We know that if we’re not growing as salespeople, we will be left behind. But how do we identify and prioritize the improvements we need to make, and then create an action plan to ensure those changes are made? To learn the answer, we sat down with Alan Versteeg, the CEO of Growth Matters. He…

Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together, magic happens, but there’s often misalignment that slows down sales and increases attrition. To learn how to ensure sales and marketing are in a harmonious relationship, we sat down with Tim Butler, CEO of Innovation Visual,…

The more meetings we book, the more conversations we can have, and the more chances we have of making sales. However, most salespeople approach their sales cycle from the wrong end and wonder why they’re not seeing results! To learn how to construct a calendar that provides value to prospects at every meeting, we sat…

In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can’t see how it serves their prospects, and sales leaders are rarely able to pinpoint where their…

It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – we sat down…

When it comes time for us to scale our teams, we’ll want to make sure we’re not caught off guard. Hoping we stumble across great candidates isn’t a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. We sat down with George…

Most salespeople are focused on why someone should buy from them, and then they’re surprised when the deal stalls or objections appear. You may be convinced, but that doesn’t mean your prospects are! To learn how to look at all the reasons someone isn’t buying and leverage them, we sat down with Jakub Hon, CEO…

‘Doing more with less’ is a phrase that drives most of us up a wall, but in this week’s podcast, we found a way to actually apply it and achieve better balance in the process. We sat down with Dr. Travis Parry, PhD, an expert in both sales and life balance, to learn how we…

Relationship selling’ is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma works. To remove hope from how we develop relationships with prospects and clients, we sat down with Scott Hubble, CEO of Nucamp, and learned how we can be more intentional about building relationships during every conversation…

If you want to know how to get prospects into conversation, this episode is for you. This week, we sat down with David Kurkjian, the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just…

The problems that stop our sales are rarely a surprise, but they are always annoying. They’re annoying because we see them again and again! Instead of letting the same objections, challenges and problems stop our sales, we can use the same process that keeps troops one step ahead in their planning and performance. To learn…

If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love this week’s episode of Bulletproof Selling. We sat down with Dailey Tipton, Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and…

In this insightful episode,we sat down with Bill Parry, Director of Sales Enablement with Privitar and a Coast Guard veteran, to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are…

It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it’s done, we sat down with Tom Jackobs, an Impact Pilot at JackobsEffect, to explore the art of sourcing, developing and delivering stories that connect with our prospects….

Does your company offer a certification or warranty on what you sell? And does it make a difference in whether someone buys from you? In this latest episode of our podcast,we sat down with Robb Clawson, Director of Marketing, Education, Membership, and Events at AMCA International to learn how to systemize the way we sell…

In this episode of our podcast, we sat down with Ryan Staley, CEO of Wale Boss, to discuss how to systemize our emotional connections in a scalable way. Ryan shared his insights on the importance of researching what our prospects care about so we can show educated and prepared to offer solutions. Tune in to…

If your careers takes you to a leadership position, you don’t want to hope you figure it out as you go. This week, we sat down with John Hoskins, founder of Level Five Selling, to learn what new sales leaders need to know to ensure they’re starting off well. Because we never know when we’ll…

Whether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, we sat down with Chaminda Wijesundera, a sales headhunter and managing partner at Emphire Agency who shared his secrets on how to systemize your hiring process to ensure faster ramp-up and sales…

In the world of sales, keeping your pipeline moving is crucial. That’s why we sat down with Steve Gielda, author of the book “Influence Acceleration: How to Get Your Way Faster and with Less Resistance,” to discuss his insights on keeping deals from getting stuck. In our podcast, Steve shares his strategies for accelerating pipeline…

In this episode of our podcast, we sat down with Collin Mitchell, sales expert at Humantic.ai, to discuss how sales professionals can leverage the power of AI and personality types to systemize and streamline their sales process. Collin touched on various topics, including the importance of understanding your ideal customer profile, the role of AI…

Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? We sat down with Steve Heroux, founder and CEO of the Sales Collective, to discuss his insights on how to reclaim our control of sales calls and of our sales careers. In this episode, we dive into the…

Ever wasted months pursuing a prospect only to discover they’d make a horrible customer? During our latest podcast episode, we sat down with Ian Selbie to discuss the importance of systemizing how we qualify prospects into our pipelines. He shared his insights on how to create a repeatable and measurable system that can help you…

Selling is tough enough, but too many of us stop when the sale is made. In this episode, we sit down with Dee Bowden, the founder of BCS Solutions, to uncover the secrets to creating an efficient and effective system for managing accounts receivable, so that we can begin delivering on the value we promised…

Top salespeople seem to be the ones prospects seek out, and they’re the envy of everyone else on their team. However, what they’re doing isn’t magic – it’s just different than how most salespeople are selling. Instead of focusing on their product or service, top salespeople are focusing on the challenges their prospects face and…

Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us make buying decisions every day. What is the difference? When salespeople focus on their sales journey, prospects must be led. When prospects are the ones calling the shots, they do the leading. To learn how to…

We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it’s cold calling or filling the pipeline, what we avoid always comes back to haunt us in sales. To learn how to identify, document and overcome even our toughest sales task, we sat down with Larry Long,…

Being the person our prospects and customers turn to when they have a problem is a great place to be, but there’s an even better place the best salespeople strive for. It’s to be the person with solutions to problems that prospects didn’t even know they had. To learn how we can systemize listening for…

Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales…

Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the call starts to go south. The best salespeople have ways to turn sales calls around mid-stream or decide to cut and run – and we sat down with Kevin Vear, a sales expert from Franklin…

Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers. They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’…

Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they rarely have to overcome objections. Instead, they only deal with people that know, like and trust them. While it used to take decades to develop a book of business like that, it doesn’t have to….

It’s go-time. The prospect’s name and number are in front of you, and you’re about to hit ‘dial.’ What did you do to prep? Too many salespeople answer that question with ‘nothing’ or ‘not enough.’ Figuring things out on the call isn’t the best time to help customers solve problems, which is why the best…

Discovery is one of the most critical jobs of a salesperson, because we need to know if we can help the people we’re speaking with! Unfortunately, many salespeople make discovery a one-time event in their sales process and then get frustrated when interest wanes, objections arise and priorities shift. Salespeople that ensure discovery continues throughout…

‘Pitching’ has a bad rap in the sales industry, because too many salespeople ‘spray and pray’ when it comes to showing prospects what their products and services can do. If we could make our demos and pitches prospect-focused and actually provide them with something they couldn’t get anywhere else before they purchase from us, how…

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…

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…

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…

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…

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….

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…

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…

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…

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…

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….

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…

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…

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…

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…

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…

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…

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…