Creating Time For Prospect(ing)

Creating Time For Prospect(ing)

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One of the chief ways we can establish relationships with prospects doesn’t come from focusing on what we want to say. Rather, it comes from focusing on our prospects. In this interview with Joe Malmuth, we dive into how to create more time for prospects, generating more time for our prospecting!

The Fastest Place To Get Time Back In Sales

The Fastest Place To Get Time Back In Sales

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The most valuable resource we have is time, and it’s the one thing every salesperson wishes they had more of – more time for research, calls, meetings and providing value. We sat down with Matt Woodcock to discuss the best and fastest place any salesperson can reclaim time – and it’s all in this week’s…

Delivering Value – Systematically

Delivering Value – Systematically

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Many salespeople pride themselves on ‘delivering value’ as part of their sales process, but few can define what value means. According to Paul Reilly, co-author of Value-Based Selling, that’s because value is defined differently for every prospect. We sat down with Paul on this episode to dive into how the best salespeople define value before…

Checklists: The Root Of Sales Systems

Checklists: The Root Of Sales Systems

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When salespeople catch onto the power of sales systems, they’re excited but often overwhelmed. Why? It’s because there’s no place a sales system can’t apply, and that means often never beginning to systemize our sales cycle because it’s easy to get overwhelmed. We sat down with Joseph Fung and learned that systems can be started…

The Toughest Sales Problem – And Its Solution

The Toughest Sales Problem – And Its Solution

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Salespeople are always looking for the secret hack, objection turnaround, or lead source – all in the hopes of achieving more sales. We asked Ian Selbie, a sales expert who was once rated among the top salespeople at Apple, about what the secret really was. The answer will surprise you, and in this podcast Ian…

Systemizing Interview-Based Selling

Systemizing Interview-Based Selling

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Instead of being the one who is always trying to discover information about prospects, what if they came to you to turn over that same information? That’s what we discussed with Doug Sandler, a master of interview-based sales. We reveal how to systemize interview-based sales as a powerful tactic to develop relationships, provide value to…

Prepping For Sales Success Before The Meeting

Prepping For Sales Success Before The Meeting

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Many salespeople put their focus on what to say during their sales meetings, but top sales leaders understand success is often defined before the meeting ever happens. We sat down with Bob Bolton, a sales leader in the advertising sales industry about how he shortens his sales cycle – and that of his salespeople –…

Remaining Top Of Mind Across Prospects

Remaining Top Of Mind Across Prospects

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If salespeople could get more of one thing, it would be time. Time to make more calls, send more emails, and have more meetings. However, with only 24 hours in the day, how do we scale ourselves so we can continue to build relationships and add value? That’s what we discussed with Ed ‘The Rainmaker’…

Heading Off Objections Before They Occur

Heading Off Objections Before They Occur

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If you’ve ever had a deal stall because a prospect needed an answer you didn’t have or wanted time to ‘think about it’, you know how frustrating the world of sales can be. We sat down with Bruce Evans to discuss how his team builds responses to common objections, concerns and prospect challenges before they…

Defining And Finding The Most Profitable Prospects

Defining And Finding The Most Profitable Prospects

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Salespeople spend whole careers chasing ‘unicorn’ customers – those who are easy to do business with and are also the most profitable. Instead of waiting decades to stumble across this sought-after type of prospect, we sat down with David Shriner-Cahn and built a system to define what a ‘profitable prospect’ is for ourselves and get…

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…

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…

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!

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!

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…

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…

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…

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…

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.

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.  

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…

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!  

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.

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…

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…

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…

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,…

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…

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…

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!

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.

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…

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!

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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