There’s a phrase in the military called ‘softening the target’. It means prepping your target for the main effort so you have a better chance of success. In sales, there’s no better way to prep a prospect for a conversation than to allow them to get to know you ahead of time and show them…

If you’ve ever felt like your prospects were waiting for you to stop talking so they could hang up on you, you’re not incorrect. Our brains have evolved to quickly sort new stimulus into categories and if you’re not surprising them or piquing a prospect’s interest, you won’t make the sale. That’s why we sat…

If you’ve ever felt like your prospects were waiting for you to stop talking so they could hang up on you, you’re not incorrect. Our brains have evolved to quickly sort new stimulus into categories and if you’re not surprising them or piquing a prospect’s interest, you won’t make the sale. That’s why we sat…

Customer feedback isn’t just for improving customer experience. Properly systemized, it can actually be used to help us sell better to our current prospects. That’s why we sat down with Ross Tramper, VP of sales for Teslio. He shared with us how he encourages his salespeople to gather information from current customers that allows us…

Whether we’re on an actual battlefield of on the battlefield of business, intelligence can determine whether we win or crawl away in defeat. Salespeople understand the value of ‘market intelligence’, but few are taking the time to really leverage it before they begin prospecting to ensure they’re setting themselves up for success. That’s why we…

Mindset is a term thrown around a lot, but few salespeople understand how to actually build it. Whether you’ve been selling for decades of for a few days, you know mindset is the difference between loving what you do or dreading every sales call. That’s why we sat down with Jim Cathcart, a hall of…

Sales team meetings usually produce eye-rolls, and for good reason: Most are a waste of time. That’s why we sat down with Jeff Bajorek and learned how he advises his clients to sell their sales teams on the value of meetings the same way they sell clients on the value of their products and services….

It’s a fact that most prospects feel ambushed when a salesperson calls them out of the blue, and it’s a major hurdle that stops sales cold in their tracks. Yet, there has to be a way to call a stranger and establish a connection, build trust and demonstrate empathy, and that’s what we sat down…

If you’ve ever become frustrated with the quality of the prospects you’re pursuing, you’ll love this week’s episode of Bulletproof Selling. We sat down with Sarah Jane Hicks to learn how to consistently identify, find and effectively reach out to the highest-quality prospects available. If you want to sell more to prospects who understand and…

If we’re reaching out in the same way to every prospect, then we’re by definition ‘spraying and praying.’ That may work if we’re sorting through hundreds of leads each day, but the time comes in every salesperson’s career when they begin to target bigger decision makers that don’t respond well to an off-the-shelf sales process…

Social media sites are one of the few places we have a chance of interacting with prospects we might never get the chance to meet in person or get on the phone – but how do we systemize our outreach so we convert more top-tier prospects? That’s the question we sat down with Phil Gerbyshak…

One of the easiest ways for us to lose a sale is by not fulfilling our commitments, but what happens when we’re managing hundreds of prospects and making commitments to all of them? That challenge is what we sat down to discuss with Sharon Cupach, and you’ll love the simple system she has salespeople use…

Whether it’s your first year in sales or your fiftieth, one thing that never changes is the need to develop new relationships and expand the circle of folks we sell to. That’s why we sat down with Jerry Martin, a sales leader whose team is charged with developing new relationships each and every week. Whether…

The best plans never work out as planned, but too many salespeople will either operate without a plan or wait far too long before they begin to adjust their plans. In this episode of Bulletproof Selling, we sit down with the godfather of sales systems, Scott Leonard, and learn how to up-armor any sales process…

While salespeople love to close sales quickly, it’s often at the detriment of their client’s success. On the battlefield, rushing into a fight was what folks were trained to do, but was always a bad idea. We sat down with Eric Martin and asked how he ensured his sales team took their prospects through a…

Vision and strategy are words that leaders love throwing around, but how many build plans to accomplish them? And how many of those plans are actually implemented by their sales teams? That’s the problem we sat down with Jason Cutter to solve, and whether you’re a sales leader or a salesperson responsible for pivoting with…

So often in sales, we try to pull prospects through our sales steps in the hopes of closing them faster. We sat down with Red Boswell, a sales leader who believes in letting the prospects drive the next step of each sale. He explained how we can systemize each step of our sales cycles so…

Many salespeople work in very technical industries, and they have to understand not only how to sell but how to engineer customized solutions for their prospects. Instead of letting a technical background get in the way of results, we sat down with JD Giles and learned how he leverages the technical background of his sales…

There’s a reason we spend so much time planning military operations – we know that an ounce of planning equals a pound of results. And yet too many salespeople simply ‘smile and dial’, hoping they’ll catch their prospects at the right time. We sat down with Jason Bay, a prospecting expert, to learn why that…

For years, we’ve thought that trust was something that took a whole sales career to build. However, many new companies have a higher amount of trust with their customers than established brands. To crack the code on how to systemize trust in the sales process, we sat down with David Horsager and built a system…

No system is designed to work perfectly forever – but how often do we get a script, template or sequence and use it until the wheels fall off? That doesn’t just cost sales, as many salespeople discovered when they didn’t change their outreach during COVID – it also cost relationships. We sat down with David…

Having processes and systems can definitely improve sales, but nothing should be static forever. That’s why we sat down with Nick Sheehan and had him walk us through how we ensures his sales team’s systems stay up to date and relevant. It’s a masterclass on ensuring you have the most effective and efficient sales systems…

For many salespeople, having all the answers is a mark of pride. Unfortunately, a ‘know it all’ mindset doesn’t work on the battlefield, or in business. In this week’s episode, we sat down with Raleigh Wilkins to tackle how to be humble – and to learn what we need to learn to better serve our…

Salespeople take a lot of pride in how much activity they can generate, but then continue to remain frustrated when all those calls, emails, direct messages, and letters don’t produce results. We interviewed Jason Beck and discovered we were looking at our sequences the wrong way. He showed us how to reverse our mindset and…

Saving time is the top concern of salespeople – because with that time they can prospect more, conduct more outreach and make more sales! To create more time to sell, we have to balance efficiency with becoming too standardized. That’s the challenge we brought to Darryl Praill, and you’ll love the sales system we built…

Social media tends to be the bane of salespeople, their biggest waste of time, or both. We sat down with Jessica Rhodes, a sales leader whose team generates all their conversations through social media messaging, to explain how they drive high-ticket sales from folks who start off not even knowing their service exists! If leveraging…

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 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…

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…

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…

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…

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…

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 –…

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’…

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…

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…

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…

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…

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…

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!

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!

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…

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…

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…

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…

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…

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…

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…

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…

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…

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…

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,…

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…

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…

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…

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…

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!