All Things Telesales

This 4-minute message was heavy on my heart and I had to share. 

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. 

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As the CEO of Sports 1 Marketing and The Playbook podcast host, David Melzer shares his passion for life lessons of love, having good energy, and tapping into your higher frequency. David delves into the philosophies of sales, distinguishing yourself in the future, the power of tying emotions to words, and why toughness is required when cold calling. Join David Meltzer as he shares tips on how to create a baseline and take the ego out of sales.

QUOTES

• Just because people love you, doesn’t mean they have the best advice – David Melzter
• Never cheat the gatekeeper – David Meltzer
• Commission is the outcome; compassion is the journey – David Meltzer

KEY POINTS

• Consistent persistent pursuit of your potential
• How to Distinguish yourself in the future
• How to take the ego out of the sale
• The alter ego affects
• What’s a good KPI (Key Performance Indicator) outcome 
• Why you can’t see telesales as work 
• Life lessons of love
• Daily Routine and having a baseline
• David Melzer’s mentors
• The two series of questions to rule the world
• Advice on using attaching emotions during a sales call
• Why it’s not what you say, but how you’re 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 

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

Follow David Meltzer

• LinkedIn: https://www.linkedin.com/in/davidmeltzer2 
• YouTube: https://www.youtube.com/channel/UCflt1OopRWIApMOjVgZyJ6Q 
• Twitter: https://twitter.com/davidmeltzer 
• Instagram: https://www.instagram.com/davidmeltzer/?hl=en 
• Send David Meltzer a text of your takeaway from this episode (949) 298-2905

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As an Advisor for high growth SAAS Companies and 16 years of sales experience, Justin Welsh talks about his transition from office culture. Through experience and passion for sales, Justin provides companies with tools to drive scalable growth. By building community within sales, he can share his knowledge through tips on productivity tools, communicating and networking remotely, and transitioning into working from home.

QUOTES

Storytelling is just natural human stuff… people should learn to do it well because it has significant career benefits – Justin Welsh

KEY POINTS

• What Justin is most excited about right now? 
  • The work from home movement 
  • No code movement
• New horizons as an advisor and consultant
• The work from home transition & Tips 
  • The Office Culture and Time-blocking 
  • Working with Peer and Investing Time 
  • Holistic Connection & Concrete Structure 
• Proactive communication when working from home 
  • Communication and feedback when in a funk 
  • Efficiently managing knowledge sharing and knowledge drop off 
• Effective ways to communicate and use productivity tools working from home 
  • Gong.io 
  • Peer Review and Skill Review 
• The impact of storytelling and culture
• The world of Jordan Welsh

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 Justin Welsh

• Website: https://www.theofficialjustin.com 
• LinkedIn: https://www.linkedin.com/in/justinwelsh
• Twitter:  https://twitter.com/justinsaas 
• Facebook: https://www.facebook.com/TheOfficialJustin/ 
• Instagram: https://www.instagram.com/justinsaas/ 

RECOMMENDED READS

• Building Story Brand by Donald Miller 

RESOURCES:

• Winning By Design: https://winningbydesign.com 

Support the show

SUMMARY SHORT VERSION

The SDR Chronicles Podcast host Morgan J. Ingram started as a Sales Development Rep (SDR). He was promoted to SDR Manager and is now working with John Barrows of JBarrows Sales Training and is crushing it when it comes to the top of the funnel prospecting. Morgan delves into how he defines success, tips on how to be referable, and finding a group of influence. Get dialed in to find out more about cold calling, tracking fulfillment and asking how to get referrals. 

KEY POINTS

• Morgan’s top 3 best practices and tips on prospecting
• LinkedIn Voice Messages 
• Video and LinkedIn Video best practices
• Asking for referrals 
• Morgan tips on how to be referable
• How Morgan stays inspired
• The Anti-Why
• How Morgan defines success
• Why you can’t be money motivated
• Advice on how to get on track to fulfillment 
• What Morgan is most excited about right now? 
• Advice on finding your group of influence

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 Morgan J. Ingram

• The SDR Chronicles: https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA
• LinkedIn: https://www.linkedin.com/in/morganjingram 
• Website: https://jbarrows.com 

RECOMMENDED READS AND VIDEOS:

• Inside Bill’s Brain: Decoding Bill Gates on Netflix
• Training and Development for Dummies

Support the show

SUMMARY SHORT VERSION

As the founder of KLA Group, a lead generation organization, Kendra and her team train and coach their client on how to prospect more effectively. Kendra gives tips and insight as to how to adjust to the current economic downturn. Kendra talks about how to track remote performance, why she started KLA Group, and how to stay motivated during these uncertain times. 

QUOTES

• Our job when prospecting isn’t just to leverage or take advantage of fear… it’s to show there’s a light at the end of the tunnel, and how we can help them now… - Kendra Lee

KEY POINTS

• How Kendra would help client’s prospect during a challenging time
• What Kendra is excited about right now
• The shift “doing business during challenging times
• Communication with your staff is important 
• How Kendra helps track remote performance and challenges during transitions
• A walkthrough on lead generation and sales
• Why Kendra started her sales business

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 Kendra Lee

• Website: https://www.klagroup.com
• KLA Group LinkedIn: https://www.linkedin.com/company/klagroup?trk=public_profile_topcard_current_company
• Kendra Lee LinkedIn: https://www.linkedin.com/in/kendralee 
• Twitter: https://twitter.com/KendraLeeKLA 
• Facebook: https://www.facebook.com/KLAGroup 

RECOMMENDED READS AND VIDEOS:

• The Sales Magnets: How to Get More Customers Without Cold Calling – Kendra Lee
• Selling Against the Goal: How Corporate Sales Professional Generate the Leads They Need – Kendra Lee

Support the show

SUMMARY SHORT VERSION

As a business owner, best-selling author, sales strategist, and coach Rob Liano delves into the underpinnings of sales. Rob talks about the importance of scripting prospect calls, the value of service, and keeping the focus on the client. He advises on adapting the core of what works in sales and transitioning between sales fields. Transitioning from music to field sales, then from field sales to telesales, Rob truly grasps the opportunity and embraces the change. Join Rob as he shares insights into his sales journey.

QUOTES

• Give people more than what they expect, and you’ll never go wrong – Rob Liano
• If something works, if you do it, it keeps working – Rob Liano
• If you sell on price, you are going to lose that sale on the price to someone who cuts your price – Rob Liano
• If you sell on value, your expertise and service you provide, especially after the sale, when it matters most, you’re going to be able to turn customer satisfaction into customer loyalty. – Rob Liano
• Putting yourself in the position to learn and grow is crucial. – Jake Lynn
• It’s ultimately your responsibility for your success – Rob Liano
• Grasp the opportunity or embrace the change, or you will miss out on the opportunity – Rob Liano
• Repetition is what breeds confidence – Rob Liano

KEY POINTS

• Why it is important to use a script as a rookie
• How important is tonality on the phone?
• The meaning of a client 
• Focus on the interests and care of the client
• Chasing Maybe’s and asking the right questions upfront 
• How to transition from one area of sales to another. 
• Being an interactive salesperson 
• Why mentality is key to sales 
• How to build value in your offer 
• The impact of the Corona 
• The two sides of sales 
• A Hot tip for people doing telesales
• Getting a client who is quite there, over the hump
• How to approach a telesales gig

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 Rob Liano

• Website: http://robliano.com 

Support the Show.

Scott Aaron discusses how he answered the question: “If you got sick or injured to where you could not train people anymore, you were physically unable, and you fell ill, what would you do for money?”

Scott talks about the dichotomous struggle of amateur and professional entrepreneurs, network marketing, creating human connections, and how human connection translates over Instagram, Facebook, and LinkedIn. Scott gives tips on how to take action, which turns into progress. How progress leads to multiple income streams while being intentional with your time promotes productivity. Structuring your day and being conscious of your most valuable asset, TIME.

Scott Aaron is an author, speaker, business coach, and consultant. A true entrepreneur at heart.

Join Scott Aaron as he delves into going from one million dollars in debt to capitalizing on his failures and turning them into successes.

QUOTES:

• “You have two choices: you can live by your excuses, or you can buy your reasons.” –
Scott Aaron

• “Action looks different each day; it could be moving the needle forward a millimeter… or
a mile.” – Scott Aaron

• “Multitasking is a myth, you’re not doing everything great, you’re doing everything
awful.” –Jake Lynn

KEY POINTS:
• Entrepreneurial Backstory and becoming a father
• Network Marketing
• The Question: What if… you fell ill?
• Turning failures into successes
• Creating human connections
• Striking oil in LinkedIn
• Building connections
• Structure
• Multiple income streams
• Science of Getting Rich by Wallace D. Wattles
• How do you define success?

KEY POINTS:
• Entrepreneurial Backstory and becoming a father
• Network Marketing
• The Question: What if… you fell ill?
• Turning failures into successes
• Creating human connections
• Striking oil in LinkedIn
• Building connections
• Structure
• Multiple income streams
• Science of Getting Rich by Wallace D. Wattles
• How do you define success?

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 

Scott Aaron:
• https://scottaaron.net
• LinkedIn: Scott Aaron
• Facebook: Scott Aaron
• Instagram: @scottaaronlinkedin

Support the show

SHOW NOTES
Join John Malott as he talks about navigating outside of societal norms and expectations by capitalizing on lessons learned from past experiences. John also talks about the foundational principle of mentorship, which is reciprocity, or teamwork. He goes into how mentorship isn’t give-and-take, but a mutually beneficial partnership. John also talks about intentional gratitude and its importance in his marriage. John delves into using the past as a motivator, moving forward instead of backward, and having mentors who told him the truth instead of what he wanted to hear. He gives insight into new endeavors as an entrepreneur, such as DNA based custom nutrition supplements and more.

QUOTES
• “Everything rises and falls on leadership.” – John Malott
• “Great Leaders are culture builders.” – John Malott
• “The truth is going to set you free, but it’s going to piss you off first.” – John Malott
• “Gratitude is a seed for more.” – Jake Lynn

KEY POINTS
• Social norms
• Mentorship
• Overcoming the “Loser” mindset
• The hardships of entrepreneurship
• Intentional gratitude
• DNA Based Custom Nutrition
• Prioritizing time
• Legacy

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 John Malott
• Instagram: @johnmalott https://www.instagram.com/john.malott/?hl=en
• Build Your Empire Instagram: @buildyourempire
https://www.instagram.com/buildyourempire/?hl=en

Support the show

SHOW NOTES
Join Gina Gardiner, an author, speaker, and coach. Gina works with people all around personal empowerment and transformational leadership and stepping into genuine power.
Gina delves into the process of how she assists others with tapping into genuine power. She also discusses the importance of leadership and the power of communication. She talks about the role of body language, words, and tone during face-to-face and over-the-phone communication. She goes into the concept of learning to fail better by reflecting on what success is and finding solutions. She asks thought-provoking questions around understanding the importance of ‘WHY,’ is it money? Is it happiness? Tune in to hear more about personal empowerment and transformation, Gina’s online Enlightened Leadership Program, tips on how to tap into genuine power, and much more.

QUOTES
• “Just because we say the words doesn’t mean that that’s how they landed on the other
person.” – Gina Gardiner

• “But if you think about each leader, whether they're leading their family, their
organization, their team, their society, they like a stone in a pond, it ripples out.” – Gina
Gardiner

KEY POINTS
• Tapping into genuine power
• Leadership and communication
• Body language, tone, words, and communication
• Learning to fail better by taking ownership of emotions
• Self-Sabotage
• Fear of failure and fear of success
• Making a positive difference
• The power of silence when making a sale
• Toxic leadership

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. 

Follow Gina Gardiner
• Website: https://enlightenedleadership.co/page/about-us
• LinkedIn: https://www.linkedin.com/in/ginagardinerassociates

Support the show

SHOW NOTES
Join Patrick Tierney, sales performance coach and founder of Stop Selling Now. As a sales
performance coach, Patrick coaches’ new hires coming into sales, and prepare them for the sales process by providing the tools on how to close. He gives a walkthrough on how to cut through the noise and challenge the stigmas of selling. He also talks about his company Stop Selling Now, and sales how to answer the two most important questions; ‘What motivates people to buy,’ and, ‘What motivates people to buy now.’ Patrick delves into the complexities that hide under the simplicities of sales, the most fun he’s had on a sales call, his end goals as a performance coach, the headspace app, and so much more. Tune in to find out more about Patrick Tierney and Stop Selling Now.

QUOTES
• “The only approach to sales in 2020 are consultative sales.” – Patrick Tierney
• “The basic premise is; if you understand the ‘WHY,’ everything else becomes so much
easier. – Patrick Tierney
• In sales, there’s only ever two sales you’re going to make, it’s either and immediate sale,
…or it’s a delayed sale.” – Patrick Tierney

KEY POINTS
• Stop Selling Now
• The two questions every salesperson wants to ask.
o What motivates people to buy?
o What motivates people to buy now?
• The secret sauce
• Consultative Sales
• Understanding the ‘WHY’ and getting down to the true motivations of a buying decision.
• Cold Calling and Old School Cold Calling
• Chasing Referrals
• The Long Game in Sales

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 Patrick Tierney
• Website: https://www.stopsellingnow.com/about-1

Support the show