INTERVIEWS AND INSIGHTS WITH THE
HIGHEST-PERFORMING SALES LEADERS


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 hear and what to do about them.


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 today and preparing them for tomorrow.


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 sales leader Douglas Billings to answer that very question!

 


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.


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.


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.

 


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 prepared than any competitor.

 


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!

 


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 way we make – and deliver on – our prospect commitments.

 


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.


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 closing process and in measuring something most salespeople miss along the way.


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 industry experienced drastic swings in 2020, and he shares with us how his salespeople leveraged crises to be better prepared to serve their prospects and customers.


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 stand up an outreach campaign for a new product or service that gets noticed and gets results.


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 prospects.


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!


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, how to turn it into a Bulletproof system!


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 change lasts. 


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 future.


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!


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.


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 the newest forms of communication. 


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!


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 mistakes so many make in time management, more efficiently use their calendars, and make more sales!


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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Clients immediately benefit from improved results for their salespeople, teams and organizations. Bulletproof Selling means salespeople can replace hope with certainty, close more deals and provide more value to more customers.

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