All Things Telesales

Mike Acker is an executive & communication coach, bestselling author, and speaker. He helped over a hundred clients from companies like Microsoft, ADOBE, INOAPPS, Diace Designs, E-Bay, QTE, and others, develop confidence in their leadership and deliver incredible presentations in three months.

QUOTES

• We don't wanna do something that we don't believe in - Mike Acker 
• The choice that we make, makes us - Mike Acker 
• When you speak, it's not just what you say. It's actually who you are that matters - Mike Acker 
• No means next - Mike Acker 

KEY POINTS

• You gotta know it's possible
• Survivor not victim
• Follow the breadcrumbs
• You got to keep on following the breadcrumbs
• Think about your gifts
• Understand who you are as a speaker
• You are your message
• Messaging - understand what you are saying
• Understanding how they're hearing what you are saying

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

Follow Mike Acker

• Website: https://www.stepstoadvance.com/mike-acker/
• Twitter: https://twitter.com/mike_acker
• LinkedIn: https://www.linkedin.com/in/mr-mikeacker/
• Facebook: https://www.facebook.com/mikeackerdotcom

Support the show

Joe Frankie III is a West Point graduate, combat veteran, award-winning author and knows the power of a team. As CEO at JFIII Associates, he help companies build better teams. He brings 40 years of leading and untangling multiple business projects up to $8 billion worldwide and as many as 53,000 associates where he has a track record of building teams, deploying technology and mitigating risk. These include technology integrations, software, start-ups and heavy logistics moves in the private and public sectors—Asia, China, South Korea, Mideast, Germany, Spain, Portugal, Egypt, Israel, Saudi Arabia, and Iraq.

He is a mentor and coach; finds and assess top tier talent who lead and flourish in their organizational culture-- one size does not fit all. On an individual basis, he coached civil and military leaders on how to build a LinkedIn bridge from where they are to where they want to go.

QUOTES

• LinkedIn profile is like  giving virtual handshakes - Joe Frankie III
• If you don't have what you bring to the table out there, then you are under-merchandising yourself - Joe Frankie III

KEY POINTS

• Take charge
• Wrap yourself up in a pretty box
• Delegate authority, not responsibility
• Listen Intently
• Understand what people are saying
• Encourage

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

Follow Joe Frankie III

• Website: https://jfiiiassociates.com/
• LinkedIn: https://www.linkedin.com/in/joefrankieiii/
• Twitter: https://twitter.com/joefrankieiii?lang=en
• Facebook: https://www.facebook.com/jfiiiassociates

Support the show

Blake Nubar started out completely broke working 70 hour weeks at his dead-end operations job. In a few short years, Blake built several wildly profitable online businesses and has helped thousands of entrepreneurs do the same with his unique approach to launching sales funnels. Having collaborated with legends like Bob Proctor and Kevin Harrington, Blake shares his journey with us on this podcast.

Connect with Blake: https://blakenubar.com/

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

Support the show

If you're like most businesses, you lose about half of your clients every 4 years and the COVID crisis has dramatically accelerated the rate of loss for many of us.

The good news is that these past clients represent your single best opportunity to rapidly generate significant new sales at an extremely low cost.

Here's why ...

1. Easier to Engage
You can engage a past client with only 1 - 3 touches while it takes at least 7 times that number to engage a regular prospect. (Fanatical Prospecting)

2. Easier to Convert
Past clients convert up to 8 times better than regular prospects. (Marketing Metrics)

3. More Valuable
Reactivated clients buy more, refer more and are more loyal than first time clients.

And reactivating clients generates serious revenue.

The average WinBack Campaign generates $485K for small businesses, and millions for larger organizations. (Client WinBack Benchmark Study)

Also, the cost of winning back past clients is extremely low which means the ROI is very high, 32x, or more is common.

That’s why companies like Netflix include WinBack in their sales playbook.

Unfortunately, they are the exception. Relatively few companies have a structured WinBack strategy and that means a lot of money is being left on the table.

A little about Dan the Winback Man…

I’ve been a marketer for over 20 years and have spent thousands of hours testing and implementing a wide variety of strategies.

In total, they’ve generated over 50,000 customers and have allowed me to work with brands like Fidelity Investments and Tony Robbins.

The most effective strategy in terms of ROI and sales I’ve ever implemented is WinBack. I see WinBack as our reward for all the blood, sweat, and tears we’ve put out into growing our customer bases.

That’s why I’ve made it my mission to spread the word about this overlooked and under-appreciated sales opportunity.

It’s also the reason why I conducted the Client WinBack Benchmark Study. (Marketers needed up to date benchmarks on the value of WinBack and now we have them.)

StrategicWinBack.com
https://www.linkedin.com/in/danmpfister/

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

Support the show

Evan Carmichael #Believes in entrepreneurs. Gary Vaynerchuck called him the DJ who inspires people and Ed Mylett called him the modern-day Napoleon Hill. At 19, he built then sold a biotech software company. At 22, he was a venture capitalist raising $500k to $15M. He now runs a YouTube channel for entrepreneurs with over 2 million subscribers and 300 million views, wrote 4 books, and speaks globally. He wants to solve the world's biggest problem, people don't #Believe in themselves enough.

QUOTES

• Belief is the core, #believe in yourself - Evan Carmichael
• If you are not actually using the product and service, then don't sell it - Evan Carmichael
• If you are doing sales, whoever is more confident wins - Evan Carmichael
• You are the Michael Jordan of something - Evan Carmichael
• You gotta love it to get good at it - Evan Carmichael
• If you don't care about your team and you only care about the results they're doing. You're ultimately gonna lose - Evan Carmichael

KEY POINTS

• 6,000 videos later, here we are!
• Believing in what you are selling, helps the client
• You'll never win if you are only chasing money
• Money is important but it can't be number one
• If your mind is strong, it makes customers buy from you
• Remind yourself of the things that make you bold, confident, powerful & alive
• You have to connect to the "Why?"
• Love of work
• Give them structure
• Your job as a leader is to help train better humans

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

Follow Evan Carmichael

• Website: https://www.evancarmichael.com
• YouTube: https://www.youtube.com/channel/UCKmkpoEqg1sOMGEiIysP8Tw
• Twitter: https://twitter.com/evancarmichael
• Instagram: https://www.instagram.com/evancarmichael/
• Snapchat: https://www.snapchat.com/add/evancarmichael
• Facebook: https://www.facebook.com/EvanCarmichaelcom/

Support the show

Amanda Farris helped SaaS & Tech companies grow their LinkedIn networks by helping them reach the right businesses and connections within the LinkedIn global network, bringing warm leads and new revenue.

QUOTES

• Just because you can't work with somebody now, doesn't mean in 6 months they're not going to do something relevant  - Amanda Farris
• You have to have a goal and know what it is that you're looking to do  - Amanda Farris
• It may not be the change that you wanted but it's the change that you needed to help you grow - Amanda Farris
• People are my passion - Amanda Farris 

KEY POINTS

• LinkedIn is a cold outreach but is not a sale
• Branding and authority building
• Shiny object syndrome
• Sit down and make a list
• Find your reset, to allow you a break from work
• Practice gratitude
• Engage with people

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Follow Amanda Farris

• LinkedIn: https://www.linkedin.com/in/farrisfotos/

Support the show

Nate Bailey is a natural leader and a speaker who knows how to impact and reach an audience.

He is a best-selling author with three books as well as an entrepreneur. He has built multiple successful businesses in the areas of Insurance and Real Estate. He recently fulfilled his long-time dream of selling his insurance agency to follow his dream of being a full-time coach.

Nate's mission in life to impact men and women who are ready to truly have the life they have always desired.

QUOTES

• We all are great leaders inside of us and sometimes you just need the right person to come along to unleash it - Nate Bailey
• It feels good to help others and to help them impact other people's lives. It's so rewarding - Nate Bailey
• You're not as bad as your worst or as good as your great - Nate Bailey

KEY POINTS

• A unique perspective in life
• Always stay open
• Bring certainty to others
• Don't go stagnant in life
• Be proactive, not reactive

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Follow Nate Bailey

• Website: https://natebailey.org/
• LinkedIn: https://www.linkedin.com/in/coachnatebailey/
• Facebook: https://www.facebook.com/natebailey84
• Instagram: https://www.instagram.com/coachnatebailey/
• YouTube: https://www.youtube.com/channel/UCCWDDdP9UQ8ylQezCbrb8Hw

Support the show

Kilian Markert is helping entrepreneurs optimize their days and performance to grow their business without neglecting other life areas. For spending more time with friends, loved ones, family, or personal projects and hobbies.For taking better care of their health. Improving your sleep, diet, nutrition, and energy levels, while being more consistent with their exercise protocol. To bring out the enormous potential to perform at a higher level and be more efficient.

QUOTES

• The mind is in the body and the body is the vehicle - Kilian Markert
• Combining Macro and Micro motivation, this is where the magic happens - Kilian Markert

KEY POINTS

• Optimize their energy and productivity.
• Take care of your health, have enough sleep, and eat good food
• Manage your energy
• Optimize daily habits
• Got to become aware of what is your belief
• Macro motivation is all about your purpose, your mission, and your why
• Micro motivation is all about your good habits
• Start with some values that are very important to you

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Follow Kilian Markert

• Website: https://www.kilianmarkert.com
• LinkedIn: https://www.linkedin.com/in/kilianmarkert/

Resources Killian mentioned: Asana + Workflowy 

Support the show

Jeroen Corthout is the Co-Founder and CEO of Salesflare, a simply powerful CRM that automates your data to build better relationships and make more sales. It's a fast, visual, and easy-to-use sales machine. Built on happiness with the latest tech, by humans for humans. Salesflare is the most popular CRM ever on both Product Hunt and AppSumo. It also got featured on TechCrunch and Entrepreneur.com.

QUOTES

• If you treat your customers as numbers instead of keeping them as friends, you'll be losing out on something  - Jeroen Corthout
• Remote selling is so much more efficient - Jeroen Corthout

KEY POINTS

• Build your products and services
• Selling the services
• Make sure the service is valuable to your customers
• No barriers
• Customer support is important
• Treat customers as friends
• Do stand up meetings

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Follow

• Website: https://salesflare.com/
• LinkedIn: https://www.linkedin.com/in/jeroencorthout/

Support the show

If your coach doesn't have a coach, then they're probably a hypocrite. Vince Spampinato was once a coach of mine and Coach Burt was his Coach. Even great Coaches have a Coach.

“Everybody needs a good coach in life.” Those that have great coaches outperform those that don’t 3-4X and out-earn those that don’t 3-4X.

Burt is both INTENSE and POSITIVE and many like his authentic nature and pure coaching skills of packaging and delivering content in ways that get people to take action and get results.

Coach Micheal Burt is considered “America’s Coach,” a unique blend of a former championship basketball coach combined with a deep methodology of inner-engineering people to produce at a higher level in the business world. Coach Burt found his unique voice early in life at the age of 15 by starting his basketball coaching career with a junior pro basketball team.

Connect with Coach Burt: https://www.coachburt.com/

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

You can learn more about Balto HERE

Read a case study HERE 

Or partner with Balto and make some side cash HERE 

ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Support the show