Have you ever lost a sale to someone you haven't met? 

Josh and Dave relive some of their most significant sales fails, focusing on reaching decision-makers.

Often, in our sales process, we reach a point where we lose line of sight to the pursuit, only to find out later that what we thought was a done deal was ruled out weeks ago by..."Mr Wizard."

In this episode, you will learn:

Today's Food from the Road segment features Casino El Camino in Austin, TX. Try the Amarillo Burger!

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Casino El Camino:

https://www.austinmonthly.com/casino-el-camino-remains-the-punk-stalwart-of-sixth-street/

Do cold calls work?

They do. They also don't. At some point in your sales process, you will have to talk to someone on the phone or a video conference call. 

Most salespeople don't realize that the actions they take can make prospects defensive and, well, cold. What are these actions? How do we put our customers at ease and make our first impression more productive?

In this episode, you will learn:

Today's Food from the Road segment features Dave's best traveling tips for sellers who may not travel to America's bigger cities.

For more on the Coffman Group

www.coffmangroup.sandler.com

How do you attract top sales talent? Chris Do believes that if you get your culture right, everything else will follow.

Do's company, The Futur, is looking for a few pirates and rebels to challenge the current education system - they work with leaders to be creative and with creatives to run their businesses better.

Being clear about your mission and, more importantly, your identity and beliefs is the cornerstone to building an excellent company for which talented people want to work.

Sales Tales Episode 15 - Chris Do - "Cultur" Attracts Top Talent

In this episode, you will learn:

Chris reminds us that a prescription without a diagnosis is called malpractice in the clinical space. In selling, it's just as big a crime.

Today's Food from the Road segment features Joe's Kansas City BBQ - try the Z-Man Sandwich!

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Joe's Kansas City:

https://www.joeskc.com/

For more on The Futur:

https://www.thefutur.com/

For more on Delivering Happiness (the book mentioned in this episode), https://www.deliveringhappiness.com/

Recruiting, hiring, and training a new salesperson costs your company up to 75% of the hiree's first-year salary.

If you're surprised to hear this, it may help you to think about your onboard plan more carefully - because it plays a significant role in making a new hire successful.

In part 2 of our short sales onboarding series, we continue to follow the advice of Submarine Captain David Marquette from his book Turn the Ship Around!

You'll hear additional details about our three pillars covered in the last episode by answering these questions:

Today's Food from the Road segment features Frank's Diner (in a vintage rail car) Spokane, WA. "You betcha!"

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Turn the Ship Around:

https://davidmarquet.com/

For more on Frank's Diner:

https://franksdiners.com/

How do you make new people successful in 30-60-90 days? The answer may be...underwater? Sellers can learn something from Sailors.

In this episode, we reflect on Submarine Captain David Marquette's book, Turn the Ship Around!, an excellent leadership text. 

Borrowing a few fundamental principles from the book, Dave and Josh form three pillars to successfully onboarding salespeople:

Today's Food from the Road segment features Zombie Burger in Des Moines, IA - try the Cinnamon Toast Crunch Shake!

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Zombie Burger:

https://www.zombieburgerdm.com/

For more on Turn the Ship Around:

https://davidmarquet.com/

Find trust, and stay out of the way.

A client of Carlos Garrido's once described the benefit of having a winning sales methodology: "Structuring a conversation where two people, who don't trust one another, can have a conversation rich in truth, and it creates action."

Garrido is the founder and CEO of Miami Absolute Sales Development - a top-performing Sandler Training Franchise. Carlos, and associate Sofia Rodriguez, host a fantastic sales podcast called "It Shouldn't Happen to Us."

Episode 12 - Carlos Garrido - Sales Objections and Staying out of the Chase

In this episode, you'll learn:

And don't miss David Doherty as he tries to work the word 'cheeky' into regular conversation.

Today's Food from the Road segment features Salty's on the Columbia River in Portland, OR. Try the Smoked Columbia Steelhead!

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Salty's:

https://www.saltys.com/portland/

For more on Carlos's Podcast, "It Shouldn't Happen to Us":

https://podcasts.apple.com/us/podcast/it-shouldnt-happen-to-us/id1654064599

Luis Rodriguez says: "If you're trying to grow, you're a sales company."

Rodriguez, former President of premier software company Keycentrix, is a leading tech thinker, Pharma Expert, Ingram's 40 under 40 prizewinner, Sales Leader, and 2022 Executive of the Year.

Keycentrix helps both regular and specialty pharmacies get drugs to patients.

Episode 11 - Luis Rodriguez - How to Use Humor in Selling

In this episode, you'll learn:

Today's Food from the Road segment features The Stockyards in Phoenix, AZ. Order the Paloma Ranch Calf Fries.

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on The Stockyards:

https://stockyardssteakhouse.com/

For more on Keycentrix:

https://keycentrix.com/

Have you ever sent your team to the wrong trade show or conference?

Do you need more ideas for how to make the most of the shows you go to?

Today's episode will give you some planning, prospecting, and ROI-focused ideas to pack your calendar with meetings during and after the show.

Episode 10 - Trade Show Selling Part 2

In this episode, you'll learn:

Today's Food from the Road segment features Del Frisco's Double Eagle Steakhouse in downtown Philadelphia, PA.

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Del Friscos:

https://www.delfriscos.com/location/del-friscos-double-eagle-steakhouse-philadelphia-pa/

What's the economy going to do? Are we in a recession? Will we be? What is a seller's role in this economy?

What if you could ask an economist these questions?

Listen to sales guys David Doherty and Josh Shirley ask a real economist and leading corporate speaker, Chris Keuhl, these questions and more.

Episode 9 - Selling in this Economy

Chris Keuhl says the economy still NEEDS salespeople, even with impending changes coming from AI.

In this episode, you'll learn:

Today's Food from the Road segment features the Sushi Den in Denver, Colorado.

For more on the Coffman Group

www.coffmangroup.sandler.com

For more on Armada Corporate Intelligence:

https://armadaintel.com/

For more on Sushi Den:

https://www.sushiden.net/

Sales Tales is back next week!

We've loaded the second half of our first season with epic sales tales, more trade show fails, hot food from the road, and hilarious guests. It all begins with a "seller's" look forward at the economy.

Check out the trailer.