Chris Smith is a sales and marketing expert, USA Today bestselling author and co-founder of Curaytor. On this episode of the Salesman Podcast Chris shares how software and what tools modern, internet based B2B sales professionals really need to close business in their marketplaces. Resources: Curaytor.com Book: Chris on Linkedin @Chris_Smth Book: The Conversion Code: […] The post Do Sales People REALLY Need ALL That SOFTWARE?! appeared first on Salesman.com ....
Aug 26, 2022•41 min
Most people think the best sales reps are selfish, that they only think about closing a deal from THEIR side, not the buyer’s. They’re focused on the sales funnel, not the buying process. But it turns out the most successful reps put 90% of their energy into understanding WHY buyers make a purchase. They focus […] The post Close Sales Faster By Understanding Your Buyer’s Journey appeared first on Salesman.com ....
Aug 25, 2022•11 min•Ep. 99
Let’s face it—most cold emails suck. Cheesy openers, misleading subject lines, body copy that drawls on and on. It’s no wonder why the response rate for them is often less than 2%. But the most frustrating thing about it is cold emails don’t HAVE to suck! Because there’s a simple, 4-step structure you can follow […] The post Proven 4-Step Cold Email Framework (Any Industry) appeared first on Salesman.com ....
Aug 23, 2022•13 min•Ep. 98
Many businesses organize their sales teams into territories based on geography, demographics, or other criteria. Your company has also decided to jump on the sales territory management bandwagon to ensure better outcomes. But how can you ensure you continue hitting your monthly sales quota under this new arrangement? Your experience and your prospect's willingness to […] The post Sales Territory Management 101: A Sales Rep’s Complete Guide appeared first on Salesman.com ....
Aug 22, 2022•19 min•Ep. 783
Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb also leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. In this episode of The Salesman Podcast, Deb explains how we can use selling questions to remain in control of the […] The post How To Stay In Control Of The Sales Conversation appeared first on Salesman.com ....
Aug 20, 2022•47 min
In just seven years, the SaaS industry has grown from $31.5 billion to an astounding $171.9 billion. And by 2024, it’s on track to reach $369.4 billion! For sales reps like you, the writing on the walls is this—no matter what you sell today, you’ll be selling SaaS in your next sales role. And that […] The post This Is the Future Of Sales – Don’t Get Left Behind appeared first on Salesman.com ....
Aug 19, 2022•13 min•Ep. 97
We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn't about tricking people into buying. Instead, it's about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a […] The post 9 Powerful Sales Discovery Questions (And 12 Essential Follow-ups) appeared first on Salesman.com ....
Aug 18, 2022
Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life […] The post How I Do A Full Weeks Sales Activity in 6 Hours 🕑 appeared first on Salesman.com ....
Aug 16, 2022•14 min•Ep. 96
Not all prospects are a good fit for your product or service. That's why you need to recognize your prospects' buying signals. The post Buying Signals: Know Exactly When To Close The Sale appeared first on Salesman.com .
Aug 15, 2022
The post What Is MEDDIC? (Win More Sales With This Process) appeared first on Salesman.com .
Aug 12, 2022•52 min
Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear comes from? A lack of control. The more control we have over any situation, the less afraid we’ll be. Same goes for cold calling. So if you want to eliminate cold calling fears FOR GOOD, […] The post Cold Calling 101: 5 Steps to Cold Calls That Work! appeared first on Salesman.com .
Aug 11, 2022•11 min•Ep. 95
Do you want to become a legend in your industry? How would that affect your sales performance? What would your day look like if you had inbound leads hitting your inbox rather than having to cold call until your fingers bleed from dialing? On this episode of The Salesman Podcast, Shama Hyder shares a bunch […] The post Personal Branding Examples (How To Become A LEGEND In Your Industry!) appeared first on Salesman.com ....
Aug 11, 2022•40 min
“What's my motivation?” Clichéd as it is, this question still resonates today. And not just with actors. But with retail workers, executives, laborers—with everyone. For sales reps, in particular, keeping up their sales motivation day after day is often a struggle. Boredom, anxiety, hopelessness, and downright depression can all be expected in the face of a […] The post The 5-Step Cure To Low B2B Sales Motivation appeared first on Salesman.com ....
Aug 10, 2022
A lot of sales reps I work with have been caught in the time/money trap – what they make is DIRECTLY tied to how much they work. But the great thing about sales is you can create a “flywheel” system that SCALES UP your ability to earn without requiring more of your time. And if […] The post Salespeople – Stop Trading Time For Money! appeared first on Salesman.com .
Aug 09, 2022•12 min•Ep. 94
In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter and get to the heart of what a client wants. The best way to do this is by asking the right questions—questions that help salespeople build a strong rapport with sales prospects. Following the SPIN […] The post SPIN Selling: 4 Steps To Predictable Sales Success appeared first on Salesman.com ....
Aug 08, 2022
Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out all the time. But today I run a 7-figure sales training company, produce TONS of quality content, and still have time for coaching calls, hobbies, and a family life. How? I’m tyrannical about how I […] The post How I Design My Ultra Productive Selling Days appeared first on Salesman.com ....
Aug 06, 2022•12 min•Ep. 93
In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed in the brain, regardless if it’s positive such as happiness, or negative, such as remorse. We cover some sales training nonsense on the topic of influence and Lisa debunks a few more sales myths in […] The post How Buying Emotions Are Made And How To Create Them In Others appeared first on Salesman.com ....
Aug 05, 2022•47 min
Here you are—another year gone by. And you almost, aaaaaalmost hit your sales goal this time! Just like last year. And the year before that. And the year before that… But this year is going to be different. Maybe it’s the world rapidly changing around you. Or maybe it’s you getting another year older. But […] The post Setting Sales Goals in 8 Steps: A Proven Framework appeared first on Salesman.com .
Aug 03, 2022•28 min•Ep. 778
In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product? But as it turns out, competitor buyers are some of the best prospects you can target. They’re more qualified, they’re budget-ready, and they’ve already got a […] The post How to Sell Against Competition: Convert Your Competitors Accounts To Your Own appeared first on Salesman.com ....
Aug 01, 2022•19 min•Ep. 777
Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals. Resources: Evolved Selling by Tom Pisello EvolvedSelling.com The Transparency Sale by Todd Caponi […] The post How To Identify “Do Nothing Deals” And Win More Of Them appeared first on Salesman.com ....
Jul 29, 2022
Sales is hard. You know it. Your family knows it. And (if you’re lucky) your employer knows it too. And despite the high potential earnings a successful sales career rakes in, the profession isn’t growing as much as other jobs. For many, it all has to do with rejection. Rejection is, of course, a given […] The post How to Improve Self-Esteem in Sales: 12 Techniques to Try appeared first on Salesman.com ....
Jul 27, 2022•29 min•Ep. 776
You just can’t compare regular job interviews to sales job interviews. Because in sales, it’s way harder to get a measure on your skills from just one conversation. So if you want to nail that interview, you’ve got to show up READY to demonstrate what you can do. Here’s how. Why Sales Interviews Are Different […] The post Sales Interview Tips – How To Sell Yourself In a Job Interview appeared first on Salesman.com ....
Jul 25, 2022•14 min•Ep. 92
Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts covered in the amazing sales book The […] The post This Book Will Help You Sell Through The Recession appeared first on Salesman.com ....
Jul 21, 2022•13 min•Ep. 91
As your quarterly deadline creeps ever closer, you begin to have a terrible revelation—you just aren’t going to make it. Not this time. But… why? You haven’t changed a single thing about your sales process. Your cadences are as tight as ever. And your schedule’s already jampacked with cold calling and cold emailing. So, what […] The post LinkedIn Lead Generation: Cold Email Has Nothing On This appeared first on Salesman.com ....
Jul 06, 2022•15 min•Ep. 89
When’s the last time your life changed because of a single picture? Well I can tell you I started closing bigger deals, closing them more often, and earning way more commission—all because of this one graph *show on screen*. And today, I’m showing you how it can change your life too. One of the biggest […] The post This Graph Changed My Sales Career appeared first on Salesman.com ....
Jun 29, 2022•15 min•Ep. 87
A few times in life, we come upon a single concept that radically changes the way we interact with the world. And in sales, there’s one concept in particular that’ll change the way you sell forever—The Law of Averages. This concept has taken more average salespeople to top 1% than any other. It might be […] The post One Change That Makes Every Sales Person Better appeared first on Salesman.com ....
Jun 29, 2022•20 min•Ep. 88
The average length of a successful cold call that ends in a meeting is just 5:14. That’s it! For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call. This video covers the rejection-proof cold call one-liner that’s guaranteed to […] The post The Best Opening For A Cold Call appeared first on Salesman.com ....
Jun 27, 2022•12 min•Ep. 86
Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off my tough tasks till later. And my career suffered because of it. But then I learned how to stop procrastinating for good. And today, I’ve built a 7-figure sales training business, run two YouTube channels, […] The post How I Stopped Procrastinating Over Sales Prospecting appeared first on Salesman.com ....
Jun 24, 2022•10 min•Ep. 85
Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What's stopping you solving this problem for yourself?” You’ll eliminate objections AND set yourself up for an easier close with just one phrase. But hold on—asking the question is only half the battle. To get the right effect, you need to […] The post This Question Will Make You Better At Sales appeared first on Salesman.com ....
Jun 22, 2022•13 min•Ep. 84
Cold calling’s dead? I don’t think so. 82% of buyers say they accept meetings with reps who cold called. And 57% of C-suite execs preferred way to be contacted. So don’t fall for the hype—cold calling is alive and well. And if you’ve already seen some success with it, here are just a few small […] The post You NEED to Understand This About Cold Calling appeared first on Salesman.com ....
Jun 16, 2022•12 min•Ep. 83
