Micro Objectives For More Sales

Micro Objectives For More Sales

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If you knew you could make progress on any account you called on, would you pick up the phone more? Instead of being a fantasy, delivering on that is exactly what we’re covering in this week’s podcast. We sat down with Gerry Hill, vice president at ConnectAndSell, to learn how salespeople can set and leverage…

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Using Mission Objectives To Drive More Sales

Using Mission Objectives To Drive More Sales

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Ask a salesperson what they’d prefer to do instead of being on the phone or visiting a new prospect and you’ll never be short of excuses. Yes, calling and being in front of new prospects is the exact thing these same salespeople say they’re in the business to do! Why do salespeople struggle so much…

Improving Your Account Handoff Process

Improving Your Account Handoff Process

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One of the easiest places to experience loss in a pipeline has nothing to do with pricing or competitors – it’s because we let a prospect slip through the cracks. To ensure we never lose a prospect during a handoff between team members, we sat down with Sebastien Van Heyningen, president of Central Metric, to…

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Systemizing Account Handoff

Systemizing Account Handoff

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Selling is tough enough when prospects have so much competing for their attention, other salespeople, professional priorities, personal issues. That’s why it’s downright depressing when we find out we lost an opportunity because our own sales process failed. Whether due to a poor handoff or lack of a next step on an account, too many…

Adding More Prospect Value

Adding More Prospect Value

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If our prospects don’t know how much we care about them, then we can’t expect them to care about what we’re selling. That’s why it’s imperative we add more value to their lives even before they become customers. But how do we identify their pain points and build resources that will ensure they see us…

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Systemize Sales Resources

Systemize Sales Resources

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‘Adding value’ are popular words in sales, and for good reason – if we’re not adding value to the lives of our prospects and customers, we can’t expect them to care about what we’re selling. You may have a lot of resources available, whether it’s pricing sheets, delivery timetables, product samples, etc. However, the time…

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Systemize The Way You Communicate Research To Prospects

Systemize The Way You Communicate Research To Prospects

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Prospects don’t care what we’re selling until they know we care about them. That means not just taking the time to research their industry, market, and challenges, but also being able to share what prospects don’t know – but should. If we can move beyond asking prospects what’s keeping them up at night and move…

Leveraging Data Your Prospects Care About

Leveraging Data Your Prospects Care About

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Have you ever tried to convince a prospect to care about the features or benefits of what you sell? And how did that go? It’s true that prospects only care about the things that could affect them, and if they don’t understand how what you sell does that, you’ll struggle to sell. To understand how…

Linking Profits With The Moods Of Prospects

Linking Profits With The Moods Of Prospects

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Unhappy people don’t tend to do well in sales, and there’s a reason: People want to have conversations, relationships, and buying experiences that leave them feeling good about their choices.  To learn how we can positively elevate our prospects in every conversation, we sat down with Mark Bowden, an international expert in leveraging body language….

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How To Consistently Elevate Prospects

How To Consistently Elevate Prospects

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Ever try to sell to someone who was angry? And how did that work out? The best salespeople tend to be the best influencers – and I’m not referring to their Instagram following. The basic function of a salesperson is to help their prospects make decisions, and of course to influence them towards the outcome…

Accelerate Your Sales Pitch

Accelerate Your Sales Pitch

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Salespeople often struggle through sales scripts and pre-built ‘pitches’ their companies provide them, wondering why the highest performers in their organization often go off-script. To learn how we can make any sales pitch our own, we sat down with Caelan Huntress, creative director of Stellar Platforms and author of the book Marketing Yourself. He showed…

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Systemize Your Pitch With Your Personality

Systemize Your Pitch With Your Personality

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One of the toughest parts of any sales role is trying to learn the ‘company pitch.’ It’s something that every junior salespeople has to memorize and oddly, something senior salespeople don’t seem to use at all. If a ‘pitch’ is so valuable, why do the most successful salespeople not use them? They do, in fact,…

Systemizing How You Maintain Or Regain Control Of Your Sales

Systemizing How You Maintain Or Regain Control Of Your Sales

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Sales is a tough job if we think we’re responsible for controlling the actions of others. Often, however, top salespeople place their focus on the things in their schedules, outreach and day that are within their control. This mindset shift can make the difference during times when prospects aren’t picking up the phone despite our…

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Maintaining Control Of A Sales Career

Maintaining Control Of A Sales Career

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Sales is one of the most stressful careers in any company because it’s our job to encourage people to make decisions. With everything going on in people’s lives, convincing them to prioritize the decision to consider what you’re selling is tough, and it’s why sales experience some of the highest turnovers of any job field….

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Systemizing Science Into How You Sell

Systemizing Science Into How You Sell

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How many deals have you lost in the last year? And do you know why those deals were lost? Those are questions salespeople often avoid because in this industry, mindset is everything and focusing on lost deals sucks. However, without taking an honest look at where we’re losing deals, we’ll be hoping those issues don’t…

Systemize Your Way Out Of Lost Sales

Systemize Your Way Out Of Lost Sales

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Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in the natural world, they’re looking for things that reliably repeat – a lesson salespeople can benefit from. To learn how to apply science to systemize our way out of losing sales, we sat down with…

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Systemize Profiling Top Prospects

Systemize Profiling Top Prospects

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In every industry, the folks who know more about their targets tend to win. Sales is no different – those salespeople that are great at learning about their prospects and their companies are able to craft better solutions. In the military, the process of building a target package or intelligence profile is often the difference…

Leveraging Prospect Target Packages

Leveraging Prospect Target Packages

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A famous saying is ‘Knowing is half the battle,’ and it’s a saying that the best salespeople take seriously. Showing up to a sales meeting already knowing about your prospect, their goals and their challenges positions you ahead of every other salesperson who has to build their prospect’s profile on the fly. To learn how…

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Systemize Your Way Out Of The Friend Zone With Prospects

Systemize Your Way Out Of The Friend Zone With Prospects

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Have you ever gotten along so well with a prospect that you were afraid of sacrificing the friendship for the business? It’s a common problem with even senior salespeople. In fact, the more history we have with a prospect, the more we tend to avoid tough conversations. However, to manage our pipelines means to be…

Serving Rather Than Being Subservient In Sales

Serving Rather Than Being Subservient In Sales

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Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have both and be seen as an equal partners. That’s why we sat down with Leon McCowan, creator of The Sales Dojo, to learn how to keep ourselves out of the friend zone with our clients….

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Moving Past Relying On Rapport

Moving Past Relying On Rapport

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Ever spoke with someone who really wanted you to like them?  And did that make you want to have a relationship with them or not? It doesn’t work in social situations, but it’s often the chief strategy of salespeople. Desperate for the sale, they turn on the charm and try to leverage rapport to win…

Overcoming Likeability In Sales

Overcoming Likeability In Sales

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When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it shuts down more sales opportunities than it creates. To learn how we can overcome the need to be likeable in how we sell while still serving our prospects, we sat down with Douglas Cole, author…

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How Senior Salespeople Can Systemize New Ways Of Selling

How Senior Salespeople Can Systemize New Ways Of Selling

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When was the last time you tried something new in your sales process, even if you were already hitting your sales goals? As we advance in our sales career, it becomes tougher and tougher to improve. Paradoxically, the thing that allowed us to be successful – our willingness to adapt and try new things –…

Systemizing Sales Even When You Are Senior

Systemizing Sales Even When You Are Senior

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There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople…

Systemizing Sales Even When You’re Senior

Systemizing Sales Even When You’re Senior

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There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople…

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Breaking Out Of Your Comfort Zone

Breaking Out Of Your Comfort Zone

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Once we get the hang of selling, it’s easy to put ourselves on auto-pilot – focusing on the things we’re great at and ignoring or minimizing the areas where were struggling. One lesson we learned in the military was that we were only as strong as our weakest area. In sales, our weakest area may…

Systemize Your Way Out Of Sales Plateaus

Systemize Your Way Out Of Sales Plateaus

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If you sell long enough, you’ll find yourself in a sales plateau. It might be in how you prospect, drive meetings or ask for the sale, but as we become comfortable in any process, we become complacent. To learn how to identify where we might be in a comfort zone in how we sell and…

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Creating A Bulletproof Prospecting Plan

Creating A Bulletproof Prospecting Plan

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One of the scariest things any of us can do is go into an unknown situation where the stakes are high. Where rejection is likely. Where success and failure are on the line. Yet, that’s exactly what we’re asked to do as salespeople every day: Introduce ourselves to strangers and still accomplish our mission. When…

Kicking Down Doors In Sales

Kicking Down Doors In Sales

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If you’ve ever been nervous to reach out to a stranger and try to sell them something, you’re not alone. It’s natural to be nervous when we’re in a new environment, whether we’re selling something or kicking down a door with a military team. Where military teams get it right is having a plan before…

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Eliminating Sales Stalls With Systems

Eliminating Sales Stalls With Systems

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Every salesperson on the planet has an area where their sales typically stall. For some, it’s filling their pipelines with new prospects. For others, it’s overcoming prospect concerns during sales calls. Regardless of where your sales are stalling now, it is possible to create a crystal ball to use throughout your sales cycle; knowing ahead…

Predicting Where Your Sale Will Stall And Getting It Moving Again!

Predicting Where Your Sale Will Stall And Getting It Moving Again!

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Sales stall for thousands of different reasons, and most salespeople chalk it up to bad luck, inflation, or a stagnant economy. However, there is a group of high performers out there who never settle for sales stalls. They’re constantly examining what they could do differently next time, effectively ‘sprinting’ as they try new methods scripts…

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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…

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