David Mattson went on his first sales call with David Sandler 30 years ago.

He almost quit.

In Episode 27 of Sales Tales, David Mattson returns to give David Doherty and me a series of vignettes about selling. In this series of Tales, you'll hear:

David Mattson, CEO of Sandler (LinkedIn is his client), tells us why. He also says there's a HUGE upside to sales - if you're an AE, AD, BDR, SDR or Sales Leader, it will brighten your day.

Mattson reminds us that you sell what you sell every day - but your buyer doesn't buy what you sell every day. This reality is what makes salespeople necessary.

Sales Tales Episode 26: David Mattson - How do you sell to a Modern Buyer? Why get into selling?

Sellers - Have you ever been physically threatened while selling?

Jesse Marseille decided virtual selling was for him after he got a shotgun pointed at his face during a door-to-door sales call.

He leads growth at Truebase.ai today and helps David Doherty and Josh Shirley understand some areas where salespeople may be over-automating using today's time-saving tools.

Guideposts for automation practices:

Mike Montague was fired in front of 3000 people by Billy Idol. 

Saying he recovered and stuck the landing is an understatement. Mike comes onto Sales Tales to tell us that "you don't get better at sales by winning; you get better by losing and surviving."

About AI, Montague says: "Imagine an assistant doing work for you, but they've read the whole internet."

A sales trainer, game show host, and automation/AI expert, Mike's episode is a good episode for you if you:

How do you create the healthy selling habits needed to hit your target?

In this episode, Dave Doherty and Josh Shirley discuss why sellers can't stop at "goals." We have to create an excellent system to hit goals. A proper system comes from productive habits. 

Many of these habits aren't what we want to do but what we need to do - so how can we get them started? James Clear wrote the book "Atomic Habits" in 2018. We apply what we learned in that book to creating productive sales habits.

In this episode, you will learn:

Regarding LinkedIn, there's a good chance you're doing it wrong.

Steve Watt, Director of Market Insights at Seismic, helps us rethink what we're doing to make social selling work for us. He says educating and inspiring are essential: learn how to be a magnet, not a bullhorn.

What is social selling? How can you make it work for you?

In this episode, you will learn:

Salespeople: How do you get leads from networking events?

Do you find networking events (happy hours, meet-ups, associations - i.e., prospecting in large groups outside of trade shows) productive? Do you often leave frustrated and empty-handed?

If you want them to work for you, you can't wing it. 

Hear great sales fails from David and Josh that will give you an idea of what to do after you get your name tag on.

In this episode, you will learn:

Today's Food from the Road segment features Rio Rio Cantina on the San Antonio Riverwalk!

https://www.riorioriverwalk.com/

Salespeople: You don't have to know it all.

Shawn McCarrick, CEO of Sifted, walks us through the three phases of building a SaaS business when you're the first company in your market. Hear great advice on what to do when your competition finally catches up to you.

Sifted is a data science company that invented the 'logistics intelligence' category. They help small parcel shippers control costs with ground-breaking software that builds confidence in their relationships with carriers (and their CFOs).

Shawn tells sellers not to "fake it 'til you make it" when talking to executives.

If you don't know the answer - say you'll find out.

In this episode, you will learn:

Salespeople: Your Company's Biggest Differentiator is you.

Are you getting too many "maybes" when you present? Josh and Dave unpack obstacles we put in our way: not knowing the prospect's budget, making it "too much about us," and not being prepared.

In this episode, you will learn:

Today's Food from the Road segment features Buddy Guy's in Chicago, IL!

For more on the Coffman Group

www.coffmangroup.sandler.com

A new selling conversation is between two people who don't trust each other.

How do you build trust when there isn't any?

Sales Tales Episode 18 - Relationships vs Rapport - How to be a trusted advisor to prospects and clients

In this episode, you will learn:

Listen to Josh tell you what he learned from the Teenage Mutant Ninja Turtles...

Today's Food from the Road segment features Hot Stone Korean Grill in Wichita, KS!

For more on the Coffman Group

www.coffmangroup.sandler.com