Catapulting Commissions with Anthony Garcia

Join us on this episode of the Catapulting Commissions Sales Talk Podcast as we delve into the inspiring fitness and life journey of Amy Shillig, a personal trainer, bodybuilder, and nutrition expert. Through her story, we highlight the crucial lessons that entrepreneurs can learn from the fitness world.   Amy's fitness journey started modestly, inspired by a desire to improve her health after becoming a mother. A supportive instructor ignited her passion for fitness, encouraging her to dive deeper and become a certified trainer. This narrative parallels many entrepreneurs' journeys, as they often uncover their passions in unexpected places.   Driven by her dedication, Amy acquired multiple fitness certifications. She navigated through various aspects of the industry, including a detour into cosmetology, demonstrating the resilience and adaptability crucial for entrepreneurial success. Her return to fitness, particularly during a challenging period, underscores the importance of resilience and the role of passion in driving us forward, applicable both in fitness and business.   Amy discovered the transformative power of fitness and nutrition in physical health, resilience, and mental strength. Her experience mirrors how entrepreneurs can leverage challenges into opportunities for growth. Furthermore, her emphasis on the role of nutrition reminds entrepreneurs that fueling their bodies right is as crucial as fueling their businesses.   Amy acknowledges the inevitable obstacles that arise in fitness journeys. However, she emphasizes that anyone can overcome these hurdles with determination, commitment, and the right support system. This mirrors entrepreneurship, where obstacles are common, but success is within reach with the right mindset and network.   Finally, Amy advocates finding a fitness routine tailored to each individual's needs, much like entrepreneurs need to find unique business strategies that align with their goals. Accountability, in both fitness and entrepreneurship, is critical.    Amy Shillig's story provides invaluable insights for entrepreneurs looking to enhance their health and business journey. If you're an entrepreneur aiming to get back on track with your fitness, please contact Amy. Let her guidance fuel your fitness journey and, in turn, energize your entrepreneurial success. Tune into our podcast and start transforming your life today.   Connect with Amy at https://www.instagram.com/dumbbellsndisasters/   Looking to learn more about the Catapulting Commissions Podcast: https://anthonypgarcia.com/podcast/  

Welcome to another riveting episode of Catapulting Commissions, where we delve into an often-overlooked facet of the sales world - the power and prowess of women in sales. Our guest for this episode, Estefania Campo, founder of BeYou Selling, boldly ventures into this vital discussion. Studies suggest that women close more deals than their male counterparts. Estefania brings this data to life with her ten years of experience and dedicated focus on empowering women in sales. She sheds light on the unique strengths that women bring to the table, the transformative approach they often adopt, and how these can be harnessed to achieve phenomenal results. Get ready for an empowering journey that reveals how the often-untapped potential of women is shaking up the traditionally male-dominated field of sales. It's time to uncover why women outperform men in closing sales and how you can leverage these insights for your sales success! Top 5 Key Takeaways from the Episode: 1. The Power of a Professional Selling Degree:   Estefania's journey, which started with a unique professional selling degree, showcases the advantages of specialized education in sales. She explores each part of the course, from understanding different buyer psychologies to learning effective sales management techniques. The detailed insights she provides from her education will give listeners a new perspective on how formal education can empower sales professionals, as it opens up advanced strategies and techniques that can be game changers in the industry.   2. Redefining the SPIN Method:   In this segment, Estefania discusses the nuances of the SPIN method, a popular sales technique that can be incredibly effective if implemented correctly. By sharing her experience and wisdom, Estefania sheds light on using situational and problem-solving questions to make the most impact. She also emphasizes the importance of being prepared and not overusing situational questions to ensure a more engaging and productive conversation with potential clients.   3. Achieving Career Longevity in Sales:   Longevity in the sales industry is a challenge that many professionals face. Estefania shares her strategies for maintaining a fulfilling and successful career in sales over the long term. Her advice around keeping a positive mindset, finding a purpose in work, and having a solid reason for being in the field not only offers a way to maintain resilience in sales but also adds a new dimension to the discourse around career satisfaction and personal motivation.   4. The Influence of Gender in Sales:   Estefania brings to the forefront the distinct approach women often take in sales, emphasizing their propensity for a consultative approach. Backed by research, she reveals how this approach can lead to higher sales closure rates. Her insights provide a fresh perspective on gender roles in sales, highlighting how women can leverage their unique strengths in the industry and encouraging a more diverse and inclusive sales environment.   5. Empowering Women in Sales:   Through her work with BeYou Selling, Estefania not only provides support to women in sales, but she also tailors strategies to each individual's strengths and weaknesses and helps align their roles with their personal goals. She shares empowering anecdotes and techniques to help women harness their natural abilities in persuasion and negotiation. Her stories demonstrate how personalized strategies can play a crucial role in sales success and offer an inspiring blueprint for other women in sales. About Estefania Campo:   Estefania has a decade-long career in sales, beginning with her professional selling degree from Florida State University. Despite her initial interest in finance, a personality test steered her toward sales, and she has never looked back. After selling custom suits for men in Miami, she transitioned into the medical sales industry and now uses her expertise to empower women in sales through her company, BeYou Selling.   Remember, you can connect with Estefania on Instagram @estefacampo and LinkedIn at Estefania Campo to continue the conversation and gain more insights and tips. This episode is a treasure trove of practical advice, in-depth discussions, and empowering stories about women in sales. Don't miss it!   Links:   Instagram: https://www.instagram.com/estefacampo/ LinkedIn: https://www.linkedin.com/in/estefania-campo-8214b342/

Are you looking to promote your business and attract more customers? Do you want to build a positive online reputation for yourself or your brand? If so, Google reviews can be an effective way to do this. With the ever-increasing importance of online customer reviews and opinions when it comes to buying decisions, managing how people view your brand is essential.  In today's episode of Catapulting Commissions Sales Talk, we invited the CEO of Local Partnership Joint Market Solutions, the digital marketing agency that helps you get new customers. We'll take a look at online reputation management and all the advantages of utilizing Google reviews for online reputation marketing—from improving local SEO rankings to helping foster trust with potential customers. Topics discussed: How can Google reviews grow your business Why you should use video for customer reviews What is Online Reputation Marketing How to get your business on Google top page Online Reputation Management Resources to help your business with Reputation Marketing Connect with Mike Larkin Mike Larkin has been the founder of Local Partnerships' Joint Market Solution for over 25 years. He recently earned and certified as a retargeting specialist. His goal for 2023 is to utilize video SEO. He also prioritizes change in the first page of Google with the patent pending proprietary system that he produces, renders and ranks our 62nd Hollywood style five star review commercials for clients' Google search first page.  LinkedIn: Mike Larkin Website: localpartnershipjointmarketsolutions.com Grow your business and sales Starting a local business is an ambitious endeavor that takes commitment and hard work. With increasing competition, it can be difficult for small business owners to keep up with larger companies. Wouldn't it be helpful if you could have access to the same training and resources as big corporations? Now you can level the playing field and increase your competitiveness in the market with personalized one-on-one training from experienced instructors. Get the advantage you need to succeed with the Catapulting Commissions Sales Academy. Benefit from a tried and tested program taught by experienced instructors who have built their own teams and businesses. Schedule your strategy call and take the first step toward success!

Are you looking for new ways to grow your business or increase sales? Are you looking for a creative way to reach new customers? Look no further than Influencer Marketing. When leveraged correctly, influencer partnerships can offer incredible ROI and on top of that, these marketing tactics enable businesses to expand their reach beyond traditional advertising channels. But how do you get started? In today's episode of Catapulting Commissions Podcast, we invited Alex Sunshine, CEO of Rising Suns Agency a boutique influencer marketing agency for DTC brands. We will cover the fundamentals of influencer marketing and how companies can successfully use it to support their business goals.   Topics discussed: How to use influencer marketing to grow your business Influencer marketing vs traditional marketing strategy The difference between influencer and content creator How to work with influencer/influencer outreach How to create a successful influencer marketing strategy Type of influencer that could help your business Outreach, collaborations, and social strategy to help your business Maximizing influencer marketing strategy in every industry Resources to help you with influencer marketing See also: Why I Deleted My Instagram Account? | Avoid these Common Instagram Mistakes! Lead Generation That Converts - Marketing Strategy Connect with Alex Meet the founder of Rising Suns Agency, Alex Sunshine. He believes that INFLUENCERS HAVE THE POWER TO CHANGE LIVES. They often introduce us to the very thing we are missing — sometimes, without even knowing it. I founded Rising Suns Agency in 2019 to make more of those moments happen. RSA is here to connect you with opportunities that excite you. Whether that's launching a campaign to become the next big brand name in your industry… or living life on your own terms, as your own boss… we start with your dreams and take a personalized approach. “WE GET TO HELP PEOPLE CHASE THEIR DREAMS. THAT EXCITES THE HELL OUT OF US.” Website: risingsunsagency.com LinkedIn: Alex Sunshine Do you want to learn from the best in the business? Then Catapulting Commissions Podcast is for you! International Best-Selling Author and Keynote Speaker Anthony Garcia interview top sales executives and entrepreneurs every Wednesday. Get their insider tips on how to succeed in today's ever-changing sales environment. Our guests will teach you the latest strategies and tactics for boosting your commissions and taking your career to new heights. Whether you are looking for ways to get more out of your team or simply want guidance on achieving success with less effort, this podcast is sure to provide invaluable insight into what it takes to become an unstoppable force in sales. No matter where you are in your career or business, this podcast will help skyrocket both personal growth and team performance levels. Subscribe here – don't miss another episode!

Do you wish there was an easier way to manage your sales process – from lead through to close? If so, then a Customer Relationship Management (CRM) Sales System is just what you need. A CRM system can help streamline your day-to-day sales activities and reduce the manual work involved in tracking customers, prospects, and leads.  In today's episode, we invited Wes Schaeffer, an expert CRM & sales trainer. We'll explore how CRMs can help businesses increase efficiency and promote better customer relationships over time – from optimizing workflow processes to improved analytics performance. Leverage the power of technology and get ready for significant business growth! Topics discussed: How sales systems help your business How sales management system works Why is CRM important for the sales process and sales performance The new ABCs of selling Would CRM system help your sales team? Modern CRM software tools Resources to help you keep up with large businesses See also: Why 'The Wolf of Wall Street' Sales Techniques Won't Work Today? Sales Technology Trends to Scale Your Business Connect with Wes Wes Schaeffer is a pigheaded entrepreneur who rehabilitates salespeople and trains their managers. He's also a copywriter, sought-after speaker, and marketing automation expert. He's the author of two and a half books on sales, marketing, and CRMs, and the host of the Sales Whisperer podcast and CRM Sushi podcast. He will help you grow by mastering the overlooked truth in life that you can make any sale. His company works incessantly to develop, find, create, launch, test, and perfect the coolest, most effective, easiest to use and maintain and leverage tools, from software to hosting to marketing platforms, to help professional salespeople, sales managers, business owners, and entrepreneurs grow. Website: thesaleswhisperer.com Podcasts: The Sales Podcast The CRM Sushi Podcast Struggling to keep up with large companies in sales and marketing? Feeling overwhelmed by complex sales techniques and strategies? Catapulting Commissions Academy is here to help! Our experienced instructors have built successful teams and businesses, so you can be sure they're sharing only tried-and-true knowledge that works. We make sure each person gets personalized attention throughout their journey toward success! Ready for an insider look into the high-caliber program offered through Catapulting Commission Sales Academy? Take advantage of our complimentary strategy call with one of our experienced instructors that will help you get a better understanding of what we can do for your business. Get customized advice that pertains directly to you and quickly learn powerful tools from the best in the field. Book your free strategy call today and get started on mastering sales faster than ever before!

Are you an entrepreneur or a sales leader looking to stand out in the market and maximize your business growth? Sales technology provides powerful tools to help bridge the gap between strategy, tactical execution, and customer success. As businesses adjust to the ever-changing marketplace, staying on top of the latest trends will be essential for success.  In today's episode of Catapulting Commissions Podcast, we invited Gary Garth, founder of Elev8.io and author of 'The Zero to 100 Million Sales Blueprint' book. We will explore some of the current tech trends helping drive growth with best practices for leveraging these solutions to scale your business. Tune in to see how you can use sales technology effectively today! Topics discussed: The Significance of Technology for scaling business Tools and technology you can use for your sales operations How to identify the right sales tools for your business Leveraging existing sales tech stack Using Channel sales strategy Upgrading your sales team and sales process How technology can help leaders motivate sales teams Use technology to scale business while integrating the human contribution Resources for improving business using technology Get 'The Zero to 100 Million Sales Blueprint' book discounted from $30 to zero for the first 50 people! Visit www.0to100million.com and use the code: catapultingcommissions See also: 5 Ways to Use AI for Sales and Business Growth

If you're a sales and marketing professional, the stakes are high when it comes to lead generation. Generating leads is useless unless they convert - and this requires an effective marketing strategy. You must create campaigns that meet your objectives, attract qualified leads, and drive conversions. In today's episode of Catapulting Commissions Podcast, we invited Dina Buchanan, a highly sought-after real estate investor, and motivational public speaker. She will share essential tips for creating a successful lead-generation process with proven tactics for turning prospects into customers - so tune in to find out how! Topics Discussed: The best lead generation tool for marketers The importance of results for lead generation Is spray-and-pray effective to convert leads? What is the effective lead strategy for digital marketing? How to get a good lead How to grow business beyond lead generation Why sales training matters How can businesses prepare for the next two to three years? Resources for more successful sales conversion See also: The BEST Customer Engagement Strategy (Plus startup business tips!) Why YOUR SALES Follow-up is not working? Connect with Dina Dina is a proficient and highly sought-after real estate investor educator and motivational public speaker. She holds a bachelor's degree in Psychology as well as Certifications in Life & Business Coaching, NLP, and Sales Training and Development. She has traveled across the US and Canada helping individuals find their true path and purpose to reach their full potential. Dina is currently the Director of Business Strategy for the High-End Client program which specializes in helping business owners, contractors and entrepreneurs generate more, quantity, and quality, High-End Clients through a system that has proven results. Get a FREE breakthrough session with Dina's team at bookcallnow.com LinkedIn: Dina Buchanan Looking for a motivational speaker for your next event? Anthony's story of adversity and success can help motivate you to keep pushing forward. He has seen the darkest times and comes out victorious, showing that life-changing obstacles can actually fuel greatness. With his inspiring story along with tips and tools on how to move past adversity and reach your goals, you'll be sure to take away valuable lessons from Anthony Garcia as the next speaker to your event. Imagine never having a limit placed on how much success you can achieve in life – that's what Anthony believes is possible if we use our experiences as fuel for growth! By utilizing these same teachings, entrepreneurs and sales professionals will be able to overcome looming challenges while sharpening their skills at the same time. Anthony Garcia is the perfect speaker for your next event: learn from a successful leader who overcame many struggles in this competitive industry! You won't regret it! Book Anthony

Are you struggling to find an effective customer engagement strategy for your business or startup? Are you trying to increase customers and maximize their loyalty? Well, look no further!  In today's episode of Catapulting Commissions Podcast, we invited the CEO of Simply Noted, Rick Elmore. He will share with us the BEST customer engagement strategy plus provide valuable tips to help entrepreneurs create a successful business. With these strategies and tips in hand, you'll be able to take full advantage of every opportunity that arises when it comes to engaging with your clients. So let's dive right in! Topics discussed: The most effective customer engagement strategy The impact of handwritten notes to your business How to nurture customer relationships Why you should use handwritten notes in this digital age The low-cost way to make customers feel special Tips on starting a successful business Resources to help you with customer engagement See also: Why YOUR SALES Follow-up is not working? What is the Best Sales Strategy?

Do you have an idea for a business and have no idea where to start? Starting a business is always intimidating, but it doesn't have to be. With the right knowledge and resources, building a successful company from scratch can be easier than expected. We invited Stephen Scoggins, a multimillion-dollar entrepreneur, to explore the basics of starting a business - from preparing yourself emotionally and financially to set up key processes for organizational growth. Hop on to today's episode of Catapulting Commissions Podcast and discover tips on how to develop your startup into a business success! Topics discussed: How to run a successful business Overcoming the fear of not being “ready" Business phases: where you are as a startup Why mentorship is a must How to maintain a work-life balance Tips to increase focus and remove distractions Why you should manage your emotions How to outsource leverage points The key to building a business that will last See also: How to Overcome Fears as a New Entrepreneur and Develop Your Own Brand How to Generate Sales?

No matter what type of business you're in, video content has become an essential tool to increase sales and engage customers. From short how-to clips on social media to longer explainers on your website, video has become the preferred choice when it comes to communicating with prospects and customers. But creating effective videos isn't always easy (especially if you are camera-shy!)  In today's Catapulting Commissions Podcast episode, we invited Ruben Dua, CEO of Dubb, a popular video series platform that helps businesses 30x their sales. He shares with us how we can create videos that can help businesses to create more opportunities to increase sales! Tune in to explore some of the top tips for leveraging video marketing to build awareness and drive conversions!   Topics discussed: Why salespeople should do video marketing Reasons to use video in your sales process Overcoming fear of camera Industries that should leverage sales with video right now Data on how video marketing boost sales How to create video content and increase sales with video Creative ways to start your video marketing for sales Other ways you can use video to increase your sales and conversion Resources to help you boost sales video Get this exclusive FREE trial through dubb.com/catapultingcommissions See also: How To Be On Camera And Use Media To Drive Sales?

Are you ready to embark on your journey as an entrepreneur but feeling a bit overwhelmed or fearful of the unknowns? You're not alone! Starting your own business can be incredibly intimidating and anxiety-inducing, especially if you don't have all the experience of a seasoned professional. However, with due diligence and consistent effort, it is possible to overcome any lingering doubts you may have around starting your own enterprise and hone in on developing a brand that stands out in the marketplace! We invited Stephanie Kimberling, founder of two purpose-driven brands, to give us advice on how to face these fears head-on! Jump in to today's episode of Catapulting Commissions Podcast and learn tips for emerging entrepreneurs about creating and honing their unique brand. Topics discussed: How to overcome entrepreneurial fears What it takes to start a business How to overcome fear of developing your own brand The key to developing a brand as a new entrepreneur Overcoming fear of being judged Resources to help you stay confident in business See also: Sales Training Tips from the Legends: Grant Cardone, Zig Ziglar, and Chet Holmes! How To Get Motivated In Your Business Ventures This 2023?

From small start-ups to large corporations, successful businesses all have one thing in common: they understand the power of a loyal customer base. Without customers who are passionate about your brand and what you do, it can be difficult to stay ahead in a competitive market. But, how do top brands create true loyalty amongst their customers? The answer lies in creating superfans – turning your customers into lifelong advocates for your business! In today's episode of Catapulting Commissions Podcast, Brittany Hodak shares with us how to create superfans, plus sharp business insights you don't want to miss out on! Topics discussed: What are superfans How to turn your customers into lifelong advocates How to create superfans in challenging times Common reasons why startups fail Why you should focus on customer centricity The five pillars of amazing customer experience Resources to create superfans and increase profits See also: Questions You MUST Ask to Close More Sales! The Psychology of Selling: Understand Human Behavior to Make More Sales Connect with Brittany Hodak Brittany Hodak is an award-winning entrepreneur, author, and customer experience speaker who has delivered keynotes across the globe to organizations such as American Express and the United Nations. She has worked with some of the world's biggest brands and entertainers, including Walmart, Disney, Taylor Swift, Katy Perry, and Dolly Parton. She found and scaled an entertainment startup to eight figures before exiting. She is the former chief experience officer at experience.com. Forbes just said her debut book, "Creating Superfans: How to turn your customers into lifelong advocates" Website: brittanyhodak.com Get her book: Creating Superfans: How to turn your customers into lifelong advocates Are you looking to increase your sales and profits? Our Catapulting Commissions Sales Training Workshop is the perfect solution for any business that wants to see an immediate boost in its revenue! We use the latest techniques and have customized options for every company, so you know that our training is specifically designed for YOU.  Our workshop will save time and hassle by taking all the guesswork out of improving your team's sales performance. You can rest easy knowing that from here on out, your people will always be equipped with the most up-to-date strategies - no matter what changes or trends happening in the market. Book now for a sales training workshop and start making more profits!

Are you an ambitious salesperson looking to move up in the ranks? Taking on the role of a sales manager is an excellent step toward career success, and in today's episode of Catapulting Commissions Podcast, we will provide you with the roadmap and all the tips you need to ensure you're successful in your pursuit. To give you a comprehensive guide to getting promoted, we invited Bret Barrie, an accomplished sales leader and author of the books "The Selling Edge: How to Reach the Top in any Sales Industry," and “Promoted: The Proven Path To Career Advancement.” From developing essential leadership skills to branding yourself that captivates and persuades colleagues, we'll show you how to get promoted to sales management. So hop on to today's episode – after all, if ambition drives us forward then preparation guides us there! Topics discussed: What it takes to get promoted to sales management position Skills or habits that you have to show to get promoted to the sales manager When is it NOT a good idea to get promoted to sales management? Responsibilities of a sales manager How to brand yourself as a worthy sales leader To roadmap to sales management What it takes to be a sales leader (best career advice) Resources to help you advance your sales career See also: How To Be On Camera And Use Media To Drive Sales? Signs That Fear Is Holding You Back (And What To Do About It) Connect with Bret Barrie Bret Barrie is an accomplished sales leader and author whose success has earned him a spot in the Hall of Fame Presidents Club. He recently wrote "The Selling Edge: How to Reach the Top in any Sales Industry," and his newest book “Promoted: The Proven Path To Career Advancement” is now available for preorder! When he's not working on becoming a world-class salesperson, this fitness enthusiast can be found enjoying baseball games with family or spending time outdoors near Sacramento.  Website: bretbarrie.com LinkedIn: Bret Barrie Get his book  Aim higher in your sales career You're good at sales, but you want to take your skills to the next level. You've tried other sales programs, but they never seem to work for you. With the Catapulting Commissions Academy, you'll learn how to increase your sales and revenue by targeting the right customers, effectively communicating the value of your products or services, and closing deals like a pro! Our program is designed specifically for entrepreneurs and small business owners who want to take their sales skills to the next level. Through a combination of interactive workshops, one-on-one coaching, and online resources, we'll teach you everything you need to successfully sell your products or services. Book your strategy call here

Do you ever feel like no matter how much time and energy you pour into your business, success is still just out of reach? If so, it may be time to think differently. In this episode, we invited Dr. Jean Oursler, one of the country's top business consultants, author, top-rated speaker, and world-class business performance coach. She shares with us how integrating insights from the world of neuroscience can not only make you a smarter entrepreneur but also help increase efficiency and grow your bottom line more quickly.  By understanding the science behind our own decision-making processes, we can gain insight on how to become better business strategists and problem solvers—leading us down the road towards achieving our professional goals! Topics discussed: How your brain patterns determine your business success What is the Caveman Brain Science How to train your brain for business success Learn the Caveman Brain Business Growth System The four phases of your brain and business Resources to help you use brain science to achieve success Connect with Dr. Jean Oursler Dr. Jean Oursler, otherwise known as the Results Queen, has a Ph.D. in business psychology and is considered one of the country's top business consultants, a top-rated speaker, and a world-class business performance coach. She is the author of "Give up Goals and Results are Yours". Using Innovative Brain Science, Dr. Jean is the creator of a groundbreaking business growth system called the Caveman Brain Business Growth System powered by Caveman Brain®. Website: cavemanbrain.com Facebook: Caveman Brain LinkedIn: Jean Oursler YouTube: Jean Oursler Want to take your sales skills to the next level? At Catapulting Commissions Sales Academy, we believe that success requires more than just a great product or service. That's why we offer an interactive training program designed specifically for entrepreneurs and small business owners who want to learn how to effectively sell their products or services with confidence. Our comprehensive program will teach you the strategies and techniques needed to build a successful sales process, identify target customers, communicate the value of what you're selling, close deals and maximize your marketing efforts - so that you can increase your revenue from every sale! Enroll in our online academy today! Learn all about our programs and sign up here. We look forward to seeing your amazing results!

Are you looking for an innovative way to promote your business that can reach a wider audience? With the rise of social media, one of the most effective strategies for doing so is creating viral, short-form videos. In today's Catapulting Commissions Podcast, we invited Hilary Billings, viral video strategist and co-founder of Attentioneers, to bring us tips on to create short-form videos that go viral. If you're new to this form of content production and aren't sure how it works or how to get started, tune in and discover exactly how to create viral content videos that will increase your conversion rate! Topics discussed: Why create short-form video content for your business? How to stand out online How to make your short-form video content go viral Connecting and entertaining vs. advertising Should you pay for followers to create viral content? The formula to creating a viral video How to promote your long-form content through short-form content Resources to help you make creative online content Connect with Hilary Hilary Billings is a viral video creator and strategist. She's also the co-founder and CEO of Attentioneers, a creative agency that helps brands and their partners grow revenue and reach through their short-form content strategy. Hilary understands the psychology of capturing and keeping attention online. She uses expertise to demystify short-form videos for her clients and help them build genuine relationships with their followers, all while leveraging the science of virality. Hillary is also a certified personal brand strategist. She's worked with a gamut of high-performing entrepreneurs, including billionaires Victoria's Secret models, and New York Times bestselling authors. She is a former Miss Nevada journalist, on-camera host, and TV producer. And she has worked with national trade traditional media outlets, including USA Today, E-news, and Extra Entertainment. She's also been featured on Huffington Post and Forbes. Website: Attentioneers.com Looking to stay ahead of the curve in sales? The Catapulting Commissions podcast is the perfect resource for sales professionals who want to learn from the best in the business. Every week, International Best-Selling Author and Keynote Speaker Anthony Garcia interview top sales executives and entrepreneurs worldwide. They will teach you the latest strategies and tactics for succeeding in today's sales environment. Whether you are trying to get more out of your sales team or looking to take your career to the next level, this podcast will help you achieve your sales goals.  Subscribe to our Youtube channel: Catapulting Commissions Sales Talk

Fear is a powerful force that can either hold us back or push us forward– depending on how much you let it control you. Whether you're starting a business or hoping to succeed in the corporate world, fear can present many roadblocks on your journey toward success. But how do you recognize these signs of fear? What should be done if you see them in yourself or others around you? In today's episode of Catapulting Commissions Podcast, we'll look at some surefire signs that fear is holding you back and what actionable steps you can take to overcome it. Tune in to learn more about recognizing the telltale symptoms of this all-too-pervasive emotion - and taking control of it! Topics discussed: Is fear a friend or a foe? Overcome fear by creating a mantra My mantra for the year Signs that fear is controlling you Ask yourself this when fear is crippling in Resources to overcome your fears as an entrepreneur Ready to overcome your entrepreneurial fears and grow your business? We're excited to help you catapult your commissions using our step-by-step system that is simple, straightforward, and honest. Learn how to overcome your fears in business and in life. You deserve to make more money – and we can show you how. At Catapulting Commissions Academy, we will help you achieve your goals so you'll be able to live the life you want. Click here and find out how Catapulting Commissions Academy can help YOU!

Understanding human behavior is essential for sales leaders and entrepreneurs looking to increase their revenues. Through an exploration of basic and advanced psychology concepts, today's episode will share practical advice for improving sales results by tapping into customers' needs, desires, and motivations.  Catapulting Commissions Podcast invited St. John Craner, founder of Agrarian Marketing and author of “How to Succeed in Rural Sales - The Secrets and Psychology Every Rural Sales Professional Needs to Know.” Tune in to discover key principles of sales psychology that can have a direct impact on your bottom line! Topics discussed: Psychology of selling 101: The Reactance Theory Using the psychology of sales to survive the sales industry Overcoming rejection using sales psychology Understanding Human behavior How to train your sales team on the psychology of selling Sales psychology 101: the right questions to ask The key principles to sales success Resources on the psychology of sales Connect with St. John Craner St. John Craner, founder of Agrarian Marketing and a renowned sales expert from New Zealand. He is also the author of “How to Succeed in Rural Sales - The Secrets and Psychology Every Rural Sales Professional Needs to Know.”  He's mastered the art of effectively influencing people in his role as a salesman - something he loves teaching others about. To find out more about St John and connect or follow him on LinkedIn and the many articles he shares on sales psychology: www.linkedin.com/in/stjohncraner To get a FREE copy of St John's “How To Succeed In Rural Sales” Ebook visit: www.ruralsalessuccess.com  Or visit his rural sales and marketing training company website: www.agrarian.co.nz Ready to close more deals and take your sales skills to the next level? Discover the secrets to sales success inside the Catapulting Commissions Academy. Our proven methods can help you achieve your desired results in record time. Imagine what it would feel like to confidently sell anything to anyone, without feeling pushy or sales-y. With our help, that's exactly what you can achieve.  Click here and request a free strategy call today and get started on your journey to catapulting commissions!

Are you spending your days hustling to keep up with the endless stream of meetings, emails, and customer demands? Are you feeling overwhelmed and stressed as deadlines approach? You're not alone – many corporate employees are finding it hard to keep their heads above water in today's fast-paced work environment. But burnout can result from this ‘hustle culture' mentality and before long, everything starts to feel overwhelming. So how can we break free from the grind of hustle culture and start thriving again in our roles at work? In today's episode, we invite Jennie Blumenthal, author of Corporate Rehab, to share insightful tips for breaking out of the hustle trap and creating a healthier balance between ambition and personal well-being - something that every leader should prioritize! Topics discussed: Thinking of the future and the life you want How to create a plan when you pivot What is the REHAB approach? How to thrive after ditching hustle culture Finding and using your own voice How to get rid of limiting beliefs Resources to help you get rid of hustle culture and thrive Connect with Jennie Blumenthal Jenny Blumenthal is a 20-year veteran of Fortune 500 companies and author of Corporate Rehab: Ditch the Hustle Culture and Thrive Again, she is on a mission to help executive women reinvent their corporate careers. After leaving her own successful career during the pandemic pivot last year, she now coaches other ambitious business professionals in navigating growth strategies while transforming digital landscapes. Her inspiring message encourages individuals to reclaim control over their lives by unlocking true potential - it's time for you to do your own corporate rehab! Website: corporate-rehab.com LinkedIn: Jennie Blumenthal Instagram: @corporaterehab Tiktok: @corporaterehab Live the life you want Discover how to increase sales, income, and lifestyle with Catapulting Commissions Academy. Inside you'll find the proven methods to increase your sales without pushy tactics or dishonest marketing. Schedule a FREE strategy call today and find out how this academy can help you succeed in your business! With Catapulting Commissions Academy, you can make your dreams a reality and live the life you've always wanted. Click here and schedule your free strategy call! You won't regret it!

In this week's episode of the Catapulting Commissions podcast, we're going to discuss how to land high-ticket clients and sell high-priced services! We interview Jessica Yarbrough, known for being one of the best business strategies for coaches and consultants who want to sell and scale utilizing ultra-high-end services. She shares her top tips for attracting affluent clients and offers advice on increasing sales rates with confidence. This episode is essential listening for any business owner looking to boost their income by selling premium services. Listen now! You will also learn: How can you get paid for your worth How to discuss increasing rates with your clients Understanding what the market is willing to pay for your services How to build your credibility to charge higher fees Creating your business system and support as you grow How to leverage LinkedIn for sales business Managing the  mental stress with building a large business Resources to help you sell high-ticket service Connect with Jessica Jessica Yarbrough quickly developed a reputation for being one of the best business strategies for coaches and consultants who want to sell and scale utilizing ultra-high-end services. Her background is in international business and has built multiple companies. Her expertise is showing entrepreneurs how to build an expert platform, rapidly raise their value, build credibility, and attract high-paying clients. She loves teaching entrepreneurs how to grow their influence and make the income and impact they desire. Jessica's LinkedIn Jessica's Youtube Jessica's Website

In this episode, I share some of the lessons I've made from my mistakes in podcasting and in the sales business. Tune in so you can start your business on the right foot and avoid making the same mistakes. If you're an entrepreneur or thinking about starting your own business, don't miss this episode! You will also learn: How often should you pivot in your business? Are you paying enough attention to your cash flow? How to track your finances Do NOT ignore this in your business How to take care of your health as an entrepreneur How to have a support system in business Resources to help you in your business and podcast journey Be sure to subscribe to the Catapulting Commissions podcast so you don't miss future episodes. They're packed with helpful tips and advice for entrepreneurs just like you. Thanks for listening! Going forward Challenges are a part of the entrepreneurial journey, but you don't need to go at it alone; reach out and connect with me through my website AnthonyPgarcia.com where there are lots of resources available – I'm excited to hear what's going on in your business so let's book a call today! Thank you Catapulting Commission's podcast has come a long way since its humble beginning four years ago when it started with only seven downloads. Today the show is growing in reach and influence both nationally and globally - all thanks to our loyal listeners! We are thankful for everyone who has been part of this family from day one, as well as those newcomers; we will continue striving forward by producing amazing content that won't stop anytime soon. After the successful years of organically producing this show, we are looking forward to creating more stuff for you! If you've gained value from the program and would like to support us as we enter another year, reach out on social media or leave a review for Apple Podcasts or YouTube. We love hearing from you - let us know what's resonated with you most so far!

No matter what business you are in, success depends on strong leadership. And if you're looking to improve your business leadership skills, this episode is for you. Victor of Iron Coaching is here with us to discuss the key factors that contribute to a leader's success.  (Spoiler: Leadership is more than just having an idea and telling people what to do...) Tune in as we also talk about: How to become a great leader The secret to leading a football and a business team How to analyze yourself and become self-aware What motivates your team? Hiring an outstanding resume vs training the right fit Conflict management How to develop trust within your relationships Resources on leadership success About Victor Santa Cruz Victor helps his clients master the people skills that cultivate winning. He is fanatical about developing the champion within the individual as they strive to lead a group of diverse individuals to success. His philosophy is that the business of college football is no different from a dynamic nonprofit or growing corporation. It's all about the fundamentals, win/loss record, recruiting, data fluency, critical decision-making, and executing initiatives that align with strategic goals. He understands the tremendous pressure organizational leaders face and maybe even more since his big moments came exclusively on Saturday nights with fans watching. Victor holds a BA from the University of Hawaii and a Master's in Organizational Leadership from Azusa Pacific University. He has authored and been the subject of articles on Emotional Intelligence in Athletics and is a sought-after and dynamic speaker. Victor Santa Cruz Website Victor Santa Cruz LinkedIn

When it comes to driving sales, there's no better way to reach more people and create a lasting impression than through media. If you're uncomfortable being on camera or don't know how to use media to your advantage, now is the time to learn. In today's episode, you will get insider tips from TV personality and media professional Ilyanna Capellan on how you can start using media to sell your product or service. With video becoming an increasingly popular medium, it's important that you get on board and start using it to your advantage. So what are you waiting for? Join us and start learning today!   We will also discuss: How to mentally prepare yourself on camera Tactical tips to be on camera Overcoming fear and self-criticism How to tell a relatable story Common mistakes in making videos How to tell your story as a business owner How to advertise your business on a show   About Ilyana Capellan As a media professional, Ilyana can do it all – produce, shoot, edit, interview, report, and host. She worked in Reality TV for a few years as a Logger and Associate Producer. You can catch her work on Bravo, USA Network, Lifetime, and E!   Ilyana continues her news career at KGET and is part of the Kern County Community. She's thrilled to be sharing local stories and bringing awareness to issues and subjects that the viewers relate to. She cares about keeping people informed and sharing the facts.   Please contact Ilyana if you have any questions or story ideas. Don't let language be a barrier, Ilyana is Bilingual in English and Spanish. She's excited to be a part of such a welcoming community and wants to make sure your voice is heard!   Email: IlyanaCapellan@kget.com Facebook: IlyanaCapellan Twitter: @IlyanaCapellan Instagram: @IlyanaCapellan

Business owners are always looking for ways to grow their businesses. But what if the key to growth is taking care of yourself first? In today's episode, we'll talk about how can taking care of yourself help you succeed and grow your business. Whether you're just starting or you've been in business for years, this is for you! We also talk about: How to grow your business organically Humility in business Why you should get a coach Should you increase your service rates? The key to high performance How are food and mental health correlated How to create a healthy food system Where to get proper training About Jennifer Wright Jennifer is currently the only female-owned, veteran-owned gym in Bakersfield, California. Over the years she has trained 20 coaches to help others first, then she taught thousands of people how to transform their lives and take ownership of their health. She has learned from and trained with some of the most brilliant minds and forward thinkers in the fitness business and continues to do so. Jennifer has laid a firm fitness foundation for her children who firmly understand the power of discipline, resilience, and community at their core. Emersion Community Fitness cuts through the noise and gives you the tools to rise – rise to your calling, rise and confront your challenges, and rise to your true potential with emersion!

============================================================================= Anthony Garcia is an International best-selling author, expert in sales training, recruiting, and motivating business leaders to peak performance. With nearly two decades of sales and sales leadership experience, Anthony has achieved top accolades in direct sales, B2B sales and medical sales. His International Best-Selling Book Catapulting Commissions was recognized by Selling Power Magazine as one of the best sales books to read. His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS. Anthony is the host of the Catapulting Commissions Sales Talk podcast where he discusses the complacency that robs people of their full potential and interviews some of the world's top sales performers and entrepreneurs. Anthony is a highly sought-after speaker who is passionate about unlocking the high performer lying dormant in every sales professional. Subscribe to Anthony's YouTube Channel : https://www.youtube.com/channel/UCgj2sA_HGKoiJSlZe3CDRyA For more sales and marketing tips, latest trends, and business advice, make sure to connect with us! Website: www.anthonypgarcia.com Sales Academy: https://www.catapultingcommissionsacademy.com/workshop Blog: https://anthonypgarcia.com/blog/ Invite me to speak: https://anthonypgarcia.com/contact/ ============================================================================= #anthonygarcia #CatapultingCommissions #salestips #salesfollowup #b2bleads #b2bsales #b2b #salescoach #salescoaching #sales #salestraining #salestrainingprogram #marketingcoach #marketingplan #marketingstrategy #salestrainings #salesforce #salesmotivation #personalbrand #personalbranding #personalbrandingtips #products #productpromotion #pricingstrategy #pricingstrategies #pricing

Did you know that 80% of your revenue comes from just 20% of your client base? The Dream 100 Strategy will help you target those fewer, but bigger buyers. It's based on principles of modern selling, and when implemented correctly, it can help you achieve success like never before.  In today's episode, Amanda Holmes of Chet Holmes International will share how to use the Dream 100 strategy and become the ultimate sales machine! You will also learn about: The attention span of modern consumer Trends in the modern-day selling Should you educate for free? The Dream 100 strategy How to find the Dream 100 How to craft a message to your Dream 100 Resources to help businesses grow revenue The heartwarming story of an entrepreneur continuing her father's legacy Being a purposeful entrepreneur About Amanda Holmes She is the CEO of Chet Holmes International, which has worked with over 250,000 businesses worldwide. At the age of 24, she inherited her father's multimillion-dollar enterprise, which specializes in helping companies double their sales. Amanda has merged her father's proven process with her own forward-thinking ideas to connect the old-school sales process with hybrid online-offline instant gratification, the short attention span we see in consumers today. Amanda's mission is to teach the last and most crucial message her father never got to reveal to radically change the lives of those passionate about success in sales.  Amanda Holmes Website  Get her book: The Ultimate Sales Machine (New Edition) Amanda Holmes LinkedIn

If you're looking to take your sales team to the next level, today's episode is for you. We'll be talking about how to hire key performers, identify killer salespeople, and build a team of top performers that can help your company grow. By following these tips, you'll be able to create a sales team that is second to none. So don't miss out, tune in now! Tune in as we discuss: 3 problems that stand in the way of making a good sales hire Why you should do a job analysis before the job posting Finding the ideal candidate for your sales team The best sales interview process The three C's of hiring How does your bias affect your hiring decisions Resources for hiring a sales team About Nigel Green Nigel Green is a sought-after sales advisor. He's the author of Revenue Harvest, a Sales Leaders Almanac for planning the perfect year. He's widely regarded authority on improving sales team performance and has worked with dozens of B to B sales teams across the globe to more than double their sales results. With over ten years of executive experience ranging from Fortune 500 companies to early-stage growth companies and certification and talent optimization, he is sought after by executives to improve sales team performance. His insights have been featured in top business publications such as Forbes, Inc magazine, Fast Company, Entrepreneur, and Business Insider. Nigel was recognized as a top consultant by selling Power magazine in 2021 and in 2022. And as a consultant and advisor, he can help any sales team with big sales goals experience consistent sales growth through utilizing his seven sales leadership principles. Nigel Green LinkedIn Nigel Green Website  Hiring Sales Reps Course Upgrading your skills You're tired of not making enough sales and want to learn how to close more deals. You've tried other sales workshops in the past, but they never seem to work for you. Imagine learning from a top salesperson who has achieved success in a $500M Sales Organisation. In this workshop, you will learn techniques that have helped salespeople achieve success in any industry. Plus, you'll get access to exclusive resources that will help you increase your sales and close more deals. The Catapulting Commissions Sales Academy Workshop is the perfect opportunity to learn from a top salesperson and increase your chances of achieving success in your career. With strategies that actually work, this workshop will teach you how to sell like a pro. Click here to register!

Businesses need to think about who they can trust when making decisions in their businesses. It's difficult for entrepreneurs, but there are tools out now that will help them make better choices and avoid mistakes! For example- did you know an AI has been built which predicts human behavior around lending money? Tune in as we discuss how tech startups can break through in the business! How does Trust Science technology work Bad lending in the traditional process How to find your focus as an entrepreneur Navigating the dilemma of being ahead Sales process for startups to generate revenue Why you should be transparent as a startup How to build a sales team for a startup About Evan Chrapko Evan started Trust Science® with his brother Shane. Evan is a serial entrepreneur and investor having served as CEO or advisor for numerous innovative start-ups including FloNetworks (acquired by DoubleClick for $80 Million) and PlateSpin (acquired by Novell for $205 Million). Prior to Trust Science, Evan and Shane founded and, within 30 months, sold cloud storage pioneer DocSpace for $568 million. Evan is a CPA, CA, and holds a Juris Doctor (Law Degree) from Columbia University. He is a Henry Crown Fellow and member of YPO and has been named to the Real Leaders Global 100 (alongside Bill Gates, Richard Branson, Elon Musk, Peter Diamandis, and others.) Evan Chrapko LinkedIn Trust Science Website Going further Sales professionals, this workshop is for you! Learn from the best in the business. The Catapulting Commissions Academy Workshop will teach you how to increase your sales and close more deals. You'll learn techniques that have helped salespeople achieve success in a $500M Sales Organisation. If you want to take your career to the next level and learn from some of the top sales professionals in the world, then this workshop is for you. Register now and join us for an exciting 2-day live event. You won't regret it! Click here to register for the Catapulting Commissions Academy Workshop today!

The real estate industry is a tough one to be in, but if you're someone who's really committed and competitive about their work then it'll show. In this episode, I chat with Loida Velasquez about how she was able to achieve exponential growth as an agent for years now! Take notes because we talk about real estate -from motivation to online presence– and what would make or break your success in the real estate business! Tune in as we talk about: Pivoting to a real estate career How to stay motivated in the real estate industry Should you start your real estate career during these uncertain times? Why you should commit to personal professional development How does your online presence affect your career in real estate How to create online content in the real estate industry Why do people fail in their real estate career How to be successful in the real estate business Meet Loida Velasquez Loida Velasquez is a real estate agent with Team BC of eXp Realty in Southern California. She specializes in helping homeowners sell their properties for the most money no matter what type of market they are in. Through her vast social media presence, marketing, and negotiation skills, Loida is an agent well known in the industry that'll do whatever it takes to ensure her clients get the best results they are looking for when it comes to price and terms. She is a great real estate agent and helps thousands of agents who subscribe to her YouTube channel where she provides real estate-related content. Loida Velasquez LinkedIn Loida Velasquez Website Subscribe to her channel: Loida Velasquez

Whether you're looking for a new job, seeking to promote your business, or simply want to be known as an expert in your field, developing and promoting your personal brand is key to becoming successful in the digital age. In this video, we will teach you everything you need to know about creating an effective personal brand, from developing a strategy to staying top-of-mind! We cover: - What is a personal brand and how does someone build that personal brand? - Building authority to be the expert in your field - Mistakes in building a personal brand - Why personal brand is an asset that is leverage - How to create content that stands out - The four-phase process for building and monetizing a personal brand - Should you give everything away for free? - Can lack of technology prevent you from launching that personal brand? Meet the Guest Jeremy Weber is a founding member and the director of Brand strategy services at Brand Builders Group. Over his 17-plus-year career, he has founded, sold, and helped grow multiple companies. He has worked as a personal brand strategist that has supported New York Times bestselling authors, ted speakers, celebrity influencers, and seven-figure entrepreneurs across many industries. As a founding member and senior leader within Brand Builders Group, he has supported and launched he has supported the launch and growth of one of the fastest-growing personal brand strategy firms in the world. His work has spanned, leading a team of 25 plus strategists, overseeing the platform, supporting over 500 personal brands, and managing the company's global partner network. As a former thought leader in the tech and technology industry, he has spoken for an audience of over 15,000 people and he sat on the advisory board of a global software company with annual revenue of over $1 billion. Jeremy Weber LinkedIn Website: brandbuildersgroup.com Get a free brand call

You see, hitting your sales goal and guaranteeing that you're going to hit your sales goal is a huge confidence booster. And here's the confidence booster you need in order to guarantee that you hit your sales goal in the next year. You need one simple word on a consistent basis in your life. And that word, my friend, is accountability.  And Catapulting Commission Sales Academy provides you with the accountability to hit your goals. Goals and accountability How many of you have scheduled or how many of you have set a New Year's resolution and didn't hit it? Right now, virtually, I'm seeing nine out of ten of you raising your hands, because that's what the data says. 92% of all New Year's resolutions are never hitting. They fail. They don't succeed. The American Society of Training and Development recently issued some data that says, if you have a goal and you commit to someone to achieve your goal, you've given yourself a 65% better chance at achieving that goal. And if you come into the Catapulting Commissions Academy, we create those accountability groups for you. We create those systems for you so you can be held accountable. You join the group program, and we are going to push you to what you said you were going to do. I don't know about you, but I definitely want a 65% chance of improvement in hitting my sales goal. So to simply do that, get some accountability.  Where to find accountability The reasons you don't get accountability are you're sometimes embarrassed to ask for it, you don't have a system in place, or your sales manager isn't giving you the accountability. And micromanaging the spreadsheets and accountability are two different things. So get someone that's going to hold you accountable and come join the workshop. Instead, come join the Academy. For those that are overachievers and exclusively in the Academy, I have rejected one on one coaching directly through me for a really long time. If I'm coaching somebody, it's because they've been referred to me through an organization that I do contract work with. They are working with me through the branding organization I do work with. But to get directly to me for the sales coaching, I have told everybody, no, the only way you get access to that is through the Catapult and Commissions Academy. And here's why that's important. If you have a scheduled appointment with someone to hold you accountable, say a coach, a weekly appointment, a monthly appointment, whatever it is, you have a 95% increased chance of achieving that goal. 95% is damn near guaranteed for me. I want to hit that goal. I have health and wellness goals, and right now, I have accountability through the Crossing gym I work out in. It's not always fun I got to be honest. Accountability kind of sucks. However, the results are happening, and I want to help you get those same results in your business. At a bare minimum, give yourself a 65% chance. Get in a group. Get in the accountability system. Get in with us at the Catapulting Commissions Academy. We wanted to put together a program that was robust, based on science and data guaranteed to make a change in your life. And that's what we've built. The introduction to that is the Catapulting Commissions workshop. It's a two-day workshop at $17. If, for whatever reason, you don't like it, let us know. We will refund you 100% of the money, no questions asked. If you can't make the live recordings and still sign up, you'll get copies of the books, you get all the workbooks, and you'll still get the opportunity to learn about the Catapulting Commissions Sales Academy. This exclusive academy has only gotten to, or only applied through, joining the workshops. After the workshop, you get the opportunity to join me or someone on my team for a brief call. We outline the details of the twelve-month program. We guarantee the results we're going to deliver for you. So come and join us for that Academy workshop so you can guarantee you hit your sales goal in the next year. Register here!

So let's talk about the underlying issue that is impacting the sales community right now. And for you, the salespreneur, small business owner, and sales leader, this is for you. Salesforce turnover is at a near all-time high. The war for talent is so high that we have to do a better job at keeping our talent. Stay tuned for the rest of this micro episode as I break that down. This is to give you a preview of the Catapulting Commission's Sales Academy, as the program kicks off very soon. Join me for the two-day workshop, august 31 to September 1. And in that workshop, we'll give you a preview of Catapulting Commission Sales Academy. We're going to teach you some of the skills to increase your income 5x. We're going to teach you the skills to ensure your prospects are always saying yes. The workshop is $17. If you don't get 100% value out of your time with me, we refund you your money, no questions asked. And if you can't make the live showing, you will get access to the recordings. The big benefit here is that this is the only way you can get introduced to the Catapulting Commission Sales Academy, the hidden gem for sales professionals in service-based industries. For the sales professional And here is one of the things we discuss in the sales Academy: salesforce retention. Let's talk about it to retain your talent in your sales team right now. And for you, the high-performing sales professional, if you aren't being treated properly in your current sales company, get the hell out of there right now. Point blank. If you aren't being treated right at your current sales company, get the hell out of there. Because there are over 50% of sales professionals looking for a job right now. There are 2 million open jobs right now. And the war for talent is at an all-time high. The pay raises you're getting from your current company aren't matching the raises that inflation is taking place on. So you naturally get a pay raise if you go to a different company. So f your sales company isn't treating you properly, messing with your comp plan, or doesn't have clear quotas or changes quotas, then get the hell out of there. You'll be happier and healthier guaranteed. Three-part strategy for sales retention Now, for you, the sales leader that wants to retain these salespeople, execute the three-part strategy. Every company that I've worked in or coached in, or consulted that implemented this three-part strategy saw an immediate reduction in salesforce turnover.  1. Development We have to take some time to develop our sales personnel. When you develop your sales personnel, it's not just developing them for your company. These means don't develop them to run interviews, train people, manage people, and lead people. That's all a given in development 101. And if that is the extent of what you're doing in your development of your people, you're doing them an injustice. And quite honestly, you're not even competitive in this market space. Development is taking a genuine interest in developing your people for their dreams, their goals, and their aspirations. This means making an investment in your people. Sometimes it's financial education, real estate education, or even retirement planning. There are a lot of different ways that your people want to be developed. And when you, as the sales leader/organizer/president of the company, show that you're vested in the personal development of your people, they are going to want to stay with you. It's the law of reciprocity. You do something for me, I'll do something for you. I personally stayed with companies in my corporate life way longer than I ever should. But it was because they had done something for me. They've invested in me. Some took a chance on me. Some gave me opportunities to develop and work on other skills. I wouldn't have had the opportunity elsewhere. So I stood probably longer than I should have. But development is part one to retain your people.  2. Vision If you're not always selling your vision to your sales team, someone else is selling their vision to them. So you the sales leader it is your job to sell the vision of your company to your people. They must be motivated and inspired to work with you. So you have to keep selling your vision and always sell your vision. You see, there's this crazy strategy we talk about in content creation, which is a completely different tangent, that is saying something over and over and over and over. So you're sick of talking about it, because that's when finally people are listening. That same strategy should apply to you selling your vision to your people. You should always talk about the vision and how this person will play a role in the vision of your company. Because if you're not doing it, a competitor or a recruiter is trying to steal your top talent. 3. Gratitude As an owner of a business, as a president of a sales division, as the micro middle manager, or whatever your title is, no one owes you anything. And on the inverse, you, as the sales professional, no one owes you anything. However, as the leader, salesforce director, and small business owner, if you express gratitude to the people who are on the front lines, you retain your people. Because let's be honest, no one gets told ‘no' more than a salesperson. And getting told no a lot is demotivating. It can be depressing, it can put you in a spiral of depression. So the last thing you want to do is be told ‘no' numerous times and not feel appreciated for the work you do. So express gratitude to the people in your organization. And this should be authentic, consistent, and constant. How do you deliver gratitude that's consistent? Quick emails, quick voicemails. There is so much power in the three-minute phone call. You, the busy director of sales, pick up the phone, call your sales reps, and say, “Hey, man, I got three minutes. I'm running to another meeting. I just wanted to let you know thank you for your work last month. I know the numbers weren't where you want them to be. However, I do appreciate the hard work. I know we're going to turn around. If there's anything I can do for you, reach to my office. We can schedule more of an official time. But I just want to let you know I appreciate the work you're doing.” Express some level of gratitude and people will want to stay with your company a little bit more. If you're a salesperson, tell your manager, to listen to the Catapulting commissions. You will find out that what we're talking about is true, valid, and tested. This is not a theory. And nothing in the Catapulting Commission sales Academy is theory. It's all based on data, experience, and science. So do me a favor and go to catapultingcommissionsacademy.com/workshop, and sign up for the workshop.

There are sales jobs that have six-figure salaries, six-figure commissions, and six-figure bonuses. I know this because I've hired them before. I know this because I've recruited them before. I know this because my previous students have gotten these jobs. And I'm here to share with you and give you insights on how to ace your next sales interview, how to ace your interview by someone who's been interviewing, who has interviewed, who has hired. I literally, at my desk, have the first interview questions for one of the top sales companies in the world. I have a roller deck of 300 questions that they use at their disposal. I have the systems that they follow. I have the questions they ask, the answers they're looking for. We do that training on how to ace your six-figure sales interview exclusively in the Catapulting Commission Sales Academy. You do not want to miss this. Here's a snippet of the top three. There are my top three out of the top 20 interview questions you should be prepared for in your next sales interview. Now, this is for sales jobs that are high paying, high salaried, high income, and high bonuses. This is not, ‘hey, I'm going to get my first sales job down at Blank's Mechanic shop.' No, this is the big boys, where your email has clout. Question #1 One of the very first questions you're going to get in the sales interview process is a question along the lines of asking you about your sale. Have you ever had the leverage of a relationship to get a sale? Have you ever had to go over someone's head to get a sale? Or can you share with me a recent sale you've had in your industry? Many reps make the mistake and they tell a good sales story. Like, “I went and visited XYZ Company, generated a six-figure, seven-figure contract. It was awesome. It was amazing.” That's cool. I got to tell you something. Everybody else we interviewed had that same story. Everyone else told me the glory story. So far, you have done zero to stand out from your competition. So when it comes to telling a story in your interview about how you generate the sale, tell a story that is entertaining. Think of it like a movie. Tell a story that has a climax. Tell a story that has adversity. Tell a story that overcomes the odds. Tell a story that has a happy ending. As an interviewer, I'm looking for a story that shows me you've been able to get kicked in the face and you're able to deal with adversity. That you've been able to convert that adversity to potential interest, and you've been able to convert that potential interest into a paying customer. So the next time someone asks you, ‘tell me about a previous sale or some question about a previous sales opportunity,' tell them an entertaining story.  Question #2 Tell me the greatest adversity you've ever faced and what did you do to overcome it. Your answer to this can definitely be personal or professional depending on your comfort. Nine out of ten interviewers are going to say whatever they're comfortable telling me. That means personal, right? That means tell me a story. Tell me something that is going to wow me. Tell me something that's going to be memorable again. When you're interviewing for these types of jobs, at this type of caliber, everybody is good. There isn't a bad person in the interview pool, and if there is, the recruiting department has an issue. But usually, you have a team of quality candidates you're interviewing again. So when you tell the greatest adversity you've ever overcome, you have to share a story that can demonstrate your ability to get kicked in the face, overcome it, and rise to the occasion. Many times in this, people would share some boring adversity story, “oh, in high school I got an F and then I was really disappointed and I went home and then I came back and I finished the school year with the B plus.” That's not going to get it done. Instead, think of an adversity story that is going to wow that person. The more vulnerable, the better. You want your interviewer to know you can get kicked in the face and overcome it. Question #3 It's a trick question, and it's really how we separate true sales professionals from entry-level sales professionals. “What is more important, generating revenue or building a relationship with the customers?” If you are an entry-level salesperson or you aren't a salesperson, you're going to say something along the lines of this building a relationship or both. And I'm sorry, both of those are wrong answers because you can definitely generate a relationship. But not every relationship you generate or develop is going to generate revenue. It can't be both because that means you're not fully committed to one. Your job in a six-figure sales job is to generate revenue, period. Everything else is a lie. Your job is to generate revenue. So when the question gets asked, ‘what is more important, to generate revenue or develop a relationship with my customers?' The answer is now and always generate revenue. That is what high-performing sales professionals do. And when you're in that interview stage against other high-performing sales professionals, it's not the resume that's going to make you win the job. It's not the brag book that's going to make you win the job. It's not even the letters of recommendation that are going to make you win the job. It's who can tell a better story in an interview process that convinces the interviewing team that you are the absolute perfect fit for that job. And to ace your next interview and get the interview coaching, come join me in the Catapulting Commissions Academy. It's a two-day, two-hour workshop for $17. If, for whatever reason, you don't love it, let me know. We'll refund you 100% of your money back. But if you do love it, you can get admitted to the Catapult and Commissions Academy, which is a twelve-month program designed to help you generate five extra incomes this year. Register and get your slot here.

Now, let's talk about this. Your sales manager has lied to you.  The biggest lie your sales manager is telling you is this: people buy from people they like and trust. If that is the sales training you're receiving or the sales coaching you're receiving from your sales manager, he or she is lying, and he or she is bad at their job. Point blank. Here's why. Likability and trustability are factors in the decision-making process. Yeah, the prospect has to like and trust you. The difference is that the likability and trust factors that we were taught (and I say we, the people of my generation 20 plus years ago in sales training,) are different from the decision-making factors of the modern consumer. People before would buy from me if they like and trust me because they didn't know me. They had no idea who I was. This was the day we pick up the phone, cold-call unsolicited, schedule an appointment, and tell them who was coming over. I used to describe myself to my prospects and say, “hey, I'm a six foot three, shaved-head Mexican man.” You will see me walking up, wearing a tie that has Daffy Duck on it or whatever it was, and I would describe myself to my prospects to let them know that I was coming over. That doesn't happen anymore. The modern selling Today, the likability and trust factor is established long before you ever get to your sales presentation. It's established by your company. It's established by your personal brand. It's established by your online presence. All of those things contribute to your likability and trust factor. The number one thing that contributes to your likability and trust factor is your ability to solve the problem of the person you are presenting to. If you can't solve a problem, it doesn't matter how much they like or trust you, they will not buy from you. I've even bought stuff from people that I genuinely didn't like. Because they solved a problem better than anybody else. What's in it For Me? The modern consumer is only listening to one radio station. It's We FM. What's in it for me? We FM. So if I could solve that problem, I can sell them that service. Likability & trustability is secondary. So if your sales manager tells you that likeability and trustability are primary, then most likely they have not continued their own education. And yes, I'm going to be polarizing and say that because I'm tired of seeing the sales managers in the sales industries tell people what to do without continuing their own education. So here's the deal. I'm giving you the opportunity to continue your education in numerous ways you can do it through podcasts, books, and courses. You pick it. It's out there. There's some free. There are some paid for.  And here's an invite. Come join me for the Catapulting Commissions Academy workshop on August 31 September 1. It's $17 to join the workshop. If, for whatever reason you don't like it, you don't love it, send us a message. And we would refund you 100% of your money back. If you do like it and love it, you will get the opportunity to come and join my team for a free strategy call. During the call, we'll break down your goals, will ensure that the academy matches the alignment of what you're looking for, and we'll enroll you in the academy. Simple as that. The Sales Academy is a twelve-month program where we specialize in taking your sales to the next level. Join us in the workshop to know what other outdated sales tips you need to know. Time to commit to your personal development! Register here.

We are back with another micro episode and I'm hyped for we are doing these daily micro episodes 1) To give you immediate value that you can implement in your sales day to day and 2) To let you know about the upcoming Catapulting Commissions Academy Workshop that is launching next week! So is sales training worth it? Whether you are a small business owner or a sales professional, you're going to want to listen to this. The average small business organization spends about $2,000 per salesperson on sales training. That's their investment for the year. Now, compare that to other areas of the company, it's significantly less. The problem with setting small or having no investment in sales training is that you're missing out on something. Because here's the deal about sales training. If you are a small business owner and every dollar you invest in sales training generates an ROI of 353%. So every dollar that you invest in sales training, you get back $3.53. I mean, holy cow. Show me another portion of your business that you can get that ROI. So is sales training worth it from a business ownership standpoint? Absolutely. You get a 353% return on your investment. Now for the sales professional and you're an individual contributor. Top-performing sales professionals are more likely to spend time with their sales managers and receive training from outside experts. If you're in the sales industry and you work for a company and you're doing well, chances are you're pretty close to your sales manager. The top 1%, the top elite, also get support from an outside expert. You, too, get the same ROI as a small business owner on your time invested in sales training. Now, I want to share something with you. We have talked about this data multiple times this week. Forbes believes that more sales reps aren't properly trained. And if you're a company owner and you're still on the fence, read on. Is sales training right for my team? Companies that provide a decent sales coaching program will increase their revenue by 10% year over year. And if they do that, they will get a 95% improvement over companies that didn't invest or don't implement sales training and sales coaching. So to answer the question, is sales coaching worth it? Absolutely. The modern consumer that you're selling to today is not going to buy from you because you're likable. It's not going to happen. Right? And I want to share that with you. I want to be crystal clear, and tomorrow's episode is the worst advice your sales manager gave you. But this whole mantra people buy from people they like and trust, it's a fallacy. Because it says, if I do this, people will buy. And that's not the whole story. That story of likability and trust, with all honesty, is developed before you even arrive. So to understand how the modern consumer works, you got to get modern consumer training. You have to get modern consumer accountability, and you have to spend time with the people who are committed to the research to ensure you're at the top of your sales game. Whether it's the Catapulting Commission Sales Academy or another reputable respectable sales trainer, you have to do something.  Join the sales training If you're not ready to invest in sales training, listen to the Catapulting Commissions Podcasts for one. I can recommend a few other ones. Shoot me a DM. I'd love to show you some. You can also read a modern sales book. But do not just sit there and think what you were trained on 20 years ago is still going to work now because it's not. So that's what I got for you.    If you want to hop on to your sales training to increase revenue in the coming months, join me at the Catapulting Commission Sales Academy workshop. Learn how to increase your sales and commissions by attending our 2-day live workshop! Our Catapulting Commissions workshop is designed to help you go from $60k to $350k a year in sales. You'll learn techniques that are proven to work, so you can start making more money right away. Imagine what it would feel like to have an extra $290,000 in your bank account. That's what you could make by learning the techniques we teach in our Catapulting Commissions workshop.  Register for the Catapulting Commissions Academy workshop today!

The greatest profession in the world is being a salesperson. Because if you're a salesperson, you have a high-income skill. Point blank. There's no alternative. Being a salesperson is a high-income skill. Every successful entrepreneur, in whatever industry they're in at one point or another, has had to sell something. Every successful entrepreneur will tell you everybody should have a sales experience at some point in time in your life. I've worked in incredibly technical and scientific industries before. I work with some of the most outstanding surgical minds in the world. I worked with some of the most significant legal minds in the world. And you know what? They, too, need help generating sales. So if you're a salesperson, embrace that. You have a high-income skill. You have a skill that can take you far in life. And the beautiful thing about being a salesperson is you do not have a cap on your income. Hence, the name Catapulting Commissions. I live by this mantra, “if I eat what I kill, the revenue I generate helps provide for my life, and I'd rather live that way than being capped on a salary.”  When I left corporate America, the amount of job offers that came was great, but they were capped. And I got to be honest with you, that's not the life I want. The Current Salesforce Over 50% of sales professionals are actively looking for a new job right now. This is data from the Bureau of Labor Statistics. This isn't just made up from some random poll or some random social media poll. This is genuine, actual data. And in the US alone, there are 2 million open sales jobs right now. So half the salesforce is thinking of quitting. There are 2 million jobs available right now for sales professionals. So if you have the skill set to sell something, the opportunity to make money is there. Now, if you listen to the episode we shared yesterday, we talked about the impact and scary statistics you should know. Because truth be told, Forbes suggests that a lot of current sales professionals aren't as well-trained. But even if you're half skilled, the market is still there. And because sales is a high-income skill, you'll never convince me otherwise. Why not advance that skill to the next level? And in doing so, take the opportunity to improve your skill. Take your sales skills to the next level If you're a salesperson selling for a company, or you're a salespreneur small business owner trying to generate revenue for your company, you have to look at sales as a skill that you develop, practice, and invest time in. Many people just show up with their product and features and think the market is going to say, ‘Buy me.' It doesn't work that way. Because you have this high-income skill, I'm going to highly recommend that you practice this skill. So if you were to ever ask me what is the greatest job in the world? Hands down, no questions asked, it's being a salesperson. And the only people who say being a salesperson isn't a good job are those who haven't developed their sales skills or haven't had a level of success that they become addicted to. Maybe I said it is a level of success that they become addicted to. Because once you compete in the sales industry at a high level with high income in six and seven-figure commissionable years, you're like, Holy crap, I can do this. So I'm here to tell you that high-income skill meets high-income coaching. Why don't you come to join me at the Catapult Commission's Academy workshop?  It's no secret that the average person isn't making enough money to live comfortably. In fact, many people are stuck in jobs they hate because they can't find anything better. The Catapulting Commissions workshop is here to get you out of that rut.. This 2-day workshop will teach you sales techniques that have been proven to help people go from earning $60,000 a year to $350,000 a year.  Register now and start making the money you deserve!

I have spent 20 years working with sales professionals and salespreneurs from all around the world. And every salesperson believes they are a good salesperson. I've never met a salesperson that says “I'm bad.” How? I myself believe I'm a good salesperson. We all do. But when we take an objective look at the sales industry and we look at the data that is out there and this is data by our consumers, it's a gut-wrenching opportunity. When you look at the data, it's going to scare you a little bit. Because 55% of sales professionals are anticipating a decrease in their pipeline. We don't want to call it the recession, and I'm not going to get to the political conversation, but 55% of sales professionals are anticipating their pipeline is going to get slow. And 60% of all sales professionals are anticipating that in the next twelve months, they will miss their quota. So six out of ten salespeople are saying “I'm going to miss quota this upcoming year.” This data recently came out on a 100% reliable LinkedIn article, The State of Sales and Hubspot article.  The need for skills Here's another one. Another report recently came out called Sales from the Buyer's Perspective. Right now, consumers look at salespeople as they are untrained. 34% of the B2B buyers strongly agree that their point of contact to purchase a product or service from a business is not helpful. If you are that 34%, that is not helpful. You are in a tough spot. And you are ruining that industry for the rest of us. Forbes magazine recently released some data that said 55% of all sales professionals lack the basic skills of being a professional salesperson. So if you're part of that group and you work in sales as part of your living, your sales professional or sales premier, and Forbes is saying that one out of two of you, for lack of better words, sucks. That's a problem, right? Other data from Forbes suggests that 84% of all sales training is lost within 90 days. This is mostly due to the lack of our ability to retain that information. Now you might hear these sales statistics and say, “hey, that isn't me. I'm the person who does well.” If this is you, then you need to hear this. I know some absolute monsters in the sales industry that work for companies that run sales training, organizations that are top leaders, that make income, that would make most Americans jealous, and they are still committed to their sales training craft. So when I meet a salesperson or salesperson that says I no longer invest or I no longer contribute to the education of my sales process, I instantly know that person's skills are regressing. And your ability to generate sales with the modern consumer who's constantly changing is going to slowly regress. Get the sales training advantage A good colleague and mentor of mine recently said this sales training isn't an event. It's an ongoing process. And that is true. Too many times I see sales professionals or even people in professional development space that go to these events and say, ‘oh, I did this one time.' Well, if you did it one time, the data out there says that 84% of it, you've lost after 90 days. So sales training and sales improvement is an ongoing process, and I'd love to share more about that. I'd love to share more about that with you. So come join me at the Catapult Commission's Academy workshop on August 31 and September 1. Learn sales techniques that have helped other entrepreneurs go from making $60,000 a year to over $350,000. You don't want to miss this! Imagine what it would feel like to make more in commissions in just 2 days than you have in the past year. With this workshop, you can achieve that goal and so much more. The skills you learn will be applicable to your business for years to come - so register today! Register now by clicking this link and secure your spot for the Catapulting Commissions workshop!

Welcome to the second micro episode that gives you a preview of some of the lessons inside the Catapulting Commissions Academy. It is less than ten days away so make sure you have registered!   Let's talk about the discovery call. The number one mistake you're making right now in your sales processes is that your discovery call may suck. Now I apologize if this offends you, but I want to be direct in calling out the common mistake of salespreneurs that I have observed in the last 20 years. And like many successful sales professionals, I want you to improve in that area too. Your discovery call is an opportunity to build value in the problem you're solving. It is when your prospect starts to acknowledge the problem they're having. And for your prospect to further realize the pain they're experiencing by not solving that problem– and that YOU are there to provide a pleasurable solution to solve that pain. A discovery call is your opportunity to uncover everything. And this is how you do it: First, set a clear agenda upfront. Set a time limit, and let them know you're going to ask questions along the way. Then ASK what you're prospect is hoping to get from your discovery call. (See also: 7 must-ask questions in a discovery call.) Remember that your prospect is already investing their time with you. That means they are hoping to learn something in that call. So at the beginning of your discovery call, ask this million-dollar question:  “Mr./Ms. Prospect, thank you for your time today. What prompted you to schedule this discovery call today? Or what are you hoping to learn from our meeting today?” By asking this from the start, your prospect could provide so much information to you— and that will help you tailor your message. We discussed how to run a discovery call here. And we will get more into it in depth at the catapultingcommissionsacademy.com   You want to make more money in your business, but don't have the time or money to invest in expensive courses or programs.  Most business owners struggle with making more sales, and as a result, their businesses plateau at a certain income level.  The Catapulting Commissions Academy is the solution. This 2-day live workshop will teach you techniques that have been proven to increase sales by 350%. You'll learn how to sell your products and services with confidence, and get the skills you need to take your business to the next level!  Register now at catapultingcommissionsacademy.com

What's up Catapulting Commissions Family! I'm excited to launch our Catapulting Commission academy on Aug 31 - Sept 1. And on the coming days leading up to the launch, we will have micro episodes so you can get a glimpse of what you will learn inside the training!   One of the most common questions in my DMs is, “Anthony, how can I get my prospect to say YES to my product or service every time?    And if you are a Salespreneur— a business sales rep that has to generate revenue to make a living— this message is for you.    I get that sales professionals are always trying to compete for prospects' attention and approval. But what makes selling difficult for salespreneurs is that they often fail to understand the psychology of sales. And this is how you can get buyers to say YES to anything. And you have always to keep this in mind. The psychology of sales says,    “a consumer will purchase a product or service based on emotional needs and wants and then justify the purchase with logic later.”   Read that again. When you begin to understand this, you can tailor your message to get someone to say YES consistently. This works because people will purchase from you if can fulfill one or two of the basic emotional necessities in life:     1.) the need to avoid pain or loss 2.) the need to experience pleasure   So the next time you ask somebody to purchase with you, remember if you are appealing to their emotional needs or wants. Is your offering going to help them ease their pain or is it going to provide pleasure?    Craft your offer that addresses these emotional needs and your prospect will say YES to you! Need more tips on how to grow your sales revenue? Go to capatultingcommissionsacademy.com   The Catapulting Commissions workshop is a 2-day event that will teach you how to sell like a pro. You will learn techniques that have helped others increase their income from $60,000 to $350,000 per year.   Imagine what it would feel like to make an extra $290,000 in just one year. With the skills learned in this workshop, that's definitely within reach! Register now and start making the money you deserve!

So you are a small business owner that is scaling your sales team. And you're tired of pursuing clients through outbound marketing and sales processes. You want to reverse that so leads are coming in on inbound.   I get you. And that's why I dedicated this episode for you. I invited Jonathan Milligan, author, blogger, speaker, and online business coach. He spent the last decade guiding and directing creative professionals on how to pursue meaningful work.   So you can finally get clients coming to you, instead of you coming to them!   Listen to the episode here: The current trend in marketing When people nowadays have a problem, they search it on Google or Youtube and find content to help them with their problem. So if you can position yourself there, you become the expert in that niche, and your leads would want to go further to your paid offerings. So speak about what you know. And maximize social media so people can easily find you.   Using social media for your business Social media is not the only avenue and there are other ways to display the expertise you have. You could start a podcast or display your credentials on LinkedIn. But at the same time, you got to ask reasons as to why not use social media?   If you are not a fan of social media, have a clear strategy that makes sense for your business. For example, you can develop a process where your appointment setter would reach out to members in your Facebook group and invite them to your products. There are a bunch of other strategies you could develop too.   Utilizing expertise to drive revenue   First, find your niche. Figure out the big problem you're trying to solve here then narrow that problem on who to solve it for.   Second, share as much expertise as you can for free. You might be thinking, it's counterintuitive that if you're doing all this free stuff, why would anybody want to move into your paid products?   Well, there are a lot of reasons. There's convenience and accountability. You're structuring your content in a better approachable way, that if your leads are getting so much value from your free content, then it's no brainer to move on to the ‘much better' paid products. And when you do that, you just create so much goodwill that they would want to follow you.   Third, utilize social media tools for lead generation. Lead your audience to your community, where you can better connect and follow up with them. For example, you could use email marketing, website pop-ups, and Facebook ads to lead people into your Facebook group.   Tip to increase engagement in your Facebook group: Only do a few posts that pique the interests of your members. For example, “If you're interested to know more about how you can sell your book, comment ‘book' below.” Then let your setter connect with them via messenger.   The key to utilizing social media for sales professionals is to develop relationships more than just selling stuff.   Igniting your message Remember the three Ps:   Purpose is how you show up best for others.   People is the niche of who are you actually helping? You can't help everybody, so you got to get specific.   Passion is being passionate and excited about solving a certain problem for the next two to five years. Think about your lifestyle, impact, financial freedom, and effort to help you keep going.   In addition, remember to stay focused!   Getting help Switch your perception of hiring people from cost to investment. When you recognize it is an investment, you can do so much more in your time that could help you grow your business further.   Then document before you delegate when you hire people. Record your XYZ process so that once it's documented, it becomes easier to delegate that task to the candidate. About Jonathan Jonathan Milligan is the author of Your Message Matters: How to Rise Above the Noise and Get Paid for What You Know.   He is also a blogger, speaker, and online business coach. He has spent the last decade guiding and directing creative professionals on how to pursue meaningful work. Since 2009, Jonathan has run his own portable lifestyle business online.   Today he teaches others how to build a business with their passion, story, or message. He lives in Jacksonville, Florida, with his wife, Charity, and their two kids. About Your Message Matters: How to Rise Above the Noise and Get Paid for What You Know The book is about helping an individual realize and recognize that their message absolutely matters, and how to get those messages across. It also includes content marketing tips where you can get people to come to you.   Website: jonathanmilligan.com Avail his book here: yourmessagemattersbook.com

Selling and marketing for today's consumers according to behavioral science You got to start with a belief that selling is about helping people, not manipulating people to do something. In Marketing, we call it a consumer decision journey or a buyer's journey. Sales know the pipeline report, which is just a codification of that. We all know that.   But the behavioral science that we follow is called the Trans theoretical theorem of behavioral change. There are nine codified best practices to help people as they make the decision, from no action to action, from being unaware of your product to understand the need of your product, to buying your product.   And there are some things that sales can do intuitively and intuitively that can be codified by these nine best practices. It's countering. It's environmental controls. It's rewarding for private, for good behavior. It's helping relationships. It's social liberation. That's a bunch of scientific terms. That's what sales do.  (If you want to grow your sales from $60K to $350K per year, I invite you to join the live Catapulting Commissions workshop this Aug 17-18! Get your slot here)   Buyer-centered We call it centricity because it's centered not on sales need, not on marketing need. It's centered on the buyer. And if you center all your company's thinking, your sales teams, and your marketing team's thinking on the understanding of the buyer, there's an alignment that's created out of that. Sales and marketing should never align with each other. They should align with the customers. The result that is they'll be aligned with each other.   What is Private-Public commitment? Private-public commitment is effective from the middle of the buying journey to the very end. In sales barrier analysis we break down a pipeline and understand where there are problems in this pipeline. And in a client's pipeline, we almost always find there's more money to be made in late-stage deals and fixing late-stage deal problems than there is in creating more awareness where most marketing advertising starts.    So private public commitment is one of the most powerful tools because you've got to equip both sales and marketing to understand what it is. So if you can fix that, you'll close more deals that get stuck.    Why you should have Private Commitment in sales Buyers have to have safety first as they make a change. So if you're going to buy a new service or product, if you're going to put risk, you're not going to do it without understanding privately first whether this is good to proceed.    Founders, you're leading your sales and marketing efforts. Have you created an intentional way where a buyer can, without revealing to anybody else, explore your product or your service? And if your marketing team and your sales team don't have a way to create a private commitment, then that's a gap that you've got to add. You've got to fix that. It's going to stop people from moving forward.   Take a look at what Sean did with his company FitzMartin. His prospect has eight agencies to choose from. So Sean offered to pay $10,000 of service for his prospect so they could see if it's going to be a good fit. (It cost him around $5,000 in actual employee time and materials and costs. He lowered his internal cost of sales and given his prospect value, and gave the prospect enough safety in that journey.)   So the prospect gets to (safely) experience the service, while Sean's company gets to evaluate his company's ability to help him and the prospect's capability to purchase. FitzMartin gave them the equipment and eliminated the risk through this journey and lowered his cost of sales.   *Take note that Sean said he, as a founder, is going to pay for it and not say it's free.   Frictionless buyers journey Remember that time you decided you were going to get in shape and lose weight? Right? You didn't post it on your social media first. You went to the gym and you're like, ‘okay, I've been going for a month now. I might post it on my social media. I've lost ten pounds.' Now you are comfortable telling people about it.   Well, think about your salesperson. You've set up a commission structure or some sort of motivator, and your goal as an owner is to fire up that salesperson to close deals. So now they're in front of a prospect, and they are fired up to slow the deal down. But the buyer isn't where you are. If you're a buyer, it's taken you a long time to understand and get to the point of preparation to purchase.   Slowing down, offering a helping relationship and a private commitment where there's no risk, gives the buyer the time to come around and understand the solutions with full transparency. It's giving frictionless buyers' journeys.   We would call it Stage five closed or exchange relationship. But you should have a stage five closed deals, diagnostic or private commitment stage. It is a true engagement. It's an ongoing relationship. So add that little step to your pipeline.   Triage Use triage as your scaled-down version of the private commitment stage. So you've been pushed out of late-stage deals by sales for a long time. Why? Because sales don't trust marketing when the deal is close to the finish line.   Why? Because you don't know what the buyers need. You're good at early stage stuff, but you've never studied this late stage. You've never studied what it takes to close a deal. So you should be understanding things like private-public commitment and you should be bringing ideas to the table. Role of marketing And by using marketing automation technology, you'll know if your prospect read the report or not or how far down the report they read. Marketers, you can do so much to help a salesperson close late-stage deals. If your marketing team is not doing this, then that's a gap in your organization.   You're going to close more deals, you're going to make more revenue. If you get somebody that understands how to close deals in the marketing role, you don't need a salesperson in the marketing role. You need a marketer in the marketing role. Marketers have long views. Marketers are not driven by this week's commission or this quarter.  Sales should be focused on this week. Marketers should be focused, though, on a full pipeline approach.   So in finding an agency for you, ask about the agency's theology, understanding of a full pipeline, buyer's journey, and how marketing impacts every step in it. Build a deal page Build a deal page for your most important deals. If you build a page where you look at this business and you know from your experience with other clients, you know that they're looking for safety, right? So build a deal page where a previous client does a little video or has a dialogue with you, or be a written quote that says, ‘I trusted Anthony when we were at this stage in my series, as investors said he was the best thing that happened to us.'   Build a deal page where you know there are specific weaknesses that you don't want to be public about, per se, and then guide and direct people to that deal page. It's marketing. It's not closing deals.   So deal pages are incredibly effective if you've got an agency helping you. There's a term called account-based marketing where you can deliver advertising just to one business.    So at the very least, your marketing should equip your sales team with a deal page. It's not a page on your website that anybody else can find, but it would say, ‘ABC Manufacturing rapid Growth Medical.' The language changes. It becomes very specific. You could use people's names.   It's a way to represent. Privately looking at it, the prospect might forward it to other people in the executive team and say, ‘hey, Anthony sent me this. I'd love your opinion, and marketers can track that engagement.' It's a trackable metric that you can realistically, you can learn a ton.   About Sean Doyle Sean is a principal at FitzMartin, and our leading mind and voice on sales and marketing strategy. Sean is particularly adept at applying the science of behavior change to the art of sales and marketing. It's an approach that he and FitzMartin have developed over thousands of client engagements since 1992.   Sean is an author and speaker. His first book, Shift: 19 practical, business-driven ideas for an executive in charge of marketing but not trained for the task, was published by Rockbench Publishing in 2018.   Website: seanmdoyle.com Company website: fitzmartin.com Get Free Help from FitzMartin

How to Build a Personal Brand in Sales   A lot of salespeople have heard about how beneficial personal branding is to increase lead magnets and overall revenue. But most of us struggle with how to build one.   So I invited the chief marketing officer at Kelly Roach coaching, Danielle. And we're going to talk about how can salespeople build a personal brand, its impact on their lives, and how can they apply it in their marketing strategies.   Why You Should Build a Personal Brand   In today's world, so many people push back against sales, specifically online. And you're already swimming upstream when you think about leveraging online platforms to prospect, generate leads, and sell. So without a strong personal brand, you just add far more resistance to that stream you're swimming against.    A personal brand turns the sales conversation around for you. It's the thing that gives you immediate credibility, and what makes the process less pushy or less uncomfortable for the person on the other end.   Because when you build an effective personal brand, it's built on service, it's built on credibility, and it's built on trust. And as you guys know, there is nothing more important in the sales process than trust.   So if you can establish that before anyone gets on the phone with you, you are ten steps ahead in the sales process.   Common mistakes in building a personal brand   Inconsistency. If you're not consistent, it doesn't matter how incredible your content is, people will forget you as soon as you stop showing up.    Consistency and frequency are not sexy. They're not fun, they're not exciting, but they're like the magic and the secrets of building a personal brand.   Being passive. We do not live in a world where anyone cares about what you have to say. So you have got to not only create great content, but you've got to learn how to engage with the right people.    It's wrong to think ‘I'm going to build my brand and they will come.' You need to build your brand, and then you need to act like you're in a room networking. If you walked into a networking room, you would dress a certain way. You would show up with a business card or something and then have meaningful conversations.   Jumping on any trends. Unless you're an influencer or you're trying to make it in a singing career or a dancing career, there is no reason for any respectable business person to be dancing, lip syncing, or pointing at nothing.   If you are someone who is a real estate agent or a broker and you are trying to build a database of people who are buying million-dollar homes, they don't need to see you dance, or do other stuff that makes you feel embarrassed.   Lying to your audience. If you want to create a long-term connection with your audience, stop making any unrealistic promises to the audience. Like telling them “in 1 minute you put one funnel up and you're going to make a million dollars.”   People could connect with you more if you make relatable claims like, “it's going to require a significant amount of work, but it's going to pay off in the end. Athletes don't just wake up one day and go to the Olympics. They train for years and fall on their face.”   Because if you make unrealistic claims and people realize it's not working for them, they would think they are a failure. So your audience is waiting for you to say the things that they feel in their heart. Remember, you have to inspire them!   The levels of building a personal brand   How-to marketing This is simple transactional information. And most people stop here. It is you, as a realtor talking about the interest rates going up. Or how to find the right mortgage, how to get a better price from your house, how to sell, etc. It's all the “how to” informational content.   We see that everywhere. But if you are telling someone how to improve their close rate on a sales call, they would find it helpful, but then they will watch the next YouTube video. This is what happens when you don't have a connection with your audience. This brings us to the second level of marketing…   Hope marketing This is where you look at what are the things that stand in the way of people taking action. What are the things that they need to believe and how can you inspire them?   You can do this by one, talking about the wins your prospects have gotten (you can use testimonials.) So if you are a realtor, you could say, “You know what, I just closed three houses for clients that were only $2,000 above asking price, not 80 grand above asking price.”   Another is by inspiring them and you could say, “Hey, your perfect home is out there. It may take some time, it may take a little effort, but I promise you, I will be the bulldog who finds you what you're looking for.”   They have to believe it's possible or they're never going to have a buying conversation.   Conviction marketing This is when you look at your industry and your landscape. You look at everything that's not right and everything that you do differently, then you speak directly to it.   So for example, you could be that real estate agent who talks about why you hate Zillow and what alternatives you do (and why home-seekers should too.) When you build your brand around that, you become someone who stands out. And you get people to be curious about your content.   So when you add these three layers of marketing, your brand doesn't just become transactional. It becomes a connection.   Facing internal struggles while building a personal brand The real secret to winning is just to stay in the game. Because a lot of people do now, especially at this time of uncertainty, is quit. But guess what? It is those who keep going that reap the rewards.   And in creating content, you don't have to pretend to your audience that everything is going well. Because they know that it is not the reality. Instead, you can write content that's like,    “Listen, the world has changed. It is not what it used to be. We used to be able to turn on some Facebook ads for $6 a lead and just get a beautiful, steady flow of leads coming in with zero effort, right? Those days are gone. But it's okay. Here are three things you can do.”   And in my experience in Catapulting Commissions, when I share vulnerabilities or struggles, it inspires somebody. And they believe in me even more. Social media made everything look inauthentically perfect, so people crave authenticity even more.   Staying motivated There is no shortcut to building a personal brand that gets a lot of revenue. It takes time. At the end of the day, it is your brand. It's more than just something that's going to grow your business, and it's more than something that's just going to give you success right now.   It's your legacy. So whatever you're building right now, that's what you're going to be remembered for in 25 years. You can't outsource that too much and can't automate it too much now. But what you can do is commit to creating some good, needy content that comes from you and then has somebody repurpose your ideas into several pieces of content for you.   Just remember to stay committed!   At what point do you separate your online personal brand image from business to personal? This is a matter of preference. First, consider whatever it is you're comfortable with. If your daughter or dogs are part of your brand and you're comfortable sharing them online, then go for it! If not, you don't have to!   Second, think about who your market is. if you're talking to corporate and you're not coloring outside of any lines and who you're selling to, then your brand needs to follow suit. And if you're working in a more entrepreneurial market then you can create something a little bit personal with a little bit of business.   The important thing is to build the brand you want to build. And the more you build a brand in alignment with who you are and what you believe, the better. But you don't have to share everything with the world. Eventually, you will attract the right people for your brand.   How long does it take to build a successful, credible brand that generates revenue? It depends on how experienced you are in your industry. So there is no time limit. When you show up frequently and consistently, if you show up every day on a social media platform for 90 days, you would be in a position where people are paying attention. If you do that for six months, more people would pay attention.   So it just depends on how committed you are. Nothing will speed up the process more than consistency and frequency!   About Danielle Danielle is the brains behind the implementation of Conviction Marketing and helps hundreds of entrepreneurs inside the company to bring their genius to the world.   Danielle's background in psychology, education, and copywriting give her a unique pulse on the current marketing landscape and culture. She gives strategic, creative brand direction to their clients and remains involved in the day-to-day content creation, to ensure clients stand out from the crowd.   Danielle has helped countless 7 and 8-figure well-known brands prior to joining Kelly Roach Coaching and brings a wealth of knowledge to clients.   Website: convictionmarketingagency.com Instagram: @daniellecmarketing LinkedIn: Danielle Cevallos

This week Anthony welcomes MJ Gordon. She's a world-renowned lifestyle and business coach specializing in health, high performance, and energy management. Her time-tested strategies help her goal-oriented clients level up to regain balance, joy, and resilience in their health, business, and life.  Her goal is to inspire positive energy and help people maximize  their resources of energy, time and money, to create a better life and community.   As a high performer in all aspects of her life, she was used to being on the go constantly. After losing a few big contracts and going into debt, she got a wakeup call when her husband told her it was time to slow down and reevaluate their life. Unable to continue that breakneck pace she was used to, she saw a specialist and learned she had a cortisol deficiency. Rather than treat it with meds, she chose to play the long game and go on a journey to regain balance in her life and her body. Now, she is passionate about sharing all she's learned with her audience.   The first step to high performance The most important first step is to be aware of what is going on inside your body. You have to go beyond the typical blood panel you get from a primary care physician. Find a specialist who will at least do a full hormone panel, gut mapping, and allergy testing. The highest performers in all areas constantly monitor what helps them feel better or worse. Approach it like a NASCAR racer. When you're going at high speeds, monitor your gauges constantly and take a break every few laps so that you don't overheat.   Rest and recover The next phase of step one is to make sure you're not at a deficit, and if you are, get out of it. The way to do that is to create a supportive lifestyle that helps stimulate the parasympathetic nervous system. That means you need to rest and recover– which is the opposite of fight or flight. To be in fight/fight mode at all times is taxing. Instead, you need to give yourself frequent breaks from stimulation.    Fuel and move your body MJ says most people focus on the diet aspects of wellness. But she emphasizes that step one– knowing your body and fighting deficits– is really the most important part of the equation. Once you have that in place, you can determine what fuels your body most efficiently and effectively. Every person is different. What fuels you might not be what fuels your neighbor. Likewise, how you move your body will vary at different stages in your life, and it's unique to each person. MJ says not to impose performance expectations on yourself. One day you might be able to hit the gym hard, but the next the best thing for your body might be a long walk and yoga stretches. Listen to your body and give it what it needs.  Waste time on yourself The non-negotiable for MJ is to have 30-60 minutes to herself per day. That might be gardening, reading, or connecting with her kids, but whatever it is it has to be fully enjoyable and engaging for her. As a business owner, mom, and wife she knows it can be hard to find time to do that, but she makes it happen. She does it by living a minimalist life and knowing when to outsource and delegate. Rather than waste time aimlessly scrolling social media, she puts her phone down. The 10 minutes a day she used to spend vacuuming got outsourced to a robot vacuum. Little changes like that buy back time for her to waste time on herself.    The Everyday Vacation MJ hosts the everyday vacation podcast. People hear the phrase and assume that means she  is suggesting that you sip cocktails by the pool all day. Not so. To her, the everyday vacation means getting your life to a point where you have the feeling of excitement when you wake up every morning, like the one most of us get when we are on vacation. It means having a passion and interest in your everyday life. Phase 1 is getting your energy levels in check, moving/fueling/resting your body, and spending time on yourself. Phase 2 is creating a life where you live on your own terms so you always feel like you are on vacation.    Everyday Vacation Podcast MJ on Instagram MJ on LinkedIn MJ Gordon website

Chris Chapman is executive director at Capital Analytics and the founder and host of the Next Level Minds podcast. Chris has been doing sales since he was a kid when he went door-to-door trying to sell services that might help the busy homeowners in his neighborhood. In his first post-college job in IT staffing, he learned how to  build relationships with IT managers, CTOs and VPs. Then he transitioned into his current role with Capital Analytics, which publishes local business magazines. He project manages the development of each publication in his region, but he also then sells digital ads and event sponsorships to CEOs who are featured in the publication.   It's not easy to immediately get in touch with a CEO. Chris learned the hard way that you need to build relationships with the gatekeepers around the CEO. Treating the admin staff like the enemy isn't going to get you very far. If you're trying to reach the CEO of a smaller company– say 50 people or less– you can sometimes get lucky by dialing directly very early in the AM or after 5:00 PM and they'll answer their own phone. With larger companies, there are likely to be more touch points before you can reach the CEO. Be prepared to talk to at least 4 to 5 people before you win that call. When cold calling doesn't work and you need to do a drop by, you have to go in with confidence and kindness. Sometimes, you'll get lucky and the CEO will have a moment to meet; if not, you can leave behind a business card and a good impression.    When you're dealing with busy CEOs, you have to build rapport and add value quickly. Before he makes a cold call, he does all the research to learn everything he can about the CEO. He looks for mutual connections, finds out where they went to school, what other companies they've worked for, etc. He also taps into his network of other CEOs that he's worked with and exploits the FOMO effect. “This CEO is getting in on this opportunity. I'd hate for you to miss out on this.”    It's important, however, not to lead with rapport-building strategies. In fact, Chris and Anthony both agree that you have to lead with why you're calling. Get the point across about what you're trying to sell. Once they're warm to the idea, then you can work on building an authentic, personal connection. As he gathers rapport-building information about the prospect, he tracks every detail in his CRM. So when a CEO says she's gotta go because she has a tee time, he makes a note in the CRM that indicates the CEO has an interest in golf. Next time they meet, Chris can reference that in their conversation. For reps who aren't great at CRM management, he suggests putting rapport notes in the calendar invite to keep track.    Once you get that meeting with a CEO, Chris says selling to them is not much different than selling to a lower level executive. People are people. No matter who you're selling to, it's about building relationships with a person and helping find the proper solutions to the problems they experience. That really doesn't change based on the size of the company or the title of your prospect. And no matter who you're meeting with, pay them the respect of being prepared and dressing for success.   Chris always asks his prospects to rank on a scale of 1 to 10 how strongly they are considering his offer. He's essentially immediately asking for feedback, and he's open to accepting it whether it's good or bad. When he has that information, he asks what's holding them back from getting to a 10. That arms him with the information he needs to get them closer to a deal.   Chris' Next Level Minds podcast is a top-ranked business podcast that has been listened to in over 45 different countries. The podcast is dedicated to those who want to reach a massive next level in their career, business, or personal life. He interviews people who are successful in a variety of fields– founders, entrepreneurs, athletes, authors. He asks them to share their journey to success. He's learned two important things about successful people. First, they remain humble, no matter how successful they become. When you lose that, you sometimes lose the habits that got you to success in the first place. The other thing he has learned is that the most successful people never stop learning. They all have an insatiable desire to learn and to be masters of their craft, no matter what that might be. Chris Chapman on LinkedIn Next Level Minds podcast Chris Chapman on Instagram

  This week on the Catapulting Commissions podcast Anthony welcomes Chris Larsen. Christopher Larsen is the founder and Managing Partner of Next-Level Income. Since “retiring” after 18 years in the medical device industry he dedicates his time to helping others become financially independent through education and investment opportunities. Since his first single-family rental investment at 21 to real estate syndication (and everything in between), Chris has been investing in and managing real estate for over 20 years. He has also invested in equities, oil & gas, and small business lending. Today he's going to talk about how to make, keep, and grow your money to achieve financial freedom.   Chris and Anthony both agree that it's possible to be too successful. Some new sales reps find themselves making more money than ever, but they haven't been taught how to manage it. At best, they are trained to do the basics. Pay off your house. Buy term life insurance. Invest in a 401k. Yet somehow they are still living paycheck to paycheck, and they are anxious about their future. That's not a plan for financial freedom. True financial freedom requires you to have a plan to replace your active income.    Like a lot of successful sales professionals, Chris has a background in athletics. He was a competitive cyclist. When a friend of his died young, he had an awakening; there's so much more to life than racing around in circles. He wanted to live life to the fullest, and that required him to get financially stable. Money can solve a lot of problems, so he started a career in sales, and set his sights on becoming accredited to gain access to elite investment opportunities. In the end, he saw medical device sales as a way to make and save money that he could later invest in real estate.   Then Chris did what he suggests everyone does. Keep your lifestyle in check and save 50% of your income. When you're making two, three or $400,000 per year, you can be financially independent in under 10 years if you live like this conservatively. Make more money. Keep more money. Grow that money. It requires discipline, but soon you'll be able to replace your active income. Set a savings goal every month and meet that target before you spend anything. Have it deposited automatically into your accounts, and don't ever touch that money. Then when a big bonus check comes in, meet that savings target, then go out and enjoy the rest. You have to allow yourself the opportunity to enjoy life with the money you're making. But don't spend until you've saved.   Chris didn't just know how to do this stuff naturally. He made mistakes along the way.  He invested in residential real estate rather than cash flow commercial real estate. He didn't think of what rich people invest in, one of which is whole life insurance (rather than term). There are many benefits to whole life insurance, which he didn't learn until he was much older. He didn't seek out the professional help of a coach soon enough. He now spends more money than ever on masterminds and other development programs.   Chris Larson on LinkedIn Get a free copy of Next-Level Income book Email Chris for a free version of Money Insights book (put “Money Insights Book” in subject line) Next Level Income Podcast  

This week on Catapulting Commissions Sales Talk Anthony is joined by Jeremy Miner. Jeremy is the Chairman of 7th Level, a Global Sales Training company that was ranked as one of the fastest growing companies in the US by INC magazine. He is also a contributor for INC magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur magazine, and several other publications. During his 17 year sales career, Jeremy was a top producer. His earnings as a commission-only salesperson were in the multiple 7-figures, every year. He is also the host of the podcast, Closers are Losers, and his new book, The New Model of Selling Selling to an Unsellable Generation, will be out later this year.  Always be closing is dead Buying behaviors have changed dramatically over the years. Jeremy says it's no longer true that people buy from people they like for example. Instead, people buy from people who can get them the best result. Period. If the prospect likes the person selling the product, it's just a bonus. The old methodology of “always be closing” (ABC) is also dead. It's an adversarial approach that has made society look at sales reps as slimy. Top salespeople don't think that way anymore. The top professionals think of selling as collaborative. He says the best way to be a top producer is to be a problem finder and a problem solver– not a product pusher.  Avoid commission breath There are lots of mistakes that sales professionals make, but Jeremy says one of the big ones is that they get too aggressive and needy right out of the gate. Conventional wisdom would say you should be enthusiastic and eager to share how you can solve the prospect's problem. Jeremy says no. Keep that enthusiasm to yourself because it comes off as “commission breath.” The minute your body language and tone convey the needy and attached approach, the prospect wants to get rid of you. Instead, Jeremy says to remain calm, neutral, unbiased, and (especially) detached from the expectation that you'll make a sale. Of course the goal is to make a sale, but you have to keep that to yourself. The minute the prospect feels you are there to “sell them” something, they shut down and lose interest. Unlikely role models In his 20s Jeremy spent a lot of time taking seminars to learn more about how to be a successful sales professional. In the end he learned the most from two unlikely sources– Socrates and Jesus Christ. While both men were “selling” very different ways of life and thinking, their ability to gain a following boiled down to the same thing. Their easy-to-answer questions motivated their audience to challenge their own way of thinking. Being in that state of questioning ultimately triggered the audience to become more accepting of what Christ and Socrates had to say.  Ask the right questions Jeremy teaches that you need to ask commitment questions. These questions get them to commit to taking next steps– whatever those may be at any given point in time in your process. Sometimes it might be a commitment to buy your product or service, but other times it might be a commitment to another meeting with other gatekeepers. Jeremy recommends using verbal pauses. Slowing down your questions and your pacing will cause the prospect to think more deeply. “Do you think this could be… the answer for you?” That verbal pause might get them to reveal an objection that you can work to resolve with them in a collaborative way. Instead of ABC Jeremy recommends you should go with ABD– “Always Be Disarming.” That means you are always asking the right questions that continually disarm your prospect so that they want to open up and engage with you. A nerdy approach Jeremy is a self-proclaimed nerd thanks to his deep study of behavioral science and human psychology in college. He's interested in how and why human beings make decisions. Over the years our understanding of how people make decisions has grown, and the way we sell should line up with that. The typical “boiler room” selling that we're used to seeing in movies won't work anymore. It's too pushy and causes people to push back. Consultative selling is a good counterpoint to that, but it fails to tap into human emotion- a key component in most people's decision-making process. Instead Jeremy says to focus on his Neuro Emotional Persuasion Questioning (NEPQ) methodology. In this approach you allow prospects to persuade themselves and sell themselves. The prospect pulls you in rather than you trying to push them forward. His NEPQ approach offers a step-by-step structure that will get the prospect to want to engage. It humanizes the sales process. It's a skilled conversation– the right questions at the right time that trigger the prospect to want to pull you in and take what you're offering.   Handling objections Of course objections will always come up, but the NEPQ formula should limit objections. Make sure to design your questions in a way that eliminates objections before they even come up. Pay attention to the way your prospect reacts to you, looking for cues that they are uncertain about your product or service and then address it. “I noticed you seemed a bit hesitant when I mentioned XYX. Can you tell me what's behind that?” This will lead the prospect to share with you something they might never have explicitly revealed, and instead disguised it as, “We just need some time to think about it.” It gives you the opportunity to have a dialogue with the prospect and collaborate with them to see if there is a way to get past that hesitation.    Sales Revolution Facebook group 7th Level Jeremy on LinkedIn Jeremy on Instagram

Adam Rosen on Catapulting Commissions Sales Talk This week on Catapulting Commissions Sales Talk Anthony welcomes Adam Rosen. Adam is an entrepreneur that loves to support business owners and share his rollercoaster startup journey to help those on a similar path. As a founder of a tech startup, Adam spent 5 years leading a college recruiting startup that was acquired in 2019 by a leading college marketing firm. His primary focus now is on helping startups get more sales appointments, hassle-free, through his lead generation business, Email Outreach Company.   As a cofounder of Email Outreach Company (EOC) and serial entrepreneur, Adam knows a lot about successful prospecting. He never really held a true 9 to 5 job. After getting his MBA, he started his first tech startup business. It was acquired after 5 years, but that doesn't mean he retired to a beach house before 30. He immediately got back to work, and he now advises many startups through EOC. Though he has worked in tech startups, he really thinks of himself as a sales entrepreneur.  What kind of companies should do email outreach? Adam's company EOC can make a big impact for nearly any B2B company. He launched the business because at the end of the day almost every company needs more sales appointments. The problem is that most sales development reps hate cold email outreach. That's because generating solid, qualified leads through email is hard. Its challenging nature means lots of people think email outreach doesn't work. Adam says that's just not true. People think it doesn't work because they don't know how to do it well. Email outreach can work for literally any B2B business when it's done right.    The basics of good email outreach require you to keep details to a minimum because too many details confuse a prospect. A confused buyer is not a buyer at all.  Keep it simple. Make it easy to read and keep it short– 4-6 sentences tops. Show you care and respect the prospect by getting right to the point. Here's the problem. Here's how we solve it. Here's our social proof. Follow up. For EOC's clients, on average it takes 4 emails to set up one successful meeting. If you don't follow up, you aren't even going to get a chance to close. Follow up has to be systemized and automatic. Stay out of SPAM folders. Don't make the email too long, complicated, or link-filled. Emails should be all plain text. Lots of links, photos, and videos get caught in the SPAM filter.  Common founder mistakes The biggest mistake Adam sees is that a brand never finds its true product market fit. When you have a true product market fit, you go beyond just getting that first sale. It's about creating a product that customers want to keep buying from you over and over again. You have to make sure that every single customer is happy, renewing, and giving you more money because you're providing more value all the time. In Adam's experience, there are two types of founders. There are product-focused founders and sales-focused founders. Product-focused founders can get that product market fit dialed in quickly, but they might not be great at the sales side of things. The opposite is true of the sales-focused founders– great at sales, unclear on the product market fit. Ideally, you need both of those minds working at once.    As we've heard on the Catapulting Commissions podcast before, a founder should create systems that somebody else can plug into and replicate– for every aspect of the business. That said, you can't be too rigid. Allow for humanity and flexibility with the systems you create. Find a way to let players be their most authentic self while having systems in place that anyone can operate. It's about hiring the right people to fit in the system in a way that allows them to shine. Hire good talent When you are making your initial hires in a startup, it's good to have a mix of the “green,” hungry types and the tenured, experienced types. Some roles really call for that hungry hire. Others really demand a tenured hire. Overall, there are three things Adam looks for when hiring for startups: Hire people you can trust. Things will get difficult and mistakes will be made in a startup environment. Can you trust your people to be honest with you? They have to be able to learn from their mistakes and be willing to grow with you. Hire people with hunger and grit. In sales and startups, you have to be willing to take a punch in the face and get right back in the ring.  Hire people who are coachable. Your people need to be open to being told what they don't know and then willing to accept coaching to fill in those knowledge gaps.  Adam Rosen on LinkedIn The Rise with Skirzz & Adam

This week on the Catapulting Commissions podcast, Anthony welcomes Simon Severino. In 19 years of entrepreneurship, Simon has executed hundreds of go-to-market strategies with B2B teams around the globe. He's a father of three, author of Strategy Sprints, and a business coach specializing in B2B sales/marketing. He has a blueprint for CEOs to achieve financial freedom with a firm that runs on its own. His Strategy Sprint method helps CEO's double their revenue to get out of the way of their business to accelerate growth.   CEOs should consider firing themselves from operations as soon as it is possible– even at the $1-3 million range it's too late. If the CEO never stops running the business, your business will run the CEO. It will be hard to scale because no one will ever take over big decisions. When that happens, the CEO is not using the intelligence of their people. Every time the CEO needs a vacation or isn't available to make a big decision, it creates a bottleneck, and it slows the business down. Everybody needs to be not just doing the work but improving the work.   In his 90-day Strategy Sprints, Simon works with founder-led B2B teams with up to seven years in business, 35-50k per month. The founder wants t to get out of the weeds but they don't know how to do it or if it's even possible. He helps them scale their business so it can eventually run without them. It's a smarter way to do business. When a business runs without any single person making all the major decisions, the multiple by which it can grow is so much higher. For example, Simon turned his own 90-day Strategy Sprint system into a repeatable process that he could turn into a certification program. So now he added a certification business on top of his consulting business. He doubled the revenue and decreased his risk. Simon believes all CEOs can do this to some extent. There is always a smarter way than dealing with the constant bottlenecks created by a founder-led company.   To determine where the bottlenecks are and how to solve them, Simon starts by asking founders to consider what would happen if they had 10x growth overnight. He then tackles those week by week in the training. They segment the business into marketing, sales, and operations teams, and most of the time it's clear that the CEO is doing all of it. When the founder realizes they are doing all that work that could be done by others, they realize they need a change. Which one can be systemized first? And they work week by week to systemize each of those segments. After 12 weeks the CEO has created an SOP playbook, and regains 10-14 hours per week of their time to work ON the business rather than IN the business. When you work IN a business you are planting, weeding, and laboring in a garden every day; when you work ON a business you are a gardener who harvests the vegetables and casually waters the flourishing plants and flowers as needed.   Once you've made that transition to gardener, you should not allow yourself to get back in the weeds– no matter how strong the pull to do so. At first, your ego will tell you that you need to go back, but you should never do it. It sends the signal that you don't trust the process you put in place. There may be times when you need to have a discussion with your team about certain metrics that aren't being met, but getting involved will only cause your team to think you don't have faith in their ability to deal with it.    Of course Anthony wants Simon to talk about building a sales team– this being Catapulting Commissions Sales Talk. He says you have to explicitly write down the minimum expectations for the closers and setters. What does the perfect closer do? What does the perfect setter do? What KPIs will you measure daily, weekly, and monthly? Then you go on LinkedIn and post it. Simon has applicants send in videos first, and then they select top candidates to meet in person or virtually. He says turnover for setters is higher, and that's to be expected. He recommends compensating setters with commission only. People who work on commission only tend to be more motivated. When there is no cap on their income, people have more skin in the game. As long as you keep taking care of those people and help them develop and grow, they will stick with you. Give them everything they need quickly and without question, and they'll flourish with your company.   When you align marketing, sales, and ops, you have to have consistent weekly meetings. They all see the numbers and collaborate on how to get the most out of each other. It's an open dialogue about what each department can do to support the other. When you don't meet regularly, assumptions are made in ignorance. Holding weekly meetings that foster open dialogue allows everyone to get on the same page. Everyone speaks to each other. They hold each other accountable. They work in unison and feel they have skin in the game. This is the dream for any founder. Simon Severino on LinkedIn Strategy Sprints website

This week on Catapulting Commissions Sales Talk Anthony sits down with Dave Young. Dave is a co-host of the Builder Nuggets podcast, which is focused on building and scaling a valuable business that requires less of your time. He's also a business coach, entrepreneur, real estate investor, and a regional partner for Alair Homes, which builds luxury custom homes around North America. He's joining us today to talk about how to separate yourself in a crowded market and stand out by being just a little bit different.   What was meant to be a 30-minute discovery call with the founder of Alair turned into a new career path for Dave. The founder proposed finding a way to bring together the otherwise-fractured construction industry. Though Dave had a background in real estate and had worked with builders over the years, he wasn't sure how he could fit into something like this at first. But as he talked to the founder, he became convinced this was the new way forward, and he had the confidence to bet on it. Through the podcast and his coaching business, he wants to elevate the construction industry, figure out ways to get people collaborating, and demonstrate that it's not about price, it's about value.    Making that leap into a new career path required him to take a lot of chances, but soon he was able to consistently deliver an exceptional experience to his clients, his team, and the trade partners. He says it's important to take inventory on what you're good at, and focus only on those things. That way, you're constantly working in your effortless ability zone. Instead of labeling things that you hate doing as ‘crappy tasks to get done,' think of them as an opportunity to hire others for whom those tasks fall into their effortless ability zone. Dave always seeks to elevate those around him; in turn he has elevated himself.    As a team builder, you need a clearly defined story and a compelling mission. If your story is not compelling enough, people won't come along with your ideas. Others need to see and experience your value, and then be the ones who amplify it for you. If it's just a business owner going around telling others how great you are, you're just a typical sales rep. For example, in the world of custom homes, it takes a huge team of people to bring that home to life. With the trade shortages out there, the best way to attract the top tradespeople is to show the quality work your tradespeople do. They'll see that you value quality work, and they'll apply for a job with your company.    To be more than a commoditized company, you need a strong culture where you make investments in people. Your people will then invest back in you, your organization, and in each other– and they won't take a chance on a new job for a minor bump in pay. There has to be real opportunity for people to grow and lead. At every level, team members should have an opportunity to shape the mission and add their layer of core value to it. That creates buy-in and allows for something special to grow.  You have to be worth it as a leader– be worth the investment of your team's time and energy. The same is true no matter what industry you're in. Whether you're in home building like Dave, B2B like Anthony, or something else entirely. In every case, the need to invest in people is always the same.   Dave says it's important to avoid the pitfalls of inaction and negativity when building a team. If you've identified a problem, you can't just sit on it. You have to immediately make moves to improve it. Stamp out negativity whenever you can. Don't make time or space for negative people in your life or your team. He also says understanding yourself as a leader is an important piece of the puzzle. Dave recommends everyone take the Kolbe A Index and the Clifton Strengths Assessment. He also has read several books that he's found helpful, but he says to listen to thought leaders that speak to your core values and start following their work for inspiration and ideas. Networking with others in your industry and finding a coach are key as well.   Dave Young on LinkedIn Builder Nuggets Podcast Kolbe A index Clifton Strengths Finder Traction by Gino Wickman Who Not How by Dan Sullivan