Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

By Josh ShirleyBusiness
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Sales Tales - A podcast sharing epic stories that get you through your sales adventure. episodes

  • Episode 26: David Mattson - How do you sell to a Modern Buyer? Should I get into selling?

    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?


    • What makes a customer a raving fan
    • Why it's a good profession (you can only get work-life balance in sales)
    • The four steps of a modern buyer journey
    • What 9 out of 10 sales orgs are getting wrong every day
      • 39 min
    • Episode 25 - Email Prospecting - Am I over-automating?

      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:


      1. What is the feedback you're getting from the market?
      2. What is the feedback you're getting from the tools you're using?
      3. What is the technical aptitude of the team using it?
        4. 36 min
      4. Sales Tales Episode 24: Building Confidence, Should Salespeople leverage AI?

        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:

        1. Need clarification on how AI is supposed to help you.
        2. Use AI in your role and want new time-saving ideas.
        3. Want to learn just enough about AI to feel comfortable not using it.
        4. Need perspective on your wins and losses.
          5. 48 min
        5. Episode 23: How do you create healthy selling habits?

          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:

          • How to create suitable environments for healthy habits to thrive
          • How to make those habits attractive so you'll want to do them
          • How to make doing the habit easy
          • How to associate the reward to a habit every time you do it
            • 40 min
          • Episode 22 - Social Selling: How to Make LinkedIn Work for You

            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:

            • How to do a proper profile.
            • How to engage people on LinkedIn without "Pitch-Slapping"
            • How to get people to see your posts with a "balanced diet" of content
              • 45 min
            • Episode 21: How do you Network?

              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:

              1. What to look for in a networking event that's right for you.
              2. A plan for introducing yourself.
              3. How to structure your networking events so you can drive follow-up meetings.
              4. What to stay away from.


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

                https://www.riorioriverwalk.com/


                32 min
              5. Sales Tales Episode 20: How to talk to Executives, How to Scale a SaaS business.

                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:

                1. The three phases of a SaaS business entering the market, from explaining who you are to what to do when the competition catches up to you.
                2. How to build trust with executives and decision-makers - even when you don't know the answer.
                  3. 55 min
                3. Episode 19: Why Presentations Fail, How to give great Sales Presentations

                  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:

                  1. How to avoid putting too much pressure on your prospect and yourself.
                  2. Many things stopping you from closing the deal are under your control.
                  3. Ways to prepare for your next big presentation.


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


                    For more on the Coffman Group

                    www.coffmangroup.sandler.com

                    44 min
                  4. Episode 18 - Relationships vs Rapport - How to be a trusted advisor to prospects and clients

                    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:

                    1. Why relationships aren't the same thing as rapport.
                    2. Which tactics are for building relationships, and which are for rapport.
                    3. Why, in relationships, it's hard for people to tell you "no."
                    4. How, in selling, we put pressure on ourselves to advance sales opportunities.

                      5. 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

                      42 min
                    5. Episode 17 - Losing the Pursuit - How to Reach Decision Makers

                      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:

                      1. Six questions to ask to uncover how your prospect makes decisions.
                      2. Why selling technology has unique challenges to reaching decision makers.
                      3. Tips for helping your prospect lay out the course for closing your next deal.

                        4. 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/


                        31 min

                      About Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

                      From the publisher's feed

                      Introducing Sales Tales - a podcast for people who want to: