The Salesman.com Podcast

Do you know the best way to start a sales discovery call? Now, this is important because if you don’t grab control of the conversation right at the beginning of it, then you lose control of the entire sales process from that point onward. So, in this video I’m going to share exactly what you should say at the beginning of your discovery calls and what do to straight after that.

https://youtu.be/FCNyareCgXM

There is a dark psychology tick that you can start using today to make your buyers close themselves and rapidly increase the amount of revenue you’re bringing in. And if you’re cold calling your prospects, relentlessly following up, or trying to apply pressure to them then you’re using the exact opposite psychology which leads to prospects saying, “let me think about it” and then disappear, never...

 

  The best sales strategy is to break your buyer’s journey down into its fundamental steps and then help prospects move across them. I recently explained this to a student inside Salesman.com Academy who owns a business that sells physical goods into the fortune 100 and it blew her mind. Before the consulting call where I ran through fundamental steps of her buyer’s journey, she was using a b...

Most salespeople think their role is to complete a bunch of semi-random activities to “hopefully” get a deal over the line. They set targets to complete a specific number of cold calls, business cases, sent proposals, discovery calls… And this is not how high performing salespeople operate. Having our focus spread across lots of non-connected activities each day leads to overwhelm. This is w...

There is a sales skill that you probably aren’t very good at. And I’ve got data to back this up. The lack of this skill is a problem for you because in sales no cash exchanges hands until a person says “yes”. And people are all a little crazy… We all think that we're rational but we're not. And so, even when the right offer, at the right price is put in front of prospects, they s...

Feeling completely drained by your sales job? That constant rejection, endless objections, and quarterly quota increases can break even the strongest salespeople. I've watched it happen countless times over the past decade. Burnout isn't about being weak, it's about running around like a headless chicken without a clear path forward. After working in medical device sales for years I've discovered...

Most salespeople struggle with objections because they’ve been taught to fight them head-on. But what if there was a smarter way to handle them—one that feels natural and actually works better? In this video you’ll learn a counterintuitive approach to sales objections that might change the way you sell forever. Backed by real sales experience and thousands of calls this method helps you stay in co...

Discover the 4 critical sales mistakes costing you thousands or even millions in lost revenue. After training 2,500+ salespeople through my Salesman.com Academy, I've identified the fundamental errors everyone makes. In this video, I reveal why sales success isn't luck but a strategic game with measurable inputs, the reality gap method that transforms how buyers see your value, how to overcome lim...

Discover why some salespeople struggle while others consistently smash their targets. After training 2,500+ sales professionals and analyzing data from over 20,000 assessments at Salesman.com Academy, I've identified the exact mistakes that keep most salespeople broke. Are you wasting precious time without a defined sales process? Do you understand what actually makes your prospects buy? The bold...

Are you sabotaging your own sales success without even realizing it? I've trained over 2,500 sellers through my Salesman.com Academy, and I've noticed these five critical mistakes killing deals left and right. The truth is, most salespeople are unknowingly tanking their sales all the time. In this quick 10-minute video, I break down exactly how to recognize when you're killing your own deals and w...

Transform your closing rate with my proven 3C Rule that I've developed after reviewing thousands of sales calls from my Salesman.com Academy members. I've discovered that waiting until the end to close is killing your success rate. In my experience coaching 2,000+ sales professionals, I've seen that every top performer uses “micro-closing” at least three times per call. I personally us...

Tired of fake gurus selling you dreams of fast money with no effort? This video breaks down the truth behind all those get-rich-quick schemes and explains why almost all of them are setting you up to fail. But there’s one path that consistently works for people who want to build real wealth without gambling everything—B2B sales. No fluff no hype just a brutally honest look at why sales is the most...