The Sales Process Podcast

In this episode of The Sales Process Podcast, Shawn Derrick explains why a centralized CRM is one of the most important systems in any growing business.A CRM gives you one place for customer data, calls, texts, emails, notes, and records so nothing is scattered across phones or inboxes. When everything lives in one system, your team stays aligned, communication stays consistent, and you gain real visibility into what is happening inside the business.Shawn Derrick explains how a CRM helps business owners make better decisions, create accountability for their team, protect their reputation, and defend the business when issues arise. He also shares a real story of how CRM records helped shut down a false review and protect the company.If you want clarity, control, and confidence as you grow, this episode breaks down how a CRM supports your business and why it should be the backbone of your daily operations.

Most business owners are rushing to “add AI” — but few understand where true AI ends and automation begins. In this episode, Shawn Derrick breaks down the difference in plain language and shows how using the right tool at the right stage of your business can transform efficiency, profitability, and customer experience.You’ll learn:

• When to use AI for booking, support, and intelligent client communication — and when it’s overkill.
  
• How to use automation to reclaim hours of repetitive work without breaking what already works.
  
• Why timing matters — automating too early can destroy your process before it ever scales.
  
• How to blend both for maximum leverage using tools like GoHighLevel, Zapier, and n8n.
  
• How AI is changing client expectations, and how age, geography, and comfort level shape adoption.
  
• Why early adopters will win, cutting costs, outpacing competitors, and creating smarter customer experiences.
  

This episode is a must-listen for any small or mid-sized business ready to modernize without losing its human touch.

Your online reputation is your first impression and often your only shot at earning a customer’s trust. In this episode, you’ll learn how to turn reviews into a sales engine that drives leads, builds authority, and closes deals before you even talk to a prospect.Discover why 20 reviews is the tipping point for Google visibility and how most consumers now make buying decisions directly from the map pack, not your website. Shawn Derrick shares how to:

• Reduce customer hesitation by letting your past clients sell for you through authentic reviews.
  
• Incentivize your team to ask for reviews using competition and rewards that actually work.
  
• Automate the review process using CRM triggers that send personalized, reputation-building messages at the perfect time.
  
• Avoid fake review traps that can destroy credibility and even get your business delisted.
  
• Respond to negative feedback in a way that turns critics into advocates and showcases your integrity.
  

If you want to dominate local search results, attract higher-quality clients, and build a business people trust instantly, this breakdown gives you the exact framework to make it happen.

Your website should be more than a digital business card — it should be your hardest-working salesperson.

In this episode, Shawn Derrick breaks down what separates a website that just “looks good” from one that actually converts visitors into customers.

You’ll learn how to:

• Define a clear conversion goal that guides every page

• Make it effortless for customers to contact and book with you

• Automate engagement and follow-up so no lead goes cold

• Build a site that works even when you’re not

Your website is the first step in your sales process. If it’s not clear, simple, and responsive, you’re leaving opportunities on the table.

Build smarter. Sell faster. Convert better.

In sales, your brand is your first impression long before a client ever shakes your hand or picks up the phone.

In this episode, Shawn Derrick, founder of Legacy Sales Engineering, breaks down how brand recognition and authority directly impact your ability to attract, convert, and retain clients.

Shawn shares practical insights on:

• Building brand trust before the first conversation

• Designing a logo that speaks to your ideal audience

• Creating a strong online and community presence

• Structuring a website that converts curiosity into confidence

• Becoming the type of brand people refer without being asked

Your brand tells the world who you are before you ever get the chance to explain it.
Make sure that message says, “You can trust me.”

Welcome to The Sales Process Podcast. The show for high performers who demand more wins, more deals, and more profit.

In this episode, host Shawn Derrick, founder of Legacy Sales Engineering, dives into one of the most overlooked fundamentals in sales: knowing your product inside and out.

When you truly understand what you’re selling, the specs, the competition, and the unique value your solution brings, your confidence skyrockets and so does your close rate. Shawn breaks down:

• Why technical product knowledge creates trust and credibility

• How to research competitor specs and warranties effectively

• The right way to balance enthusiasm with clarity (and avoid information overload)

• How honesty about your product’s limits can increase sales and referrals

• Why you should actually use the products you sell

If you want to go deeper, join Shawn and other top performers inside the Legacy Builders Mastermind Group at JoinTheLB.com featuring weekly live calls, in-depth training, and real community.

Ready to level up your sales systems and automate your growth?
Visit www.LegacySalesEng.com/Contact to connect with the Legacy Sales Engineering team today.

In this episode of The Sales Process Podcast, Shawn Derrick, founder of Legacy Sales Engineering reveals the pricing strategies top sales pros use to close more deals and grow their businesses. From using the Good, Better, Best method to anchoring high, to leading with value, to offering financing options that make buying easier, Shawn walks you through real-world tactics that drive results.

Whether you’re a seasoned business owner or a sales professional looking to sharpen your skills, this episode delivers actionable insights you can apply today.

Ready to take your sales process to the next level? Visit www.legacysaleseng.com to learn how we help businesses win more deals and grow.

Sales Process Podcast Episode PR: “Sales Harmony: The Art and Science of Success with Chris Wallace”

In this must-listen episode of the Sales Process Podcast, host Shawn Derrick sits down with Chris Wallace of Digi Security to dive deep into one of the most compelling sales journeys out there—from door-to-door challenges to becoming a sought-after leader in digital security.

Episode Highlights:

• From Rocking Stages to Knocking Doors:
  Chris shares his unlikely transition from pursuing a record deal and rocking large venues to braving the hardships of straight-commission door-to-door sales after a life-changing house fire. His raw, honest storytelling reveals how necessity and resilience can forge a new path when the spotlight fades.

• The Ultimate Sales Mentor – His Wife:
  Discover how Chris’s wife became the best sales manager he ever had. With tough love and unwavering support, she pushed him out of his comfort zone, proving that a strong personal foundation can turn rejection into a breakthrough and transform a bad day into a winning streak.

• Mindset Mastery and the Power of Gratitude:
  Learn how a serendipitous encounter with a motivational cassette and timeless insights from Zig Ziglar, Tony Robbins, and other thought leaders revolutionized Chris’s approach. He explains his signature “Ziegler Performance Formula”—where attitude, effort, and skill combine to deliver peak performance—and why starting each day by listing three things you’re grateful for can reset your entire perspective.

• Building Relationships the Artful Way:
  Chris reveals his creative approach to prospecting and relationship building—from leaving a bag of candy at a receptionist’s desk week after week to nurturing trust with potential clients. His philosophy is simple: if you invest in genuine relationships, sales will follow naturally. His stories of transforming a reluctant prospect into a multi-million-dollar account underscore the power of being a true partner rather than just chasing commissions.

• Sales as a Symphony:
  Blending his passion for music and sales, Chris introduces the concept of “Sales Harmony.” He compares crafting a sales process to writing a hit song—where mastering the fundamentals allows you to improvise, adapt, and ultimately deliver a performance that resonates with every client.

• Leadership, Learning, and Legacy:
  Transitioning from managing a team to forging his own path as a director of business development, Chris opens up about the leadership lessons learned along the way. With recommendations likeHow to Win Friends and Influence People,Think and Grow Rich, and insights from John C. Maxwell, he shows that continuous learning isn’t just for personal growth—it’s the key to building a lasting legacy.

Why You Should Listen:
If you’re a budding salesperson looking to break through barriers or a seasoned pro striving to refine your craft, this episode offers actionable insights, heartfelt anecdotes, and a fresh perspective on sales as both an art and a science. Chris Wallace’s journey proves that with the right mindset, mentorship, and a little creative flair, success is not only attainable—it’s inevitable.

Connect with Chris Wallace:
For more insights and to continue the conversation, find Chris on LinkedIn—look for the unmistakable big white beard, glasses, and a smile that says he’s always ready to share a story.

Tune in now and let the harmony of passion, perseverance, and preparation transform the way you see sales!

In this episode of The Sales Process Podcast, Shawn Derrick dives deep into the critical steps of securing referrals and repeat business. These two actions are the lifeblood of scaling your sales process and turning your business into a self-sustaining growth machine.

Learn why the sales process doesn’t end until your client refers a friend or buys again. Shawn breaks down strategies to calculate your cost per acquisition (CAC) and how to leverage that number to incentivize referrals and second purchases. Plus, discover practical tips for re-engaging past clients, including the art of asking for referrals during consultations, after fulfilling a service, and through ongoing touchpoints.

Whether you're a sales pro or business owner, this episode is packed with actionable insights to help you maximize every customer interaction. And don’t miss Shawn’s tips on crafting effective re-engagement campaigns and upselling products to existing clients.

Subscribe, share, and join us as we explore how to make your sales process unstoppable!

👉 Ready to be a guest? Visit salesprocesspodcast.com
👉 Learn more about re-engagement campaigns at legacysaleseng.com

The Sales Process Podcast – Helping you sell great products with a great process.