Bulletproof Selling

Too many salespeople and sales teams think they're operating on their own in their companies, with little support or understanding from marketing, operations, and delivery. This leads to high customer turnover and fewer referrals as customers don't feel like they're being valued by a cohesive team. To learn how we can get every department singing from the same sheet of music, we sat down with Luis Baez, a revenue enablement strategist who has worked for some of the largest companies on the planet. He showed us how to turn a solo sales act into a sales symphony, and it's all in this week's Bulletproof Selling podcast!

We all know that the more prospects we're pursuing, the more potential revenue we have, but how do we manage great outreach and awesome conversations at scale? To learn the secret of relentless selling at scale, we sat down with Nicole Williams, a former intelligence analyst with the US Army, and now the regional vice president of operations and sales for the QPS employment group. She showed us how any salesperson can plan their work and work their plan in a way that doesn't just sell more but allows us to serve more prospects and clients along the way! It's all in this week's Bulletproof Selling podcast!

If you're spending time driving deals only to get stuck in negotiations, you're going to love this week's episode of Bulletproof Selling! We delve into the art of deal-making, exploring strategic approaches that elevate sales professionals to new heights. To learn how the very best negotiate better deals, we sat down with Mark Raffan, CEO of Negotiations Ninja. Raffan shared his expertise, unveiling the strategies that transform negotiations into a system any salesperson can use. Whether you're a seasoned professional or a budding sales enthusiast, you'll learn how to ensure your deals don't stall at the most critical stage!

Most salespeople wouldn't consider 'purpose' as one of their most powerful selling tools, but in study after study, those with purpose out-performed those without. To learn how we can systemize more purpose into our conversations, we sat down with Lisa McLeod, founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose. She showed us the power of operating in alignment with our, and our prospect's, purpose. It's all in this week's episode of Bulletproof Selling!

Money is one of toughest subjects in any relationship, and it's often the one that stalls or destroys even the best sale. Top-performing salespeople don't fight with prospects to justify their prices – instead, they work with prospects to develop the right budget to solve their problems. To learn how we can build this process into every one of our conversations, we sat down with Tyler Watkins, senior regional sales manager with Spirent and former intelligence officer with the US Marine Corps. Tyler offered us a roadmap for sales professionals navigating the complexities of unique budget cycles and prospect challenges. Join us as we explore how to craft budgets alongside our clients to sell more, and serve more. It's all in this week's episode of Bulletproof Selling!

Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline full of folks who already know, like and trust us? To find the answer, we sat down with Michael Lange, the VP of Sales at Ferrara Logistics Services and former Navy Seabee. He showed us how to systemize and scale building and leveraging a personal network for consistent business success. Whether you're a sales aficionado or a budding professional seeking to elevate your networking game, you'll want to unravel the secrets to simultaneously creating lasting connections and a fuller pipeline. It's all in this week's Bulletproof Selling podcast!

If you're in an industry where buyers are shopping you on price, you're not alone. Even if what you sell is like what a buyer can get somewhere else, it doesn't mean you should revert to discounts and concessions to make the deal. To learn how to reshape our products and services from a commodity into a collaborative sales process, we sat down with Brian Harvey, southwest sales leader with Marsh McLennan Agency and former Coastguardsman. He showed us how to reposition ourselves in the market and change buyer perception, and it's all in this week's Bulletproof Selling podcast

For many salespeople, the ability to quickly build rapport is something they either have, or don't. Because rapport is one of the most critical elements for establishing trust and driving engagement, every salesperson should be working on ways to increase their ability to build rapport, but there are few processes to do so. Until now. We sat down with Matt Lombardi, CEO of Share, to learn how he coaches his clients and salespeople through the rapport-building process. If you want to drive more conversations and shorten your sales cycle, you're going to love this week's Bulletproof Selling podcast!

Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the time to ensure every customer's sales journey maximizes future sales. To learn how we can systemize recurring revenue, we sat down with Troy Small, a former Marine Corps Drill Instructor and current VP of Sales at Skyway Acquisition. He showed us how the buying journey can be constructed to ensure more engagement and more renewals and follow-on sales. It's all in this week's Bulletproof Selling Podcast!

Senior salespeople often seem like they only deal with the best prospects: The folks who are most responsive, engaged, and qualified. What many don't realize is that the same book of business can be consciously created by salespeople of any experience level, if they know what they are looking for. To help us create a way to choose our best prospects, we sat down with Joel Stevenson, CEO of Yesware. He showed us how to make every deal our best deal, and it's all on this week's Bulletproof Selling podcast!