No BS Sales School

HIGHLIGHTS Going forward is hard but that's what we signed up for Changes can get uncomfortable and expensive Your only competitor is yourself You gotta make changes to grow QUOTES Walker : "All of us at some point in our career, we're gonna reach that point where what you're doing is not working as well anymore. You're gonna feel overwhelmed, underpaid, you're gonna feel like the whole world fall...

HIGHLIGHTS Turn off the news for now  Avoid doom scrolling and focus on the things you can control Emotion is the root of recession Take the time to learn new things through books and podcasts  Stay away from negativity, just keep on working QUOTES Walker : "As stones fall, we create a recession for ourselves. Now does it happen after a natural business cycle, normal human behavior, yes but you do...

HIGHLIGHTS Acceptance of video has gone up and production costs have gone down To create great videos, emulate great content creators Ideal video length is variable, it's context versus content Social watching customizes your videos for your audience Relatable videos for and by clients QUOTES Doug : "Competition-wise, it comes down to the story of the content. What works for you in video may not w...

HIGHLIGHTS The path to success is not always linear  Talking to business people can be a potent learning experience Selling the experience, not just the product  What you do impacts company culture  It's the organization's job to engage employees How to create a company culture in the era of remote work Reward people for following your company's core values People want to be micro supported, not m...

HIGHLIGHTS Follow your passion and do what you love  What is a value-added network?  Surround yourself with people that you can learn from Creating a Brand Ambassador List  Find people that can advise you in times of need You create more value for others than you think  Be thoughtful about who you connect with  The making of The Social Soul It's not about being a salesperson, it's about being an e...

HIGHLIGHTS Sales guy starts as an excellent rookie Newbie sales guy gets sales training Now well-trained sales guy fails at sales Think like a beginner: ask questions like you don't know any better  Make your audience feel understood QUOTES Walker: "When you sell a product or even a service, what we do is we let the damn product or service get in the way. We want to talk way too much about the ser...

HIGHLIGHTS Always come prepared in your conversations From sports medicine to sales Selling surgery: a masterclass in modern selling It can be difficult but worth it to start anew Finding a good mentor can change your life Always think about what you want to accomplish Take charge of your own success  To be fundamentally curious is to face the possibility of being wrong QUOTES Jeff: “It's really i...

HIGHLIGHTS From advertising to Scale-ups Working in a high-powered, male-dominant sales environment  Keeping up with male activities was a part of the job  Dealing with sexual harassment and sexism in the workplace  What women can and cannot do in business in different cultures Always be direct and very clearly manage expectations  How to create healthy business relationships Silence does not mean...

HIGHLIGHTS Andy's early career: from tech to sales There's not just one way to sell products Developing your own sales strategies What is the role of a sales manager? Selling in vs Selling out Connect with someone on a human level Think about the buyer's experience of you Using engineers as sellers QUOTES Andy: "You have to be deliberate and intentional in saying, 'yeah how do I become the best ve...

HIGHLIGHTS 01:36 Liz's professional journey to becoming a sought-after consultant and coach 04:26 Re-engineer language to stand out: Remove fillers, minimizers  08:14 Voice mails, like emails, need to be straight to the point 11:49 Being nice versus being real 15:11 People buy from people they like and trust is BS — it's about value 20:21 Turning attorneys into human beings who know how to connect...

HIGHLIGHTS 02:45 Transitioning from the sales guy to the sales trainer guide 06:37 Training his team how to run sales and make discovery calls 015:15 Reaching out to the decision-maker of a company 021:01 Being trained by crappy salespeople 15:48 Transparency: When some don't want processes to be transparent 30:52 Enjoy your work more and make more money QUOTES 08:29 “If you don't have a million,...

HIGHLIGHTS 00:44 National Screw Off Month: From Thanksgiving to January 03:45 Tip 1: Go through your dead files 05:44 Tip 2: Call your existing clients 08:45 Tip 3: Call and fire the customers that are time wasters 10:48 Tip 4: Reach out to your network QUOTES 00:43 "National screw off month runs from about week of Thanksgiving until maybe the first week in January. So it's a special month. It's a...

HIGHLIGHTS 00:58 A story of a man who hunts squirrels, deer, and elephants 02:50 See clients and prospects as any one of these animals 06:17 Dilute the elephants, find the deer, raise prices with squirrels  09:42 Grab your customer list and identify the squirrels, deer, or elephants 10:20 4 questions to ask your deer clients   QUOTES 03:56 "The first thing that happens in the cycle of an elephant...

HIGHLIGHTS 01:52 Deep conversations as a child caused Livi to grow up at an early age 03:06 Chicken Noodle Soup fan and taking initiative at 13 06:41 Living in alignment: Heal from your past, rewiring your brain, know your non-negotiables 09:23 How to know if you're in or out of alignment  15:48 Livi's body telling her to take time for herself: A breakthrough, anxiety problems just before sleeping...

HIGHLIGHTS 01:14 The ending of a life: A desperate sadness that many can relate with 03:47 Mental illness caused a brutal back pain and terrible loneliness 06:31 Reaching out for medical help and taking medication 09:32 Mental stress affects everyone and is caused by many triggers 15:07 Someone who reveals their mental health problems needs your help 17:25 A career in sales is hard on mental healt...

It's a Walker Rant: Why "no" is my 2nd favorite word in sales, plus why and how you should embrace it too! Where to find find Walker: LinkedIn Twitter Instagram www.walkermckay.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This week on the podcast, Walker talks through some ideas he has for scaling his business.  Where to find find Walker: LinkedIn Twitter Instagram www.walkermckay.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Forrest Dombrow is Founder of Solve Sales and the author of Clone your Ace , a book that shows sales leaders how to duplicate their top salespeople's results in the rest of the sales team. Forrest believes the right process can help mediocre salespeople grow to be excellent producers. We also talk about the Zen of Selling and other cool stuff. Listen. Rate. Review! Hosted by Simplecast, an AdsWizz...

How to bring accountability into your sales team. In today's episode, Walker gives step-by-step instructions on how to introduce and implement accountability to help your "A" players excel, and give everyone else the opportunity to do the same. Here's where you can find Walker: LinkedIn Twitter Instagram www.walkermckay.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for informat...

"Be attached to getting an outcome, but not to what the outcome is." Rochelle Carrington , President of Bulletproof Management, Inc. believed this with every fiber in her being. She's built several successful businesses from scratch, and attributes much of her success to understanding that every sales call needs to end with a "yes" or a "no" to something. She shares her experience and actionable i...

When you take the wrong clients on, not only does it hurt them, it also hurts you. Every time you say "yes" to the wrong client, you're saying "no" to another opportunity which could be more fulfilling, profitable, and better for you in the long term. Walker shares some strategies and beliefs to minimize the time you spend talking to and working with the wrong people.    Here's where you can find...

Collin Mitchell is the Chief Revenue Officer of Salescast , and he has an incredible story. He grew up in a single mom household, in poverty. He was determined to escape those horrible conditions and hustled his way into a sales career and now has a very successful business career. His transformation is not complete and he talks about his next venture, helping podcasters improve their product and...

RANT! Walker shares something his client told him about his own business and why his eyes were opened by it. Lot’s of lessons here! Here's where you can find Walker: LinkedIn Twitter Instagram www.walkermckay.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Walker's sharing two simple networking strategies that will help you connect with the right people, the right way. Here's where you can find Walker: LinkedIn Twitter Instagram www.walkermckay.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This is something else Walker has lots of experience doing! There's a right way and a wrong way; listen as Walker explains both and gives you 3 clues that it's time to look for a new job.  Where you can find Walker: LinkedIn Twitter Instagram www.walkermckay.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertisi...