In Episode 6 of The Sales Process Podcast, host Shawn Derrick dives deep into step five of the sales process: Follow-Up. This often-overlooked step is where most sales professionals miss out on massive opportunities. Shawn breaks down why 80% of all sales are closed between the fifth and ninth interaction, yet only 8% of salespeople follow up more than five times.

Shawn shares actionable strategies to optimize your follow-up game, from automating touchpoints with CRM systems to maintaining personal notes for a tailored approach. He emphasizes how consistent follow-up can transform missed opportunities into a steady flow of closed deals. Whether you’re a seasoned sales pro or a business owner looking to boost your team's performance, this episode is packed with tips to help you build better systems, follow up effectively, and ultimately close more sales.

If you’re tired of leaving money on the table, this episode is for you. Tune in now and start turning your follow-up game into a money-making machine!

Brought to you by: Legacy Sales Engineering – helping you sell great products with great processes. Visit legacysaleseng.com to learn more.

🎧 Listen, subscribe, and share to help us reach more sales professionals and business owners looking to improve their process and grow their profits.

In Episode 7 of The Sales Process Podcast, host Shawn Derrick tackles step six of the sales process: Do the Work (DTW). This episode is all about following through on your promises, delivering exceptional results, and building a career rooted in integrity. Shawn dives into why doing what you say you're going to do is non-negotiable for long-term success and how over-delivering can create raving fans that fuel your business with referrals and repeat customers.

Drawing on his own experiences, Shawn shares the importance of selling products you believe in, maintaining trust with clients, and creating a communication plan that keeps customers informed and satisfied throughout the fulfillment process. Whether you’re in sales or running your own business, this episode will inspire you to go the extra mile and make every client interaction a standout experience.

Episode highlights include:

Sponsored by:Legacy Sales Engineering – helping you sell great products with great processes. Need help refining your sales system? Visit legacysaleseng.com.

🎧 Don’t forget to subscribe and share the podcast with your network. Tune in next week for more actionable insights to take your sales process to the next level!

In this episode of The Sales Process Podcast, hosted by Shawn Derrick, founder of Legacy Sales Engineering, we dive into the art of the problem-solving consultation. Shawn explores the powerful impact of putting client needs first and using structured processes to build trust and credibility. He breaks down each phase of a successful sales consultation—from building rapport to identifying pain points, managing objections, and confidently closing with solutions that fit. Shawn’s insights highlight how focusing on solving problems rather than simply closing deals creates lasting client relationships and fuels long-term success.

Whether you're new to sales or a seasoned pro, this episode is packed with actionable strategies, relatable anecdotes, and the mindset shift that every high-performing sales professional needs. Don’t miss it if you're serious about elevating your sales game and closing more deals with integrity!

Plus, get tips on how to overcome client objections, build trust even before you meet, and the power of the "this or that" close to keep prospects engaged.

In this episode, Shawn Derrick dives into the often-overlooked but crucial step in the sales process: Getting Permission to Sell. This simple yet transformative technique can significantly impact your closing rates and overall sales success. Drawing from lessons learned from the legendary Zig Ziglar, Shawn explains how seeking a prospect’s permission to move forward in the sales process builds trust, enhances the client relationship, and sets you up for a smoother consultation.

Tune in as Shawn shares practical strategies for seamlessly transitioning from rapport-building to the consultation phase, while ensuring your prospect feels engaged and ready to proceed. This episode also covers tips on how to position yourself as the trusted expert, navigate objections, and create a meaningful connection with potential clients. Whether you're a seasoned sales professional or just starting, integrating this approach into your sales strategy can make all the difference.

Listen in, share this episode, and don’t forget to subscribe for more actionable insights. Sponsored by Legacy Sales Engineering, helping you sell great products with a great sales process.

In this episode of The Sales Process Podcast, we dive into the essential steps to build trust and establish authority with your prospects. Trust is the backbone of any successful sales process, and today, we’ll break down practical ways to make it part of your approach. From investing in specialized training and certifications that elevate your credibility to managing an online reputation that speaks to your reliability, we cover it all. We’ll also explore the power of video content in creating a transparent connection with your audience and discuss a few additional tactics to solidify trust at every touchpoint. Join us to learn how a trust-focused approach can transform your sales process, increase conversions, and build lasting client relationships.

In Episode 2 of The Sales Process Podcast, host Shawn Derrick explores the critical role branding and online reputation play in making a powerful first impression. Long before a prospect picks up the phone, your online presence is already shaping their perception of your business.

Shawn discusses the common mistakes that can ruin your credibility—such as inconsistent branding, negative reviews, and outdated websites—and shares practical tips to ensure your brand makes a strong and trustworthy first impression.

If you want to know how to create a positive impact before the first call, this episode is for you.

This episode is brought to you by Legacy Sales Engineering. Visit us at www.legacysaleseng.com.

Don’t miss our upcoming Sales Process Workshop—register today at fixyourprocess.com and elevate your sales game!

In the debut episode of The Sales Process Podcast, host Shawn Derrick breaks down the fundamentals of a sales process—what it is, why it’s crucial for success, and how it impacts your bottom line. Whether you’re just starting out or refining your existing system, this episode will show you how a structured sales process can lead to consistent results, better customer experiences, and ultimately, higher profits.

Shawn walks you through the key stages every sales process should include and shares insights on how to optimize each step for maximum efficiency and success.

Tune in to learn how you can start improving your process today!

This episode is brought to you by Legacy Sales Engineering. Visit us at www.legacysaleseng.com.

Register for our next Sales Process Workshop at fixyourprocess.com to take your business to the next level.

In this exciting trailer for The Sales Process Podcast, host Shawn Derrick, Founder of Legacy Sales Engineering, gives you a sneak peek into what’s to come. Whether you're a business owner or a sales professional, this podcast is designed to help you elevate your sales process and drive serious profits. Each episode will cover bold strategies, practical tactics, and the latest in sales technology, with insights from top industry experts who know how to dominate the market.

If you’re ready to refine your process and take your business to the next level, this is the podcast for you.