodology, a game-changing approach that digs deep into customer pain points, helping you close deals by truly understanding what your clients need.  From outbound strategies to the power of AI in sales, this episode is packed with ideas to level up your efficiency and build those game-changing relationships. If you’re ready to streamline your sales approach, stick around—Oscar’s got the roadmap! Episode Highlights"I fell into sales after studying software development. My first role was commission-only outbound, and every day for two weeks I was getting sworn at—it was rough." - Oscar Chavez "It's solving a bigger problem. You're saving a lot more money and you're getting to the root cause. I love that because ultimately there's a strategy to do that, right? There's pain, there's pleasure in sales and what drives the sale is really the pain and what it's going to cost the organization." - John Rankins "Have the best solution, be the most friendly and have more empathy for the customer than anyone else. You really got to be there to support them. You're not there to be salesy. You're there to really support them through the journey. And that's really what builds those relationships." - Oscar Chavez "You got to read the room. Earlier you said that you kept pitching the cloud and security in the cloud, but you were talking to the hand because you weren't talking to the right people." - John Rankins Chapters(06:03) - The Role of Inbound and Outbound Sales (12:09) - The Importance of Demand Generation (18:10) - Bridging Silos in Large Corporations (24:14) - Understanding the Risks Framework in Sales (34:43) - Strategies for Outbound Prospecting Connect with Oscar Chavez Website: www.oscar-chavez.com  LinkedIn: https://www.linkedin.com/in/theoscarchavez/  Facebook: https://www.facebook.com/OscarChavezEntrepreneur/  X: https://x.com/theoscarchavez  Instagram: https://www.instagram.com/theoscarchavez/  YouTube: https://www.youtube.com/@GrowthlyGroup  Oscar’s Million Dollar Deals Book: https://www.oscar-chavez.com/mddbook Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:a...

    37min

  7. 6 DE NOV.

    Anniversary Special: The Greatest Hits in AI for Sales

    In this special episode, we’re celebrating The Sales Machine’s first anniversary by bringing you a “Greatest Hits” on one of the hottest topics in sales: AI. I’ve pulled together some of our best conversations on how AI is transforming sales—from boosting productivity to making data-driven decisions. Think of this as a highlight reel of our top picks. We’ve got insights on using AI as a co-pilot to drive performance, why data-driven strategies matter more than ever, and how AI can revolutionize your time management. This is one packed episode you don’t want to miss—let’s dive into our best AI insights yet! Episode Highlights "AI is here. And it's amazing how many people don't realize that." - James Skinner "If you want to be good at sales, you better be organized and be on top of your calendar." - Mafalda Johannsen "The old principles in effective selling will never change. Principles don't change. But the behavior and mannerism and the instruments and the way you express and the way you sell, they will always change.” - Francis Kong “The most important thing for any business is not getting leads but it's getting that content seen” - Zach Benson “Once you start getting into double digits is when you should start considering hiring another manager. And if you time things, if you're trying to figure out the right timing, you would ideally do the split at 12, depending on budget and stuff.” - Kyle Vamvouris Chapters 00:33 - 09:56 Implementing AI to increase sales and performance 09:57 - 14:37 The Impact of AI on the Sales Industry 14:38 - 18:20 Leveraging TikTok for growth with AI-powered content reposting 18:21 - 22:05 Leveraging AI for Sales Efficiency 22:06 - 26:19 Importance of Data-Driven Sales and Systematizing Processes Watch/listen to their full episodes at: 👉 Apple Podcasts: https://apple.co/4eKZ6lc 👉 Spotify: https://spoti.fi/4f4f1Ld 👉 YouTube: https://bit.ly/48by43T Connect with James Skinner LinkedIn: https://www.linkedin.com/in/james-skinner-988434149/ Twitter: https://twitter.com/twgjames?lang=en AI SuperHuman Website: https://req.qubo.jp/james/form/AISuperhumanJ Connect with Francis Kong Website: http://franciskong.com/ Facebook: https://www.facebook.com/franciskong2 LinkedIn: https://www.linkedin.com/in/franciskong/ X: https://x.com/franciskong YouTube: https://www.youtube.com/@franciskong6451 Connect with Zach Benson Website: https://www.assistagram.com/ LinkedIn: https://www.linkedin.com/in/zach-benson-368483119/ Facebook: https://www.facebook.com/zachtbenson/ Instagram: https://www.instagram.com/zachvacay/ Connect with Mafalda Johannsen LinkedIn: https://www.linkedin.com/in/mafalda-johannsen-007489a4/ Website: https://www.wonderway.io/author/mafalda-johannsen YouTube: https://www.youtube.com/@wonderwaysales Connect with Kyle Vamvouris Website: https://www.vouris.com/team/kyle-vamvouris TikTok: https://www.tiktok.com/@kylevamvouris LinkedIn: https://www.linkedin.com/in/kylevamvouris/ Instagram: https://www.instagram.com/kylevamvouris/ YouTube: https://www.youtube.com/channel/UC3rbScTq_4JtQOSZMThFjVQ Twitter: https://twitter.com/kylevamvouris Connect with John Rankins Website: https://thesalesmachine.com/ Facebook:...

    29min

  8. 30 DE OUT.

    Anniversary Special: The Greatest Hits in Marketing

    In this anniversary special, we’re celebrating a year of The Sales Machine by spotlighting the marketing experts who delivered invaluable insights and strategies. In this “Greatest Hits in Marketing” episode, you'll hear from Jeff Hunter on leveraging AI to drive sales, Victoria Hadjar on mastering niche marketing, Matt Clark on avoiding costly LinkedIn mistakes, Gloria Chou’s go-to CPR Pitching Framework, and Ken Okazaki’s powerful video marketing blueprint. Get ready for a jam-packed episode filled with strategies you can implement today to boost your marketing impact. Episode Highlights"One of the things that AI can't do is care. It doesn't care about you. It can pretend. But a salesperson can."- Jeff Hunter "A lot of folks wanna talk to everyone. They wanna capture all the opportunities. But the problem is that you're not actually talking to anyone." - Victoria Hajjar "I would say that the biggest mistake people make on LinkedIn, they're just putting stuff out there, adding content and not actually solving the needs of their biggest clients." - Matt Clark “You are the best spokesperson for your business. You're the best advocate and hero for your business. It's time you own it." - Gloria Chou “Views turn to followers, followers turn to conversations, conversations turn to clients.” - Ken Okazaki Chapters (01:00) Leveraging AI to increase sales (05:00) Narrowing Down and Targeting a Specific Segment (10:30) The Biggest Mistake Marketers Do on LinkedIn (13:15) The CPR Pitching Framework (18:19) The video marketing framework Watch/listen to their full episodes at: 👉 Apple Podcasts: https://apple.co/4eKZ6lc  👉 Spotify: https://spoti.fi/4f4f1Ld  👉 YouTube: https://bit.ly/48by43T  Connect with Jeff HunterWebsite: https://jeffjhunter.com/ Facebook: https://www.facebook.com/jhunter101 Instagram: https://www.instagram.com/jeffjhunter/ LinkedIn: https://www.linkedin.com/in/jeffjhunter/ X: https://twitter.com/jhunter101 YouTube: https://www.youtube.com/c/jeffjhunter TikTok: https://www.tiktok.com/@jeffjhunter Connect with Victoria HajjarWebsite: www.ugliventures.com/resources  LinkedIn: https://www.linkedin.com/in/victoria-hajjar-66211618/  Instagram: https://www.instagram.com/ugliventures/?hl=en  TikTok: https://www.tiktok.com/@ugliventures  Facebook: a href="https://www.facebook.com/tori.hajjar/" rel="noopener noreferrer"...

    29min
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Sobre

Welcome to "The Sales Machine Podcast" with your host, John Rankins, a seasoned expert in transforming sales teams into powerhouses. Whether you're a CEO, a Head of Sales Operations, a Regional Sales Manager, or leading a direct sales team, this podcast is your sanctuary for building a successful sales dynasty. John, with his rich experience, has guided over 2000 businesses to generate substantial revenue by revitalizing their sales teams. He can help tackle the real challenges you face - from recruiting the right salespeople, handling underperformers, to creating a repeatable sales process. Join us weekly as we bring you a blend of solo episodes filled with actionable strategies and guest episodes featuring industry leaders who have mastered the art of sales leadership. Subscribe now and connect with us on our social media accounts to be a part of a community that transforms sales challenges into growth opportunities! Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram: https://www.instagram.com/thesalesmachine_official/ LinkedIn: https://www.linkedin.com/in/johnrankinsofficial/

Informações

  • Criado por
    John Rankins
  • Anos de atividade
    2023 - 2024
  • Episódios
    64
  • Classificação
    Explícito
  • Copyright
    © Copyright 2024 John Rankins
  • Site do podcast
    The Sales Machine

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