The Sales Machine

Want $1billion in new pipeline? Don't miss out on this episode with Joel Graber CEO OF Modern Outbound.

In this episode, we’re diving deep into the art and science of outbound. Joel’s breaking down what most companies get wrong about sales, like underperforming SDR models, weak email deliverability, and the lack of systems that actually scale. But don’t worry—he’s got the playbook to fix it.

We’re also getting into how AI is shaking up prospecting, why discovery is everything before the pitch, and the one thing every sales team should focus on to win big. Plus, Joel shares some killer case studies that’ll have you rethinking how you approach leads and campaigns.

If you’re ready to up your sales game, create predictable growth, and crush your pipeline goals, you don’t want to miss this one. Let’s go!

"If you’re asking leading questions and buyers can feel like they’re being taken for a ride, you’ve already lost them." - Joel Graber

"Nobody cares about your product, your service, how long you’ve been in business. They only care about what’s in it for them." - John Rankins

"The psychology of outbound and sales hasn’t really changed, but the tactics have, and they've evolved." - Joel Graber

"You have to ask yourself at the end of every day: How many people now know about me? Even if they’re not buying yet." - Joel Graber

"The quick and the dead—that’s business today. You either adapt or get left behind." - John Rankins

(06:14) - Understanding the Psychology of Outbound

(12:01) - The Importance of Conversational Selling

(17:57) - The Role of Discovery in Sales

(23:59) - Conclusion and Personal Insights

(30:35) - Case Studies: Success Stories in Outbound

(36:47) - Investing in Outbound Strategies

(41:53) - The Role of Marketing in Lead Qualification

(48:29) - The Future of Outbound Sales

LinkedIn: https://www.linkedin.com/in/joel-graber-/

Facebook: https://www.facebook.com/joel.graber.5/

Website: https://www.modernoutbound.com/

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

I’m excited to welcome Kelly Shaw to the show! Kelly’s not just a sales legend—he’s a best-selling author, a dynamic speaker, and someone who’s been transforming sales teams and careers for over 40 years. You might know him from his incredible book, The Greatest Sale Ever Made, or his talks that have fired up audiences worldwide (yes, even in Forbes).

In this episode, we’re getting into it all—what makes great salespeople truly great, the magic of storytelling, and how belief in yourself and your product can change the game. Kelly’s got this way of breaking down sales so it’s not just about hitting numbers—it’s about helping people and designing a life you love through your work.

We’re also talking about AI in sales, why preparation is everything, and how to build customer relationships that last a lifetime. This isn’t just another sales chat—it’s packed with insights that’ll have you rethinking your approach and leveling up your whole mindset.

So, are you ready to take your sales skills—and your life—to the next level? Tune in now!

"You have to believe in your product. You got to own your product. You have to believe that you're the right person and that you're doing the right thing for the client and that sales is not something you freaking do to somebody. It's something you do for somebody, and so you have to believe in yourself." - Kelly Shaw

"A lot of salespeople, they lose me at hello. They don't read the room. You lost me at hello. A lot of times it's not a no, it's not right now or they don't know enough about the product or they don't trust you yet, especially if they're left brain and, or if they're an engineer and they have the analytical mind, they want to go back and they want to digest. They're not interested in an impulse sale and potentially you still made the sale and they'll get back to you." - John Rankins

"You got to make that greatest sale. You have to believe in whatever product or services you're selling. It's the best thing for a certain type of client. And then you have to believe that you're the person to take care of them after the sale because the sale doesn't stop when you deliver the damn product or the service." - Kelly Shaw

"Sales is communication. I break it down to one thing. Sales is taking the energy and the enthusiasm that you have for a product or service and giving it to the other people." - Kelly Shaw

(02:59) - The Greatest Sale Ever Made: Inspiration Behind the Book

(05:55) - Fundamentals of Sales: Belief and Client Relationships

(08:46) - The Evolution of a Salesperson: From Insecurity to Success

(12:01) - Sales as Service: The Mindset Shift

(15:12) - The Power of Storytelling in Sales

(17:47) - What Separates Good Salespeople from Great Ones

(20:58) - Designing a Life Through Sales

(23:54) - The Energy of Sales: Passion and Impact

(30:56) - The Joy of Work and Life Balance

(32:34) - Transformative Sales Experiences

(36:04) - The Art of Closing Deals

(38:58) - AI's Role in Sales

(43:30) - The Importance of Preparation

(50:43) - Creating Lifetime Customers

LinkedIn: https://www.linkedin.com/in/kellyshawcalif/

Facebook: https://www.facebook.com/people/Kelly-Shaw-Kingdom-Sales-Academy/100085322660077

Instagram: https://www.instagram.com/kellyshaw_kingdomsales/

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

I’m thrilled to have Oscar Chavez, the brilliant mind behind Growthly Group, joining us. Oscar’s a powerhouse in B2B sales, with $80 million in revenue under his belt and a knack for transforming teams with some seriously sharp sales strategies.

In this episode, he’s here to tackle the biggest pain points we all face in B2B sales: efficiency, demand generation, and yes, those frustrating silos that can slow deals to a crawl. Oscar’s going to break down his EMPOWR methodology, a game-changing approach that digs deep into customer pain points, helping you close deals by truly understanding what your clients need.

From outbound strategies to the power of AI in sales, this episode is packed with ideas to level up your efficiency and build those game-changing relationships. If you’re ready to streamline your sales approach, stick around—Oscar’s got the roadmap!

"I fell into sales after studying software development. My first role was commission-only outbound, and every day for two weeks I was getting sworn at—it was rough." - Oscar Chavez

"It's solving a bigger problem. You're saving a lot more money and you're getting to the root cause. I love that because ultimately there's a strategy to do that, right? There's pain, there's pleasure in sales and what drives the sale is really the pain and what it's going to cost the organization." - John Rankins

"Have the best solution, be the most friendly and have more empathy for the customer than anyone else. You really got to be there to support them. You're not there to be salesy. You're there to really support them through the journey. And that's really what builds those relationships." - Oscar Chavez

"You got to read the room. Earlier you said that you kept pitching the cloud and security in the cloud, but you were talking to the hand because you weren't talking to the right people." - John Rankins

(06:03) - The Role of Inbound and Outbound Sales

(12:09) - The Importance of Demand Generation

(18:10) - Bridging Silos in Large Corporations

(24:14) - Understanding the Risks Framework in Sales

(34:43) - Strategies for Outbound Prospecting

Connect with Oscar Chavez

Website: www.oscar-chavez.com

LinkedIn: https://www.linkedin.com/in/theoscarchavez/

Facebook: https://www.facebook.com/OscarChavezEntrepreneur/

X: https://x.com/theoscarchavez

Instagram: https://www.instagram.com/theoscarchavez/

YouTube: https://www.youtube.com/@GrowthlyGroup

Oscar’s Million Dollar Deals Book: https://www.oscar-chavez.com/mddbook

Connect with John Rankins

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this special episode, we’re celebrating The Sales Machine’s first anniversary by bringing you a “Greatest Hits” on one of the hottest topics in sales: AI. I’ve pulled together some of our best conversations on how AI is transforming sales—from boosting productivity to making data-driven decisions.

Think of this as a highlight reel of our top picks. We’ve got insights on using AI as a co-pilot to drive performance, why data-driven strategies matter more than ever, and how AI can revolutionize your time management.

This is one packed episode you don’t want to miss—let’s dive into our best AI insights yet!

Episode Highlights

"AI is here. And it's amazing how many people don't realize that." - James Skinner

"If you want to be good at sales, you better be organized and be on top of your calendar." - Mafalda Johannsen

"The old principles in effective selling will never change. Principles don't change. But the behavior and mannerism and the instruments and the way you express and the way you sell, they will always change.” - Francis Kong

“The most important thing for any business is not getting leads but it's getting that content seen” - Zach Benson

“Once you start getting into double digits is when you should start considering hiring another manager. And if you time things, if you're trying to figure out the right timing, you would ideally do the split at 12, depending on budget and stuff.” - Kyle Vamvouris

Chapters

00:33 - 09:56 Implementing AI to increase sales and performance

09:57 - 14:37 The Impact of AI on the Sales Industry

14:38 - 18:20 Leveraging TikTok for growth with AI-powered content reposting

18:21 - 22:05 Leveraging AI for Sales Efficiency

22:06 - 26:19 Importance of Data-Driven Sales and Systematizing Processes

Watch/listen to their full episodes at:

👉 Apple Podcasts: https://apple.co/4eKZ6lc

👉 Spotify: https://spoti.fi/4f4f1Ld

👉 YouTube: https://bit.ly/48by43T

Connect with James Skinner

LinkedIn: https://www.linkedin.com/in/james-skinner-988434149/

Twitter: https://twitter.com/twgjames?lang=en

AI SuperHuman Website: https://req.qubo.jp/james/form/AISuperhumanJ

Connect with Francis Kong

Website: http://franciskong.com/

Facebook: https://www.facebook.com/franciskong2

LinkedIn: https://www.linkedin.com/in/franciskong/

X: https://x.com/franciskong

YouTube: https://www.youtube.com/@franciskong6451

Connect with Zach Benson

Website: https://www.assistagram.com/

LinkedIn: https://www.linkedin.com/in/zach-benson-368483119/

Facebook: https://www.facebook.com/zachtbenson/

Instagram: https://www.instagram.com/zachvacay/

Connect with Mafalda Johannsen

LinkedIn: https://www.linkedin.com/in/mafalda-johannsen-007489a4/

Website: https://www.wonderway.io/author/mafalda-johannsen

YouTube: https://www.youtube.com/@wonderwaysales

Connect with Kyle Vamvouris

Website: https://www.vouris.com/team/kyle-vamvouris

TikTok: https://www.tiktok.com/@kylevamvouris

LinkedIn: https://www.linkedin.com/in/kylevamvouris/

Instagram: https://www.instagram.com/kylevamvouris/

YouTube: https://www.youtube.com/channel/UC3rbScTq_4JtQOSZMThFjVQ

Twitter: https://twitter.com/kylevamvouris

Connect with John Rankins

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this anniversary special, we’re celebrating a year of The Sales Machine by spotlighting the marketing experts who delivered invaluable insights and strategies. In this “Greatest Hits in Marketing” episode, you'll hear from Jeff Hunter on leveraging AI to drive sales, Victoria Hadjar on mastering niche marketing, Matt Clark on avoiding costly LinkedIn mistakes, Gloria Chou’s go-to CPR Pitching Framework, and Ken Okazaki’s powerful video marketing blueprint.

Get ready for a jam-packed episode filled with strategies you can implement today to boost your marketing impact.

"One of the things that AI can't do is care. It doesn't care about you. It can pretend. But a salesperson can."- Jeff Hunter

"A lot of folks wanna talk to everyone. They wanna capture all the opportunities. But the problem is that you're not actually talking to anyone." - Victoria Hajjar

"I would say that the biggest mistake people make on LinkedIn, they're just putting stuff out there, adding content and not actually solving the needs of their biggest clients." - Matt Clark

“You are the best spokesperson for your business. You're the best advocate and hero for your business. It's time you own it." - Gloria Chou

“Views turn to followers, followers turn to conversations, conversations turn to clients.” - Ken Okazaki

(01:00) Leveraging AI to increase sales

(05:00) Narrowing Down and Targeting a Specific Segment

(10:30) The Biggest Mistake Marketers Do on LinkedIn

(13:15) The CPR Pitching Framework

(18:19) The video marketing framework

Watch/listen to their full episodes at:

👉 Apple Podcasts: https://apple.co/4eKZ6lc

👉 Spotify: https://spoti.fi/4f4f1Ld

👉 YouTube: https://bit.ly/48by43T

Website: https://jeffjhunter.com/

Facebook: https://www.facebook.com/jhunter101

Instagram: https://www.instagram.com/jeffjhunter/

LinkedIn: https://www.linkedin.com/in/jeffjhunter/

X: https://twitter.com/jhunter101

YouTube: https://www.youtube.com/c/jeffjhunter

TikTok: https://www.tiktok.com/@jeffjhunter

Website: www.ugliventures.com/resources

LinkedIn: https://www.linkedin.com/in/victoria-hajjar-66211618/

Instagram: https://www.instagram.com/ugliventures/?hl=en

TikTok: https://www.tiktok.com/@ugliventures

Facebook: https://www.facebook.com/tori.hajjar/

Website: https://thevirtualedge.com/profile/

LinkedIn: https://www.linkedin.com/in/mattclarkrainmaker/

Instagram: https://www.instagram.com/mattclarkrainmaker/?hl=en

Facebook: https://www.facebook.com/matthewclarksa/

Website: https://www.gloriachoupr.com/

X: https://twitter.com/gloriachoupr

Instagram: https://www.instagram.com/gloriachoupr

LinkedIn: https://www.linkedin.com/in/gloriaychou/

Facebook: https://www.facebook.com/gloriachoupr/

Website: https://kenokazaki.com/

X: https://twitter.com/kenokazaki

LinkedIn: https://www.linkedin.com/in/video-marketing-coaching/

Facebook: https://www.facebook.com/kenokazakipage/photos/

Instagram: https://www.instagram.com/kenokazaki/?hl=en

YouTube: https://www.youtube.com/@KenOkazaki

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this special episode, I’m bringing together some of the sharpest sales minds to share their best strategies: Ian Koniak, Joe Ingram, John Barrows, and Scott Leese. From closing deals with ease to understanding client needs, these pros reveal what it really takes to drive sales success.

We’ll dive into the importance of accountability in sales teams, why ongoing training matters, and how focusing on solving client problems can transform your approach. Plus, you’ll hear about the unique challenges of enterprise selling and the power of the 'Addiction Selling Model.'

This is one episode you can’t afford to miss!

"If the rest of the sales cycle is done right, closing should be the easiest part of the sale." - Ian Koniak

"The number one thing that a sales manager has to have is accountability. Backed up right behind it is the attitude. I need somebody who focuses more on accountability and holding people accountable to what we need. Then, massage it with their attitude." - Joe Ingram

"The problem with training is a lot of people look at it as the check the box I've invested in my team, but nobody's willing to do the reinforcement that's necessary to make it actually work." - John Barrows

"As I was learning how to sell, I realized that nobody cared about me at all. They didn't care about my company at all. All they cared about was themselves and specifically like what's broken, what's busted, what's pain." - Scott Leese

(01:00) Understanding the Sales Process

(09:55) The Role of Accountability in Sales Management

(14:27) Challenges in Enterprise Selling

(20:35) The Addiction Selling Model

Watch/listen to their full episodes at:

👉 Apple Podcasts: https://apple.co/4eKZ6lc

👉 Spotify: https://spoti.fi/4f4f1Ld

👉 YouTube: https://bit.ly/48by43T

Website: https://iankoniak.com/meet-ian/

X: https://x.com/drivesalesnow?lang=en

Facebook: https://www.facebook.com/iankoniaksalescoaching/

LinkedIn: https://www.linkedin.com/in/iankoniak/

YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ

Connect with Joe Ingram

Website: https://thejoeingram.com/

Facebook: https://www.facebook.com/josephingram/

X: https://twitter.com/JoeIngramSales

LinkedIn: https://www.linkedin.com/in/joeingram/

Instagram: https://www.instagram.com/joe_ingram_sales/

Connect with John Barrows

Website: https://www.jbarrows.com/

X: https://twitter.com/JohnMBarrows

LinkedIn: https://www.linkedin.com/in/johnbarrows/

Instagram: https://www.instagram.com/johnmbarrows/

YouTube: https://www.youtube.com/jbarrowssalestraining

Website: https://scottleeseconsulting.com/

X: https://twitter.com/thescottleese

Instagram: https://www.instagram.com/thescottleese

LinkedIn: https://www.linkedin.com/in/scottleese/

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this special episode, I’m sharing a collection of the best sales tips from five of the top names in the industry: Richard Harris, Marcus Chan, Mark Roberge, Jeffrey Gitomer, and Keenan. These are powerhouse experts, and each one has dropped incredible insights on The Sales Machine podcast.

From mindset shifts to tactical sales strategies, we’ve pulled together their top advice to help you sharpen your skills, close more deals, and take your sales game to the next level.

Don’t miss this!

(01:52) - The Role of Scripts in Conversations

(04:39) - Transforming Dysfunctional Teams into Winners

(08:09) - Common Mistakes Startups Make

(11:10) - The Myth of Closing in Sales

(14:19) - Understanding Product-Market Fit

Watch/listen to their full episodes at:

👉 Apple Podcasts: https://apple.co/4eKZ6lc

👉 Spotify: https://spoti.fi/4f4f1Ld

👉 YouTube: https://bit.ly/48by43T

Connect with Richard Harris

Website: https://theharrisconsultinggroup.com/

Facebook: https://www.facebook.com/harrisconsultingllc/

X: https://twitter.com/rharris415?lang=en

LinkedIn: https://www.linkedin.com/in/rharris415/

Instagram: https://www.instagram.com/rharris415/

Connect with Marcus Chan

Website: https://www.venliconsulting.com/linktree-mc-instagram-s1

TikTok: https://www.tiktok.com/@marcuschanofficial

LinkedIn: https://www.linkedin.com/in/marcuschanmba/

Instagram: https://www.instagram.com/therealmarcuschan/

YouTube: https://www.youtube.com/c/MarcusChanimal

Website: https://www.linkedin.com/in/markroberge

X: https://twitter.com/markroberge?lang=en

LinkedIn: https://www.linkedin.com/in/markroberge

Instagram: https://www.instagram.com/roberge_mark/

Connect with Keenan

Website: https://salesgrowth.com/gap-selling-method/

Facebook: https://www.facebook.com/heykeenan/

X: https://twitter.com/keenan?lang=en

LinkedIn: https://www.linkedin.com/in/jimkeenan/

Instagram: https://www.instagram.com/keenan_redplaid/

Connect with Jeffrey Gitomer

Website: https://www.gitomer.com/

X: https://twitter.com/gitomer

LinkedIn: https://www.linkedin.com/in/jeffreygitomer/

Instagram: https://www.instagram.com/jeffreygitomer/

YouTube: https://www.youtube.com/user/BuyGitomer

Podcast: https://www.sellordiepodcast.com/

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this episode, Jon Alwinson and I will be sharing what it really takes to build a high-performance sales team and why automating your sales process can change the game. It’s not just about how many calls or emails you send—it’s about the quality of the activity. We’ll talk about why customizing your sales system for your industry is crucial, and how the right automation can give your team more time to focus on what matters: closing deals.

Don’t miss out on these proven methods to elevate your sales team’s performance!

"There's three keys to actually driving performance. One is the quantity of the activities, no matter what. But then two is the quality, the quality of the effort put into those activities. And then finally, the consistency." - John Rankins

"The number one thing you could do is basically load up a stack rank with the photos of the people." - Jon Alwinson

"I got into this business to empower ordinary companies to go extraordinary by having an automated sales system." - John Rankins

"Our organization has certain checks and balances with sales ops and manager approval and stuff like that, depending on what contract you're offering." - Jon Alwinson

(01:12) - Designing the Ultimate Sales System

(04:44) - Automating Sales Performance

(09:56) - Customizable Sales Solutions

(15:08) - Driving Sales Performance

(15:54) - Quality vs Quantity

(19:55) - Retention Strategies in Sales Teams

Website: https://jonalwinson.com/

X: https://twitter.com/relentlesssales

Instagram: https://www.instagram.com/jonalwinson/

LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/

Facebook: https://www.facebook.com/jon.alwinson

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

Ever wonder how passion can fuel your business journey? In this episode, I chat with Jorge Fonseca, an inspiring entrepreneur who's turned challenges into stepping stones for success. From overcoming physical obstacles to growing his business globally, Jorge shares how passion, grit, and smart strategies have helped him carve out his path.

We dive into some game-changing sales techniques, explore the power of direct sales and guerrilla marketing, and talk about why building a solid team is key. Jorge also opens up about the lessons he’s learned along the way—whether it's about persistence, the psychology of sales, or the importance of mentorship.

If you’re looking for real, down-to-earth advice on how to grow your business, stay motivated, and keep pushing toward your goals, this episode is packed with valuable insights. Whether you're navigating global expansion or just trying to set your next big goal, Jorge’s story is one you don’t want to miss. Tune in for some fresh perspectives and practical tips to help you succeed in a rapidly evolving business landscape!

"Number one, test market your idea. Number two, systemize it. Then, find great people to partner with so that you can sustainably scale it." - John Rankins

"Sometimes there's a drought and the water is way down there, but you can't stop. And if you stop, you gotta start all over again. And that's why we say to people, don't quit, because if you quit, you're going to have to do whatever you got to do." - Jorge Fonseca

"One thing that's guaranteed is that if you're running a business, you're still going to have challenges. You're still going to have a lack of accountability from people. You're still going to have pissed off customers. You're going to have challenges because ultimately: no problems, no business." - John Rankins

"We're selling their potential that they don't know they have inside them, you know? Because I didn't know I had all this potential inside me until somebody brought it out." - Jorge Fonseca

"Success leaves clues, right? We all make mistakes. And I think mistakes are good, right? Like even when my son makes a mistake, I'm like, it's all good. What did you learn from it?" - John Rankins

(10:53) - The Power of Persistence

(23:52) - Creating Opportunities for Others

(26:58) - The Role of Mentorship

(30:08) - The Journey of Entrepreneurship

(32:52) - The Value of Hard Work

(36:13) - Learning from Mistakes

(38:59) - The Importance of Goal Setting

(42:00) - The Psychology of Sales

(44:51) - The Art of Selling

Website: https://www.griclub.org/member-profile/real-estate/europe/jorge-fonseca_31511

LinkedIn: https://www.linkedin.com/in/jorge-fonseca-17a544142/

Instagram: https://www.instagram.com/jorgefonseca.bf/

Website: https://thesalesmachine.com/

X: https://x.com/TheJohnRankins

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial

Ever wonder what it really takes to build a killer sales team these days? In this episode, I chat with David Dulany, the CEO of TenBound and host of a top sales development podcast, to get the inside scoop on how AI, automation, and smart pipeline management are changing the game for sales teams everywhere.

David shares his journey, including why he created a sales technology directory to help companies navigate the endless options out there, and why sales training is more important now than ever. Plus, he breaks down the biggest challenges companies are facing and gives some real talk on why, without a great product, even the best sales tactics won’t cut it.

Whether you’re running a sales team or just curious about where sales is headed, this conversation is packed with down-to-earth advice and tips you can actually use. Trust me, you don’t want to miss this one! Tune in and get ready to take your sales game to the next level.

“Nobody cares about you, your company, or your product. They only care about their problems.” - John Rankins

"If you're not open to any new ideas and open to doing things differently, then no one can help you." - John Rankins

"If you're going to get into sales, your product has to be really, really good because you could be the best salesperson and the best marketer on earth, but if your product's a piece of crap, then you're going to have a really hard time because people talk." - David Dulany

(09:49) - The Importance of Training in Sales

(19:33) - The Evolution of Sales Technology

(34:05) - Sales Development Trends and Challenges

(39:32) - The Future of Sales with AI

(48:04) - Navigating the Current Sales Landscape

(56:07) - Creating a Comprehensive Sales Directory

• Linkedin: https://www.linkedin.com/in/davidkdulany/

• Website: https://thesalesmachine.com/