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.
Close More Deals When You're Not Even In The Room, Nate Nasralla
Professional Sales Tips you'll learn today on The Sales Podcast... Stop losing deals when you're not in the room You have to grow into the title of CEO, so he's a founder How to control the message when you're relying upon your champion to carry your message Tech space experience and financial services Got into sales in the no-profit space and those leaders had to bring it to a board of directors Related episodes and posts
Pull Profits Out of a Hat Revolutionize Your Thinking: Brad Sugars Returns He built and developed tools for the company that bought his company How to generate a consensus Without a champion the deal is dead What's in it for the champion The champion will usually do one of two things on internal meetings Wing it Follow a process to make the sale Help them from going on a "treasure hunt" As the sales rep, you must shape that message Enable the champion to carry the message you and the champion created together Notes Content "Mad-libs" If you call on bigger companies with longer sales cycles then give Fluint a try Without a champion, the deal is dead." Sales Growth Tools Mentioned In The Sales Podcast Visit Fluint and make more sales
Get Your Brain & Your Mind Working Together To Grow, Melissa Hergert
Neurofeedback Tips you'll learn today on The Sales Podcast... Neurofeedback started in the 60s Help retrain the brainwave activity Can get rid of seizures Can help with ADHD, anxiety, PTSD, dementia, BrainTap is a good device if you can't make it to her office Related episodes and posts
Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil The Most Interesting Entrepreneur In The World, Bob Moesta. She does a brain map Finds areas of the brain working too fast or too slow Professional athletes and CEOs and those looking to improve performance are diving into this space The brain vs. the mind It's hard to improve the mindset if you don't address the processor first, i.e., your physical brain Autism, post-concussion, etc. Logic and decision-making can be improved with kids You can have an attention problem and it not be ADHD Classic ADHD has more slow-wave activity vs. fast-wave activity The reason you're hyper is that your brain is looking for stimulation ADHD drugs stimulate the brain to go into fast-wave activity so we can concentrate Reward to create more of a behavior Pavlov's dog Look at the lobe's of the brain Sensors detect the brain's activity Get realtime audio/visual feedback Reward causes new behavior About 40 sessions can change the brain for up to 30 years You may need a "tune up" if you've got some underlying issues, injuries, etc. If you're older, on medication, or have had a lot of trauma Reorganization of the brain Exercise and food are important, but why is it good? Exercise—particularly weight lifting—increases dopamine, which helps your brain Food and supplements can hurt you and your brain Guided breathing Sleeping is healing, so get good sleep Sleeping is healing, so get good sleep!" Sales Growth Tools Mentioned In The Sales Podcast Visit Brain Train Centers
Make More Money With Masterminds, Says Sarah Laws
Mastermind Tips you'll learn today on The Sales Podcast... Masterminds changed her life She was an employee at a law firm The attorney wanted to automate his law firm She found her people She saw that business owners all had similar challenges Staffing Leads Sales Marketing Cashflow It can be lonely being an entrepreneur Masterminds give you speed to make mistakes
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Join The Five Build Extraordinary Teams Runs her masterminds strictly No electronics You're totally present You share your biggest issue via hot seat You share your biggest takeaway No more than 10 attendees She leveraged her network to start Started as a one-time retreat, sold the value, and upsold them into a year-long membership Attendees voted on allowing that person to join If I'm not having fun, I'm not doing it." Live quarterly meetings Live monthly calls Accountability each month Collaboration is powerful Do you need a coach or a mastermind? You can't read the label from inside the bottle." One voice vs. multiple viewpoints giving insight and input Lots of entrepreneurs have staffing issues Compensation Hiring Profit-sharing Small hinges swing big doors." Sales Growth Tools Mentioned In The Sales Podcast Visit Dex Connects to find your mastermind
Get Into 'The Revenue Zone' With Tom Burton
Professional Sales Tips you'll learn today on The Sales Podcast... B2B buyers want to be in control of and drive their research and overall buying process Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors. Here are the 3 new rules of sales and marketing Here's a fresh approach to the B2B sales funnel Related episodes and posts
LinkedIn Ain't Selling Says Sales Trainer Lance Tyson How To Make Your Prospects Thirsty, With Harry Maziar Co-founder of a CRM/marketing automation company His clients say they need something new Has been in sales & marketing for over 30 years Was at a board meeting presenting his pipeline and projections He was challenged "How confident are you in these projections?" How good are you at forecasting and predicting? He was doing more guessing than the should have been Most of the sale happens when the salesperson leaves the room Prospects want to feel like they're in control of the buying prospect How good are you at forecasting and predicting?" Get the prospect into the revenue zone Is there demand for what you offer? Do they trust you? How do you lay out the yellow brick road? Not focused too much on the prospecting side of things in this book It's easier to get a meeting, but harder to get a meaningful meeting A confused mind says 'no.'" Don't stalk your prospects...educate and support them Prospects get confused and overwhelmed with all the data Help your prospects avoid the rabbit holes Help them avoid being overwhelmed A confused mind says "no" Is there a pending event?" Usually a buying team at larger companies Take your current sales cycle and reverse engineer it Where are the bottlenecks? Where are the trends? This is great for marketing leaders who are working more closely with sales This is great for rev ops personnel and sales leaders, not necessarily the quota-carrying salespeople Sales professionals should continue qualifying/disqualifying Is there a problem? Is there a pending event? Sales Growth Tools Mentioned In The Sales Podcast Get Tom's book "The Revenue Zone: The Ultimate Playbook for the Next Generation of Sales, Marketing and Predictable Revenue Growth." Visit Tom Burton's website
Become Propaganda Fluent With Layla Grey
Persuasion Tips you'll learn today on The Sales Podcast... Homeschooled Thinking outside the box Figured that getting people to go along would be beneficial "White Bears and Other Unwanted Thoughts" "The Logic of Failure" People don't have full control over their thinking
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Trial Attorney Turned Persuasion Expert Master The 6 Persuasion Power Levers With NLP & BJJ Paul Mascetta Started her career in tech More in the creative and product area Propaganda is a form of persuasion The Roman Catholic Church was the first to leverage propaganda in the 1600s Logical fallacies White, black, grey propaganda She's for medical freedom Not a fan of Biden's vaccine mandate Our government's reaction to COVID was a huge propaganda campaign We were reeducated during the lockdowns It was all-COVID all-the-time on every news channel Few see the narrative and how this was all connected Films and Hollywood have groomed us to persuade and manipulate us This is a unique opportunity to shift humanity." ~Klaus Schwab Good persuasion and propaganda is subtle It's hard to hide a lie Grow up and understand the power and fragility of freedom Connect and convince people with emotion "If you buy from us, you'll feel better." Connect with the lizard brain When you're pitching someone, you can put a positive spin on it It all ties back to understanding what people want You must understand your audience Know what's in it for them You are not your customer It's not about you Propagandists have so much confidence Propagandists have repetition and persistence on their side We must enter the conversation going on in the mind of the prospect." ~Robert Collier Why do smart people fall for propaganda? Seeing patterns is a sign of intelligence Memorization is not intelligence. You must be a lateral thinker People have no imagination People have no creativity Sales Growth Tools Mentioned In The Sales Podcast Get all the Propaganda Fluent Links Visit Propaganda Fluent Listen to the Propaganda Fluent Podcast
How To Fix Your Crappy Demos To Make Bigger Sales Faster, Yoav Vilner
Professional Sales Tips you'll learn today on The Sales Podcast... CEO and CMO Launched new idea during COVID VCs were shrinking He couldn't even meet with his co-founder unless they walked his dog Understand the process of ideation Meet with potential co-founders Launch during a crisis Use the turmoil and chaos as an opportunity Launch when it "makes no sense" Related episodes and posts
Use AI to make better sales calls Build Extraordinary Teams With Juliana Stancampiano. When people are worried about sales, they are more discerning with their spend Demos are always dangerous Demos can be complex and time-consuming Sales teams are thrown to the wolves to do the demo correctly Yoav launched and it was a top product on Product Hunt 200 press articles in their first 18 months The landscape is in need of good demo tools Demos are always dangerous." Hired a VP of Sales They had two founders and a developer VP of Sales hit up his peers to get additional validation VP of Sales started selling as well Had a $6 million seed Got $2.5 million up front People change their minds on what's a good idea when you send them an invoice They asked prospects about their challenges to see what they described as their friction and issues It's a great tool for SaaS solutions Drag n Drop demos Add prospect logos Not great for mobile apps Won't break because you're not connected to the backend Demo typical use cases People change their minds on what's a good idea when you send them an invoice." He and his co-founder both had startup experience Raised $56 million in total He had to move fast in hyper-growth mode to shift the market Has over 100 employees now with over 100 big clients Be bold, move fast, break things The market perceives them as the leader Getting over 1,000 inbound leads/mo now Came out of stealth on the high end of the pricing spectrum and it worked Constantly test, experiment, and research Go high on your pricing to establish your value in the marketplace." Focus and demand can put pressure on you to accept less-than-ideal clients His product team is organized and does not allow noise to interfere with decisions Sales Growth Tools Mentioned In The Sales Podcast Visit Walnut to create more than interactive product demos
This is a great sales podcast - excellent advice with inspiring interviews!
If you are a sales professional you definitely need to subscribe and listen to this podcast. There are nuggets in every single episode.
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!