No BS Sales School

In this episode of No BS Sales School , Walker McKay emphasizes the importance of urgency in sales. He highlights the fleeting nature of time and urges salespeople to take immediate action towards their goals. Drawing from personal experiences, he discusses the value of genuine conversations and deep friendships. Walker encourages listeners to overcome excuses and fear, emphasizing the need to cal...

MANAGE AND STRATEGIZE EFFECTIVELY In this episode of No BS Sales School, Walker McKay discusses the importance of evaluating and managing your sales pipeline effectively. He emphasizes the need to distinguish between genuine prospects and futile deals based on hope. Walker shares practical strategies such as the "eight-word email" and phone calls to determine a prospect's interest and regain contr...

Sales teams are accountable for their controllable behavior. Behavior is a leading indicator of results, and increasing positive behaviors can lead to better outcomes. Measuring behavior allows for identifying the level of effort put in by salespeople. Developing good habits, such as effective prospecting, is essential for sales success. Measuring behavior helps identify problems and areas for imp...

Introduction Walker McKay is the host of the NO BS Sales School Podcast, a podcast for entrepreneurs and salespeople who want to master the skill of selling without all the BS. In this episode, he shares his experience of mentoring a rising junior at The Citadel named Ryan Lester, who got a summer job in sales by cold calling B2B companies in Columbia, South Carolina. Overview In this episode, Wal...

In this episode of the No BS Sales School Podcast, Walker shares a story about a successful saleswoman who left her corporate job to start her own business. He shares her challenges with managing a diverse range of products and clients, and Walker offers an insightful analogy to help her focus on the most profitable opportunities. 0:00:05: Introduction 0:00:29: The guest's background and challenge...

Introduction Walker McKay is a successful entrepreneur and sales expert. He is the host of the No BS Sales School podcast, which is dedicated to helping entrepreneurs and salespeople master the skill of selling without the BS. Overview In this episode, Walker discusses the changing sales environment and the importance of adapting to these changes. He shares a story about a marketing and advertisin...

DON'T BE CONFINED BY YOUR THOUGHTS Sometimes we get so scared about competitors or unseen circumstances that we just impair ourselves from ever growing. Walker takes us through the different ways we make ourselves our own worst enemy and how we should address these.   Today's episode of No BS Sales School reminds us that we need to be mindful of our thoughts and remind ourselves about our own BS s...

ALL AI DOES IS ANSWER QUESTIONS A lot of people are so scared that AI is out on the hunt for their jobs. Sellers in particular have the fear that AI will totally replace them, but Walker is here to enlighten us all if you should really fear AI. He explains that if you are in a consultative sales job, the chances of being replaced with AI is very unlikely.  In this episode, Walker delivers 5 reason...

COMMITMENT IS SOMETHING YOU CAN NEVER BS Sometimes we need to reflect on ourselves and really see if we're actually committed to our own decisions. In this episode, Walker takes us through his experience in understanding commitment within oneself.   He lays down five keys to recognize and remember what commitment looks like. Whether it be for work or life, being committed can make a huge differenc...

CONFIDENCE GIVES YOU TIME TO DECIDE THE RIGHT MOVE Think of ego simply as pride and confidence as humility. In this episode, Walker walks us through five ways that ego can get in our way and prevent us from having exceptional performance in sales.   He talks about why ego makes us blind to our own flaws, validates our excuses, and keeps us from connecting meaningfully with other people. Distinguis...

DO NOT GIVE TOO MUCH INFORMATION AWAY There are things that we should not give up until we know what's actually going to happen next. In this episode, Walker discusses 5 questions that salespeople should have answered before sending information away whether through a proposal or in an actual call.   He walks us through why you shouldn't give your information away until you know you've got a decent...

SHOW SUMMARY   WE’RE ALWAYS LIVING ABOVE OUR MEANS. CHANGE THAT.   In this episode, Walker is joined by Mattew DeHart, Owner of Highline Financial Coaching. He shares his journey as a financial coach and working with entrepreneurs and those just starting out in their business journey.   Matthew shares his insights on stepping up and setting goals so that one can actually achieve what they want in...

STOP BEATING AROUND THE BUSH AND GET THIS OVER WITH In this episode, Walker talks about the 5 common mistakes that salespeople make in their sales calls, which are focusing on price, putting up with bad behavior, dealing with ridiculous requests, not asking the hard questions right away, and not agreeing with the prospect whether a decision is going to be made.  Walker discusses each mistake in de...

AN EASY BUTTON IS WISHFUL THINKING Many salespeople are hellbent on chasing the top hacks, top tips, top tricks, and many more, all for one purpose, to make their jobs easier and sell easier. Walker talks about this kind of behavior and explains why we shouldn’t be looking for an easy button, because there is none, and everything that is worthwhile needs work. Learn more in this latest episode of...

DON’T BE A HERO, BE THE GUIDE INSTEAD We are back to the conversation between Walker and Jonathan Peeples. The two discuss topics such as maintaining a positive mindset, the importance of empathy and lifting others up, sales methodologies, and the changing market. Walker emphasizes the importance of treating buyers with empathy and respect and being a guide instead of a hero in sales. Learn more o...

STOP BLAMING PEOPLE FOR YOUR FAULTS In this episode, we welcome Jonathan Peeples, a Business Growth Consultant and host of Success in South Carolina, as he joins Walker as today’s guest host. Walker shares his insights on sales and the importance of building healthy business relationships.  He discusses his journey in sales, highlighting the critical role a sales coach played in his success. Walke...

CLUTTERED, DISORGANIZED, AND FIDGETY These are just some of the words people would describe the ones with ADHD. But is it really that bad? In this episode, Walker shares his story of self-discovery that he has ADHD, and actually considers it as a gift instead of a problem. Walker continues by presenting the top 2 tools that he uses to ensure he has everything under control and he is focused on the...

WHO WANTS TO LISTEN TO A 3-MINUTE VOICEMAIL? What sellers get completely wrong about voicemail is they treat it as a selling channel and spend too much talking time trying to offer something. In this episode, Walker talks about the importance of keeping voicemails short and making sure that you only aim for only one thing, get a callback. Learn the perfect combination needed to make more effective...

YOU DON’T HAVE TIME FOR WHAT? One of the most important stages of the sales process is prospecting because it’s where you get new clients and new businesses from. The problem is a lot of sellers tend to make excuses all the time and choose not to prospect. Walker explains the importance of prospecting and making time for it as it’s not only a source of new money for the business, but it also bring...

CHANGE SOUNDS GREAT TO PEOPLE UNTIL THEY GET INVOLVED IN IT Change is so damn hard to do, especially if you’ve been doing what you do for years. However, if we don’t change our ways, we will be left behind in business and in life. But how do you convince your salespeople to change their ways?  In this episode, Walker talks about the importance of letting your prospects think for themselves about w...

IS IT REALLY THAT HARD TO SAY SORRY? As human beings, it is our natural instinct to be defensive when confronted with something that went wrong along the way. Sellers, as human beings, are no different at all. When you sell something and the customer finds something wrong with it, how do you respond? Do you blame everybody else, or do you take the fall and take responsibility? In this episode, Wal...

IT’S TIME TO OPEN UP YOUR HEART AND MIND Humans as we are, it is very difficult for us to accept the fact that there are times when we are wrong. The question is, how open are you to being wrong? In today’s episode, Walker shares a story about a prospect who approached him to get help with their sales but wouldn’t even open his mind to the possibility that they might be doing things wrong. Walker...

WHAT THE HELL SHOULD I ASK? Time and time again, sales mentors, gurus, and so-called experts keep telling sellers that they have to only ask open-ended questions. Open-ended questions are actually really good for collecting data from your prospect, but there’s a whole lot more to selling than just collecting data.  In this episode, Walker talks about what you should really ask aside from the usual...

WHAT ARE YOU WAITING FOR? GET MOVING! Many sellers feel that their pipeline is moving really slowly. What most of them are not considering is that they might be causing it because of the lack of sense of urgency. What is a sense of urgency? What’s the 90-day lag time? What is it that you need to be doing about it? Tune in and learn about this with Walker in this latest episode of No BS Sales Schoo...

STOP TALKING ABOUT YOUR PRODUCT! One of the most common mistakes in selling is talking too much about the product. We talk too much about it that we forget the importance of making a connection with the prospect. Walker is back and breaks down the reasons why we should focus on our prospects, know who they are, what they are looking for, and what they tell you. It’s from this conversation that you...