All Things Telesales Podcast

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Having an ego is all about wanting to be perceived as the best.Ego is the inability to listen, act, or take direction because of pride.Wanting to crush your goals and be great at what you do doesn't have to come at the expense of everyone else. The ego-centric way of getting there is to put yourself on a pedestal and ignore everyone else and their opinions.But the truth is this:An unchecked ego can leave a career dead in its tracks.Let's break it down.Support the show (http://www.allthingstelesales.com)

This is a framework for achieving Absolute Certainty. You can overcome so many challenges by implementing this strategy. The 3 C's are Confidence, Conviction, and Clarity. We're going to break this down as a person, salesperson, and from the perspective of customers. By true definition:Confidence is the state of feeling certain about the truth of something.  Conviction is a firmly held belief or opinion. Clarity is the quality of transparency or purity.Support the show (http://www.allthingstelesales.com)

Rob Liano is not only one of my best friends and mentors but he's a Telesales Trainer, Coach, and Consultant, Best Selling Author, Keynote Speaker,  Ready to Rock!From RobIf your sales force needs effective telesales strategies designed to qualify and close more sales, lower your CPA and gain more referrals, I can make it rain.I never planned on getting into sales. I was a drummer with dreams of being a rockstar. Music was all I needed, well, until I realized I also needed to make money. To do so, I followed in my dad's footsteps taking a job selling vacuums, door to door. It sucked! Well, I sucked, because I didn't know what I was doing. But after attending the way too early 7:30 AM meetings, I learned sales skills and miraculously started to "drum up" business.But I was a musician so it was just cash. I eventually went on tour and performed on TV and radio, and it was awesome! When the tour ended, the reality of having no income hit me. Basically, I went from signing autographs to signing bad checks and almost went bankrupt. Since sales was the only other career I was good at, I decided "I'm going back into sales."That's when the love affair started. Through avid study, trial and error, and innovative thinking, my skills steadily improved. I discarded archaic tactics while cultivating insight that was simple, logical, and uncommonly effective. Serving prospects became euphoric to me.And then the breakthrough happened!My methodologies allowed me to change the face of insurance sales. I revolutionized an industry whose primary focus was product knowledge but lacked sales training. My modern telesales process became the catalyst to agents and agencies becoming multi-million-dollar producers. Those results inspired me to take the show on the road, branching out into all sales industries. They say I'm genuine, enthusiastic, and funny, I say I'm results-driven, and getting results is all that matters. Plus, I like to be center stage, so speaking and training is a natural fit. I'll even ditch the leather pants and wear a suit upon request. ; )Are you ready to rock? Get in touch and let's chat.At your service,Rob Liano Support the show (http://www.allthingstelesales.com)

Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker.From Jason“Your mandate is to ensure that if I want to double the number of sales, I don't have to double the number of employees.”That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems.To me, it was simple but wouldn't be easy.They were a B2C enrollment company helping consumers mitigate their debt.When I began, we had 2 sales offices with 40 reps total.Each office had a trainer that taught what they thought was best. One even made up his own script.For every 10 people hired, maybe 2 were still there after 60 days.Inbound leads went to whoever was available, independent of performance.Only one metric was discussed: total sales for the day (# of leads, closing % wasn't important to the sales managers – want more deals? Buy more leads)Reps were promoted to Team Leads (assuming they knew how to help their team win)No performance improvement process, structured coaching, support, documented accountability or consequences were in place.My job became building systems, processes, and structures for each part of the sales operation.Within 12 months, the sales team had:• 100+ reps, across 4 offices (2 were offshore)• Results-based recruiting process• Revised compensation & accountability plan• Structured New hire training program (built into an LMS), complete with testing• Real-time performance-based inbound lead distribution• Structured gamification program• Progression plan for reps, based on results• Structured sales rep skills coaching program• Ongoing education program• Leadership/management mentoring programAll this = Scalable Sales OperationThere were bumps along the way. I learned a lot about how to build scalable sales ops.One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change)Now as a consultant, this is what I help guide companies to create.Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level.Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist -DM, email (jason@cutterconsultinggroup.com) or call/text me – (206) 234-1848 Support the show (http://www.allthingstelesales.com)

Ari Galper is the World's #1 Authority on Trust-Based Selling | Author of "Unlock The Sales Game" & "The One Call Sale" | Featured in CEO Magazine, Forbes, CNN, SkyNews, Australian Financial ReviewAri Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Australian Financial Review.As trust becomes the most important currency in the new economy, the act of selling as a dehumanizingexperience, with endless “chasing” and multiple steps, has been completely re-invented and anchored inthe timeless values of integrity and trust through Trust-Based Selling.In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable.His new book launching soon, "The One Call Sale", is set to completely disrupt the entire sales industry as we know it today.“The One Call Sale” provides a simple road map for how to make the sale in one trust-based conversation.No more chasing, no pressure and no closing.Everything you learned about selling will be turned upside down.If you're sales cycle forces you into multiple steps, having to "chase" your prospects by "following up", you've lost the sale at the beginning of your sales process, due to a lack of deep trust.Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact in Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com.Join Ari on his next "Stump The Guru" live streaming show (UnlockTheGame.com/StumpTheGuru) and ask him your toughest sales challenges (anything at all!).Learn more at Unlockthegame.com. For media/podcast interview requests, contact Ari's assistant elisa@unlockthegame.com. Support the show (http://www.allthingstelesales.com)

Josh Cary is the Co-Founder of PodMAX | Podcast Host and Founder of Hidden EntrepreneurFrom JoshF That Noise! I help you remove that NOISE in your head through the same 5-step process (N.O.I.S.E.) I used to adjust the score; Fear: Zero. You: Won.Mission: helping entrepreneurs 'unmask' themselves, and reach the level of success they so desperately crave.GET TO KNOW ME AND MY STORY:Today I am the Hidden Entrepreneur. That is because I spent 4 decades (yep, 40 years) hiding the best parts of myself. I showed up in every situation of life, personal, social, and business as the person I thought others expected me to be (good ol' fashioned seeking approval).I would HIDE my power. While also ignoring and resisting my skill, talent and ability that was desperately trying to surface. I wasn't strong enough to allow it into the world. (Yet, ironically, I used all my strength to keep true ability at bay!)So it remained hidden for years.I allowed all others to help me perpetuate the false story and belief that I held as truth: That I am not valuable or capable, and nobody cares what I have to say or contribute.That was my public persona. My private persona, alone and behind closed doors, secretly knew a different story.I knew deep within myself that Josh Cary was very capable, very valuable, and had a great deal of power and skill to contribute.But because I sold myself that false story for so long, I had no choice but to keep that version alive and continue to hide my power.This dynamic created an ever-present emotion of anger, confusion, and frustration. I saw others doing the very things that I wanted to be doing. That I could be doing. That I should be doing. But I wasn't doing.Relationships suffered as I spiraled into despair and depression. I felt continually more and more isolated and disconnected from the world around me. And more disconnected from my true self.Today, I work as a digital media and creative consultant, with the uncanny ability to bring the human side out of each person. And life now works a whole lot better. Support the show (http://www.allthingstelesales.com)

Kris Ward helps entrepreneurs stop working so hard! Create your W.I.N Team, (what is next) team using our signature 'Super Toolkits' to get you out of admin and more into creation. Learn her 60/40 WIN Formula!From Kris Ward➡️

Chaz Wolfe is a Sales Expert - Top Producer - former Sales Manager & Director for names like Frank Kern, Grant Cardone & HomeAdvisor.  He has coached sales professionals and business owners for 12 + years getting unbelievable results, changing the lives of his clients and mentees dramatically. In addition, he has been a multi-unit franchise owner for a decade with locations in multiple cities and states.www.chazwolfe.comhttps://www.linkedin.com/in/chaz-wolfe-86767054/ Support the show (http://www.allthingstelesales.com)

Brian Bogert is a human behavior and performance coach who teaches clients to leverage self-awareness and intentionality to become the most authentic version of themselves: who they already are. Brian helps executives, entrepreneurs, athletes, and growth-minded individuals learn this transformative approach that cultivates perspective, motivation and direction to help them align their life with their true purpose and defy their own expectations. He teaches not just to accept change, but to embrace pain in order to avoid suffering.Brian learned the wisdom of resiliency through his own early experiences with pain. When he was just seven years old, his left arm was detached in a vehicle accident. Throughout his childhood people often asked, “What happened to your arm?” They expected a sports injury or playground mishap—not the raw, painful truth that a truck tore it off. But instead of succumbing to suffering because of the injury, Brian fully recovered and flourished with a reattached arm, thanks to his persistent and proactive focus. He learned early how to move beyond what happened to him by creating an intentional mindset.Brian has continued to develop mindful and actionable tools for growth in his personal and professional endeavors. Before moving full time to coaching peak performers and public speaking, he and his business partners led the Phoenix location of a global insurance brokerage firm, where in just a decade they grew the revenue from $250,000 to $15 million. Before that, he was a top earner as a sales professional and mentored new producers nationwide at a publicly traded brokerage firm. Brian has earned accolades as a top performer in the Southwest, and was named as one of “40 Under 40” in the Phoenix Business Journal for his innovative and dynamic leadership. Support the show (http://www.allthingstelesales.com)

Mario Nawfal, the Founder of the Athena Group of Companies, a business conglomerate of 15+ companies that operates in more than 40 countries.Mario started his first business with $300 in the bank selling blenders door to door which led to Froothie AustraliaThrough unconventional marketing techniques, efficient logistical systems, and a team of global contractors, he propelled Froothie to $1m in year one and over $10m in year two, all bootstrapped. Since then Mario launched multiple ventures into the millions, all bootstrapped, including an events business, a FinTech consulting firm, a marketing agency, and multiple ecom businesses all while surviving a massive scam, various black swan events, and all the ups and downs of entrepreneurship.He continues to launch new companies, is a partner at a law firm, and the founder of a VC fund. In 2020, Mario decided to begin documenting his journey and helping other entrepreneurs at no cost, all while traveling the world pursuing his hobby dancing Bachata. He also launched the world’s largest growth hacking agency, WeAreGrowthHackers.com, and became a partner at NorthEquities.com.In 2021, Mario stepped up as CEO of NFT Technologies, one of the first companies focusing on NFTs going public, and have the ticker symbol NFT reserved in North America. They are backed by leading personalities in the crypto and business world as well as celebrities and thought leaders. Support the show (http://www.allthingstelesales.com)

Richard Bliss Brooke provides entrepreneurs with proven tools and mindsets to grow their teams and businesses. He's been the owner of multiple companies, including direct selling, traditional business, and ontological coaching. Richard's personal development book Mach2: How to Master Self-Motivation & Stay on Fire for Life has helped thousands of people break the chains of self-sabotage and create new, empowering Visions for their lives and businesses. As a speaker, he's known for having a fun, no-BS, tell-it-like-it-is style, reaching audiences of more than 10,000 and sharing the stage with greats like Tony Robbins, Sir Richard Branson, and many more. Support the show (http://www.allthingstelesales.com)

A few years ago Adam was tired of working so many hours to make his current income. In the midst of making more money than he ever had, he was unhappy and unfulfilled. He had to go back to his past experience and hire a coach. Through coaching and self-discovery he earned not only how to 4x his income, but also work half the hours and more fulfilling life.If you are working more hours than you are willing, not making the income you want, you owe it to yourself, your family, your legacy to make BOLD changes.What if nothing changes for you and your business in the next year, 5 years, 10 years? How will that impact your life, your happiness, and your options?Limited Risks=Limited IncomeAre you willing to take the risk to:-Be Vulnerable-Be Coachable-Try a new way-Invest moneyThe truth is ONLY 10% of where you want to be and where you can scale, is in the X's and O's (tactics)-Your TRUE earning potential, impact and happiness lies within the 1 or 2 layers of discovery that is NOT allowing your best self rise to the forefront.Do you want to DOUBLE your income AND reduce your hours? It IS possible!Download Adam's free 12 Week Business Transformation Playbook at: HiresCoaching.com Support the show (http://www.allthingstelesales.com)

Jayson Waller is the CEO, founder, and spokesperson of POWERHOME Solar and host of his top 5 Apple Entrepreneur podcast and YouTube channel “TrueUnderdog”Jayson has successfully created 3 profitable companies from the ground up. Jayson did not finish traditional high school and never went to college.Jayson is currently the founder and CEO of Powerhome Solar. Powerhome has over a billion in revenue and over 1800 employees.Powerhome is one of the largest American made solar installers in the country.Powerhome Solar and Jayson Waller have won several awards.To name a few:4x Entrepreneur of the year.-Jayson won the Southeast EY Entrepreneur of the year award in 2019-7-Globee awards for professional business and entrepreneur of the year.-13-Stevie awards also “CEO of the year”-DM-2019 champion of new economy-CBJ-Business leader of the year—Top 30 under 30 in security 2009—Top 40 under 40 in solar 2018— Most Admired CEO 2020—Inc500 5x—Best places to work 2018-2019-2020Powerhome was ranked as the No. 6 in residential rooftop solar installer in the U.S. by Solar Power World in 2020Under Waller’s leadership, POWERHOME has developed partnerships with five pro football franchises (Carolina Panthers, Cleveland Browns, Detroit Lions, Indianapolis Colts and Pittsburgh Steelers), one pro baseball franchise (Cleveland Indians), and North Carolina State Athletics.Waller is the host of the Top 5 Entrepreneur podcast “True Underdog”, which is a motivational podcast about business, life, adversity, and hard work. Guests range from shark tank hosts, influencers, entrepreneurs, motivational speakers, and athletes.Listen and watch Jayson Waller share his story from the trailer park with no education and teen dad to becoming a CEO of a billion dollar company.https://www.jaysonwaller.comhttps://www.trueunderdog.comFacebook: https://facebook.com/powerhomesolarInstagram: https://www.instagram.com/powerhomesolar/YouTube: https://www.youtube.com/c/powerhomesolarhttps://www.youtube.com/channel/UCwTHT2Q-omcIjTOwOa2imTQTwitter: https://twitter.com/powerhom Support the show (http://www.allthingstelesales.com)

Joe Semaan #Sales Coach and Mentor of 400 companies now. Started his coaching career January of 2006 coaching and mentoring thousands of people. He believes about success in the form of money. What makes him more passionate about being a coach was his curiosity about human behavior and his goal to create more top performers in the business world..QUOTESThe underlying factor of serving people is to first completely understand them - Joe SemaanIf you treat your customer like a transaction and then it treat you like a quote - Joe SemaanIf the customer can tell that you are convincing them that you're the best option for them then you're done - Joe SemaanWhen you tell somebody "you need more confidence", you're actually destroying their confidence, because you're applying that they are not a confident person - Joe SemaanIf you can't use com skills to get your customer to a point of clarity or a decision making state, or if you arrive before them, then you'll lose your business - Joe SemaanThe only thing that the customer should be feeling from your conversation is that you're helping them to make the right decision whether it's including you or not - Joe SemaanKEY POINTSCreating awareness for customersImprove your client communication Help your customer make a decision, not a closerGetting to know your customerBuild respect and establish emotional progression Respectfully ask if the customer understands after explaining your decisionConditioning behaviorThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Joe SemaanWebsite: https://www.joesemaan.com/optin26687610LinkedIn: https://www.linkedin.com/in/joe-semaan-200b283/Instagram: https://www.instagram.com/joecoach/?hl=en Youtube: https://www.youtube.com/channel/UCkCdHc6XK5VIjdRpPyc-QagSupport the show (http://www.allthingstelesales.com)

Matt Pennetti and Brian Brown help teach millennials how to get ahead financially by thinking outside the box. By using what they call the Wealth Multiplier Strategy™, millennials are able to spend their hard-earned money and save it at the same time! As implementers of this strategy, they are focused entirely on education and connecting individuals with qualified professionals who can help them get ahead financially. QUOTESOur goal is just simply connect - Matt PennettiI found something that I can finally sleep well at night - Brian BrownYou don't have to be wealthy to start using it - Brian BrownYour number #1 investment is your business - Matt PennettiThis is not just a cookbook recipe, not everybody get's the same policy - Matt PennettiKEY POINTSWealth comes easy and predictablyStart finding these hidden gemsMake sure this is worth your timeStructure you out for future growthFocus on your business and put your money someplace where it can growHaving an agent that knows what they're doing is importantStructure a policy the right way for the clientBackend support to show you how to utilize itThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Matt Pennetti and Brian BrownWebsite: https://predictablewealthadvocates.com/register/YouTube:https://www.youtube.com/channel/UCnYXlvN0EQ2J9ZQ5KyrpWYw/featured Support the show (http://www.allthingstelesales.com)

Steve Reck is doing Taelesales from New Zealand, he's an experienced sales and marketing leader with a demonstrated history of driving growth in the B to C financial services industry. Skilled in TeleSales, Customer Relationship Management (CRM), Contact Centers, and Strategy.QUOTESIn Telesales, you can be anywhere these days - Steve ReckThe best way to get through the Trust Barrier is on the phone - Steve ReckIf they don't answer the phone, they've done you a favor - Steve ReckWorry about what they say, not what you say - Steve ReckNobody's interested if you're not interesting - Steve ReckKEY POINTSFirst 7 seconds to build some trustBuild some intrigueTake your timeKnow your listChange your approachYou have to have a systemBe differentGot to have funThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Steve ReckWebsite: http://www.apigroup.co.nz/LinkedIn: https://www.linkedin.com/in/stevereck/Support the show (http://www.allthingstelesales.com)

Tim Garry is a sales professional that knows how to make a sure sale and how follow up on leads via phone and email.QUOTESThere's no golden nugget in sales, we are always searching - Tim GarryOne thing about sales coaches/mentors is you don't need just one - Tim GarryWhat I am looking for are meaningful conversations - Tim GarryAlways be audible ready - Tim GarryI always use the K.I.S.S "Keep it Simple Stupid" - Tim GarryYou never want to talk to somebody that is not in a good mood or doesn't have time - Tim GarryEvery call you have to learn something - Tim GarryKEY POINTSTheory of pipelineYou got to find the problemMake sure they understand that they have a problemBelieve in your productList your objectionsBe brief as possibleBe consistentThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Tim GarryLinkedIn: https://www.linkedin.com/in/timgarry/Instagram: https://www.instagram.com/timthebuilder21/?hl=enSupport the show (http://www.allthingstelesales.com)

B.E.A.S.T. = Bold, Empathetic, Assumptive, Servant, Teachable. Jamal English interviews Jake Lynn live with his Telesales team. This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Jamal Englishhttps://www.linkedin.com/in/jamal-english-502558129/Video podcast version: https://www.youtube.com/watch?v=_F2crgrV8dI https://www.facebook.com/jamal.english.1690https://www.linkedin.com/in/jamal-english-502558129/Support the show (http://www.allthingstelesales.com)

Marc Bernstein is the CEO of Balto, a tech company that helps contact centers close more revenue from their phone calls than humanly possible.QUOTESReal-time is where everything trends - Marc BernsteinEverything eventually is immediate - Marc BernsteinIt gets more fun as time goes on - Marc BernsteinFocus on what's most important - Marc BernsteinIf your company has 107 values, you have no values - Marc BernsteinKEY POINTSListeningEmpathyAsking good questionsUsed Excel MacroFocus on one goal not 10 at the same timeSmart, Driven and Good communicatorGratitude is a seed for moreWhat is motivating you?Impact over incomeAbove and beyondThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Marc Bernstein Website: https://balto.ai/LinkedIn: https://www.linkedin.com/in/baltoceo/Twitter: https://twitter.com/marcjbernstein?lang=enSupport the show (http://www.allthingstelesales.com)

Bob Burg is a Hall of Famer Keynote Speaker and Bestselling Coauthor of “The Go-Giver” and Go-Giver Book Series that shifts one’s focus from GETTING to GIVING (creating value for others) is the simplest, most fulfilling and most effective path to success in business and in life.QUOTESI had the motivation, I didn't have the information - Bob Burg Give more in value than you take in payment - Bob Burg Understand what value really means - Bob Burg Value is always in the eyes of the beholder - Bob Burg Just listening is the best selling we can do - Bob Burg Make sure we are understanding what they mean by what they say - Bob Burg Make sure we are getting to the correct objection - Bob Burg KEY POINTSHave a methodologyHave a systemHow to principlesTarget is serving othersExcellenceConsistencyAttentionEmpathyAppreciationFocus on having funSmart calling not cold callingThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Bob BurgWebsite: https://burg.comFacebook: https://www.facebook.com/burgbobTwitter: https://twitter.com/bobburgYouTube: https://www.youtube.com/user/burgcommunicationsLinkedIn: https://www.linkedin.com/in/bobburg/Instagram: https://www.instagram.com/realbobburg/Support the show (http://www.allthingstelesales.com)

Mike Acker is an executive & communication coach, bestselling author, and speaker. He helped over a hundred clients from companies like Microsoft, ADOBE, INOAPPS, Diace Designs, E-Bay, QTE, and others, develop confidence in their leadership and deliver incredible presentations in three months.QUOTESWe don't wanna do something that we don't believe in - Mike Acker The choice that we make, makes us - Mike Acker When you speak, it's not just what you say. It's actually who you are that matters - Mike Acker No means next - Mike Acker KEY POINTSYou gotta know it's possibleSurvivor not victimFollow the breadcrumbsYou got to keep on following the breadcrumbsThink about your giftsUnderstand who you are as a speakerYou are your messageMessaging - understand what you are sayingUnderstanding how they're hearing what you are sayingThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Mike AckerWebsite: https://www.stepstoadvance.com/mike-acker/Twitter: https://twitter.com/mike_ackerLinkedIn: https://www.linkedin.com/in/mr-mikeacker/Facebook: https://www.facebook.com/mikeackerdotcomSupport the show (http://www.allthingstelesales.com)

Joe Frankie III is a West Point graduate, combat veteran, award-winning author and knows the power of a team. As CEO at JFIII Associates, he help companies build better teams. He brings 40 years of leading and untangling multiple business projects up to $8 billion worldwide and as many as 53,000 associates where he has a track record of building teams, deploying technology and mitigating risk. These include technology integrations, software, start-ups and heavy logistics moves in the private and public sectors—Asia, China, South Korea, Mideast, Germany, Spain, Portugal, Egypt, Israel, Saudi Arabia, and Iraq.He is a mentor and coach; finds and assess top tier talent who lead and flourish in their organizational culture-- one size does not fit all. On an individual basis, he coached civil and military leaders on how to build a LinkedIn bridge from where they are to where they want to go.QUOTESLinkedIn profile is like giving virtual handshakes - Joe Frankie IIIIf you don't have what you bring to the table out there, then you are under-merchandising yourself - Joe Frankie IIIKEY POINTSTake chargeWrap yourself up in a pretty boxDelegate authority, not responsibilityListen IntentlyUnderstand what people are sayingEncourageThis episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Follow Joe Frankie IIIWebsite: https://jfiiiassociates.com/LinkedIn: https://www.linkedin.com/in/joefrankieiii/Twitter: https://twitter.com/joefrankieiii?lang=enFacebook: https://www.facebook.com/jfiiiassociatesSupport the show (http://www.allthingstelesales.com)

Blake Nubar started out completely broke working 70 hour weeks at his dead-end operations job. In a few short years, Blake built several wildly profitable online businesses and has helped thousands of entrepreneurs do the same with his unique approach to launching sales funnels. Having collaborated with legends like Bob Proctor and Kevin Harrington, Blake shares his journey with us on this podcast. Connect with Blake: https://blakenubar.com/This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Support the show (http://www.allthingstelesales.com)

If you're like most businesses, you lose about half of your clients every 4 years and the COVID crisis has dramatically accelerated the rate of loss for many of us.The good news is that these past clients represent your single best opportunity to rapidly generate significant new sales at an extremely low cost.Here's why ...1. Easier to EngageYou can engage a past client with only 1 - 3 touches while it takes at least 7 times that number to engage a regular prospect. (Fanatical Prospecting)2. Easier to ConvertPast clients convert up to 8 times better than regular prospects. (Marketing Metrics)3. More ValuableReactivated clients buy more, refer more and are more loyal than first time clients.And reactivating clients generates serious revenue.The average WinBack Campaign generates $485K for small businesses, and millions for larger organizations. (Client WinBack Benchmark Study)Also, the cost of winning back past clients is extremely low which means the ROI is very high, 32x, or more is common.That’s why companies like Netflix include WinBack in their sales playbook.Unfortunately, they are the exception. Relatively few companies have a structured WinBack strategy and that means a lot of money is being left on the table.A little about Dan the Winback Man…I’ve been a marketer for over 20 years and have spent thousands of hours testing and implementing a wide variety of strategies.In total, they’ve generated over 50,000 customers and have allowed me to work with brands like Fidelity Investments and Tony Robbins.The most effective strategy in terms of ROI and sales I’ve ever implemented is WinBack. I see WinBack as our reward for all the blood, sweat, and tears we’ve put out into growing our customer bases.That’s why I’ve made it my mission to spread the word about this overlooked and under-appreciated sales opportunity.It’s also the reason why I conducted the Client WinBack Benchmark Study. (Marketers needed up to date benchmarks on the value of WinBack and now we have them.)StrategicWinBack.comhttps://www.linkedin.com/in/danmpfister/This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERERead a case study HERE Or partner with Balto and make some side cash HERE Support the show (http://www.allthingstelesales.com)

Evan Carmichael #Believes in entrepreneurs. Gary Vaynerchuck called him the DJ who inspires people and Ed Mylett called him the modern-day Napoleon Hill. At 19, he built then sold a biotech software company. At 22, he was a venture capitalist raising $500k to $15M. He now runs a YouTube channel for entrepreneurs with over 2 million subscribers and 300 million views, wrote 4 books, and speaks globally. He wants to solve the world's biggest problem, people don't #Believe in themselves enough. Forbes named him one of the world's top 40 social marketing talents and Inc. named him one of the 100 great leadership speakers and 25 social media keynote speakers you need to know. He's set 2 world records, uses a trampoline & stand-up desk, owns Canada's largest salsa dance studio where he met his wife, and has a giant Doritos bag in front of him all day long to remind him that he's stronger than the Doritos.QUOTESBelief is the core, #believe in yourself - Evan CarmichaelIf you are not actually using the product and service, then don't sell it - Evan CarmichaelIf you are doing sales, whoever is more confident wins - Evan CarmichaelYou are the Michael Jordan of something - Evan CarmichaelYou gotta love it to get good at it - Evan CarmichaelIf you don't care about your team and you only care about the results they're doing. You're ultimately gonna lose - Evan CarmichaelKEY POINTS6,000 videos later, here we are!Believing in what you are selling, helps the clientYou'll never win if you are only chasing moneyMoney is important but it can't be number oneIf your mind is strong, it makes customers buy from youRemind yourself of the things that make you bold, confident, powerful & aliveYou have to connect to the "Why?"Love of workGive them structureYour job as a leader is to help train better humansRELEVANT LINKSAll Things TelesalesWebsite: https://allthingstelesales.comLinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Facebook: https://www.facebook.com/jakelynninspiresInstagram: https://www.instagram.com/jakelynninspiresFollow Evan CarmichaelWebsite: https://www.evancarmichael.comYouTube: https://www.youtube.com/channel/UCKmkpoEqg1sOMGEiIysP8TwTwitter: https://twitter.com/evancarmichaelInstagram: https://www.instagram.com/evancarmichael/Snapchat: https://www.snapchat.com/add/evancarmichaelFacebook: https://www.facebook.com/EvanCarmichaelcom/Support the show (http://www.allthingstelesales.com)

Amanda Farris helped SaaS & Tech companies grow their LinkedIn networks by helping them reach the right businesses and connections within the LinkedIn global network, bringing warm leads and new revenue.QUOTESJust because you can't work with somebody now, doesn't mean in 6 months they're not going to do something relevant - Amanda FarrisYou have to have a goal and know what it is that you're looking to do - Amanda FarrisIt may not be the change that you wanted but it's the change that you needed to help you grow - Amanda FarrisPeople are my passion - Amanda Farris KEY POINTSLinkedIn is a cold outreach but is not a saleBranding and authority buildingShiny object syndromeSit down and make a listFind your reset, to allow you a break from workPractice gratitudeEngage with peopleAll Things TelesalesWebsite: https://allthingstelesales.comLinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Facebook: https://www.facebook.com/jakelynninspiresInstagram: https://www.instagram.com/jakelynninspiresFollow Amanda FarrisLinkedIn: https://www.linkedin.com/in/farrisfotos/Support the show (http://www.allthingstelesales.com)

Nate Bailey is a natural leader and a speaker who knows how to impact and reach an audience.He is a best selling author with three books as well as an entrepreneur. He has built multiple successful businesses in the areas of Insurance and Real Estate. He recently fulfilled his long-time dream of selling his insurance agency to follow his dream of being a full-time coach.Nate was a Lieutenant, serving our country in the United States Army. As a Platoon Leader during the Operation Iraqi Freedom, Nate was charged with the safety and leadership of 42 soldiers as they served our country in Kuwait.Nate has a simple philosophy on life - "live you what you teach." Nate sees what needs to be done and he does it. He pushes his teams to the max and he makes sure he's always leading from the front by pushing himself one step beyond.In his quest to expand his physical limits, Nate has completed Ironman AZ, Sealfit Kokoro 45, a 100 mile solo run and is currently training to complete GoRuck Selection in 2019. Most recently (April 2018) Nate was a member of a 6 man team (Wheels4Water.org) that rode their bicycles across American to raise awareness and over $300,000 in donations for a non-profit, Lifewater, to provide clean water and sanitary bathrooms for 11schools and help over 11,000 kids in EthiopiaNate's mission in life to impact men and women who are ready to truly have the life they have always desired. QUOTESWe all are great leaders inside of us and sometimes you just need the right person to come along to unleash it - Nate BaileyIt feels good to help others and to help them impact other people's lives. It's so rewarding - Nate BaileyYou're not as bad as your worst or as good as your great - Nate BaileyKEY POINTSUnique perspective in lifeAlways stay openBring certainty to othersDon't go stagnant in lifeBe proactive not reactiveRELEVANT LINKSAll Things TelesalesWebsite: https://allthingstelesales.comLinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Facebook: https://www.facebook.com/jakelynninspiresInstagram: https://www.instagram.com/jakelynninspiresFollow Nate BaileyWebsite: https://natebailey.org/LinkedIn: https://www.linkedin.com/in/coachnatebailey/Facebook: https://www.facebook.com/natebailey84Instagram: https://www.instagram.com/coachnatebailey/YouTube: https://www.youtube.com/channel/UCCWDDdP9UQ8ylQezCbrb8HwSupport the show (http://www.allthingstelesales.com)

Kilian Markert is helping entrepreneurs optimize their days and performance to grow their business without neglecting other life areas. For spending more time with friends, loved ones, family, or personal projects and hobbies.For taking better care of their health. Improving your sleep, diet, nutrition, and energy levels, while being more consistent with their exercise protocol. To bring out the enormous potential to perform at a higher level and be more efficient.QUOTESThe mind is in the body and the body is the vehicle - Kilian MarkertCombining Macro and Micro motivation, this is where the magic happens - Kilian MarkertKEY POINTSOptimize their energy and productivity.Take care of your health, have enough sleep, and eat good foodManage your energyOptimize daily habitsGot to become aware of what is your beliefMacro motivation is all about your purpose, your mission, and your whyMicro motivation is all about your good habitsStart with some values that are very important to youRELEVANT LINKSAll Things TelesalesWebsite: https://allthingstelesales.comLinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Facebook: https://www.facebook.com/jakelynninspiresInstagram: https://www.instagram.com/jakelynninspiresFollow Kilian MarkertWebsite: https://www.kilianmarkert.comLinkedIn: https://www.linkedin.com/in/kilianmarkert/Resources Killian mentioned: Asana + Workflowy Support the show (http://www.allthingstelesales.com)

Jeroen Corthout is the Co-Founder and CEO of Salesflare, a simply powerful CRM that automates your data to build better relationships and make more sales. It's a fast, visual, and easy-to-use sales machine. Built on happiness with the latest tech, by humans for humans. Salesflare is the most popular CRM ever on both Product Hunt and AppSumo. It also got featured on TechCrunch and Entrepreneur.com.QUOTESIf you treat your customers as numbers instead of keeping them as friends, you'll be losing out on something - Jeroen CorthoutRemote selling is so much more efficient - Jeroen CorthoutKEY POINTSBuild your products and servicesSelling the servicesMake sure the service is valuable to your customersNo barriersCustomer support is importantTreat customers as friendsDo stand up meetingsRELEVANT LINKSAll Things TelesalesWebsite: https://allthingstelesales.comLinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Facebook: https://www.facebook.com/jakelynninspiresInstagram: https://www.instagram.com/jakelynninspiresFollowWebsite: https://salesflare.com/LinkedIn: https://www.linkedin.com/in/jeroencorthout/Support the show (http://www.allthingstelesales.com)

If your coach doesn't have a coach, then they're probably a hypocrite. Vince Spampinato was once a coach of mine and Coach Burt was his Coach. Even great Coaches have a Coach. “Everybody needs a good coach in life.” Those that have great coaches outperform those that don’t 3-4X and out-earn those that don’t 3-4X.Burt is both INTENSE and POSITIVE and many like his authentic nature and pure coaching skills of packaging and delivering content in ways that get people to take action and get results.Coach Micheal Burt is considered “America’s Coach,” a unique blend of a former championship basketball coach combined with a deep methodology of inner-engineering people to produce at a higher level in the business world. Coach Burt found his unique voice early in life at the age of 15 by starting his basketball coaching career with a junior pro basketball team.Connect with Coach Burt: https://www.coachburt.com/Support the show (http://www.allthingstelesales.com)

His good friend, financial guru Dave Ramsey, invited him to join his Mastermind group, and from there Aaron Walker, set out on a journey into Masterminds.Growing from Success to Significance is a big theme of Aaron Walker's. It's important for everyone in all areas of life: Business, Personal, and Spiritual. Some of the ways Aaron empowers men in this journey is with 1 on 1 coaching, the Iron Sharpens Iron Mastermind groups and teaching others how to start, run and scale their own Mastermind group through "The Mastermind Playbook"Learn more about Aaron Walker:https://www.viewfromthetop.com/allthingstelesalesSupport the show (http://www.allthingstelesales.com)

Nick Bradley is the Co-Founder of the global consultancy www.fielding.global and he also hosts the podcast Scale Up Your Business which is a top business and investing podcast in the UK. Also, he has just launched a new partnership here in the US with Rock Thomas. Today, Nick Bradley delves into 6 Characteristics of a Highly Valuable Business:1. Purpose - Clear Vision 2. Focus on Profitability and Cash Runway 3. Very Clear Proposition - Solves a problem in the market 4. The predictable flow of the right customers coming into your business, generating reoccurring revenue. 5. Have Great Processes and Systems that allow them to scale6. High Caliber People Scale Up Your Business Podcasthttps://podcasts.apple.com/us/podcast/scale-up-your-business-podcast/id1453523566Support the show (http://www.allthingstelesales.com)

Cody Loughlin, the host of Money Talkers, talks about the importance of being quiet after asking the questions in the sales process and the impact that this discipline made in his career. Money Talkers is bringing financial education to young peopleCheck out the Money Talkers episode where Cody and I talked about, "Where There's a Why There's a Way." https://podcasts.apple.com/us/podcast/money-talkers/id1492764753?i=1000484656068Support the show (http://www.allthingstelesales.com)

C-Roc is the CEO of People Building, Inc. He is a performance coach, author, dynamic public speaker, visionary, and thought leader. He has been featured by Yahoo! Finance as one of the Top Business Leaders to Follow in 2020 and is on a mission to build people. At his core, he’s obsessed with success and helping others achieve greatness. C-Roc is a guy who had a fire lit in him at an early age. That fire has led him to inspire others to see the greatness inside of themselves using past life events to fuel their fire. As Founder of the What Are You Made Of? Movement and host of the hit podcast, What Are You Made Of? with Mike C-Roc, he has inspired hundreds of thousands of people to use setbacks as rocket fuel for their comeback.He teaches business professionals, showing them how to grow their business starting with a foundation based on culture and accountability, to building their people to unimaginable levels.Both in person and on air, C-Roc dives deep into his past during these talks to show how you can feed off good and bad experiences. His forthcoming book is titled, “What Are You Made Of? The Art of People Building.”Mike is also a division manager at Nations Lending, a residential mortgage company. He and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up, assisting home buyers finance the purchase of their dream homes. His passion is truly helping others. Whether it’s his employees, partners, clients, or anyone else looking to better their business, personal life, or mental game, C-Roc always is up for the challenge.C-Roc resides in Ocean City, MD with his wife Jennifer and their two children, Nicolas and Sophia.https://www.themikecroc.com/Support the show (http://www.allthingstelesales.com)

From finding real estate with no money down, fixing cars and selling them, tow trucks, had 20 apartments and a couple of houses for flipping to becoming one of the biggest educators who teach millions of people to unlock their potential. From dreaming of Tony Robbins to actually making him his business partner he tell us all. This is Dean Graziosi.In this episode, he teaches us the importance of loving your product which you sell, unlocking your potential, how to dig deep into your business and fail until you succeed and creating a beautiful experience for your customer to gain more business.You will need your writing tools for this one too because it's so valuable.Key points:Keep failing until you succeed. Life is when everything is failing and using that we can move forward when you have everything it's boring. Systematic sales using a process to replicate the sales. The best calls are the ones where you listen and comprehend. Listen more. Sell something you love. Love your product. Sales is about service and not selling Important is how the customer feels when going through your system deliver a great feeling The most important lesson was when he paid 15k extra cause he thought the seller was not responding to the low price. Quotes:The only limit you have is when you are ready to give up -Dean GraziosiIf you won't sell that product to your own family then don't sell it to your customer - Dean Graziosi"Yes gets you out of Egypt no gets you to the promised land." -Dean Graziosi Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeDean Graziosi WebsiteInstagram Podcast YoutubeFacebookSupport the show (http://www.allthingstelesales.com)

Traffic Traffic Traffic! Is one thing Neil Patel loves, Neil is a digital marketing expert who runs his own company called Neil Patel Digital and has a marketing software called Ubersuggest. Neil is passionate about helping to improve sales of a company using digital marketing and SEO and teaches us the importance of being patient and building an SEO rating of your company. What pushes Neil is the feeling of joy when someone calls up and tells him that because of his help in improving a business SEO their life has changed and they no longer have to worry about their child’s college and everything and believes that one should only do things that they love and helps us to identify that.Key points:Qualified leads are the most important measurement of SEO.The quick and easy wins are not always going to get you there. Only do things that you love even if it doesn’t make the most money because happiness and fulfillment are more important.Surround yourself with the people who feel content and are satisfied not miserable all the time.Crank and don't look back.Quotes:Just go out there, learn and execute - Neil Patel“The average person dies at the age of 25 but isn’t buried till the age of 75”- Theodore RoseveltGo to youtube with whatever your needs are and that’s your mentor - Neil PatelRelevant Links:All Things TelesalesWebsiteLinkedINFacebookYoutubeNeil Patel WebsiteEntrepreneurial operating system websiteSupport the show (http://www.allthingstelesales.com)

Using AA as a catalyst to self-growth at age 21. Brodie Kern's niche of helping people change their mindset and entrepreneurship came together and helped him create a business that will allow him to fulfill his goalBrodie started in the real estate industry and successfully selling 48 homes in 8 months he was not fulfilled with what he was doing and searching deep down he realized that he loved to help people change their mindset which in turn changes their business and their employee and causes a ripple effect.Brodie teaches us how he used his call center job to expand his understanding of different businesses and how he mustered the courage to chase his calling and later figured out how to make it into a successful business.Key points:Time is the universal currency, not the dollar.Sometimes we need to lose ourselves to find ourselves. Hardwire positive ones and leave out negative thoughts.Accessing reality using meditation --many people are unable to be with their own thoughts and believe the first thought they get to be true, they get angry, turn to drugs, etc and meditation causes you to observe your thoughts. Chase fulfillment in your work, it will fill that hole.The opportunity cost of not going out is loosing and wasting your life. Mind, body, spirit, and business and business is the sum of the first 3 and all of them work in harmony.Quotes:Networking is just making friends and having fun -Jake LynnNeurons that wire together fire together -BrodieRelevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeBrodi Kerns Website - WakeupwealthyInstagramTwitterFacebookPodcastYouTubeConnect with Brodie linktr.ee/brodiekernSupport the show (http://www.allthingstelesales.com)

Nathan Hirsch - an Amazon seller who was frustrated with not getting proper people to work, discovered virtual assistants when he was in college. He then went on to build FreeeUp a VA operated firm that was also a platform for creators to find work. Sold it to one of his clients and created a new company called outsource school where people can buy courses on how to hire VA for specific things and how to build Standard Operating Procedures for business.Key points:Create an organic blueprint with your business Come up a way to add value to people Rolan Fraiser -Epic challenge: - teaches us about Buying BusinessesNathan’s Tips on Expanding BusinessHaving an affiliate Get on a podcast Partnership with people with the same community Networking with new entrepreneur every day Going after influencers Linked in Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeNathan HirschWebsite -Outsource schoolInstagramTwitterFacebookLinkedINSupport the show (http://www.allthingstelesales.com)

Judi Glova is a speaker, trainer, and executive coach who helps people to unlock their potential by using mindful connections and help them to achieve their goals.Judi has dedicated her life to helping other high-achieving professionals tune into their intuition in business and leadership.She teaches us about how we can reduce stress and change it into good stress, let go of our emotions to unlock our potential 3 habits that we can leave to reduce stress from our brain and be really productive Resist change lot of us hold on to the past Inner criticism Trying to please everyoneKey points:We never truly have enough control about changing things Thoughts and feelings change but your conscious awareness is who you are, you are the awareness of your thoughts. Detach yourself from the outcome to get there. Learn to let go of things in terms of self-criticism3 hooks that keep us stuck in this pattern We tell ourselves a story and we believe it We are just staying in our head We take it personally QUOTES:Superpowers become kryptonite when we overuse them learn your leadership style -Judi GlovaRelevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeJudi Glova websiteSupport the show (http://www.allthingstelesales.com)

Overdeliver author, a phone pro, and the Titan of Direct marketing is here today, Brian Kurtz. Brian teaches us on how to treat a customer and overdeliver and how to improve your phone sales game.Brian tells us about how his 95-year-old mother uses telemarketing Key points:The customer is always right and at the end of a complaint make sure they are happy.It is a lot harder to get a new customer than to keep an old customer If you get a call late at night it's usually the customer complaining Don't spill out too much info or it gives them a feeling of a stalkerYou should never need to pretend to be authentic Personal development should be in place to be a great marketer Quotes: The telephone is an offline medium that is not used much as it should be or could be but it is overused and abused by some people too -Brian KurtzPeople don't know how much you care about them until how much you know about them-Jake LynnTwo rules of customer service:1. The customer is always right 2. Look at rule no 1 Developing your knowledge base whom you want to learn fromThe mentor you are looking for is you in terms of values and things you want in your life The five ways we get paid Your mentors choose you and you don't choose your mentors Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeBrian KurtzWebsiteBooks95 Years of life time value-BlogSupport the show (http://www.allthingstelesales.com)

I have heard so many people talk about what they're gonna do, how big they're gonna become, how much money they're gonna get but when it's all said and done they don't have the work ethic to match their vision. I don't have time for ideas people and those who don't honor their commitments. I choose to surround myself around the ones who execute, the entrepreneurs who commit first and figure it out later, the leaders who choose people over everything, and the sales professionals who put compassion before commission.We all have the tools and resources to become successfulYour hustle has to match your vision. Support the show (http://www.allthingstelesales.com)

Storytelling! Nikki Ivey’s childhood habit has helped her to become a B2B sales and marketing leader and a personal branding master for salespeople and she aims to use her skills of communication to curb racism.Salespeople didn’t believe a lot about personal branding before COVID-19 but Nikki knew the importance of it and is now helping people set up their own personal brand for selling more.SDR’s should make a personal brand about the product they are selling too cause if people come to your LinkedIn and look at it and see only about how a good salesperson you are it turns them off.Key points:Podcasting had helped to improve her network more.Creating a personal brand for Salespeople is very fruitful Ask the right questions Storytelling is the most underrated thing in Sales, stories help to connect. Quotes:Facts Tell Stories Sell - Jake Lynn People want to go where they are celebrated not tolerated- Jake LynnIf you are thinking about a problem that can be solved in your lifetime then you are not thinking big enough- Nikki Ivey Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeNikki Ivey InstagramTwitterLinkedINSDR defenders- websiteSupport the show (http://www.allthingstelesales.com)

Bob Perkins is an Inside Sales innovator who started as a teacher and got into sales because he fell in love with it. Bob helps advance scales of individual professionals and leaders that spend all their time selling remotely and virtually inside the sale. He created unique inside Sales Systems and Structures, including team selling models, compensation plans, rewards, and recognition programs which have been adopted by many of the nation’s largest companies.Bob talks about the advantages of inside sales and how we can talk to anybody anywhere in the world and teaches us from his 25-year sales experience.Key points:COVID 19 has pushed everyone to learn about inside sales.With so many variations available its the buyer who can choose the communication method.More call time and more dials may not always mean a better resultRelevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeBob PerkinsAA-isp website LinkedINSupport the show (http://www.allthingstelesales.com)

Being one of the people who got paid by Donald Trump after he filed for bankruptcy was one of the reasons for his fame. In this episode, we have Micheal Altshuler. Micheal started his first business at 21 after he was fired for the wrong reasons. He made millions of dollars since and has clients like Donald Trump and also Competed with XEROX. He now is a motivational speaker and a sales consultant.Listen to this podcast to learn what this super successful man has to teach us about sales and how we can improve our lives.Key points:Growth Mindset- knowing that your life is going to be built upon how much work you are going to put in and constantly learning.How a person sees you is how they feel about you Practice Drill and rehearse Don't go to life and Business alone get people around you who can help you and are smarter than you. Position yourself as an ally, a partner to your client, not oppositionYou don't look at how to play a shot 1000 times and become a pro, you look practice that shot a 1000 times to become a pro Quotes:Inch by inch anything’s a sinch yard by yard anything is hard -Micheal AltshulerMicheal teaches us how to close sales by building rapport and why building relationships are the most important thing in sales. To close sales remember!FILI - first one in last one in, by being the first one you plant the seeds and being the last one you create the emotional impact.Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeMicheal WebsiteTwitterPhone:-561-818-6387Support the show (http://www.allthingstelesales.com)

Compassion, persistence, patience, and personal development has helped Travis Huff to create the sales career of the superstars.PS. He is also known as 2Tallin as the artistStarted in 2008 from an idea he got in Starbucks to creating a company that manages Instagram, Pinterest, Facebook, twitter accounts of one of the biggest players. He found his love of advertising after trying several jobs from accounting to working for Morgan Stanley in the stock market. He shares his story and his learnings with us today in this podcast episode. Like using a podcast to find clients and how face to face is better than zoom or a video callKey points:The best ideas happen when you listen.Don't be desperate while selling, listen to the customer and talk to them like a friend, and don't sound too pushy.If someone says no it might mean they don't have the money or its not the right time and don't burn the bridgeJust do for you first, and make yourself better first then you can do better for others.If you stop the momentum is going to stop and then how are you going to move forward motivate yourself 3 challenges 1. He was emotionally needy 300 pounds 6'8 foot tall sad for himself used to tape down his chest and got a great augmentation surgery 2.started a business in recession got himself in serious credit crunch issues, finances need to be strong in business. What do you have to do to get yourself out of this? 3. cooking changed his life Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeTravis HuffTwitterYoutube2Tallin websiteInstagramReal time outsource website Support the show (http://www.allthingstelesales.com)

Realtor and coach Jason Galardi trains new realtors to get their first listing and how to have a successful sales career.Jason teaches us about the importance of practicing sales skills, when we need to and how much and teaches scripts, rebuttals, and objections.He also does high-level management, a regional manager, a director for a large company based in Beverly Hills, and runs 2 offices in San Fernando valley. also owns a mortgage company. Key points:Scripts, rebuttals, objections are the foundations of sales Being humble had helped Jason take his business to the next level. Check your ego at the door. The most fun call is to have a good conversation in a cold call.Turn step swing Leveraging social media to get your business up and going after the pandemic QUOTES:Victory loves preparation - Jake Lynn The pie is so huge that even the crumbs are delicious - Jason Galardi Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeJason GalardiLinkedInWebsiteInstagram TwitterFacebookReal estate coaching- Think like an executiveSupport the show (http://www.allthingstelesales.com)

A fresh MBA graduate wearing a clean White Shirt and black shoes who aimed to become a Sales Guy in a country where sales were never considered a profession. 20 years later he is closing deals no smaller than a Million $. This is Praveen the founder of sales Adda and a superstar salesman who sells IT products all over the world. Praveen Shares his story of how an ADDA(a tea stall) where all salespeople gathered and helped each other to improve and how he learned the skills in a place where there was one phone for 300 people.Praveen’s Story tells us that if you have the will to learn and are patient then you can achieve anything you want no matter what the circumstances are.Key points: The primary difference between B2B and enterprise here is a mindset Gatekeepers can be more valuable than the actual boss so don't trick your gatekeeper and make them an ally.Make it about each department in the company and you will get into a huge enterprise.Trained by customers cause they are the best ones to give you advice on why they didn't buy from you Mindset is the most important thing that you can have in your sales life(the shift in Paradigm).There are 2 parts in a complaintThe emotional part which is the most important The actual problem Relevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubePraveenSales Adda -WebsiteSupport the show (http://www.allthingstelesales.com)

You have not because you ask not, Stephen Pronechen’s career started on this belief, he charmed his company’s VP in giving him an opportunity in the sales team, during a softball game. Stephen worked through all the levels and now is at the top, started in the mailroom, and then moved on as a researcher, lead gen, STR, enterprise AE, head of global STR’s. He has seen everything in sales. His story is the perfect example of how doing small things right every day will get you there.Key points:Doing the little things right.Luck is preparation meets opportunity Driven and coachable most important Main KPI is to track how many times we make come one laugh Analyze, strategize, execution.Quotes:Every no that I get is getting me one step closer to a yes - Stephen Pronchen Fear can definitely be a powerful motivator when you harness it appropriately cause if you let it out of control then it can eat your life - Stephen PronechenFinding people who are internally driven and coachable is the most important character trait for anyone Success for Stephen is leaving behind a legacy where we are able to pass along things to other people I come in contact with this world and help them rise up.At the enterprise level do research about your clients to build credibility Relevant Links:All Things TelesalesWebsiteLinkedINFacebookYoutubeStephen PronechenLinkedINSupport the show (http://www.allthingstelesales.com)

Taking control and putting in the work will pay off in the long run. Ryan Stewman delves into the importance of empathy in sales. He talks about knowing the difference between force and power in sales. Ryan’s passion for selling effectively and empathically shows true through thinking powerfully over thinking forcefully. Ryan Stewman is a Sales and Marketing Expert. QUOTESYou may not win overnight, you may not win over a month, but in the long run, you’ll win. – Ryan StewmanAll’s you need to do is be able to listen and have the product knowledge and you can close as many sales as you want. – Ryan StewmanKEY POINTSTransitions on salesEmpathy and competence.Building a referral network.The importance of gratitude and having an abundant mindset.RELEVANT LINKSAll Things TelesalesWebsite: https://allthingstelesales.com LinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Follow Ryan Stewman Website: https://ryanstewman.com/Instagram: https://www.instagram.com/hardcorecloser/Facebook https://www.facebook.com/realryanstewmanTwitter: https://twitter.com/hardcorecloserGCode - https://gcode.phonesites.com/One Spot Social: https://onespotsocial.com/closerGOOD READSThe G Code – Ryan StewmanSupport the show (http://www.allthingstelesales.com)

Maximizing time and finding the right cadence is key to stabilizing and balancing as an entrepreneur. Through his passion for startups and starting new companies, Jeff Fenster is bringing people together to achieve remarkable results. Jeff delves into the benefits of setting goals, disrupting the business market, and building relationships. Jeff is a Serial Entrepreneur and Instructor with the Forbes School of Business Technology. QUOTESYou lose sight of the path if you focus too broad – Jeff FensterA good leader understands their limitations and weaknesses – Jeff FensterIf you are fearful of your industry hitting rough patches, what are some industries that excite you that aren’t going to be hitting rough patches tomorrow and start learning that now. – Jeff Fenster KEY POINTSThe benefits of setting goals.Measuring success as an entrepreneur.Building a culture within an organization.Acquiring new skill sets. Organizing and setting prioritiesWork-life balance. Being an entrepreneur and a father. RELEVANT LINKSAll Things TelesalesWebsite: https://allthingstelesales.comLinkedIn: http://www.linkedin.com/company/64255888/ Facebook: http://www.linkedin.com/allthingstelesales/YouTube: http://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ Follow Jake LynnLinkedIn: https://www.linkedin.com/in/jakelynndotcom/ Follow Jeff Fenster LinkedIn: https://www.linkedin.com/in/jfenster/ Instagram: https://www.instagram.com/fensterjeff/Facebook: https://www.facebook.com/jeff.fenster.5GOOD READSExtreme Ownership – Jocko Willink & Leif Babin:Support the show (http://www.allthingstelesales.com)