Bulletproof Selling

Whether it’s your first year in sales or your fiftieth, one thing that never changes is the need to develop new relationships and expand the circle of folks we sell to. That’s why we sat down with Jerry Martin, a sales leader whose team is charged with developing new relationships each and every week. Whether you’re opening a new geographic territory or simply expanding your pool of prospects, you’ll get a lot out of this week’s Bulletproof Selling podcast!

The best plans never work out as planned, but too many salespeople will either operate without a plan or wait far too long before they begin to adjust their plans. In this episode of Bulletproof Selling, we sit down with the godfather of sales systems, Scott Leonard, and learn how to up-armor any sales process so we can ensure that when plan inevitably change, we’ll be ready to respond!

While salespeople love to close sales quickly, it’s often at the detriment of their client’s success. On the battlefield, rushing into a fight was what folks were trained to do, but was always a bad idea. We sat down with Eric Martin and asked how he ensured his sales team took their prospects through a defined process that ensured they weren’t rushing to close the sale, but still ensured they converted at a high rate. It’s all in this week’s Bulletproof Selling podcast!

Vision and strategy are words that leaders love throwing around, but how many build plans to accomplish them? And how many of those plans are actually implemented by their sales teams? That’s the problem we sat down with Jason Cutter to solve, and whether you’re a sales leader or a salesperson responsible for pivoting with change, you’ll get a lot out of this week’s Bulletproof Selling podcast as we dive into how to roll out any new sales system, ensure senior salespeople are on board, and hold everyone accountable for results!

So often in sales, we try to pull prospects through our sales steps in the hopes of closing them faster. We sat down with Red Boswell, a sales leader who believes in letting the prospects drive the next step of each sale. He explained how we can systemize each step of our sales cycles so it’s our prospects who are stepping further into our process instead of us dragging them, often kicking and screaming! It’s all in this week’s Bulletproof Selling podcast!

Many salespeople work in very technical industries, and they have to understand not only how to sell but how to engineer customized solutions for their prospects. Instead of letting a technical background get in the way of results, we sat down with JD Giles and learned how he leverages the technical background of his sales team to better serve their prospects and clients. It’s all in this week’s Bulletproof Selling Podcast!

There’s a reason we spend so much time planning military operations – we know that an ounce of planning equals a pound of results. And yet too many salespeople simply ‘smile and dial’, hoping they’ll catch their prospects at the right time. We sat down with Jason Bay, a prospecting expert, to learn why that strategy doesn’t work and what we can begin doing to prepare for powerful, prospect-focused outreach! 

For years, we’ve thought that trust was something that took a whole sales career to build. However, many new companies have a higher amount of trust with their customers than established brands. To crack the code on how to systemize trust in the sales process, we sat down with David Horsager and built a system that any salesperson can use to determine where trust is most needed in their outreach and conversations, increase the level of trust prospects and customers have with them, and make a bigger impact and income! It’s all in this week’s Bulletproof Selling podcast.

No system is designed to work perfectly forever - but how often do we get a script, template or sequence and use it until the wheels fall off? That doesn't just cost sales, as many salespeople discovered when they didn't change their outreach during COVID - it also cost relationships. We sat down with David Masover to discuss how he advises sales teams to deconstruct their sales challenges to determine if a system needs to be fixed or scrapped altogether. It's all in this week's Bulletproof Selling podcast!

Having processes and systems can definitely improve sales, but nothing should be static forever. That's why we sat down with Nick Sheehan and had him walk us through how we ensures his sales team's systems stay up to date and relevant. It's a masterclass on ensuring you have the most effective and efficient sales systems possible!