729 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, Salesman Podcast, This Week In Sales, And More..‪.‬ Salesman.org

    • Business
    • 4.6 • 214 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.

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    • 8 min
    Master the Art of Cold Calling: 4 Tips for Boosting Sales | Selling Made Simple

    Master the Art of Cold Calling: 4 Tips for Boosting Sales | Selling Made Simple

    It takes thick skin to be a cold caller. The unreturned messages. The right-off-the-bat hang-ups. The downright rude remarks.

    Even still, there are some people who thrive in the B2B cold call world. They’ve got the same resources as you. And the words on the page of their scripts aren’t any different than yours. So, what’s their secret? And what do you have to do to start seeing the same kinds of results?

    That’s where the art of cold calling comes in.

    The art of cold calling is that extra “something” that lets other salespeople close more deals than their colleagues. It’s the soft skills that go above and beyond those scripted words on the page. And it’s exactly what you need to start becoming a better cold caller.

    This guide takes you through four tips for mastering the art of cold calling. Inside, we’ll look at how to improve your mindset, boost your confidence, build rapport on cold calls, and more. And for you, that means closing more deals and taking home bigger commission bonuses.

    Mastering the Science of Cold Calling

    Before jumping into the art of the cold call, let’s look at the other equally important side—the science. There’s plenty of research out there on the hard and fast rules of selling well. Research like this:



    * The faster you respond to sales leads, the better. After a sales lead demonstrates interest, their response rate to calls drops by eight times after the first hour (CallHippo).

    * Salespeople with higher contact ratios make more sales. A whopping 80% of sales require five follow-up calls after the first meeting with a buyer. And 44% of sales reps give up after just one negative response (MarketingDonut).

    * Day of week and time of day matter. Wednesday and Thursday are the best days to call and from 4:00 pm to 5:00 pm is the best time (Hubspot).

    * Meeting your buyers’ needs counts (and is rare). Only 38 % of buyers feel salespeople who’d called them delivered information relevant to their needs. But 83% of the salespeople who made the cold calls thought they were spot-on (Hubspot).

    * Buying decisions require lots of stakeholders. Seven people are involved in the buying decision on average. Plus, it takes at least five of them to agree for a sale to happen (Salesforce).



    Be sure you take these insights into account when building out your sales processes. Because without the proper science-backed foundation, mastering the art of cold calling won’t get you anywhere.

    Mastering the Art of Cold Calling: 4 Fantastic Cold Calling Tips

    Contrary to what you may believe, great cold-calling B2B sales people aren’t born—they’re made. And when you follow the four tips below, you too can master the art of cold calling and become known as a cold calling break on your sales team.

    #1: Believe In the Product You’re Selling

    This one’s simple. But it’s also vital.

    If you don’t believe in the product you’re selling, you’re never going to excel at selling it. That’s because buyers can sense insincerity. Your body language, facial tics, and other barely perceptible cues hint at whether you’re telling the truth. And if you wouldn’t buy what you’re selling, those cues will communicate that to your buyer.

    So if you don’t stand behind your product,

    • 17 min
    Ultimate Guide To Close The Deal | Selling Made Simple

    Ultimate Guide To Close The Deal | Selling Made Simple

    You’re familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don’t end up closing it.

    Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter.

    Why is this happening? Where are you going wrong? What can you do to close the deal?

    To close deals successfully, you need to understand the other person’s goals, make a compelling offer, and overcome objections. Then, once you determine a mutually beneficial proposal, you have to figure out the right time to ask and use the best technique to close the deal.

    Close the Deal Meaning

    Closing a deal is a term sales professionals use to describe a situation where they bring negotiations to an end by reaching an agreement with their prospect. It’s the very moment when a prospect decides to make the purchase. Closing deals is a very nerve-wracking process for sales reps since they are left exposed to the chance of rejection from the prospect.

    Selling Made Simple Two-Step Technique For Closing A Deal

    At Salesman.org, we use a two-step process to help sales reps close a deal. Don’t worry; it’s straightforward and highly effective!



    Step 1 — Ask: “Does It Make Sense To… “

    This will help you determine whether the customer needs more help to understand how your solution can benefit them. For instance, you can ask, “We’ve been through our automation capabilities. Does it make sense to sign you up into our system so we can start working together? ”

    That’s it.

    Next, you wait for the prospect’s answer. If the prospect says yes, congratulations! You can send over the necessary paperwork to get them on board.

    If they say “No,” don’t lose hope. Move on to Step 2.

    Step 2 — Ask: “What Needs To Happen To Move Things Forward”

    As a sales professional, you’ll always find yourself hearing, “No. “It can happen again when you ask the question in Step 1. So the next step in the process is to figure out how to take things forward despite the initial rejection.

    Ask the second question: “What needs to happen to move things forward? “This will encourage the buyer to tell you why they haven’t agreed and what you can do next to get the deal done. No brainstorming or contemplating alternative scenarios is needed on your part!

    The prospect may want a formal proposal outlining everything you discussed with them orally. Or a copy of the contract to send it off to the legal team before giving the final sign-off. Whatever the reason, you’ll hear it directly from the horse’s (the prospect’s) mouth.

    Additionally, you should be closing deals throughout the sales process, and not just at the end of it. For instance, you can apply this methodology at the end of every sales call.



    * “Does it make sense to discuss if you are a good fit together? “

    * “Does it make sense to check whether you have the budget before we need to move things forward? “

    * “Does it make sense to hold a formal meeting to discuss how the product can benefit your organization?”



    … you get the drift.

    Following this simple process will push the sales forward, helping you get that verbal agreement from the prospect that they genuinely want to progress with the deal.

    More Tips To Help You Seal the Deal

    Here are a few extra tips to help you understand how to close the deal over the phone or close the deal when selling. Let’s take a look.

    A) Research Your Prospect Thoroughly

    • 10 min
    Team Selling: Land Bigger Clients With A Bit of Teamwork | Selling Made Simple

    Team Selling: Land Bigger Clients With A Bit of Teamwork | Selling Made Simple

    As a salesperson, you’re used to being a lone wolf. From digging up new clients and qualifying leads to deliver the perfect pitch and managing accounts, you do it all. And you’re used to flying solo.

    But as modern businesses continue to scale and tighten up their processes, team selling often becomes the sales method of choice. It’s better at landing bigger deals. And it leverages the unique expertise of the many, not just the one.

    So, what is team selling? And what do you need to know to start to use team selling today?

    This guide dives into team selling and the pros and cons of this style of sales. It also outlines our four-point framework for successfully implementing team selling into your processes.

    What Is Team Selling?

    As the name implies, team selling is simply using two or more members of your organization to close on a deal. These team members could be from the same department (e.g., two salespeople). Or they could be from different departments (e.g., a salesperson, a developer, and a customer success specialist).

    The exact makeup of your team will depend on your buyer’s problem, their use case, and much more. For instance, if your prospective buyer will be custom coding your product to integrate with their enterprise systems, including a developer on your team would make sense. On the other hand, if they’re concerned about the onboarding and implementation, a customer success specialist can help outline the process and put those fears to rest.

    Team selling is excellent for handling accounts that are especially high value, have many moving parts, or are of other strategic importance.

    The Ups & Downs of Team Selling

    While many sales situations can benefit from a team selling approach, there are pros and cons here. Therefore, it’s essential to be informed about each to decide when team selling is a good fit.

    Pros of Team Selling



    * Better Understand Your Buyer’s Pain Points – With a more diverse team onboard, you’re in a better position to get at the heart of the buyer’s underlying problem. That’s because each brings their expertise to the table. A more informed team member will know which questions to ask to learn more about their needs.

    * Demonstrate Benefits – Piggybacking on that last point; those experts can also communicate and demonstrate the benefits of your solution and how it solves the buyer’s problem. For example, a salesperson may be able to recite product specs. But only an engineer can handle getting deep into the weeds about technical details (which may be precisely what the buyer’s looking for).

    * Greater Meeting Fluidity – Having more team members backing you up also means they can actively track down information while you’re presenting. No one has all the answers all of the time. But with a team at your back, they can search for unanswered questions, feature breakdowns, or other supplementary sales collateral. And having that information on-hand now rather than after the call can make a world of difference.

    * Increases Buyer Engagement – Team selling also helps hold your buyer’s attention. Even the most charismatic salesperson is constantly battling against a lack of buyer focus. Gong found that switching things up every nine minutes or less is associated with higher close rates. Bringing in a subject matter expert resets that focus clock. And it keeps your buyers from fading out.



    Cons of Team Selling



    * Resource Intensive – The biggest downside to team selling is its most obvious flaw—it takes up more resources. Time spent supporting your sales pitch is time that your team members could be spending on other tasks. There’s also the time it takes to get team members up to speed on the buyer and the proposed product.

    • 15 min
    • video
    7 Sales Interview Questions & Answers That Will Get You The Job | Selling Made Simple

    7 Sales Interview Questions & Answers That Will Get You The Job | Selling Made Simple

    If there’s one event that’s always a given when advancing your sales career, it’s sitting through an interview.

    Whether it’s your first sales role or your dream position, nailing the interview is key to moving up. And same as with sales meetings, a successful interview is all about preparation.

    So, what can you do to prepare?

    One of the best ways to wow recruiters and clinch the sales job is to come up with answers to the most common sales interview questions beforehand.

    This guide covers some of the most common interview questions for sales reps. And along the way, we’ll be looking at a few tips on coming up with the best answers as well as examples you can learn from.

    Pre-Interview Preparations

    Before hopping into the seven sales interview questions, it’s important to remember that interviews are won and lost on Preparation below. So be sure to follow sales interview tips beforehand to ensure the best chances of success.



    * Do Your Research – An sales representative that proves they’ve done their due diligence is already a step ahead of the rest in the mind of the hiring manager. Learn more about the company and, if you can, the interviewer. Study their product line in-depth and get a sense of how they’re received in the market. Examine competitors and what they’re doing right. Even in interviews, knowledge is power.

    * Create Your 30-60-90 Day Sales Plan – Your goal of this interview should be to prove you’re an exceptional salesperson. And developing a 30-60-90 Day Sales Plan does just that. This plan outlines exactly how you plan on achieving success during your first three months on the job. Done well; it’ll impress interviewers and tip the scale in your favor.

    * Come With Your Own Interview Questions To Ask – This one is vital. Few things raise a recruiter’s critical eyebrow, like applicants that don’t ask questions. A thoughtful question indicates you’re interested in the company and role. But it also shows you’re active listening ability. Ask about their current sales team, the culture, quotas, and more. But above all else, ask something.

    * Get In the Right Headspace – Beyond the typical pre-interview advice (get a good night’s sleep, exercise to relieve stress, remember to eat, etc.), you’ll want to think of your interview as a sales meeting. If you can’t sell yourself, then how will your employer know you can sell their products?



    Sales Interview Questions & Answers to Prepare for

    When it comes time for the big day, there are a few common sales interview questions recruiters will ask sales candidates. And the more prepared you are to answer them, the better your odds for winning the position.

    Below are seven of the most common sales position interview questions. You’ll also find some example answers on how to answer that’ll help you stand out as an ideal candidate and get started in a career in sales.

    1) Describe Your Sales Experience For Me

    Winning Tip: This is a great time to share work experience as well as earned accolades. Complex numbers work wonders, and you should highlight any specific distinctions you’ve acquired throughout your career.

    If you’re starting, be upfront about it, of course. But be sure to build on that by letting them know why you’re excited about this position and any experiences outside of work that make you a great sales candidate.

    Examples:

    “I earned the distinction of top salesperson for five years running at my past position.”

    “I exceeded my quota by 20% in my first year at [former employer].”

    “While I don’t have any direct experience in sales, I was president of the debate club and the head of fundraising in college. I’ve also wanted to work for [recruiter’s business] for years.”

    • 17 min
    Half Of Businesses Report They Can't Rely On CRM Data?! | This Week In Sales

    Half Of Businesses Report They Can't Rely On CRM Data?! | This Week In Sales

    On this week in sales we’ll be looking at; Turning sales strategy into execution, half of businesses reporting they can’t rely on their CRM, How the show is going to evolve next week and more!

    Sales news:

    Highspot and Corporate Visions Partner to Help Customers Turn Sales Strategy into Execution

    Highspot, the sales enablement platform that improves sales performance, today announced an expanded partnership with Corporate Visions, the leading provider of science-backed training and consulting services. Joint customers can now use the first-of-its-kind Highspot Marketplace to bring Corporate Visions’ expertise directly into their Highspot environments, providing teams with convenient access to best-in-class enablement, training and coaching to drive consistent sales execution.

    Learn more

    The Hype About Data-Driven Decision-Making Is Not Being Matched By Reality

    Sovan Bin, the CEO, enterprise data platform Odaseva. – “Clearly, for too many companies, the hype about data-driven decision-making is not being matched by reality.”

    “More than three-quarters of large enterprises admit that they’re lacking fundamentals in data management, and this is preventing them from unlocking the full value of their CRM”

    Forrester –



    Found that 78 percent of enterprises report gaps in their data management that prevent them taking full advantage of their data

    64 percent said they find it challenging to actually move CRM data to platforms where it could be valuably used

    47 percent feel they cannot rely on their CRM data to provide a single source of truth regarding customer data.



    Learn more

    ValueSelling Associates Welcomes Rishi Dhawan and Expands Sales Training Presence in India, Southeast Asia and the Middle East

    Based in Gurgaon, India, Rishi has over 20 years of global experience as a business leader at prominent tech companies, where he was known for developing high-performing sales teams and delivering winning results. Working with CXOs and sales leadership across industry verticals.

    Learn more

    TalSuccess launches Richardson Sales Performance Training Programs in India

    TalSuccess, a leading talent transformation service provider, today announced the launch of a partnership with Richardson Sales Performance, a global leader in sales training and performance improvement.  TalSuccess will deliver sales training and performance improvement programs of Richardson Sales Performance in India.

    Learn more

    • 54 min

Customer Reviews

4.6 out of 5
214 Ratings

214 Ratings

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 ,

A MUST LISTEN TO SHOW!

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

Consultant_2020 ,

Excellent

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