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Unsticking The Sale Between Demo And Close

Unsticking The Sale Between Demo And Close

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We spend a lot of time researching prospects, qualifying them, reaching out and demonstrating that we can help them solve their problems. But if you’ve been selling any length of time, you know that the time between the demonstration of what you sell and getting buyer commitment is where many sales are lost. Prospects don’t…

Systemizing Sales Conversion After Demos

Systemizing Sales Conversion After Demos

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The time between when we meet with a buyer and when they say yes can be frustrating for a salesperson who’s always hearing, ‘We’ll check with our folks and get back to you.’ To help us overcome this sticking point in the sales cycle, we sat down with Brandon Bornancin, CEO of seamless.ai, to learn…

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Systemizing The Spotlight Effect In Sales

Systemizing The Spotlight Effect In Sales

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“I’ll give you a call next week,” are words that salespeople love to hear until they learn to dread them. In the early days of a sales career, we hang up after a great conversation and can’t wait for the phone to ring after the prospect reviews our offer. Then we wait and wait some…

Being Prospect-Focused In Your Sales Systems

Being Prospect-Focused In Your Sales Systems

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We all know that our favorite topic is ourselves, but how many times do we apply that to how we sell? We sat down with Chris Dawson to learn how to ensure everything we do as salespeople places the spotlight where it belongs: On our prospects. It’s all in this week’s Bulletproof Selling podcast!

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Systemizing Training To Be A Force Multiplier

Systemizing Training To Be A Force Multiplier

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Green Berets are known around the world as high performers, but when I was able to study them on the battlefield, I was surprised to learn they nnever judged themselves on how well they could shoot. They understood their value wasn’t in how effective they were – rather, it was how effective they could make…

Save Time By Up-Leveling With Training Systems

Save Time By Up-Leveling With Training Systems

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If you’ve ever found yourself having to spend time training the same topic twice on your sales team, you’re going to love this week’s podcast. We sat down with a former Israeli Paratrooper Zach Selch, CEO of @global sales mentor, to learn how the highest performers in militaries around the world develop training to become…

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Systemizing Prospect Receptivity

Systemizing Prospect Receptivity

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Few people wake up thinking, ‘I hope a salesperson calls me today.’ Why is that, when we have a life-changing product or service to offer them? It’s because most salespeople focus on themselves and what they’re selling instead of the challenges our prospects face. The few salespeople who are solution-focused experience more return calls, engagement…

Shortening Sales Cycles By Changing Focus

Shortening Sales Cycles By Changing Focus

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Salespeople around the world are always looking at ways to shorten their sales cycles, but according to Adir Ben-Yehuda, most of them are focusing on the wrong thing. Instead of investing more in a tech stack or sexier marketing, Adir sat down and shared a simple sales system that refocuses our attention where it belongs…

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Systemizing Great Outreach Videos

Systemizing Great Outreach Videos

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The units I studied on the battlefield were always interested in the technology that would help them get better results, but they didn’t abandon everything they’d learned during land-navigation training just because they now had GPS units and handheld drones. The same applies when using technology in our sales outreach – we can’t forget the…

Softening Targets With Prospecting Videos

Softening Targets With Prospecting Videos

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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…

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Systemizing What And How You Train In Sales

Systemizing What And How You Train In Sales

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Salespeople know that what got them to wYet salespeople and their leaders struggle to determine what they should be training their people in when there are an unlimited amount of options available. Training has to be relevant and immediately applicable if we’re going to get salespeople engaged, and that’s a challenge in and of itself….

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Systemizing Great Sales Conversations With Neuroscience

Systemizing Great Sales Conversations With Neuroscience

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Too many salespeople hope their questions will be witty and insightful enough to grab the next prospect’s talking and sharing their challenges. If there were a few magic words that got anyone sharing their secrets, then anyone could sell. Unfortunately, few prospects want to share details of their lives and businesses without having gained something…

Leveraging The Power Of Psychology To Drive Better Conversations

Leveraging The Power Of Psychology To Drive Better Conversations

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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…

Leveraging Your Prospect’s Brain To Drive Better Conversations

Leveraging Your Prospect’s Brain To Drive Better Conversations

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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…

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Systemizing Customers Selling For You

Systemizing Customers Selling For You

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We know it’s easier to convert an existing customer than it is to develop a new one – but limiting ourselves to only selling to current cuctomers limits the impact and income we can make. What if we could turn our existing customers into a source of intelligence for how to better convert new prospects?…

Creating A Loop In Customer Feedback

Creating A Loop In Customer Feedback

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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…

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Systemizing Sales Intelligence

Systemizing Sales Intelligence

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Intelligence can make or break a sale. The ‘market intelligence industry’ is booming, because salespeople know the better prepared they are, the more chances they have of success in the sale. Too many salespeople are engaging in gathering intelligence – but they’re doing it too late in the sales process. If we’re waiting for a…

The Power Of Leveraging Sales Intelligence

The Power Of Leveraging Sales Intelligence

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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…

The Magic Of Mindset In Sales

The Magic Of Mindset In Sales

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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…

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Turning Your Mindset Into A Skillset

Turning Your Mindset Into A Skillset

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‘Mindset’ is thrown around a lot in sales. ‘Have a great mindset’, ‘it all starts with mindset’, ‘master your mindset to master your life.’ So, salespeople do whatever they can to pump themselves up before call blocks, visualize positive outcomes, and all the ‘tricks’ that exist to improve our mindset. Unfortunately, no one tells salespeople…

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Systemizing Great Sales Team Meetings

Systemizing Great Sales Team Meetings

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When was the last time you learned something during a sales team meeting? When many of our teams went virtual during the pandemic, we lost that ‘learning by osmosis’ that so many salespeople relied on to learn what was working and what wasn’t. There’s a lot to be learned from overhearing sales calls from our…

Sell Your Team On Team Meetings

Sell Your Team On Team Meetings

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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….

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Making The First Seconds Count1

Making The First Seconds Count1

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“Once you’re flat on the canvas, it doesn’t matter how great you would’ve been in the second round.” The first seconds of any sales call are the worst. The salesperson always knows they’re an interruption, and the prospect always knows they’re being ambushed. It’s that awkwardness that often keeps salespeople doing anything BUT making calls,…

Making The First Seconds Count

Making The First Seconds Count

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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…

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Find Better (And More) High-Quality Prospects

Find Better (And More) High-Quality Prospects

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The best sales skills in the world won’t help if you’ve selling to someone who can’t buy. That’s a hard-earned lesson in the field of sales, and unfortunately, most salespeople only half-learn it. They pursue prospects that aren’t a great fit for their product, service, or company, in the hopes that they can overcome quality…

Systemizing High-Quality Prospecting

Systemizing High-Quality Prospecting

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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…

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Systemizing A Custom Sales Process

Systemizing A Custom Sales Process

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‘Consultative selling’ is a buzzword among salespeople, but few understand how to do it, or the impact it can have on conversion and client retention. Why? Consultative selling means building a customized sales process and custom solutions – and that’s a time-consuming process that can involve dozens or hundreds of individual steps and questions. Yet…

Customizing Your Sales Process And Your Products

Customizing Your Sales Process And Your Products

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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…

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Targeting Top-Tier Prospects


Targeting Top-Tier Prospects


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If you’ve seen folks try to prospect on social media, you’ve seen sales done poorly. Meaningless polls (do you like peanut butter or jelly?), spammy messages (book some time on my calendar) and pitches with no context. Yet there are salespeople leveraging social media successfully every day – what are they doing differently? That’s what…

Systemizing Your LinkedIn Prospecting

Systemizing Your LinkedIn Prospecting

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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…

Ensuring You Fulfill Sales Commitments

Ensuring You Fulfill Sales Commitments

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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…

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Systemizing Sales Integrity

Systemizing Sales Integrity

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There’s a lot to be said for doing what you say you’re going to do, when you say you’re going to do it. It creates trust, and it creates customers. So why do so many salespeople suck at it? If we’re only managing a few prospects, it’s easy to remember all the promises we’ve made,…

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Systemizing How We Tackle New Territories

Systemizing How We Tackle New Territories

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Tackling a new territory is something every salesperson does at least once during their careers, even if it’s getting established in the territory they’ll be working for decades. Many salespeople are regularly sent into a new market as well – having to research new prospects, develop new relationships and sell to new customers every few…

Systemizing How We Establish Ourselves

Systemizing How We Establish Ourselves

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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…

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Up-Armor Your Sales Systems

Up-Armor Your Sales Systems

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A term that is little-known in the world of sales is ‘Up Armor.’ However, hidden in that term is a way to turn around just about any sales problem we can encounter. In combat, troops learn quickly if their armor can take what their opponents are throwing at them. If their armor is too weak,…

Systemizing How We Change Course In Sales

Systemizing How We Change Course In Sales

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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…

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Systemizing The Slow And Steady Sale

Systemizing The Slow And Steady Sale

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Salespeople are paid on results – and that is a double-edged sword. Companies need sales to stay in business, but that often leads to salespeople trying to sell as quickly as possible and losing prospects in the process. There has to be a happy medium; moving prospects through a sales process and doing it in…

Ensuring You’re Not Rushing Prospects To The Sale

Ensuring You’re Not Rushing Prospects To The Sale

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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…

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Turning The Sales Ship Around

Turning The Sales Ship Around

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With sales systems, we have to be willing to take a step back to move forward. Any time I hear a sales manager tell their team about a new requirement, I hear audible groans. Salespeople are attracted to sales because of the freedom it offers, yet managers have to be able to scale success if…

Rolling Out Sales Systems

Rolling Out Sales Systems

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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…

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Systemizing The Next Step In Every Sale

Systemizing The Next Step In Every Sale

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‘Coffee is for closers.’ The hard-sell philosophy might have worked when folks were selling swampland in Florida, but in lengthy sales cycles or those with multiple decision makers it just doesn’t work. The alternative is a lengthy sales cycle and that means plenty of opportunity for a stalled sale. To systemize moving prospects through a…

Letting Prospects Drive The Next Step

Letting Prospects Drive The Next Step

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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…

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Systemizing A Tech Background For Sales

Systemizing A Tech Background For Sales

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In today’s world, salespeople are expected to be more than great talkers – they also have to understand how their products work and be able to explain that to potential customers. That’s why salespeople with technical backgrounds are so appealing, but they often come without any background in sales, communication or relationship-building. Salespeople with technical…

Teaching Technicians To Sell


Teaching Technicians To Sell


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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…

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Systemizing Prospect-Focused Outreach

Systemizing Prospect-Focused Outreach

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Cold calling is one of the most feared events in a salesperson’s day, and even in their career. The chance of connecting is low, and the opportunity for rejection is high. Why is that? After studying more than 10,000 sales calls ourselves, we noticed that most salespeople make the call about them – ‘Let me…

Prepping For Powerful Prospecting

Prepping For Powerful Prospecting

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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…

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Triggering Trust In Sales

Triggering Trust In Sales

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“Do your customers know, like and trust you?” That’s a question that’s been asked hundreds of times, and it’s one of the hardest ones to answer because ‘trust’ is such a hard thing to measure. We know when we trust someone to fulfill their commitments, and once trust disappears it’s very difficult to rebuild it….

Systemizing Trust In Sales

Systemizing Trust In Sales

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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…

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Systemizing The Way You Solve Sales Problems

Systemizing The Way You Solve Sales Problems

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Stay in sales long enough, and you’ll encounter problems. Problems finding qualified leads, problems getting them into conversations. Problems getting them to commit to meetings. Problems getting their commitment for next steps. To sales leaders, this often sounds like, ‘our leads are poor quality,’ ‘no one is picking up the phones,’ or ‘folks want prices…

Solving Problems In Sales Systems

Solving Problems In Sales Systems

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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…

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Are Your Sales Processes Out Of Date?

Are Your Sales Processes Out Of Date?

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Whether salespeople know it or not, they’re using processes when they sell. Unfortunately, if those processes aren’t systemized, then they’re rarely updated and often hurt sales more than help them. What worked pre-pandemic won’t have the same effect today. In order to ensure we’re capturing what’s working across our pipelines and keeping it up to…

How To Know When Your Sales System Needs An Update

How To Know When Your Sales System Needs An Update

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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…

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The Words Salespeople Are Afraid To Say

The Words Salespeople Are Afraid To Say

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Sales is one of the few career fields where ‘fake it till you make it’ is an actual strategy. Unfortunately, when that technique works it often breeds salespeople who assume they don’t have anything new to learn. Instead of encouraging salespeople to up-level their skills, success unfortunately confirms a false sense of confidence that damages…

The Scariest Words In Sales

The Scariest Words In Sales

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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…

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Systemizing Sales Sequences

Systemizing Sales Sequences

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When it comes to sales systems, there is no topic salespeople argue about more than automation. Some salespeople love it, some say it costs them sales. Sales leaders understand how it can save time, but many are reticent to use them for fear of turning prospects away or lowering engagement. There’s a middle road, and…

When Prospects Drive The Sales Cycle

When Prospects Drive The Sales Cycle

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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…

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More Sales With Scripts And Templates

More Sales With Scripts And Templates

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As we interview salespeople around the world, we hear about the need for more prospects, more meetings, more proposals and more sales. What that ultimately comes down to is: More time. Salespeople know this, but they still sit down every day and re-create every conversation and write each email by hand. Those that don’t are…

Supercharging Your Sales Scripts And Templates

Supercharging Your Sales Scripts And Templates

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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…

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Direct Messaging As A Sales System

Direct Messaging As A Sales System

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How many direct messages do you get each day that you ignore or delete? If you’re like most of us, the answer is: Too many. Just because so many folks are mis-using direct messaging as a prospecting method doesn’t mean it doesn’t work, and that open up an incredible opportunity for salespeople willing to leverage…

Systemizing Social Media Sales

Systemizing Social Media Sales

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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…

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Saving Prospects Time

Saving Prospects Time

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Salespeople around the world are trying to shorten their sales cycles and sell more quickly. You’ve likely tried all the tricks they do: software, auto-dialers, and email blasts. To truly sell more quickly, we need to stop focusing on how to save ourselves time as salespeople. Instead, according to Joe Malmuth, we should focus on…

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!

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Reclaiming Time In Sales

Reclaiming Time In Sales

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As a salesperson, it’s critical for prospects to know your time is as valuable as theirs. One of the biggest time sucks in the world of sales isn’t data entry or chasing down tough-to-reach prospects. Rather, it’s getting ahold of someone and spending time with them, only to discover they’re not the decision maker for…

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…

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Discovering Value Faster

Discovering Value Faster

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‘Providing value’ has become a catchphrase in the world of sales, but there’s a massive problem with trying to deliver value in our outreach: Value looks different to every single prospect. Of course, one of the jobs of a salesperson is to discover the individual challenges of their prospects and match up their product or…

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…

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The Secret Of Systemizing Sales Checklists

The Secret Of Systemizing Sales Checklists

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The toughest thing about using a system isn’t following a step-by-step plan as most salespeople are great at leveraging those. Instead, the hardest part is having a system to use at all. When salespeople and their leaders think about creating systems, it can become overwhelming. Where to start? With pipeline stages? Outreach campaigns? Call scripts?…

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…

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The Power Of The Pipe

The Power Of The Pipe

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Salespeople spend a lot of time generating conversations, discussing value and developing relationships – but how much time do they spend looking at how well they’re doing all these things? That’s the question we asked with Ian Selbie, a sales trainer who began his career with Apple and holds the title as one of their…

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…

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Systemizing Great Sales Questions

Systemizing Great Sales Questions

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As a salesperson, you’re likely trying sell more, close deals faster, and deliver more value than competitors. And you’re not alone – which is why so many salespeople try to win on price. It’s a strategy that works – until it doesn’t. We’ve all experienced the pain that comes when a prospect pays more for…

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Being The Source Of Prospect Discovery

Being The Source Of Prospect Discovery

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“Whoever is first to the field will be fresh for the fight.” – Sun Tzu Ever waited on the phone to ring or emails to come in and wondered why sales were in a slump? You’re not alone. Every salesperson, at one time or another, realizes that running a referral-based business puts our success in…

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…

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Systemizing The One-Call Close

Systemizing The One-Call Close

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It’s the unicorn of sales outreach – closing prospects on the first call. A sales leader who has a stellar record of this is Bob Bolton, a man whose career in advertising sales put him at the top of his field. We sat down with Bob and discussed how salespeople could achieve a one-call-close, or…

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 –…

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Scaling And Systemizing Outreach

Scaling And Systemizing Outreach

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The more we’re in front of our prospects, the easier it is to stay top of mind and increases the chance they’ll think of us when they’re ready to purchase from us. For years, this has meant salespeople have to make the time to research their prospects, get them on the phone and provide value….

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’…

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Standing Up A Great Sales Story

Standing Up A Great Sales Story

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Have you ever gotten a prospect close to becoming a customer and then saw the sale stall as they asked for more time, more information, or needed to check with another decision maker before making a decision themselves? Most salespeople consider these delays part of their sales cycle, but in industries that already have years-long…

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…

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Pursuing More Profitable Prospects

Pursuing More Profitable Prospects

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The dream of salespeople is to only work with prospects and customers who are easy to close, friendly, and who respect the value you bring to the table. These are ‘profitable prospects,’ and they’re the unicorns that salespeople spend careers pursuing. But what is a ‘profitable prospect’? Is it the one with the most margin,…

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…

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Systemizing Trust With Client Testimonials

Systemizing Trust With Client Testimonials

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We’ve heard that customers have to both know, like and trust us before buying. What if we could start every conversation focused on the most important element: Trust? Developing trust faster with prospects doesn’t take NLP or language tricks. Instead, developing trust faster comes from understanding the struggles our prospects are going through and empathizing….

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…

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