2023-03-26T16:31:30+00:00
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…
2023-03-11T19:31:45+00:00
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…
2023-03-11T19:27:05+00:00
Sales is the battlefield of business, with unknowns around every corner. If we’re going to win on this battlefield, then we have to stop trying to control every outcome and focus on what we CAN control – ourselves. So how can we ensure that we identify the things we can control on any sales call,…
2023-03-04T18:21:19+00:00
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…
2023-03-04T18:19:25+00:00
Ever sold something and immediately regretted it? While the rush of making a sale is great, if we’ve taken on a bad client or sold them something that’s time-intensive to deliver, a dream sale can quickly become a nightmare. Instead of focusing on selling anything to anyone, the highest-performing salespeople don’t cultivate a pipeline full…
2023-02-26T19:06:49+00:00
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…
2023-02-26T19:03:04+00:00
You made the sale – congrats! But don’t think that you’re done. Until that check is in the bank, you haven’t completed the sale. In fact, you’ve only just begun. As a salesperson, it’s all too easy to overlook the importance of the money customers owe you. However, managing accounts receivable is vital for any…
2023-02-19T00:38:25+00:00
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…
2023-02-19T00:16:00+00:00
In crowded markets, it’s tough to stand out from competitors – especially if what you’re selling is more expensive. Add to that the fact our prospects are more inundated than ever with information and challenges. If we’re not showing up with value, then we will be sent to voicemail and have our emails deleted. However,…
2023-02-13T17:03:08+00:00
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…
2023-02-13T16:57:57+00:00
When most of us think of sales, ‘certainty’ isn’t the first word that comes to mind. Sales is a tough industry, buyers are tough to get ahold of, and we’re encountering more stakeholders than ever in every deal. Yet, we have a product or service that makes the lives of our customers better, allowing them…
2023-02-06T20:26:30+00:00
Every salesperson struggles with it, and it costs some of us our commissions, our careers and even our families. It keeps us up at night or wakes us at 3 a.m. in a cold sweat. It’s what our sales leaders say we must improve if we want to succeed, and it’s the thing we hate…
2023-01-30T19:17:16+00:00
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,…
2023-01-28T01:08:16+00:00
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…
2023-01-28T01:05:47+00:00
It’s tough to engage prospects in conversations, and even tougher to convince them they need what we’re selling. Yet there are salespeople who seem to have long conversations with every prospect they speak with, and who drive meetings and sales faster than anyone else. After listening to the results of more than 30,000 sales calls,…
2023-01-21T22:16:20+00:00
Convincing someone to part with their money is a tough job, but it doesn’t have to be. What makes calling prospects difficult isn’t having a conversation – something each of us do multiple times a day with friends and family – rather, it’s trying to have a conversation while convincing someone to buy something. The…
2023-01-21T22:15:46+00:00
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…
2023-01-12T22:49:01+00:00
Getting ahold of decision makers is hard enough, but what’s even harder is having a conversation you thought was going well suddenly go off the rails. There are a lot of reasons a sales conversation can go south, and Bulletproof salespeople don’t ‘hope’ they’ll know what to do when it inevitably happens. Instead of hoping,…
2023-01-12T22:45:25+00:00
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…
2022-12-30T19:26:00+00:00
Salespeople spend a lot of time working towards a prospect saying ‘yes’ to the sale. However, the top sales performers in any industry use a different strategy: They’re always looking for reasons to say ‘no’ to a prospect, and to hear ‘no’ as well. Why would a salesperson purposely elicit the word ‘no’ in a…
2022-12-30T19:25:52+00:00
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.’…
2022-12-25T17:41:52+00:00
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….
2022-12-25T17:37:47+00:00
We all know it’s easier to sell to someone who’s already a customer, but how many of us are systemizing a sales process that keeps customers for a lifetime? Certain industries like insurance, auto sales and realty depend on customers coming back to them again and again – yet they’re still hoping that they convert…
2022-12-14T20:30:33+00:00
The most stressful moments for most salespeople don’t happen when they’re engaging with a prospect. Instead, they happen in the moments right before the salesperson hops on the phone. Why? It’s because few salespeople do anything to prepare in the moments before the call. It’s surprising how many don’t even look at the name of…
2022-12-14T20:28:20+00:00
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…
2022-12-08T23:04:02+00:00
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…
2022-12-08T22:58:58+00:00
We know discovery is a critical process in sales, and most salespeople have an idea of which questions they need to ask when they get in front of a prospect or have them on the phone. Unfortunately, too many of us use our discovery questions as clubs in the conversation instead of levers. This results…
2022-12-01T21:45:49+00:00
‘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…
2022-12-01T21:33:57+00:00
‘Value’ is an over-used term in selling, because few salespeople understand what it means. That’s because ‘value’ will look different in every industry, in every company, and with every prospect. Does that mean we give up on trying to define it, and more importantly, provide it when selling? Absolutely not, and according to some of…
2022-11-25T17:13:25+00:00
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…
2022-11-25T17:08:40+00:00
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…
2022-11-17T22:50:13+00:00
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…
2022-11-17T22:28:27+00:00
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…
2022-11-10T17:56:11+00:00
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…
2022-11-10T17:34:23+00:00
‘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…
2022-11-06T17:27:43+00:00
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…
2022-11-03T21:22:28+00:00
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…
2022-10-30T17:59:09+00:00
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….
2022-10-30T17:51:55+00:00
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…
2022-10-21T17:00:42+00:00
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…
2022-10-21T16:55:06+00:00
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,…
2022-10-14T17:33:21+00:00
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…
2022-10-14T17:22:18+00:00
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….
2022-10-09T20:57:10+00:00
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…
2022-10-07T17:27:37+00:00
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…
2022-10-07T14:48:25+00:00
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…
2022-10-02T16:39:21+00:00
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…
2022-09-30T14:59:47+00:00
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…
2022-09-25T16:06:17+00:00
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….
2022-09-23T14:47:49+00:00
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…
2022-09-18T16:13:06+00:00
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…
2022-09-16T15:04:07+00:00
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 –…
2022-09-12T14:47:18+00:00
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…
2022-09-11T16:06:51+00:00
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…
2022-09-09T00:14:59+00:00
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…
2022-09-04T16:40:04+00:00
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…
2022-09-02T14:53:53+00:00
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…
2022-08-28T16:11:26+00:00
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…
2022-08-26T14:34:08+00:00
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…
2022-08-21T21:48:25+00:00
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…
2022-08-12T12:59:37+00:00
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…
2022-08-07T04:06:03+00:00
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…
2022-08-04T15:24:58+00:00
“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…
2022-07-31T16:05:30+00:00
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!
2022-07-29T11:34:37+00:00
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…
2022-07-24T16:08:48+00:00
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…
2022-07-22T16:34:48+00:00
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…
2022-07-17T16:04:49+00:00
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…
2022-07-01T15:41:23+00:00
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…
2022-06-26T17:36:08+00:00
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…
2022-06-24T13:46:55+00:00
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….
2022-06-03T12:45:55+00:00
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…
2022-05-30T14:07:56+00:00
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…
2022-05-29T16:07:11+00:00
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…
2022-05-13T14:55:18+00:00
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?…
2022-05-08T20:12:25+00:00
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…
2022-05-06T14:34:48+00:00
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…
2022-05-01T16:08:04+00:00
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…
2022-04-10T16:07:38+00:00
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…
2022-04-07T18:52:30+00:00
‘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…
2022-04-07T16:33:42+00:00
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…
2022-04-03T16:09:09+00:00
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….
2022-04-01T15:41:41+00:00
“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,…
2022-03-28T00:14:44+00:00
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…
2022-03-11T17:37:43+00:00
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…
2022-03-06T17:10:08+00:00
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…
2022-02-25T17:06:36+00:00
‘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…
2022-02-20T17:05:13+00:00
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…
2022-02-18T16:43:53+00:00
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…
2022-02-13T18:03:30+00:00
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…
2022-02-03T19:55:41+00:00
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…
2022-02-03T19:50:51+00:00
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,…
2022-01-26T11:33:04+00:00
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…
2022-01-23T17:07:07+00:00
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…
2022-01-21T13:49:01+00:00
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,…
2022-01-16T17:06:47+00:00
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…
2022-01-06T19:22:17+00:00
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…
2022-01-02T17:07:24+00:00
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…
2021-12-30T16:33:58+00:00
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…
2021-12-26T17:11:21+00:00
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…