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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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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