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

  • LIVE: How To Write Sales Emails That Get Opened With Dan Smith
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    Dan Smith is the Growth Specialist at Winning By Design and helps build SAAS sales teams that crush it.
    On this episode Dan shares why emailing with the same email templates that everyone else does hurts your ability to get your messages opened.
    What you will learn in this episode:
    Dan explains the following in this episode of the Salesman Podcast LIVE –

    * Why googling “best email subject line” is the worst way to uncover email subject lines that work
    * The formula to create a powerful email that people actually respond to
    * How to add context to your emails so they don’t look like spam

     

     
    Resources mentioned:

    * WinningByDesign.com
    * Dan on Linkedin
    * @JustDanSmith

     
    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.
    28 min
  • LIVE: How To Close The Biggest Account In Your Industry With Jon Miller
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Jon Miller is the CEO and co-founder of Engagio.com and a world leading expert in the world of “account based”.
    On today’s episode Jon is explaining the step by step process he would personally use to close a huge account.
    What you will learn in this episode:
    Jon explains the following in this episode of the Salesman Podcast LIVE –

    * Why most sales outreach is SPAM (and how to avoid sending it yourself)
    * How to navigate the account and understand that there is likely more than one buying centre
    * The importance of knowing industry trends and what your prospects competition are up to

     

     
    Resources mentioned:

    * Engagio.com
    * Jon on Linkedin
    * @JonMiller

     
    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.
    27 min
  • LIVE: Make Sales Easier (By Finding Your Ideal Customers) With Richard Harris
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Richard Harris is the Director of Sales Training & Consulting Services at Sales Hacker. On this episode of the show he’s sharing how we can narrow down who our ideal customer is and why this makes your job of closing them easier.
    What you will learn in this episode:
    Richard explains the following in this episode of the Salesman Podcast LIVE –

    * The importance of understanding who your ideal customer is
    * Why garbage in means garbage out in sales
    * How to show empathy and the fact that you care about your customers easily

     

     
    Resources mentioned:

    * TheHarrisConsultingGroup.com
    * Richard on Twitter
    * SalesHacker.com
    * Richard on Linkedin

     
    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.
    27 min
  • LIVE: The Fastest Path To CEO (What Is Sales Operations?) With Matt Cameron
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Matt Cameron is the managing partner at SalesOpsCentral.com and excels at building sales engines for high growth companies.
    On this episode of the Salesman Podcast LIVE Matt shares why having crazy success in sales is the quickest path to become a CEO.
     
    What you will learn in this episode:
    Matt explains the following in this episode of the Salesman Podcast LIVE –

    * What sales operations actually is
    * All the roles you can progress to within sales that are not sales management
    * How you can be involved in sales but not always on the front line

     

     
    Resources mentioned:

    * Matt on LinkedIn
    * SalesOpsCentral.com – “We build growth engines for B2B technology startups and create elite sales professionals to operate them”
    * @TMattCameron
    * Matt’s Frontline Silicon Valley sales manager bootcamp

     
    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.
    27 min
  • #406: How Win At Qualifying New Business (It’s A Mindset NOT A Process!) With Sean Burke
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Sean Burke is the CEO of Kitedesk and has a really unique angle on the idea of qualifying new business.
    Why not reach out and give people the opportunity to care about us rather than spamming them with templated crappy emails or cold calls…?
    What you will learn in this episode:
    Sean shares that qualifying new business isn’t just a process it’s a mindset. Additionally he explains –

    * Why most salespeople suck at qualification
    * That you shouldn’t just give out free industry consultation sessions to anyone that asks
    * A bunch of examples of how you can “add value” to the C-suite

     
    Time stamps for audio version of show:

    * [00:58] – Intro
    * [02:36] – Is the average sales professional good or bad at qualifying?
    * [08:02] – The “industry standard” process of qualifying new business…
    * [09:20] – If a salesperson has no qualifying process, are they just dumping everything into the CRM?
    * [11:19] – Is the process as simple as, “if I can’t add value to them, then they’re not qualified?”
    * [16:50] – Examples of adding more value up front
    * [33:44] – Are we just giving free consulting or are we framing up conversations to focus on areas our product solves? 
    * [46:25] – Wrap up

     
    Resources mentioned:

    * kitedesk.com – “Your sales engagement platform”
    * Sean’s bio on KiteDesk
    * Sean on Linkedin

     
    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
  • #405: How To Get ATTENTION In Sales (By Selling With Insights) With Michael Harris
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Michael Harris is the CEO of Insight Demand and on today’s episode he shows #SalesNation how to deliver insights to customers so they can break through the noise in the internet age of selling.
    What you will learn in this episode:
    You’ll learn what real sales insights (that a customer actually cares about) are but also –

    * What a “sales winner” is and how to become one
    * Where you should start if you’d like to incorporate insight selling into your sales process
    * The power of selling with stories

     
    Time stamps for audio version of show:

    * [00:58] – Intro
    * [02:38] – What is a “sales winner”?
    * [05:35] – Is our goal to help the buyer make the decision to buy?
    * [09:58] – Should we interview our best customers to find out how we add value to them?
    * [13:55] – What is the starting point to insight selling?
    * [17:26] – Techniques to deliver the insights to customers
    * [22:23] – Selling with stories VS logic
    * [32:40] – How can we accelerate the whole process?
    * [42:07] – Wrap up

     
    Resources mentioned:

    * InsightDemand.com
    * Michael’s book – Insight Selling: How to sell value & differentiate your product with Insight Scenarios
    * @InsightDemand

     
    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
  • #404: How To Coach YOURSELF To HUGE Sales Success With Rob Jeppsen
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Rob Jeppsen is a sales coaching expert and he blew my mind with both the simplicity and depth of this coaching methodology in this episode.
    What you will learn in this episode:
    Rob starts this episode by explaining what a coach actually is (it’s probably not your sales manager…) and then goes on to share –

    * How to find a sales mentor
    * Why process is everything in sales
    * How to set more intelligent goals than “I’m going to smash my target”

     
    Time stamps for audio version of show:

    * [00:58] – Intro
    * [02:14] – Is it common that sales managers don’t know how to coach? 
    * [03:59] – Is a coaches job to help us “grow” in sales?
    * [09:15] – Should we be working on our own sales process regardless of weather or not we have an external coach?
    * [12:35] – How do you measure coachability?
    * [15:43] – How do you coach someone who isn’t coachable?
    * [21:01] – How do we set goals that are not “I’m going to hit target” and why?
    * [29:50] – Ways we can make our coaches job easier
    * [38:09] – Should we be reaching out and asking people to mentor us?
    * [42:07] – Wrap up

     
    Resources mentioned:

    * Xvoyant.com
    * @robjeppsen
    * These are the coaching quadrants Rob described –


     
    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
  • #403: Why “Customer Success” Is the Future Of Sales With Lincoln Murphy
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Lincoln Murphy is the worlds leading customer success expert (he literally wrote the book on the topic). On today’s episode of the Salesman Podcast  Lincoln explains why customer success is so important to the personal success of Sales Nation.
    What you will learn in this episode:
    Lincoln starts this episode by explaining what “customer success” actually means then we dive into –

    * Why the marketing has made this a priority that leads to business success
    * How we question a potential prospect to find out what success really means for them

     
    Time stamps for audio version of show:

    * [00:58] – Intro
    * [02:24] – What does “customer success” mean for us B2B sales professionals?
    * [05:24] – What has changed in the market to make this a priority?
    * [15:33] – The shifts that have to happen for businesses to become more customer focused
    * [20:12] – Do sales professionals think about this when they’re applying for new sales roles?
    * [17:17] – How to demonstrate skills/values rather than just talking about them
    * [24:01] – How do we uncover what success really means for the customer?
    * [42:07] – Wrap up

     
    Resources mentioned:

    * About Lincoln Murphy
    * SixteenVentures.com
    * Lincoln’s book – Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue
    * Linkedin
    * @lincolnmurphy

     
    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.
    43 min
  • #402: Behind The Scenes Secrets To Getting Your Dream Sales Job With Michael Pici
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Michael Pici is the director of sales at Hubspot and on today’s episode of the Salesman Podcast he is opening the doors to the volt of secrets to closing your dream sales job.
    What you will learn in this episode:
    Michael openly and honestly shares some of the tactics that sales leadership use to separate the best from the worst candidates. He and also explains –

    * Why you don’t necessarily need experience to get a sales job in a specific industry
    * How to demonstrate skills rather than just talk about them
    * Why waiting for an opening and submitting a CV isn’t the best way to secure that dream sales job

     
    Time stamps for audio version of show:

    * [00:35] – Intro
    * [03:14] – Do you need industry experience to secure a “tech” sales role?
    * [07:36] – Who gets hired first, a BDR with industry experience or a rep from another industry with a good selling track record?
    * [11:48] – Personal values needed to work in sales at Hubspot
    * [14:33] – Will screwed up… but personal branding saved the day
    * [17:17] – How to demonstrate skills/values rather than just talking about them
    * [28:58] – What is going on behind the scenes during the interviews that candidates should know about…?
    * [35:41] – How to take an “account based selling” approach to closing a sales job
    * [38:18] – What is a total potential job destroyer when you’re being Googled?
    * [43:21] – Is personal brand going to become more and more important in sales?
    * [50:45] – Wrap up

     
    Resources mentioned:

    * SellInbound.com
    * Michael on Linkedin
    * Hubspot blog posts written by Michael
    * @MichaelPici

     
    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
  • #401: The Science VS Art Of Sales (Which Is More Important?) With Mark Ripley
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Mark Ripley is the VP of sales at Insightly. He’s a true sales practitioner and joins me on today’s episode to share the differences between the science and the art of selling in the internet age.
    What you will learn in this episode:
    Mark outlines the best way I’ve ever heard to document insights and build a sales asset which you own. In addition you will learn –

    * The importance of understanding both the art and science of selling
    * When to draw the line in your research gathering efforts
    * How to deliver insights that make prospects want to get on the phone with you

     
    Time stamps for audio version of show:

    * [00:35] – Intro
    * [02:19] – What is the art of sales? What is the science of sales?
    * [05:53] – Can we engineer the art out of selling?
    * [07:54] – What insights can we deliver to customers that we couldn’t even just looking back a couple of years ago?
    * [11:04] – Real example of a powerful insight
    * [18:14] – The process to document “insights”
    * [31:09] – When does knowledge gathered from social media get weird for prospects?
    * [43:36] – Wrap up

     
    Resources mentioned:

    * Inslightly CRM
    * InsideView – Sales intelligence tool that Mark mentioned
    * SalesLoft – Mark also mentioned this sales enablement tool

     
    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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