Bulletproof Selling

Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together, magic happens, but there's often misalignment that slows down sales and increases attrition. To learn how to ensure sales and marketing are in a harmonious relationship, we sat down with Tim Butler , CEO of Innovation Visual, to learn exactly how he coaches his clients to supercharg...

The more meetings we book, the more conversations we can have, and the more chances we have of making sales. However, most salespeople approach their sales cycle from the wrong end and wonder why they're not seeing results! To learn how to construct a calendar that provides value to prospects at every meeting, we sat down with Bill George , VP of Sales at Ewing Foley, and a former platoon sergeant...

In the battlefield of sales, we can't hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can't see how it serves their prospects, and sales leaders are rarely able to pinpoint where their CRMs are most valuable in advancing the sale. To learn how to arm our...

It's upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – we sat down with Skip Vish , VP of Sales at Upland Software, and a former Chinook Pilot and Operations Officer with the US Army. We...

When it comes time for us to scale our teams, we'll want to make sure we're not caught off guard. Hoping we stumble across great candidates isn't a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. We sat down with George Fisher , Vice President Channel Sales at Seceon Inc., and a US Navy veteran to learn how we systemiz...

Most salespeople are focused on why someone should buy from them, and then they're surprised when the deal stalls or objections appear. You may be convinced, but that doesn't mean your prospects are! To learn how to look at all the reasons someone isn't buying and leverage them, we sat down with Jakub Hon, CEO of SALESDOCK . He showed us how the best salespeople look at things from a negative pers...

'Doing more with less' is a phrase that drives most of us up a wall, but in this week's podcast, we found a way to actually apply it and achieve better balance in the process. We sat down with Dr. Travis Parry, PhD , an expert in both sales and life balance, to learn how we can spend more time in the areas of sales that we enjoy the most – so that we can sell more and serve more! If you want to ge...

Relationship selling' is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma works. To remove hope from how we develop relationships with prospects and clients, we sat down with Scott Hubble, CEO of Nucamp , and learned how we can be more intentional about building relationships during every conversation and meeting. It's true what...

If you want to know how to get prospects into conversation, this episode is for you. This week, we sat down with David Kurkjian , the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just to sell comes across clear as day. Find out how to leverage this into your sales calls in this wee...

The problems that stop our sales are rarely a surprise, but they are always annoying. They're annoying because we see them again and again! Instead of letting the same objections, challenges and problems stop our sales, we can use the same process that keeps troops one step ahead in their planning and performance. To learn how it works for salespeople, we sat down with David Farrell , a regional v...

If you're spending time chasing down prospects, leaving voicemails and sending emails into the ether, you're going to love this week's episode of Bulletproof Selling. We sat down with Dailey Tipton , Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and ensure that you never leave a meeting without a next s...

In this insightful episode, we sat down with Bill Parry , Director of Sales Enablement with Privitar and a Coast Guard veteran , to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are other ways to solve sales problems. If you're eager to unlock the secrets o...

It's a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it's done, we sat down with Tom Jackobs , an Impact Pilot at JackobsEffect, Inc ., to explore the art of sourcing, developing and delivering stories that connect with our prospects. Whether you're a seasoned sales professional or just starting...

Does your company offer a certification or warranty on what you sell? And does it make a difference in whether someone buys from you? In this latest episode of our podcast, we sat down with Robb Clawson , Director of Marketing, Education, Membership, and Events at AMCA International to learn how to systemize the way we sell certifications. Tune in to this episode to hear from Robb and better diffe...

In this episode of our podcast, we sat down with Ryan Staley, CEO of Wale Boss , to discuss how to systemize our emotional connections in a scalable way. Ryan shared his insights on the importance of researching what our prospects care about so we can show educated and prepared to offer solutions. Tune in to learn how to streamline the way you build prospect relationships and achieve consistent su...

If your careers takes you to a leadership position, you don't want to hope you figure it out as you go. This week, we sat down with John Hoskins, founder of Level Five Selling , to learn what new sales leaders need to know to ensure they're starting off well. Because we never know when we'll be tapped to lead a team, this is a must-listen episode of Bulletproof Selling!  

Whether you're a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, we sat down with Chaminda Wijesundera , a sales headhunter and managing partner at Emphire Agency who shared his secrets on how to systemize your hiring process to ensure faster ramp-up and sales performance. During our conversation, he shared his insights on how to cre...

In the world of sales, keeping your pipeline moving is crucial. That's why we sat down with Steve Gielda, author of the book "Influence Acceleration: How to Get Your Way Faster and with Less Resistance," to discuss his insights on keeping deals from getting stuck. In our podcast, Steve shares his strategies for accelerating pipeline and boosting future revenue. Listen in to learn how you can syste...

In this episode of our podcast, we sat down with Collin Mitchell , sales expert at Humantic.ai, to discuss how sales professionals can leverage the power of AI and personality types to systemize and streamline their sales process. Collin touched on various topics, including the importance of understanding your ideal customer profile, the role of AI in personalization and lead generation, and the b...

Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? We sat down with Steve Heroux, founder and CEO of the Sales Collective , to discuss his insights on how to reclaim our control of sales calls and of our sales careers. In this episode, we dive into the importance of discipline, routine, learning, and role play in reclaiming success in sales. It's all on...

Ever wasted months pursuing a prospect only to discover they'd make a horrible customer? During our latest podcast episode, we sat down with Ian Selbie to discuss the importance of systemizing how we qualify prospects into our pipelines. He shared his insights on how to create a repeatable and measurable system that can help you close more deals and scale your outreach. Whether you're a seasoned s...

Selling is tough enough, but too many of us stop when the sale is made. In this episode, we sit down with Dee Bowden, the founder of BCS Solutions , to uncover the secrets to creating an efficient and effective system for managing accounts receivable, so that we can begin delivering on the value we promised our prospects during the sales process. Tune in to learn how to systemize your accounts rec...

Top salespeople seem to be the ones prospects seek out, and they're the envy of everyone else on their team. However, what they're doing isn't magic – it's just different than how most salespeople are selling. Instead of focusing on their product or service, top salespeople are focusing on the challenges their prospects face and are fanatical about providing solutions. In this week's Bulletproof S...

Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us make buying decisions every day. What is the difference? When salespeople focus on their sales journey, prospects must be led. When prospects are the ones calling the shots, they do the leading. To learn how to construct a customer-focused buying journey, we sat down with Gal...

We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it's cold calling or filling the pipeline, what we avoid always comes back to haunt us in sales. To learn how to identify, document and overcome even our toughest sales task, we sat down with Larry Long, Jr. , the chief experience officer of LLJR Enterprises, and author of the new book Jolt. He showed us how t...