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In this episode, I speak with Ryan Stewman about how he got his start in sales and how he went from a cellblock to the penthouse. Ryan has created a very unique brand that not only educates and helps sales people make more money, but he also has a lot of fun doing it.

Highlights of this conversation include:

• Finishing What You Start
• How To Write Viral Blog Posts
• Building A Facebook Page with 50K Active Members

How to Listen:

Listen to it on iTunes. 

Stream by clicking here.

Download as an MP3 by right-clicking here and choosing “save as.”

For more resources, please visit: www.salespolish.com

I hope you enjoy the podcast. And don’t forget to subscribe and share! 😉

Happy Selling,

Arlina Allen

Highlights: How to Gain Trust, The Two "Perfect Close" Questions, and His 10M Big Win Story

James Muir is best selling author of "The Perfect Close", Sales Trainer, Coach and VP at NextGen Healthcare.

In this conversation, James goes over some of the most simply brilliant questions I've ever heard, I can't believe I haven't thought of them already! He has such a great way about him that naturally makes you trust him and want to work with him. We go into detail about his book, the methods of establishing trust and winning the big deals.

James also shares some insights and practical strategies including:

• How to adopt the Right Mindset
• The Critical Advance
• How To Set Call Objectives

I am very grateful to James for taking the time out of his very busy schedule to share his experiences and success so that we can improve our sales skills and careers. I sincerely hope you enjoy this conversation as much as I did!

You can reach out to James here: http://puremuir.com/

To your success,

Arlina Allen

David Hoffeld - CEO of The Hoffeld Group and Best Selling Author "The Science of Selling"

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success

In today’s fiercely competitive marketplace you can’t afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed “gurus,” how do you know which sales strategies actually work?

Leading sales trainer, researcher and CEO of Hoffeld Group, David Hoffeld, has the answer. Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to:

- Engage buyers’ emotions to increase their receptiveness to you and your ideas
- Ask questions that line up with how the brain discloses information
- Lock in the incremental commitments that lead to a sale
- Create positive influence and reduce the sway of competitors
- Discover the underlying causes of objections and neutralize them
- Guide buyers through the necessary mental steps to make purchasing decisions

Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others.

Julia Kline - Author "Heal Your Sales Wounds" sales, sales training, high tech sales, marketing What are Sales Wounds™? Sales Wounds™ are the fears & self-limiting beliefs that we all hold deep down inside that prevent us from selling more of our products and services, earning more money and growing our businesses. They’ve been inflicted on us by our parents, our culture and our own experiences both as consumers and as salespeople or business owners ourselves. The good news is that Sales Wounds™ are easy to heal, once you know you have them! What follows is a description of the 6 primary Sales Wounds™, along with links to help you figure out which ones you’re suffering from most & steps to take to immediately begin to heal them. Keep in mind that while you often suffer from more than one of the Wounds, there’s always one Wound that is your primary blockage or obstacle. IF YOU ARE NOT MAKING WHAT YOU THINK YOU SHOULD, THIS EPISODE IS FOR YOU. Julia Kline Is an accomplished Sales Professional, Sales Coach, Speaker and Author. Julia has helped many sales reps reach their goals by utilizing specific mindset coaching and by removing the real obstacles to success—namely, the ones inside yourself. Her motto is, “Increase sales by increasing your authenticity.” ALBERT EINSTEIN SAID: A PROBLEM CAN’T BE SOLVED WITH THE MIND THAT CREATED IT. Review your thinking process with someone who knows how to get results. In this conversation, Julia shares some great stories of success and her new book “Heal Your Sales Wounds”. From our conversation, I can see how she helps to identify the hidden internal conflicts we all have and what to do about them so we can experience the feelings of success we are all working so hard for. Julia also shares some practical strategies to healing "sales wounds" which have their roots in fears like: The Money Wound™ … is the fear that no matter what you do, money will always be your enemy. The Love & Money Wound™ is the fear that you can’t have both money and love, freely and in abundance. The Selling Wound™ is the fear that successful sales requires you to be obnoxious, pushy and rude. And many more! I found this to be very insightful and helpful to unlocking potential that is hiding behind unconscious fears. Thank you to Julia Kline for being so generous with insights and strategy to help us all convert authentic connection into life changing events. QUESTION(S) OF THE DAY: What was your favorite quote or lesson from this episode? Please let me know in the comments. Scroll down for show notes… I hope you enjoy the podcast. I would love to hear your thoughts, so please leave a comment! Don't forget to subscribe and share ;) Happy Selling, Arlina Allen How to get in contact with Julia Kline: LinkedIn – https://www.linkedin.com/in/juliakline/ Twitter – @Julia_Kline Website – bit.ly/2gPHDhD Resources: The Entrepreneur's Guide to Sleaze-Free Selling: The 3-Step Sales Formula for Growing Your Business ... Without Being Obnoxious, Pushy or Rude - http://amzn.to/2l0EfQE

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Stu Heinecke - Best Selling Author "How To Get A Meeting with Anyone"

Stu Heinecke Is a Wall Street Journal cartoonist, Hall of Fame-nominated marketer, best-selling author of "How To Get A Meeting with Anyone" and President of CartoonLink, Inc.d/b/a "Contact." Dedicated to producing unfair advantages for B2B clients using "Contact Marketing," a fusion of marketing and sales that supports Account Based Marketing strategies by enabling reps connect with virtually anyone.

In this conversation, Stu shares some great stories of success he has had over the years in sales and marketing, by infusing humor to his unique method of marketing and prospecting.

Patrick also shares some practical strategies including:

• How to turn an adversarial gate keeper into your co-conspirator
• Create instant report with Executive Assistants
• How to use contact marketing to change the scale of your career

If you only have 5 minutes, this is a must hear: *[23:00] By far, the 2 best times to email & 2 best times to call the CEO

Thank you to Stu Heinecke for being so generous with insights and strategy to help us all convert authentic connection into life changing events. 

• QUESTION(S) OF THE DAY: What was your favorite quote or lesson from this episode? Please let me know in the comments.
• Scroll down for show notes…

I hope you enjoy the podcast. I would love to hear your thoughts, so please leave a comment!

Don't forget to subscribe and share ;)

Happy Selling,

Arlina Allen

How to get in contact with Stu Heinecke:

LinkedIn – Stu Heinecke https://www.linkedin.com/in/stuheinecke

Twitter – @bystuheinecke

Email – [email protected]

Resources:

Contact Marketing Radio - http://contactmarketing.podbean.com

x.ai - AI Personal Assistant - https://x.ai

For more resources, please visit: www.salespolish.com

“The Power of Contact Marketing 30 Day Challenge” http://nasp.com/program/power-of-contact-marketing

Show notes:

[2:25] Stu’s big win story

[6:45] Infusing your unique skill to break through the noise

[8:30] What you do when you only have a few acct

[11:00] How to team up with the Executive Assistants

[12:45] Best opener I’ve ever heard and how to use “Contact”

[21:00] 100% response rates, 75% meeting rates

*[23:00] By far, the 2 best times to email & 2 best times to call the CEO

[27:00] Why not to offer coffee and ask “Can I pick your brain?”

[29:30] “The Power of Contact Marketing” Training with Rod Harrison, CEO NASP – National Association of Sales Professionals http://nasp.com/

[32:45] AI Assistant - x.ai – Meet Amy - Your personal AI scheduling assistant

[35:00] Contact Marketing Radio Show – Available on iTunes Hosted by Stu Heinecke

Justin Barney is the President & CEO of ScaleArc, a startup in Silicon Valley that was recently included in the Top 10 Hot Big Data Startups to watch by CIO.com. He is also an investor and advisor to other technology based start ups. Justin shares his experiences from when he was a sales rep, including how he closed an 8 figure deal with Google, and his experiences dealing with sales reps since his move to the CEO role.

In this conversation Justin goes into depth about the dilemma that sales reps face today in this economy of competitive compensation plans, high expectations to make money and the high OTEs offered by public companies. He talks about some of the consequences of pulling the rip cord too soon and the HUGE commissions he would have gladly paid out.

Justin also shares some insights and practical strategies including:

• What CEO’s are looking for in an interview & what questions to ask (and not ask)
• What you should look for in a start up
• How to make the jump from Inside Sale Rep to Outside Field Rep

If you only have five minutes, this is a must hear: *[23:15] Interviewing with the CEO

I am very grateful to Justin for taking the time out of his very busy schedule to share his experiences and success so that we can improve our sales skills and careers. I sincerely hope you enjoy this conversation as much as I did!

• QUESTION(S) OF THE DAY: What was your favorite quote or lesson from this episode? Please let me know in the comments.
• Scroll down for show notes...

I hope you enjoy the podcast. I would love to hear your thoughts, so please leave a comment!

Don't forget to subscribe and share ;)

Happy Selling,

Arlina Allen

Show notes:

[2:05] Big win story – Google, from $200K to $19M

[6:25] Selling into Google

[8:15] How Justin came up through the ranks & what makes a good sales rep

[11:20] What a sales centered start up coulter looks like

[12:30] The challenge of holding onto talented sales reps

[16:00] $350K in unpaid commissions – Why he would rather pay it

[18:00] Go forward strategy & things a rep should look for

*[23:15] Interviewing with the CEO

[34:30] What happens after the interview

[37:10] Advise to those who want to make the jump to a field role

008 Amy Rueda - A $400K Deal, Mentorship, and Reaching the C-level In this episode, I speak with Amy Rueda about how she got her start in sales, how she moved into a field role and some of her most value lessons learned along her career path. Over her 23 year career in sales, Amy has achieved many awards and traveled all over on President's Clubs and Winner's Circles. She has successfully navigated the corporate world and is now a field rep at Gartner. Amy has a very intense schedule, but still manages to make time to give back and mentor others who are up and coming. In this conversation, we talk in detail about a fun "Big Win Story" where Amy was able to connect to the C level, and together they developed an enterprise enterprise deal of $400K. Pretty impressive considering the average deal size is $30K! Highlights of this conversation include: Team Deal Reviews How to Reach C-Level Executives Whitespace Exercises & Strategic Account Planning If you only have five minutes, this is a must hear: *[22:00] Advise to younger self For more resources, please visit: www.salespolish.com I hope you enjoy the podcast. I would love to hear your thoughts, so please leave a comment! Don't forget to subscribe and share ;) Happy Selling, Arlina Allen Show notes: [2:23] Path to the field [7:30] Position your offer [8:30] Strategic Selling [10:15] Whitespace & Account Planning [13:45] Team Coaching Calls [15:30] Time Management [19:00] Productivity Tools [20:30] Activity vs Productivity *[22:00] Advise to younger self [26:30] Starting a skin care line Resources & Recommendations: OneNote Authentic Skin Remedies Books: Lean In Strategic Selling