Live Better. Sell Better.

Guest: Rob Jeppsen

LI: https://www.linkedin.com/in/robjeppsen/

Topic: Secrets of the Top 1% - How the best become the best and make their teams the best

Quick Intro: Why Rob - Rob Jeppsen might be the only person I know that cares about and talks about coaching sales people more than I do. Not only has he done it in real life, in the trenches, but so much so he actually built one of the best sales coaching SaaS products, xyvoant, on the planet. But what also makes this fun is for the past 2 years he as been interviewing the best of the best in the game for HIS podcast, the sales leadership podcast, so today I get to squeeze out as much juice as I possibly can on what he has learned from the best of the best.

Short and Sweet/Set the stage

1. What makes sales leadership so hard?

Core Questions

1. What are the top leadership mistakes you see people making.
2. What do the best all seem to have in common when it comes to great leadership.
3. How do you develop your leadership skills, especially if you haven’t been a leader.
4. What is the difference between a good leader and a GREAT leader
5. How do you know if you are a ‘great’ leader? Can it be measured besides revenue?
6. Difference between coaching, teaching, and training.
7. How to be a world class coach.
8. Couldn’t avoid it - Talk to me about DOLLARIZING!

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Guest: Jeff Riseley

LI: https://www.linkedin.com/in/jeffriseley/

Topic: Sales Mental Health - How mindset can and does drive your sales results.

Quick Intro: Why Jeff - He has committed his career to trying to bring sales mental health, or actually the lack there of too the forefront. He started a community/company called The Sales Health Alliance. Without effective strategies to manage burnout and protect mental health – downward spirals of high anxiety or depression are frequent. They make it hard for salespeople to show-up and sell – let alone get out of bed. He is committed to the person in sales person like I am, and we’re going to dive in!

Some Key Questions

1. Why do so many salespeople struggle with mental health.
2. Why do dont more salespeople and leaders talk about it?
3. What is the impact of all this? How widespread is the problem?
4. What are things that reps can do themselves to start taking better care of themselves?
5. What are things that LEADERS can do to help take care of their teams mental health

Give it a listen and step your mental health game up.

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Guest: Tom Short

LI: https://www.linkedin.com/in/mindsetiseverything/

Topic: Mindset is Everything - How to build an unbreakable mind to exceed your goals and quota.

Quick Intro: Why Tom - His linkedin Linked literally is ‘Mindset is Everything’ He put that even before his name. Tom is a psychology nerd just like me, and is obsessive over finding the path to ultimate human performance, and he knows that the mind is everything. He also has experience working with D1 and professional athletes so he knows what type of mindsets the best have, and he is here to share it with us today!

Key Questions

• The difference in mindset of the top 1%
• How to develop a strong mindset
• How to recover from rejection quickly
• Mental routines to prep for the day and your next call

This one is amazing! 2 pages of notes later and we still aren't done, going to need to do a follow up!

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Guest: Patricia McLaren

LI: https://www.linkedin.com/in/patriciamclaren/

Topic: Cadences and Copywriting - How to leverage both to skyrocket your sales success.

Quick Intro: Why Patrica - Queen of Cadences - Patrica and the Revshoppe team are where the big boys (Outreach and Salesloft) send their customers when they want to make sure they get set up the right way and are seeing results. I used to write EVERY SINGLE CADENCE my team used until I met Patricia. She is the only company that I would entrust my cadences too, and it has resulted in millions of dollars in pipeline and sales. So pay attention, take notes, and let’s rock.

Key Questions

• How to build a cadence
• Number of touches
• Types of cadences you MUST have
• Top Mistakes she sees
• How to write great emails.

Plus so, much, more!

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Guest: Mike Ganino

LI: https://www.linkedin.com/in/mikeganino

Topic: Storytelling and Story Selling - Using the science of stories to book more meetings and close more deals!

Quick Intro: Why Mike - when it comes to storytelling this guy wrote the book on it. Literally. Me is one of the most sought after story and culture coaches in the country. Not only does he have a very reachable and learnable process, but also proven results! PLUS this man brings the energy and heat every time. I hope you’re ready for some epic stories. Let’s rock!

Key Questions

• Frame work for a great story
• How to get good at stories fast!
• The key types of stories every sales person needs
• Why stories make buying easier!

Private Patreon Group 2 Page Summary

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Guest: Daniel Disney

LI: https://www.linkedin.com/in/danieldisney/

Topic: Social selling done right. Plus how to not be a boring robot and actually use humor in sales!

Quick Intro: Why Dan - He quite literally wrote the book on social selling! I can’t think of anyone that has been more proactive, but also more adaptive when it comes to social selling. Not only has he sold $1Ms via social selling, but he also created the largest sales person group on the planet - Daily Sales. So who better to talk social selling and humor than DD.

Key Questions

• What actually is social selling?
• How to build the right profile
• How to improve your LI connection rate.
• How to approach social selling in a new market
• Common mistakes he sees in social selling.
• Plus so much more!

Private Patreon 2 Page Show Summary

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Guest: Richard Harris

LI: https://www.linkedin.com/in/rharris415

Topic: N.E.A.T Selling - how many sellers over-complicate their methodology and learn how to ask the right questions that lead to a higher close rate.

Quick Intro: Why Richard? Having a closing problem? Richard is the guy they call in to audit, fix it and build it for repeatable results. He has been leading and now coaching sales teams for well over a decade. What he gets better than most is that it is the questions to ask that drive the sale, and teaches teams how to earn the right to ask questions. His N.E.A.T Selling Process has been shown to increase close rates significantly and he is here to share it with us today!

Key Questions

• What does N.E.A.T Stand for
• How to establish/create need
• How to earn the right to ask questions
• What types of questions actually drive the sale forward
• Plus so much more!

Private Patreon 2 Page Summary with All Questions and Answers.

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Guest: Justin Welsh Topic: Brand Building 101-301 - A master’s degree in branding in 1 year.

Quick Intro: Good friend, former colleague, and author of the LinkedIn Play book

Why Justin? - In the messy and crowded world of everyone saying ‘build a brand’ No one, and I mean no one, was more systematic, intentional, and scientific about it than JW. He went from barely posting it at all, and 6k followers to over 40k followers in just 12 months. If you want to learn how to brand and do it right, Justin Welsh is the guy to learn from, so here. We. go.

Key Questions

• Weekly Framework for success
• How to write great posts
• Why people will pay attention to you
• 3 Key things to really stand out
• How Justin went from 4k to 45k in a year!

Inside Sales Excellence Patreon Group Exclusive - Show 2 Page Summary

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Guest: Morgan Ingram

LI: https://www.linkedin.com/in/morganjingram/

Topic: Dominating prospecting in a crowded world - from someone who actually did it, does it and teaches it!

Quick Intro: Why Morgan - When it comes to prospecting, you have heard the name Morgan J Ingram for years. He started documenting his journey from SDR to Manager to now one of the top sought after prospecting coaches in the country! If you are looking to learn how to set more meetings, this is the guy you want to listen to. Let’s Dive. In!

Key Questions

• How to break through in a noisy world.
• Cold Calling Scripting and Breakdown
• Step by Step Morgan's Favorite Cadence
• Video Scripting
• Why he makes less cold calls now!

You'll be shocked to hear his stance on cold calling, even I didn't see this one coming!

Private Patreon 2 Page Show Summary with All Questions and Answers.

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