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...

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 commu...

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 ma...

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...

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...

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 solutio...

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. Whet...

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: Fr...

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...

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 strateg...

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...

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 po...

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 tr...

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 sp...

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, a...

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,...

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...