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

  • #400: How To Increase Your Level Of SALES GRIT With Ray Makela
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    Ray Makela is the CCO at the Sales Readiness Group and is a selling expert. He joins me on today’s show to share why GRIT is so important to success in sales.
    What you will learn in this episode:
    Ray dives into the power of understanding what GRIT is and increasing your levels of it –

    * How to decipher if you have naturally high levels or GRIT or not
    * The number of follow ups a GRITTY sales professional sends
    * If it’s possible to hit your sales target without all this extra work (the answer might surprise you)

     
    Time stamps for audio version of show:

    * [00:35] – Intro
    * [02:35] – What is GRIT?
    * [03:50] – Is it as simple as being passionate about your product?
    * [06:43] – How to we know if we have GRIT or not?
    * [08:52] – What makes up a deal that “we can’t lose”?
    * [14:10] – How many emails do we need to send before we are considered a “GRITTY salesperson”?
    * [19:19] – The difference in follow up between someone with GRIT and without
    * [22:39] – How to get back in control of a sales conversation? 
    * [30:24] – How long is “long term” in the context of sales?
    * [35:34] – Can you hit your sales targets without all this extra work?
    * [45:05] – Wrap up

     
    Resources mentioned:

    * SalesReadinessGroup.com
    * Ray on Linkedin
    * @RayAMakela
    * Grit: Why passion and resilience are the secrets to success
    * The famous TED talk on GRIT by Angela Lee Duckworth

     
    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
  • #399: Lead Generation Secrets (How To Use The Internet To Win More Business) With Ryan Stewman
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Ryan Stewman is the founder of HardcoreCloser.com and creates a tonne of great content for sales professionals who want to up their game and leverage the internet to close more deals.
    On today’s episode of the Salesman Podcast Ryan shares his thoughts on the future of the sales industry and the skills we need to learn now to thrive in a few years time.
    What you will learn in this episode:
    Ryan explains the following in this episode –

    * The sales model of the future
    * Why you should focus on getting in control of your lead generation
    * The importance of having your buyers consume your content and not the competitions

     
    Time stamps for audio version of show:

    * [00:35] – Intro
    * [02:13] – Should sales professionals be in control of their own lead generations efforts?
    * [04:06] – Ryan shares his thoughts on what the sales model of the future is
    * [07:26] – Will there always be some kind of sales person?
    * [12:25] – What areas of marketing do we need to master right now to be a head of the game moving forward?
    * [24:23] – Why the buyer needs to be consuming YOUR content before they make a purchasing decision 
    * [30:30] – How to get started in all of this?
    * [38:39] – One piece of advice to help Ryan become better at sales
    * [41:51] – Wrap up

     
    Resources mentioned:

    * HardcoreCloser.com – Ryan’s homepage
    * Break Free Academy – The online training that Ryan mentioned in the show
    * Hardcore Closer on Facebook

     
    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
  • #398: 2017 Sales Industry Trends You Need To Be On Top Of With Max Altschuler
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Max Altschuler is the CEO of Sales Hacker and is deep in the behind the scenes of what’s going on in the sales industry
    On today’s episode of the Salesman Podcast Max shares some of the top sales industry trends of 2017 so you can get a head of the game and look smart in front of your sales management and leadership.
    What you will learn in this episode:
    Max shares a tonne of practical sales knowledge on how to leverage the current industry trends such as –

    * Why you should send physical gifts to your best prospects
    * How to use all of the knowledge we have about our customers to ask better questions (without it getting stalker like and weird)
    * Why we should double our focus on personal branding in our specific industries

     
    Time stamps for audio version of show:

    * [00:35] – Intro
    * [03:17] – Is email still the best way to get your prospects attention?
    * [06:39] – How a B2B sales rep can use direct mail to get the attention of a prospect in a 2017 noisy world
    * [12:37] – Is email automation going to go away as it gets overused by lazy sales reps?
    * [17:02] – How to take advantage of all the sales knowledge/data that we have available to us in 2017
    * [22:21] – How we can scale referral selling
    * [28:10] – Should we be focusing on personal branding?
    * [39:59] – Information about the Revenue Summit/Salesman Podcast LIVE
    * [41:58] – Wrap up

     
    Resources mentioned:

    * TheRevenueSummit.com – The Salesman Podcast LIVE with be broadcasting from here on the 7/8th March 2017!
    * Max on Linkedin
    * SalesHacker.com

     
    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
  • #397: How To MASTER The Negotiation Process With Simon Horton
    [zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]
    Simon Horton is a negotiation expert who has trained everyone from hostage negotiators to the C-suite of the worlds biggest brands.
    On today’s episode of the Salesman Podcast Simon drills down into the specific skills sales professionals need to create win-win scenarios in all of their negations.
    What you will learn in this episode:
    Simon shares a tonne of professional negotiator insights including –

    * Why your “best outcome” doesn’t need to be your only outcome
    * How to get over a lack of confidence with negotiation with scary buyers
    * Why if you do just a little bit of prep before walking into a negation, most of the time you have a huge advantage…

     
    Time stamps for audio version of show:

    * [01:00] – Intro
    * [02:32] – Do sales professionals overestimate their negotiation skills?
    * [09:25] – Is being a sales person rather than management actually a benefit to negotiations when talking about price? 
    * [12:35] – Is being open and honest always the best place to come from?
    * [16:05] – Should our best negotiation outcome always be a financial one?
    * [20:17] – What to do when you know a buyer has the budget but they’re still battling with you on price
    * [30:10] – How to get over a lack of negotiation confidence?
    * [38:02] – What percentage of meetings are sales people walking into that the buyer has done zero prep for?
    * [44:48] – Wrap up

     
    Resources mentioned:

    * The Leader’s Guide to Negotiation: How to Use Soft Skills to Get Hard Results – Simon’s book
    * Negotiation-Mastery.com
    * Simon on Linkedin
    * Simon’s recommended book – Getting to Yes: Negotiating an agreement without giving in
    * This archive episode of the show was mentioned – Nailing The Negotiation (In Business And In Life) With William Ury

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    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

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