489 episodes

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

The Sales Podcas‪t‬ Wes Schaeffer

    • Entrepreneurship
    • 4.7 • 117 Ratings

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun.

    Find Any Lead Fast With Brandon Bornancin of Seamless.ai

    Find Any Lead Fast With Brandon Bornancin of Seamless.ai

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Sold for IBM and Google Spent millions on sales databases They were missing 90% of the people he needed to reach It drove him crazy Built his own search engine and AI to find and validate these leads Helping over 150,000 salespeople around the world grow their sales Was an entrepreneur when he was 19 and built gambling software Lost $4 million building a text messaging company when online gambling was outlawed Went into Corporate sales Got frustrated doing redundant grunt work in his CRMs He didn't understand the B2B space at first Taught himself sales by reading hundreds of sales books IBM's Watson division was new and the training was terrible Get his books "Sales Secrets" "Whatever It Takes" Predictable, repeatable sales systems are needed Went to Google to sell something "easier" Built an overseas research team at IBM to help him find contacts Built a search engine at Google to find contacts and titles Leveraged AI he learned from IBM to perfect his search You don't change my scripts until you hit quota." The phone still works in B2B sales today They've booked 406 sales calls in 24 hours with a small team Great salespeople can multi-task He finds cell phones, direct dials, and emails for his leads Corporate directories are death today in COVID Most people don't mind you calling their cell phones today Took him years to build this complex platform The founders of Google invested in him eventually $0 to $10,000 in MRR is pre-seed capital $10,000 to $100,000 MRR you go to seed round (up to $5 million) When you're confident you raise funding You gotta know your numbers He is very prescriptive in his approach for his salespeople Scripts Strategies Plays Gives his salespeople the latitude to customize their approach You don't change my scripts until you hit quota Don't get too creative Don't invent. Block and tackle! He built a meritocracy Had an office in the Amazon building since they invested in him and one in Columbus, OH Shut down Columbus when the governor shut down the state due to COVID Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 52 min
    How To Let Go and Find Your Truth With Tony Lucero

    How To Let Go and Find Your Truth With Tony Lucero

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Tony Lucero returns. First appeared on The Sales Podcast back on episode 251.5 on May 3, 2017, and we talked about how to make hypnotic sales. Personal growth Personal development “A rock is not energy...right? You feel something from a rock you pick up on the beach The future of medicine is frequencies Sound is a frequency Sales is a frequency It’s a fun game to play in The great joy in life is letting go and finding truth.” Shift with the shift or you’ll get all shifted on. We all have biases and pre-conceived ideas The keyword…let your guard down and surrender, become vulnerable, allow things to happen without any expectation without any hesitation or reservation. Detach Live in flow and peace and abundance Be present “What’s up with your ‘isness’ right now?” ‘Clogation’ Maybe this is all happening for a reason Shift What are you supposed to learn from this? Once you get the clarity you can be 10x more effective and go. Change your personality to change your reality Develop your modality/routine to detach Slow is smooth and smooth is fast The universe loves speed but you have to go slow to go fast. Become a better version of yourself every day Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 48 min
    Create VIP Customers To Grow Your ROI With Jordan West

    Create VIP Customers To Grow Your ROI With Jordan West

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    How we made $250,000 of e-commerce sales in 24 hours without using Facebook ads or discounts! How our brand is leveraging our Facebook VIP group to sell more to customers we’ve already acquired and how other owners can do the same. The mechanics and psychology of gated launches for e-commerce brands. The sale does not end when money is exchanged Launches can be great for generating word of mouth and lists "Contagious: Why Things Catch On" book Password protect your stuff It's a psychological thing It irritates some prospects Some people don't understand you have to pay to be in a mastermind He has a paywall for new launches He and his wife have a 7-figure baby brand clothing line He has a VIP group of customers Staff reach out with a personalized video for all new customers Invites them to the free VIP group for early announcements VIP SMS list for early releases Shuts down the site for the launch Has his own app as well, "which is definitely worth it." It's like a rubicon: once you enter you don't want to leave He's selling them to make a micro-commitment to get on the site He just did a $110,000 in the first hour 90% were returning customers Let people know who is not a fit Can I monetize this so they take it seriously?" Doing post-purchase surveys on all customers 50% came from a friend Using the Shopify survey app As an agency, he's thinking of creating an association of e-commerce owners Maybe run it as a Slack group and they pay a small amount to join then move them into bigger groups Seth Godin talks about the minimum viable audience Choose who to lose Focus your energy Their first daughter was in cloth diapers 6-7 years ago "and it was our worst decision..but it leads to our business, so there's that!" His wife had a design background Made leggings that fit over the cloth diapers Cut fabric and designs at home He dabbled in Facebook Ads in 2015 and got a 90:1 ROI He helps people really scale now online He spent $400,000 last year for a 10.1 ROI on Facebook "We run ads to get you off of ads." Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 44 min
    Mike C-Roc

    Mike C-Roc

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Got his hands full on purpose He wants to be a superhero to people Wants people to see their greatness Got into some dark spots when he was idle He goes hard and his wife lets him know when he's pushing too hard He'll message people on Instagram and he hit up a guy there and went Live and now he's doing  How to define success Make incremental progress Thrust is a must." Not a big timeframe guy Not a procrastinator Do you have a responsibility problem? Blaming and waiting comes from not taking responsibility and that leads to procrastination Become a puppet-master, not a puppet It never feels good to blame people The victims are never happy Grew up in a broken home...saw the child support and custody battles...lots of conflicts Was living with his dad for three years and it traumatized him By age 11 he told his mom to file papers and get him out of there His dad was his hero...owned a masonry business...big strong hands and arms...wad of hundred dollar bills with a rubber band around it...threw a $100 bill at him and said "You'll need this when you and your mom are out on the streets." He's stubborn to a fault He knew others have gone through similar setbacks Made up his mind to lead by example His concept is rocket fuel: turn all the toxic crap in your life and convert it to rocket fuel Started in sales in 1998 Dropped out of college with a 4.0 and he realized he never partied until he got to college That was not him He tried to please others in the cocoon of school It got him off track Was cutting his teeth at in-home sales Closing deals that night...for nine years! He was partying when he wasn't working But he felt anxious. He knew he wasn't built for this. He was not going at his full potential Visualize your ideal life Got into real estate and mortgages but he hated showing houses His buddy was 90 minutes away at his mortgage office Drove that 3-hour roundtrip for five years Took a line of credit to have about three month's salary It was a "burn-the-ships" moment Don't have a Plan B He was with them for 12 years but the owner did some dirty things He brought 22 employees with him to a new mortgage firm He and his partners took minimum wage for six months and lived off credit cards Got into $175k in debt from the company that backed him because they believed in him I'm grinding like I'm broke. Take yourself to zero. Grant Cardone I gotta make it happen right now. He invests money now in businesses, mentorships, programs, etc. Constantly getting rid of his money. Do your fact-finding and help solve problems Don't approach prospecting to close a deal. It's to get out of obscurity and get known. Only the good loan officers are still making calls Don't think about competing. Think about dominating. "I'm the best. I dominate this market." Get a big pipeline of prospects Without that, everything becomes a problem Be obsessed about growing the top of the funnel It's a timing thing but your customers are always one deal away from being let down. Be creative. Stay in touch. Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 52 min
    'The Sales Whisperer® Way' Chapter 5

    'The Sales Whisperer® Way' Chapter 5

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    The Sales Agenda The A.B.C.D.E. Sales & Marketing System™ Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 22 min
    Sales Jiu-Jitsu With Elliott Bayev and Daniel Moskowitz

    Sales Jiu-Jitsu With Elliott Bayev and Daniel Moskowitz

    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com
    Mastermind BJJ run by Elliott and he met Daniel Daniel lost 102 pounds and his doctor told him to get in touch with his new body Why did you combine Sales and Jiu-Jitsu? The sales system you outline has helped companies massively grow, can you tell us about it? The four steps to win in competitions and sales and how to follow those steps to increase conversion rates Is sales a combat sport? Old school selling is a "fight." Jiu-Jitsu literally means "gentle art" The goal is to have a mutually-beneficial outcome "You and I, shining together." from Judo Most people who pull guard win! You must do a postmortem Learn from your wins Live training vs. dead training Mandatory sparring partners that rotate every week to get live, resistance training Create your objection database This is not typical role-playing They role-play the exact objection they got the week before It's a timed event Unpack Document Reverse rolls Test your new strategies in training The cost of inaction You can't ignore it The prospect must admit it and state it We get paid to solve problems When a prospect comes on too strong you have to figure out how to control the conversation Pattern-interrupt, get them to share in the vision They attack to keep themselves safe Prospects fear change Prospects become accountable for the changes they recommend It's hard for a prospect to get consensus internally We provide "sales as a service" Three responses to conflict: fight, flight, plan ahead Be consistent and persistent with your efforts Systems are vital to success in sales and Brazilian Jiu-Jitsu Success is when preparation meets opportunity Find the hidden decision-makers Protect your biology You must train the basics all the time (Daniel does a 6-month rotation because of slippage) What is your why? Your Inner Game is key, and your Why is a key component of it A benchmark goal and the stretch goal Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
    Use these resources to grow your sales:
    Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast:
    Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

    • 50 min

Customer Reviews

4.7 out of 5
117 Ratings

117 Ratings

MooreMomentum ,

Awesome guy & awesome show!

Wes does an amazing job of extracting the best of the best out of his guests allowing me as a listener to take the insights and put them into actionable items in my own life. Keep it up!

Mark Colgan ,

Actionable advice for everyone in sales and marketing

The perspectives Wes and his guests offer on this podcast are incredible. If you’re looking for key insights and actionable advice straight from the best professionals in sales and marketing, this is the podcast you need to listen to. Thanks Wes!

Macstephen1 ,

Don't Go It Alone

Great conversational show. Real people talking in a real way. Gold!

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