The Sales Machine John Rankins

From building and scaling sales organizations to the success of targeting specific segments, Victoria and John delve deep into the strategies and tactics behind niche marketing.
Victoria, a highly respected marketing mentor who has helped dozens of startups scale from 6-7 figures. Victoria specializes in fixing sales and marketing strategies, building effective teams, and developing leaders to create sustainable and profitable 7-figure marketing machines.

Don't miss out on this enlightening episode—tune in now!

Episode Highlights
“Pick one segment that you could go all in on, right? That you're gonna tailor your website, all your comms, everything. And you're gonna say, all right, give yourself a target. I'm gonna stick with this segment until I reach X amount of revenue, and then know that I've kind of capped out the opportunities there.” - Victoria Hajjar

"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

"You got to know what are the advantages of your features that are unlike everybody else. And the founder, the owner, they don't give a shit about any of that. He only cares about the benefit. He only cares about the benefit, but you gotta know your audience. You got to be able to read the room when you're making that sale or creating a new partnership." - John Rankins

"Once you start tailoring all your message and communication to solving that problem for that one group, and of course, the total tangible market for insurance companies is gigantic, the opportunity's ginormous. You can make a shit ton of money just going into balls to the wall with this one vertical." - Victoria Hajjar

Time Stamps(03:02) - The Importance of Iteration and Improvement
(06:06) - The Journey of Building and Scaling Sales Organizations
(09:04) - Learning Marketing Through Experience
(15:59) - The Five Steps to Clarity
(21:54) - Narrowing Down and Targeting a Specific Segment
(25:14) - Tailoring Messaging to Solve Specific Problems
(28:11) - The Success of Niche Marketing
(28:30) - The Importance of Communication and Targeting
(37:26) - The Power of Niches and Deepening Relationships
(56:03) - The Four Stages of Marketing
(01:05:01) - Implementing the Marketing Flywheel
(01:10:35) - Using Accountability and Achievement to Drive Results
(01:12:28) - The Role of AI in Marketing
(01:13:46) - The Challenges of Giving and Receiving Feedback
(01:25:10) - The Importance of Engagement in Marketing

Connect with Victoria Hajjar

Website: 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: https://www.facebook.com/tori.hajjar/ 

Connect with John Rankins

Website: https://thesalesmachine.com/
Facebook: a href="https://www.facebook.com/TheSalesMachineOfficial" rel="noopener noreferrer"...

Step into the world of sales mastery with our latest episode featuring Mitch Matthews!
Prepare for a captivating conversation with Mitch Matthews, a seasoned elite coach and success expert. From his humble beginnings in pharmaceutical sales to carving out a niche in coaching and training, Mitch's journey is nothing short of inspiring. Throughout our discussion, Mitch shares invaluable insights on navigating career transitions, overcoming toxic work environments, and the profound impact of personal development.

Join us as Mitch Matthews takes us behind the scenes of his remarkable career trajectory, offering actionable wisdom that resonates with both seasoned professionals and aspiring entrepreneurs alike.

Don't miss out on this enlightening episode—tune in now!

Episode Highlights
“What I love about speaking is to introduce a new vernacular. Introduce some new language that everybody can start using that helps everybody get on the same page, whether it's getting clear on what we're actually doing or how we're going to deliver that.” - Mitch Matthews

“Success or comfort is the enemy of success. And the dichotomy is everybody wants to be successful so they can be comfortable and that becomes kryptonite.” - John Rankins

“You have to commit to the process yourself. You have to commit to continuing it growing. You have to commit to continuing to experiment. You have to commit to continuing to build your business. You don't have to do the exact same things, but you have to continue to live out a journey that people can learn from. And I see some people, they start to get dormant.” - Mitch Matthews

“At the end of the day, you're either the real dealer or you're not, and people can smell it. It's called commission breath. Like you can just smell it. You can smell it when they walk by or if they're trying to bullshit you.” - John Rankins

Time Stamps
(00:49) - Transition from Pharmaceutical Sales to Coaching and Speaking
(05:56) - Building a Coaching and Speaking Business
(08:49) - Getting the First Client
(09:11) - Scaling the Business
(13:30) - Expanding into Corporations
(17:42) - Vetting Legitimate Coaches
(22:28) - Selling and Valuing Time
(26:02) - The Most Important Attribute for Coaches

Connect with Mitch Matthews

Website: https://mitchmatthews.com/
LinkedIn: https://www.linkedin.com/in/mitchmatthews/
X: https://x.com/mitchmatthews?lang=en
Instagram: https://www.instagram.com/mitch.matthews/
YouTube: https://www.youtube.com/@mitchmatthewsthebigdreamga206
Facebook: https://www.facebook.com/mitch.matthews.104/

Connect with John Rankins

Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram: https://www.instagram.com/thesalesmachine_official/
LinkedIn: a...

Achieve Sales Success with Scott Ingram!
Get ready for an enlightening conversation with Scott Ingram, the Sales Success Guru! Founder and CEO of Sales Success Media, Scott is a renowned figure in the sales world, featured in prestigious outlets like Forbes and Entrepreneur. In this episode, Scott shares invaluable insights from his book "Sales Success Stories" and his hit podcast. Dive deep into topics like pipeline management, relationship-building, and the transformative power of servant leadership.

Join us as Scott reveals the secrets of top sales performers, emphasizes the importance of authentic connections, and explores the future of sales technology. Whether you're a seasoned sales professional or just starting, this episode will equip you with the tools and mindset for unparalleled success.

Episode Highlights
"Nobody cares about your product, your service, your solution. They only care about their own situation and their problem." - John Rankins

"The very best sales professionals on the planet care the very most about their customers and their success." - Scott Ingram

"CRM was built backwards. CRM was built backwards. Here's why. It was built for sales leaders as a management tool, and so leadership has to flog and beat the heck out of and threaten the salespeople to put in the information so that they can get the visibility that they're looking for in the business." - Scott Ingram

"I realized that a lot of CRMs are just a digital address book. They really don't move the needle. They don't grow people." - John Rankins

Time Stamps
(02:27) - Products and Competitors
(03:22) - Managing a Pipeline
(04:35) - Selling Professional Services
(05:48) - Software Integration and Scaling
(07:11) - Creating Impactful Relationships in Sales
(09:50) - Building and Scaling Sales and Marketing
(14:50) - The Power of Relationships in Sales
(20:44) - The Importance of Servant Leadership in Sales
(27:02) - The Influence of Top Sales Professionals
(30:47) - The Beginning of a Sale
(36:48) - The Role of AI in Sales

Connect with Scott IngramLinkedIn: https://www.linkedin.com/in/scottingram/ 
X: https://x.com/scottingram?lang=en 
YouTube: https://www.youtube.com/channel/UCsMQpIW7HW_G_nu0XiZsCTw 
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

Unleash the Power of AI and Virtual Teams with Jeff Hunter!
Don't miss this mind-blowing episode with Jeff Hunter, the Savage Marketer! Featured on top platforms like Entrepreneur, Forbes, and CBS, Jeff is a true expert in using AI and virtual teams to skyrocket businesses. As the creator of the AI Persona Method and Founder of VA Staffer, he'll share his journey, introduce the game-changing TalkBoss AI platform, and reveal actionable strategies to integrate AI ethically, empower your team, and take your brand to new heights.

Get ready to have your mind blown!

Episode Highlights
"Two types of companies out there: the quick and the dead." - John Rankins

"Companies that adopt AI see a 20-40% increase in productivity." - Jeff Hunter

"If your company's not growing, it's because your people are not growing it." - John Rankins

“Humans are very bad at asking the right questions. And someone who's a new person in a certain role can just have a little AI bot that they can rely on to help in situations.” - Jeff Hunter

“The Sales Machine is a total sales system, right from fucking A to Z, like we get it done. But we empower the people and we've already integrated AI within our platform. Like literally, you can just push a button. And you can talk to The Sales Machine and say, “Hey, tell me the top 10 performers and what scripts were they using over the last month to create the best sales.” Right. So, you know, AI is not the future. It's here.” - John Rankins

Time Stamps
(06:12) - Transitioning from IT to leveraging AI in business operations
(11:30) - The relevance of AI in business growth and the human bias towards AI
(26:15) - The four toxic roles in a business and the importance of working above the business
(30:04) - Jeff Hunter's new venture: TalkBoss AI and its capabilities
(38:06) - Top five ways businesses can leverage AI

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 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

Discover LinkedIn Lead Generation Secrets with Matt Clark!
Join us for an eye-opening discussion with Matt Clark, the mastermind behind The Virtual Edge's Rainmaker system. With a track record of helping over 1,200 clients, Matt is a trailblazer in revolutionizing lead generation on LinkedIn without ads.
Don't miss out on this opportunity to uncover the secrets of scaling your business on LinkedIn with Matt Clark!
Episode Highlights"There was a stage where LinkedIn was just shutting accounts down left, right and center. So we had to lower what we could do. What we have found though, is especially in the last three to six months with all this new AI technology coming out, it has been a game changer. So for us, we've actually got our own system that uses automation and AI." - Matt Clark

"You can't scale chaos. You really do have to have a system, right? Otherwise it always blows apart." - John Rankins

"We want to know their pains, their fears, their goals, desires. Then we go and position them as the expert so that they can solve one big problem for one ideal client. And that gets put everywhere across all their social media, across their websites. That is what we call the pickup line. It opens up the conversations." - Matt Clark

"I have a system called MTM, Manage, Track and Measure. And we have a weekly meeting called MMA. Just like MMA, we manage, measure and adjust, otherwise you're gonna get knocked out in the marketplace. There's always gonna be evolution and innovation to take advantage of." - John Rankins

Time Stamps
(02:08) - Creating the Rainmaker System
(04:43) - Adapting to Changes in LinkedIn
(06:25) - The Rainmaker and Fabulous Frameworks
(19:11) - Tools for LinkedIn Lead Generation
(21:18) - The Biggest Mistake on LinkedIn
(24:26) - Working with Individuals and Companies
(27:14) - The Future of LinkedIn Lead Generation

Connect with Matt ClarkWebsite: https://thevirtualedge.com/profile/ 
LinkedIn: https://www.linkedin.com/in/mattclarkrainmaker/ 
Instagram: https://www.instagram.com/mattclarkrainmaker/?hl=en
Facebook: https://www.facebook.com/matthewclarksa/ 
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

Unlocking Sales Success with Dave Kurlan!
Get ready for an insightful conversation with Dave Kurlan, a true pioneer in the sales development industry. Founder of Objective Management Group and CEO of Kurlan & Associates, Inc., Dave brings decades of expertise to the table as a top-rated speaker, best-selling author, and successful entrepreneur.
From the importance of sales culture to effective training and building relationships with prospects, this episode covers it all. Tune in now and unlock your sales potential with Dave Kurlan!
Episode Highlights
“Most companies don't understand that in the absence of value, it's a race to the bottom. And you're going to be working off of the crumbs left over by the companies that understand that the number one thing you've got to do.” - John Rankins

“Your problems are never closing skills and never negotiating skills. Those are just symptoms of some problem going on earlier in the sales process that your sales team is screwing up really badly.” - Dave Kurlan

“I kind of want to get a sense for where the major issue is and work from that point backwards. Everybody thinks it's about closing but it's never really that.” - John Rankins

Time Stamps
(09:47) - Dave's Sales Journey and Goal Setting
(11:15) - Recruiting, Training, and Retaining a Sales Force
(15:25) - Key Factors in Selecting Salespeople
(18:28) - Hiring Salespeople in B2B
(20:02) - What Tech Giants Lack Today
(27:55) - The Difference of “Can Sell” and “Will Sell”
(28:32) - Best Practices for Hiring The Best Talent
(33:19) - Advice for Sales Trainers
(34:27) - Importance of Urgency in Sales
(41:27) - B2B’s Biggest Challenges When Growing a Sales Team
(52:27) - Sales is Service
(58:28) - Sales Systems and Automation

Connect with Dave KurlanWebsite: https://www.kurlanassociates.com/ 
X: https://twitter.com/kurlanassoc?lang=en 
LinkedIn: https://www.linkedin.com/in/davekurlan/ 
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