Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

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Selling Made Simple, Salesman Podcast, This Week In Sales, And More... episodes

  • #493: SALES HAS CHANGED! Stop Negotiating And Start TRADING With Jacco vanderKooij
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    In an industry full of people claiming to be “sales guru’s”, Jacco vanderKooij is the real deal. He is the founder of Winning By Design, author of Blueprints for a SaaS Sales Organisation and on today’s show Jacco is explaining why we need to stop negotiating and start trading to win the respect and business from high value accounts.
     
    What you will learn in this episode:
    In this episode Jacco shares –

    * Why B2B sales has changed and why you need to change with it
    * How to implement a trading methodology with customers rather than a all or nothing approach
    * The importance of understanding where the SAAS model has come from (even if you don’t sell a SAAS product…)

    Resources mentioned:

    * WinningByDesign.com
    * Jacco on Linkedin
    * Book: Blueprints for a SaaS Sales Organization

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    52 min
  • #492: The Success Habits of Incredible People With Tim Han
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Tim Han is the creator of the Youtube channel Success Insider which helps high achievers do whatever it takes to become successful in life. In this episode of The Salesman Podcast Tim is sharing the success habits of the worlds highest performing individuals.
     
    What you will learn in this episode:
    In this episode Tim shares –

    * Why sales is as much about having discipline as it is sales skills
    * How to implement the new habits that will change your life
    * The importance of understanding that sales is just a game. Don’t take it too seriously #SalesNation

    Resources mentioned:

    * SuccessInsider.tv
    * Success Insider on Youtube
    * Tim on Instagram, Twitter

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    41 min
  • #491: Close MORE SALES (DRAMATICALLY Speed Up Your Sales Cycle) With Ron Karr
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Ron Karr is a sales expert, author and keynote speaker. On this episode of the show Ron explains how we can speed up our sales cycle to win more business, more often throughout our business year.
     
    What you will learn in this episode:
    In this episode Ron shares –

    * Why sales is actually getting easier now that buyers are more prepared than ever with information
    * How to a write a laser targeted proposal
    * The importance of qualifying a sale early

    Resources mentioned:

    * RonKarr.com
    * Book: Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers
    * Ron on Linkedin
    * @ronkarr

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    40 min
  • #490: Building A Personal Brand In A Sales Job (From Someone Who Has Done It!) With James Buckley
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    James Buckley is the Director Of Business Development at Cirrus Insight and author of Tip Of The Spear. He has built and incredible yet very niche personal brand in his industry and on today’s show he’s explaining how he did it.
     
    What you will learn in this episode:
    In this episode James shares –

    * Why you need to find the platform (audio, video, written) that you feel the most comfortable on
    * How to a write a book that positions you as an expert in your field
    * The importance of personal brand as a marketing tool when looking to change sales roles

    Resources mentioned:

    * James’ book – Tip Of The Spear
    * What Cirrus Insight does
    * James on Linkedin
    * Related episode: #548: Personal Branding Examples (How To Become A LEGEND In Your Industry!)

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    46 min
  • #489: Leap From SDR To Account Manager (In The Shortest Time Possible) David Dulany
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    David Dulany is a sales development representative expert and on this episode he is explaining the steps to standing out as an incredible SDR and making the leap up to an account manager position as quickly as possible.
     
    What you will learn in this episode:
    In this episode David shares –

    * Why you need to become an outstanding SDR before you make a move elsewhere
    * How to a “sales technology stack” that will make your life easier
    * If an SDR position is truly  a stepping stone or a job for life

    Resources mentioned:

    * TenBound.com
    * DavidDulany.com
    * @DKDINSF
    * David on Linkedin

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    45 min
  • #488: How To Sell To A CEO, CFO, CTO And Beyond… Adrian Davis
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Adrian Davis is a sales expert and on this episode of The Salesman Podcast he is explaining the step by step process to selling high value products to the c-suite.
     
    What you will learn in this episode:
    In this episode Adrian shares –

    * Why you need speak on a much higher level with a CEO vs an end user
    * How to build mental image in the c-suites mind of how you can help them crush their own strategic objectives
    * The importance in understand if you’re selling a commodity or a high value product

    Resources mentioned:

    * WhetstoneINC.ca
    * @TheSalesOracle
    * Adrian on Linkedin

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    48 min
  • #487: How To Land A WHALE (Closing A 10x Sized Customer) With Mark Birch
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Mark Birch is startup investor based in NYC, leads enterprise sales for Stack Overflow and also is the founder of the Enterprise Sales Forum, a community for B2B sales professionals and leaders to share ideas, network with peers, and learn innovations in the field of sales.
    In this episode of the show Mark explains how to land a whale. There are always those huge customers that we all dream of working with and Mark is giving us the step by step process to not just get a foot in the door but build the relationships that will win you business with them.
     
    What you will learn in this episode:
    In this episode Mark shares –

    * Why you need to do things differently when selling to 1000+ employee companies
    * How to build a visual matrix of all the people we can help within an account
    * The importance marketing to people on an individual level (don’t piss off your high level contacts)

    Resources mentioned:

    * EnterpriseSalesForum.com
    * @MarkSBirch
    * Mark on Linkedin
    * @Enterprise_Sale

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Swarm Sales is what you’ve been looking for.
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    42 min
  • #486: How To “Position” Your Product And YOURSELF! With Alice Heiman
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Alice Heiman is the entrepreneurs sales coach and renowned keynote speaker. In this episode of the show Alice explains how to position your product and yourself as a sales professional in the mind of the customer.
     
    What you will learn in this episode:
    In this episode Alice shares –

    * Why you are likely casting to wide of a net with your prospecting
    * How to prospect without spamming the crap out of your target market with cold emails
    * The importance of going “beyond product knowledge” if you want to thrive in sales

    Resources mentioned:

    * Aliceheiman.com
    * Alice on Linkedin
    * @aliceheiman

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Swarm Sales is what you’ve been looking for.
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    47 min
  • #485: The Most Counter-Intuitive Way To Build TRUST, FAST! With Karl Sakas
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Karl Sakas is a marketing expert with over 20 years experience in the field. In this episode of the show Karl is explaining the power of “down-selling” as a tool to build trust with new potential customers.
     
    What you will learn in this episode:
    In this episode Karl shares –

    * Why you always have competitive advantages, you’ve just got to find them…
    * How to create awesome content from the sales calls you’re already making
    * The importance of exchanging value, not just blindly giving it

    Resources mentioned:

    * Book: The In-Demand Marketing Agency: How to Use Public Speaking to Become an Agency of Choice
    * SakasAndCompany.com
    * Karl on Linkedin
    * @KarlSakas

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Swarm Sales is what you’ve been looking for.
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    42 min
  • #484: Work In Sales? THIS Is The Future Of Your Industry… Thomas Freese
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
     
    Thomas Freese is the author of The Secrets of Question-Based Selling and SalesForce 2020. In this episode Tom is sharing his insights as to the future of the sales industry and how #SalesNation will fit into it.
     
    What you will learn in this episode:
    In this episode Tom shares –

    * Why if you’re told to do something in sales that “wouldn’t work” on you, it should be questioned
    * How to step up your sales game above just following a process that’d been given to you
    * The importance of not spamming potential customers and actually offering them value

    Resources mentioned:

    * Tom on Linkedin 
    * QBSResearch.com
    * Book: The Secrets of Question-Based Selling
    * Book: SalesForce 2020

     
    [zilla_alert style=”white”]
    Sponsor: Linkedin Learning
    Linkedin learning is the online learning platform with thousands of expert led video tutorials.
    Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]
    [zilla_alert style=”white”]
    Sponsor: SWARM Sales
    Want to earn more money by selling additional products to the customers you already have?
    Swarm Sales is what you’ve been looking for.
    Head to Swarmsales.com and earn more commission today. [/zilla_alert]
     
    Transcript:
    [zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]
    ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.
    Click here for a step by step guide to leaving a review.
     
    44 min

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