Develop Trust Faster By Not Talking About You

Develop Trust Faster By Not Talking About You

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Salespeople often feel they have to talk about the value of their product or service in order to sell, but in this interview with storytelling expert John Livesay, we learned there’s another way. This week, we focus on learning how to share our customers’ stories rather than our own.  To access the resources John mentioned…

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Systemizing Stories That Sell

Systemizing Stories That Sell

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As a salesperson, have you ever found yourself in a conversation with a prospect and couldn’t seem to get them interested in you, your company or your product or service? It’s a problem that’s plagued the world of sales since the beginning of time. Companies spend millions each year trying to turn it around with…

Systemizing Sales Stories

Systemizing Sales Stories

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If salespeople aren’t beginning their conversations with a plan, they’re planning to fail. That’s what we spoke about with Jim Bowman, a leader who’s grown his team to almost 100 people. One of his keys to success is not letting the great stories his salespeople gather go to waste, and ensuring those stories are used…

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How To Stop Salvaging Sales

How To Stop Salvaging Sales

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If you manage a sales team or are the senior member on your squad, you’ve likely been asked to parachute in on an at-risk sale. While you’re not literally strapping a parachute to your back, you are being asked to solve other people’s problems. That may be in the job description of a leader, but…

Solving Sales Problems Once And For All

Solving Sales Problems Once And For All

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Many sales leaders spend most of their time ‘parachuting’ into their team’s sales, salvaging those who are at risk of being lost. Unfortunately, this game of whack-a-mole does little for the salesperson in the long-term and nothing for the team. When we sat down with the CEO of systems, Josh Fonger, we walked through how…

Owning The Next Step With Every Prospect

Owning The Next Step With Every Prospect

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While salespeople are tasked with creating conversations, only the best realize it’s also their job to keep the conversation going. That means owning the next step after every interaction, and that’s the topic we covered with sales leader Matt Tolbert on this episode of Bulletproof Selling!

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Preventing Prospect Attrition

Preventing Prospect Attrition

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How many times have you had a great conversation with a prospect, discussed next steps and hung up the phone or left the meeting feeling on top of the world? And how many times did that feeling disappear when you found out the prospect went with another supplier? That problem is exactly the issue we…

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Saving The Sale With Bad News

Saving The Sale With Bad News

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Great salespeople are solution providers, but even the best salespeople eventually have to deliver bad news to a prospect or client – delivery delays, supply chain issues, incorrect orders – and what happens when it’s time to deliver bad news can make or break the relationship. If we’re not solution providers even when things go…

What To Do When Delivering Bad News

What To Do When Delivering Bad News

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Stay in sales long enough, and you’ll have to deliver bad news to a prospect. It’s what happens next that makes or breaks the relationship – and the sale. How to deliver bad news and still close the sale is exactly what we discussed with Ingo Heiland on this episode of Bulletproof Selling!

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Systemizing Time Manangement For Salespeople

Systemizing Time Manangement For Salespeople

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In the midst of making calls, sending emails, studying industry trends and responding to inquiries, salespeople are also expected to know what to do and when to do it throughout their day. Unfortunately, hoping salespeople do the right thing at the right time is a recipe for responding to whichever fire is burning hottest. In…

Self Reflection For Salespeople

Self Reflection For Salespeople

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Salespeople tend to run a thousand miles a minute. While that’s great for getting things done, it can also result in chasing the biggest fire instead of the most important one. We sat down with sales leader Greg Carbone and asked how he helped his salespeople systemize their self-reflection, and we built a sales system…

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Overcoming New Objections

Overcoming New Objections

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If you’ve been in sales long enough, then you’ve been stopped cold by a prospect. Maybe they asked a question that you stumbled through or had an objection you couldn’t overcome. Sales teams invest a lot of money training their folks to respond to basic questions, but what inevitably happens? The scripts aren’t specific to…

Never Get Stopped Cold By A Prospect Again

Never Get Stopped Cold By A Prospect Again

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When we interviewed Troy Steele, we learned that the best salespeople don’t have a terrible conversation with a prospect and keep it to themselves. Instead, they share what they heard with their team so that everyone can benefit and improve. In this week’s episode, we walk through why it’s important to track new questions we…

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Differentiating In A Changing Market

Differentiating In A Changing Market

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With competition tougher than ever for many salespeople, we’re not only challenged with getting into conversations but also being relevant. As many businesses begin to recover from a year of shutdowns and supply chain issues, they’re looking for partners that not only offer a great product or service, but also those who can guide them…

Updating Strengths In Changing Markets

Updating Strengths In Changing Markets

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Many salespeople work in rapidly-changing industries, and that was before COVID-19! To succeed in a world of competitors and slim margins, we have to focus on updating what makes us different, and that’s the conversation we had with Doug Jenkinson. He shared with us how he ensures his salespeople are remaining relevant to their prospects…

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Asking More Relevant Questions

Asking More Relevant Questions

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The worst time to think about the things you’re going to talk about with a prospect is when you’re in a conversation with them. To solve this problem, many sales teams create a list of discovery questions or call scripts that remind them of the things they need to know about a prospect or their…

Remaining Relevant With Prospects

Remaining Relevant With Prospects

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Too many salespeople wait until they’re in a conversation before they think about what to ask, and what to say. Bulletproof salespeople take the initiative and have a series of questions prepped and ready to roll – but how do we ensure our questions are relevant to our prospect’s constantly-changing worlds? We sat down with…

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Leveraging A Salesperson’s Most Important Asset

Leveraging A Salesperson’s Most Important Asset

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The most valuable resource salespeople have isn’t their network, their experience, or even the notes in their CRM. According to Jeff Goldberg, who has been in the field of sales and sales training for almost 50 years, the most valuable and under-appreciated resource salespeople have is their integrity. Fortunately, integrity is something every salesperson can…

Building Better Trust In Your Sales

Building Better Trust In Your Sales

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Trust has consistently been rated as more important than price or ROI in the selling process, but too many salespeople ignore the element of trust-building in their pipelines. In this interview with sales guru Jeff Goldberg, we reveal how to systemize trust-building throughout the sales process.

Why Sales Training Rarely Sticks

Why Sales Training Rarely Sticks

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Salespeople are always trying to get better, but why does their sales training seldom stick? In this interview with Mike Phillips of McCloskey Motors, we examine how great sales leaders empower their salespeople to not only attend sales training, but ensure that it is used and produces real sales results.

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Sales Training That Actually Creates Sales

Sales Training That Actually Creates Sales

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Salespeople the world over understand that training rarely trains them to create more results. Often the training is out of touch with the goals they’re pursuing, or it doesn’t apply to the type of prospects they have in the pipeline, or maybe it’s using language and scripts that went out with bellbottom pants. Yet we…

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Are You Owning The Next Step?

Are You Owning The Next Step?

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In any conversation with a prospect, the most important thing isn’t being brilliant, or providing the cheapest solution. The most important part of a sales conversation is what happens after the salesperson hangs up the phone. More opportunities are lost due to lack of follow-up than any other reason. Think about the last few conversations…

The Importance Of Flawless Follow-Up

The Importance Of Flawless Follow-Up

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As salespeople, success is often determined by what happens after we get off the phone with a prospect. In this interview with Matt Neuman, we walk through the sales system his team uses to ensure they continue to remain in touch with prospects and improve the way they provide value after their sales calls.  

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Improve Sales Even If The Sale Isn’t Made

Improve Sales Even If The Sale Isn’t Made

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Ever had a day when you went from one sales meeting to another, to another, to another? When we get on a roll, it can seem like we’re running from one sales meeting to another. That used to look like driving from one part of town to another, trying not to break too many speed…

Learning From Every Sales Meeting

Learning From Every Sales Meeting

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As salespeople, it’s easy to run from one sales meeting to another and think our activity will yield results. Unfortunately, rote repetition is the slowest way to learn. In this episode, we interview Bill Butts on how he ensures salespeople on his team learn from each sales meeting in a way that makes them better…

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The Importance Of Flawless Follow-Up

The Importance Of Flawless Follow-Up

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When someone has expressed interest in a company, a stopwatch starts ticking. The prospect is now testing that company to see how responsive they are and what they respond with. Will they get a spammy email or something more personal like a phone call or custom-made video? Salespeople know that the calls we make today…

The Importance Of Follow-Up Systems

The Importance Of Follow-Up Systems

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Salespeople know that an inbound inquiry is easier to convert, but can also be a waste of time. In this episode of Bulletproof Selling, we interview Dave Lorenzo about what he sees the smartest salespeople doing to systemize their follow up – resulting in more closed business!  

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Why Over-Delivering Kills Sales

Why Over-Delivering Kills Sales

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The first question a prospect has to answer before becoming a customer is: “Do I trust this company?” And salespeople, in an effort to accelerate that trust, often try to over-commit and over-deliver. This actually kills more sales than it creates. But let’s back up a bit, because every time a salesperson interacts with a…

How Salespeople Fail At Transparency

How Salespeople Fail At Transparency

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We all know that establishing trust is a critical element in the sales process, but salespeople will often damage that trust by not delivering on their commitments or over-delivering. In this week’s episode, we sit down with Todd Caponi, an expert in the neuroscience of selling, to establish how to become more transparent in the…

Ensuring Prospects Have Time To Talk

Ensuring Prospects Have Time To Talk

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The reason prospects struggle to find time for salespeople is because salespeople often show up wanting to take time rather than provide value. During a chat with sales leader Nate Lucius, we reveal the system his salespeople use to stay relevant, provide value, and ensure their prospects always have the time to chat.

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Why Salespeople Struggle To Engage New Prospects

Why Salespeople Struggle To Engage New Prospects

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In a period of history where almost all of our prospects are struggling, the last thing a salesperson wants to be is another problem to deal with. Unfortunately, that’s exactly how most prospects see us. Why? It’s because salespeople rarely show up with valuable information – solutions that mean our prospects struggle less after talking…

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Have You Re-Opened Your Closing Process?

Have You Re-Opened Your Closing Process?

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A lot of salespeople can get a prospect close to becoming a client and then drop the ball on the final inches of the race. They may say their prospect didn’t have the budget, another supplier undercut them, it turns out it’s not the right time, etc. Regardless of the reason, it’s a mis-management of…

The Most Important Thing To Measure In Sales

The Most Important Thing To Measure In Sales

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Many salespeople hope they remember to do everything necessary to close the next deal – and only at the last minute discover they didn’t ask about budget, decision makers, or how their prospect purchases products or services. In this episode of Bulletproof Selling, we sit down with a sales leader who believes in having a…

Why Salespeople Miss Crisis Opportunities

Why Salespeople Miss Crisis Opportunities

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It’s inevitable that our prospects and customers will go through crises – either from downturns or from surges in orders. Smart salespeople do the work today to be prepared to serve customers who need help more than ever instead of waiting for crisis to happen. In this week’s podcast, we interview a sales leader whose…

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The Importance Of A Crisis Campaign

The Importance Of A Crisis Campaign

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It’s inevitable that sooner or later, our prospects and clients will go through a time of crisis. Whether that crisis is negative, such as a downturn in their own businesses, or positive, as in a lot of demand and not enough personnel or supplies to deliver, the salespeople who are prepared to be a solution…

Why Salespeople Struggle To Sell New Products And Services

Why Salespeople Struggle To Sell New Products And Services

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Because organizations are changing so rapidly, their needs are changing faster than they ever have before. Organizations are working to meet those needs by rolling out new products and services, but salespeople often struggle in a virtual/hybrid sales cycle to get a prospect’s attention. In this episode of Bulletproof Selling, we dive into how to…

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More Sales With New Products And Services

More Sales With New Products And Services

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In the midst of all the call quotas, meeting goals and closed business salespeople have to manage, it’s easy to hope we remember to mention new products or services we have available. Multi-tasking account management, prospecting for new leads and educating prospects on new ways we can help almost guarantees those new products and services…

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Ensuring Salespeople Re-Engage Unresponsive Prospects

Ensuring Salespeople Re-Engage Unresponsive Prospects

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Chad Hastings, a sales manager with Alta Equipment, shared a strategy with us that allows sales leaders to hold their salespeople accountable for reaching out to all their accounts – not just the easy ones to do business with. Salespeople don’t exist to sell our products and services as quickly as possible. Rather, they exist…

Preventing Prospects From Disappearing

Preventing Prospects From Disappearing

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Salespeople’s time is at a premium, and that means they’ll naturally gravitate to responsive prospects. Unfortunately, that means tough-to-reach prospects are often the last to be contacted and are likely to buy from someone else. In this podcast, we chat with a sales leader about how he ensures his salespeople keep in contact with unresponsive…

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Converting Sales With Campaigns

Converting Sales With Campaigns

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One of the smartest minds in sales is Jeff Bajorek, and we were able to sit down with him to talk about making sales Bulletproof. One of the chief challenges we discussed was outbound campaigns to convert conversations – a perennial issue in the world of sales. Jeff made it clear that leads are different…

Measuring Sales Success In Progress Along A Process

Measuring Sales Success In Progress Along A Process

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Bulletproof Selling is all about replacing hope with certainty, and few know how to do that better than Jeff Bajorek. In an interview with one of the top minds in sales, we learned about the difference between leads and prospects and how to generate conversations with those prospects that convert clients!

Staying Relevant In Sales

Staying Relevant In Sales

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Salespeople know that being top of mind is critical in turning prospects into customers, but ‘just reaching out’ to ‘check in’ won’t win us clients. In this week’s episode of Bulletproof Selling, we look at how to stay relevant throughout the year with all our prospects in ways they’ll find valuable – and of course,…

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Relevant Outreach In Sales

Relevant Outreach In Sales

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In an interview with David Copeland, we learned that in 2019, his team was slated to attend 96 trade shows to meet prospects had to take a hard pivot in 2020 – only attending 3 trade shows. Thankfully, David’s salespeople were still able to maintain relationships virtually because they remained relevant. The one thing that…

Ensuring Change Lasts On A Sales Team

Ensuring Change Lasts On A Sales Team

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Sales leaders have a lot of important jobs, one of them being coaching their salespeople to get better at what they do. However, a lot of leaders spend most of their time managing their salespeople instead of leading them. The difference? It’s ensuring that what salespeople learn creates change, and that sales managers ensure that…

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Implementing Change On A Sales Team

Implementing Change On A Sales Team

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 In an interview with Brian Haug, we discussed the importance of ensuring changes stick in a sales team. Because our salespeople are learning things every day that allows them to better connect with and serve clients, it’s critical that sales leaders take the time to download those lessons for the benefit of the team –…

Eliminating Poor Prospects – An Interview With Alex Texeira

Eliminating Poor Prospects – An Interview With Alex Texeira

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Whether we’re managing a pipeline of ten or hundreds, it’s important to know when to remove prospects who aren’t a great fit. In this interview with Alex Texeira, we dive into the processes he advises his salespeople use to ensure their pipelines are full or folks who will be great prospects, today or in the…

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Knowing When (And How) To Close An Unproductive Account

Knowing When (And How) To Close An Unproductive Account

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When salespeople are in an industry with long buying cycles or buying windows, prospects will often weeks or months before they are in a buying mode – and a lot can change in that time. A formerly viable account could lose funding, interest, need or even go out of business altogether! We recently sat down…

Prioritizing Prospects – An Interview With Dale Roznowski

Prioritizing Prospects – An Interview With Dale Roznowski

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In this episode of Bulletproof Selling, we’re talking sales systems with Dale Roznowski, an engineer-turner-sales-leader. Dale explains that many salespeople miss out on results because they’re not prioritizing which prospects we need to reach out to at different times of the year. This is a valuable system to begin using to replace hope with certainty!

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Deciding Who Deserves Outreach

Deciding Who Deserves Outreach

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It’s a fact that not all buyers are created equal, yet many salespeople spend a lot of time pursuing prospects that either can’t or won’t do business with them. When we sat down with Dale Roznowski, an engineer-turned-sales-leader, we asked him how he advised his salespeople to prioritize their time and decide which prospects actually…

Systemizing Tech Throughout The Sales Process With Phil Gerbyshak

Systemizing Tech Throughout The Sales Process With Phil Gerbyshak

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While many salespeople are familiar with using technology for prospecting, few are aware of the power it can have to ensure deals close as well. In this live interview with sales and tech expert Phil Gerbyshak, we dive into how we can systemize technology throughout the sales process to replace hope with certainty.

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Tech That Salespeople Forget To Use

Tech That Salespeople Forget To Use

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Technology has become ubiquitous in prospecting – salespeople embraced social media, LinkedIn, and auto-responders as sales tools that get results. Unfortunately, few salespeople are leveraging technology throughout their sales cycle to ensure their deals have a higher chance of closing. As Phil Gerbyshak shared with us on our recent livestream series, technology can actually help…

Systemizing Sales Emails With Jim Cathcart

Systemizing Sales Emails With Jim Cathcart

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Emails have become standard in sales outreach, but there are many mistakes salespeople make that keep them from being opened or responded to. In this episode of Bulletproof Selling, we sit down with multiple hall-of-fame speaker and sales expert Jim Cathcart as he walks us through how to apply timeless sales strategies to one of…

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Why Winning In Sales Has Little To Do With Selling

Why Winning In Sales Has Little To Do With Selling

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If you’re judging the success of your sales career by how many sales you make, you’re destined to live in feast or famine. You’ll be chasing the next deal in front of you and not planning for long-term revenue. It’s a cycle of pain that will never let you get on top of what does…

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How To Systemize Great Sales Emails

How To Systemize Great Sales Emails

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While email should only play a small part in our prospecting systems, it is still a great communication channel and should not be ignored. But how do we differentiate our emails from the dozens (or hundreds) of emails our prospects receive? We sat down with a sales legend recently and he told us the only…

Systemizing Follow Up With Meridith Elliott Powell

Systemizing Follow Up With Meridith Elliott Powell

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Salespeople who win don’t have the cheapest price or the sexiest product or service. Instead, they’re the ones with great follow up. In this conversation with sales expert Meridith Elliott Powell, we discuss the systemization of great follow up, when to use it, and how to ensure it generates results!

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Time Management Mistakes That Kill Sales

Time Management Mistakes That Kill Sales

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In a livestream conversation with Mark Hunter “The Sales Hunter,” we discussed one of the key challenges salespeople faces – time management. The most impactful way to make that happen? “Don’t work off a to-do list, work off a calendar,” Mark said. Whether that looks like phone calls, emails, social media messages and even old-school…

Talking Time Management With Mark Hunter “The Sales Hunter”

Talking Time Management With Mark Hunter “The Sales Hunter”

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Great salespeople are busy serving clients and prospecting for new ones. In this interview with best selling author and sales expert Mark Hunter “The Sales Hunter”, we dive into why the best salespeople work off of their calendars instead of a to-do list. The sales system we develop on-air can help any salesperson avoid the…

TRIMming Hope From Our Sales Strategies

TRIMming Hope From Our Sales Strategies

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In the inaugural episode of Bulletproof Selling, we’re diving into how we can trim hope from our sales strategies. Instead of hoping we remember what works with our next call, email or buyer conversation, we can establish systems that ensure we’re performing consistently, closing more deals and providing more value to our clients!

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Trimming Hope From Our Sales Strategy

Trimming Hope From Our Sales Strategy

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There are hundreds or great books, blogs, podcasts and courses on sales tactics, processes and strategies. Unfortunately, few – if any – talk about how to make sure salespeople actually apply them. None of them share how to turn those great strategies into systems. For two decades, I’ve been traveling the world and studying teams…

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