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 16 - Do Cold Calls Work?

    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:

    1. A new technique to increase the number of quality conversations you're having.
    2. The five biggest reasons salespeople render cold calling ineffective.


      3. 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


      35 min
    3. Episode 15 - Chris Do - Culture Attracts Top Talent

      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:

      1. Living your beliefs through actions - and how this attracts the right new people to your company.
      2. Why you are your company's best salesperson.
      3. Why creatives get so many things about selling RIGHT.
      4. Bringing brutal honesty to your conversations.
      5. About building up a repository of great questions to ask.


        6. 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/

        44 min
      6. Episode 14 - Onboarding Salespeople Part 2

        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:


        1. Does your new employee have an emotional connection to your mission?
        2. Do your people have the authority they need to hit their goals?
        3. Are they capable of being independent and making their own decisions?


          4. 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/

          32 min
        4. Episode 13 - How to Onboard Salespeople Part 1

          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:


          1. Make sure everyone has clarity of the mission and culture. New sellers must believe what you believe.
          2. Provide the control and authority sellers need to accomplish their objectives.
          3. Recognize sellers for their competence in independent decision-making.


            4. 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/

            38 min
          4. Episode 12 - Carlos Garrido - Sales Objections and Staying out of the Chase

            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:

            1. About different kinds of sales objections
            2. The coming impact of AI on Sales
            3. That not everything in sales has to be hard
            4. How a robust sales methodology makes a difference


              5. 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

              45 min
            5. Episode 11 - Luis Rodriguez - How to Use Humor in Selling

              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:


              1. Why listening changes the course of sales.
              2. Traits of bad salespeople.
              3. Clues for reading your room.
              4. Bonding and Rapport from a pro.


                5. 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/

                45 min
              5. Episode 10 - Trade Show Selling Part 2

                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:


                1. How to choose the right conference, trade show, or event for your team.
                2. How to get more meetings by warming up target leads ahead of time.
                3. How to get another chance to land that discovery call.


                  4. 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/

                  33 min
                4. Episode 9 - Chris Kuehl - Selling in Today's Economy

                  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:

                  1. Chris's enlightening explanation for the labor shortage.
                  2. What the economy is projected to do over the next two quarters.
                  3. A breakdown of different sectors and how each fare in today's environment.
                  4. A salesperson's role in our economy.
                  5. Reasons to be optimistic?


                    6. 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/






                    33 min
                  6. Trailer - Second Half of Season One

                    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.

                    3 min
                  7. Episode 8 - Trade Show Selling Part 1

                    Learn from two former Sales VPs - Josh Shirley was VP of Sales for a software company, and David was not only a VP of sales but also sold trade show space and sponsorships - he's seen trade show selling from multiple angles.


                    They've made many mistakes and left lots of money on the table. In this episode, you'll learn:


                    1. How trade show selling begins WAY before you set up the booth.
                    2. To be approachable at the show and not scare prospects away - you may be surprised at what does!
                    3. Ways to break through the 'conference high' and get meetings to stick to your calendar.
                    4. Sticking to your plan means avoiding distractions and being true to your mission.


                      5. Today's Food from the Road segment features Casa Guadalajara in old town San Diego.


                      For more on the Coffman Group

                      www.coffmangroup.sandler.com


                      For more on Casa Guadalajara:

                      https://q39kc.com/blog/curbside-pickup/

                      47 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: