The Salesman.com Podcast

One of the absolute best ways to scale your sales earnings is by speeding up your sales cycle. You know this. But how often do you still get hit with “maybes” and “I’ll think about its” when you’re trying to close? The problem—they don’t feel the urgency. And sorry to say, that’s on you . Here’s how to fix your problem with urgency (and the lack of it). “Stalled” Prospects “Stalled” prospects. One...

Believe it or not, there wasn’t a whole lot of data out there on sales techniques in the past. A lot of the industry was based on “feel”, “intuition”, and “charisma”. That is until one revolutionary book came along and turned the business of selling on its head in 1988. And the research-driven techniques this book uncovered are just as effective today as they were 30+ years ago. Today we’re talkin...

Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of the top 30 social sellers in the world by Forbes. In this episode of The Salesman Podcast, Keenan is explaining what “GAP Selling” is and why relationships, objections, and closing in sales are dead. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0...

As a sales professional, you'll often find yourself working on more than one deal at once. You'll hold conversations with different people with different needs and viewpoints. You want to close each of these effectively to ensure you keep smashing your sales quotas. Staying on top of all this can leave you overwhelmed, confused, and sometimes lost. Luckily, effective deal management can help simpl...

Do you feel that? You can practically smell it in the air. *Sniff* *sniff*—a recession is coming. Are YOU prepared? If you want to come out of this economic dip intact, you need to start preparing. Like NOW. And one of the best ways to do that is by setting MORE meetings and begin the work of overloading your pipeline. Today we’re covering that dreaded word on everyone’s mind, “recession.” Not whe...

Anthony Iannarino is an international speaker, author, and experienced sales leader. In this episode of The Salesman Podcast, Anthony shares how we can take business from our competitors and essentially “eat their lunch”. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE...

Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes” ! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re covering how to respond to the 5 most common sales objections you’re bound to hear. Alright but before we jump into th...

Look, “selling” gets a bad rap these days. But after reading this monumental book, I realized that EVERYONE sells, especially in the modern workplace. To sell is to be human. And when you do it with the right approach, it’ll make you proud to be in sales, just like I am. Today we’re talking about the book that made me proud to work in sales, To Sell Is Human by Daniel Pink. We’ll be covering two f...

https://www.youtube.com/watch?v=OFNyQUXDlL4&feature=youtu.be Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike. On this episode of The Salesman Podcast Tom shares 4 ways you can deal with a potential customer saying “no” to your sales pitch....

The everyday sales pitch is boring. Running through features, hitting on target metrics, going through product slide after product slide after produ… Truth be told, the everyday sales pitch sucks. And your buyers think so too. But it doesn’t have to be this way. You can deliver a powerful, effective message while driving engagement, stirring emotions, and generating real buying intent. And it’s al...

Times have changed for B2B salespeople. Not too long ago, buyers used to do light research on a solution before reaching out to a sales rep for more detailed information. These interactions helped educate buyers about the product. But they also gave salespeople all the power when it came to controlling the buyer's journey. These days, however, the buyer's journey is in the hands of the buyer. Pric...

You’ve got a job interview for your dream sales job. You have the experience and a track record of success. The only thing between you and your offer letter is your (hopefully) future sales manager. Impress them with your exceptional selling skills and expertise, and you’ve got the job. But the question is: how? This Salesman.org sales plan template guide will show you how to put together a winnin...

Chris Smith is a sales and marketing expert, USA Today bestselling author and co-founder of Curaytor. On this episode of the Salesman Podcast Chris shares how software and what tools modern, internet based B2B sales professionals really need to close business in their marketplaces. Resources: Curaytor.com Book: Chris on Linkedin @Chris_Smth Book: The Conversion Code: Capture Internet Leads, Create...

Most people think the best sales reps are selfish, that they only think about closing a deal from THEIR side, not the buyer’s. They’re focused on the sales funnel, not the buying process. But it turns out the most successful reps put 90% of their energy into understanding WHY buyers make a purchase. They focus on what’s known as the buyer’s journey. Because doing so makes nurturing a deal and clos...

Let’s face it—most cold emails suck. Cheesy openers, misleading subject lines, body copy that drawls on and on . It’s no wonder why the response rate for them is often less than 2%. But the most frustrating thing about it is cold emails don’t HAVE to suck! Because there’s a simple, 4-step structure you can follow to make any email stand out in any industry for any customer… Today we’re hitting on...

Many businesses organize their sales teams into territories based on geography, demographics, or other criteria. Your company has also decided to jump on the sales territory management bandwagon to ensure better outcomes. But how can you ensure you continue hitting your monthly sales quota under this new arrangement? Your experience and your prospect's willingness to buy your product affect your s...

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb also leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. In this episode of The Salesman Podcast, Deb explains how we can use selling questions to remain in control of the sales conversation. You'll learn: .adwrapper {...

In just seven years, the SaaS industry has grown from $31.5 billion to an astounding $171.9 billion. And by 2024, it’s on track to reach $369.4 billion! For sales reps like you, the writing on the walls is this—no matter what you sell today, you’ll be selling SaaS in your next sales role. And that my friends is a good thing . Today we’re talking about why , and what you can do to take advantage of...

We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn't about tricking people into buying. Instead, it's about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a good fit for their buyer's needs. Is that buyer actually struggling with a...

Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life is full and fulfilling. It’s true you don’t have time to do it ALL in sales. But if you...

Only  19% of sales close , so you can have lots of selling conversations and the best closing skills but still not win new business consistently. That's because there is more to closing a sale than asking for the business. Not all prospects are a good fit for your product or service. And if your potential buyer isn't ready to make a purchase, then your odds of successfully closing the deal is dead...

In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales. Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0...

Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear comes from? A lack of control . The more control we have over any situation, the less afraid we’ll be. Same goes for cold calling. So if you want to eliminate cold calling fears FOR GOOD, you just need a simple process or framework to follow so you know what to do at each step of the call. That...

Do you want to become a legend in your industry? How would that affect your sales performance? What would your day look like if you had inbound leads hitting your inbox rather than having to cold call until your fingers bleed from dialing? On this episode of The Salesman Podcast, Shama Hyder shares a bunch of personal branding examples and a step by step process to getting known in your industry S...

“What's my motivation?” .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-botto...