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Let's get down to the nitty gritty and talk about the thing that no salesperson likes: OBJECTIONS.  Sometimes a prospect is hesitant to close the deal because they've been burned before—other times there's no common ground that you're able to find with them. Your job is to know the difference.  If it's the former, your sales techniques can make or break the sale. If it's the latter, save yourself some time and categorize them as an “unqualified buyer”.  In this new episode of “Level Up”, Kap and Steve discuss the different methods you can use to overcome the objections of a hesitant client. And here's a bonus—you'll see guest Casey Carnevale and Steve Schmidt's SDR mastery in the form of role-playing different sales scenarios. Calling all SDRs…these are methods they don't teach you in orientation. Main Takeaways: The top of the sales funnel will always experience the most objections because the prospects are cold.  A lost deal is not a lost prospect. That same prospect can turn into a closed deal in the future.  Getting tripped up is the best way to learn how to get better and succeed.  The difference between a qualified and unqualified prospect is whether you have common ground.  Timecodes: 00:00-10:00 | Casey and Steve's role play of a top of sales funnel cold call 10:00-21:42 | Casey shows why she's a master at making deals  21:43-30:00 | The delicate balance of matching energy in a sales call 30:00-38:20 | Five practical points in overcoming objections  Quotes: “The top of funnel is where you're going to see the most objections because you're coming in cold.” - Steve Schmidt, CRO of SellX  “Do not lose a prospect just because you lose a deal. Everyone switches something every one to three years.” - Steve Schmidt, CRO of SellX “You have to begin your sales career with getting tripped up, because you're never going to succeed unless you swing and miss first.” - Steve Schmidt, CRO of SellX “If you get through that first meeting and you don't have some common ground to stand on, there shouldn't be a second meeting.” - Steve Schmidt, CRO of SellX ————————————————- Connect with Steve Schmidt: Steve's LinkedIn: https://www.linkedin.com/in/stevenwschmidt/ SellX website: https://www.sellx.com/ Reach out to Rveal Media: Rveal's website: https://site.rveal.media/ Rveal's LinkedIn: https://www.linkedin.com/company/rvealmedia/ Rveal's YouTube channel: https://www.youtube.com/channel/UC69p14R2ccMdyUbbmdlWCEw 

For years, the methods of compensation for sales representatives has settled on base salaries with additional compensation.  Our hot take: it's a decade old method and it's broken. Salaries are hindering on both ends—the rep isn't making as much as they could and the company isn't getting the most out of their labor. In this new episode of Level Up, host Steve Schmidt discusses the unavoidable trap sales companies fall into by paying their employees through a base salary method. It's a controversial topic, but we're willing to go on the ride if you are! Step outside of the illusion of the cozy world that your base salary creates and become all that you can be. The sky is the limit. Main Takeaways: The compensation method of a base salary is outdated and limiting.  Giving sales reps a base salary is an illusion of security. Knowing how much an appointment is worth can increase your salary. Being an employee puts you at the mercy of the company where you work.  Timecodes: 00:00-10:16 | Overcoming the need to have a base salary 10:16-17:49 | Practical solutions and negotiating rates as a freelancer sales rep 17:49-21:58 | The importance of hiring the right people  21:58-31:23 | Overcoming fear and the law of attraction Quotes: “A lot of people are okay living off the bare minimum because they have other areas of work that fulfill their need for joy. They'll never dedicate themselves to you because they're getting their needs met somewhere else.” - Steve Schmidt, CRO of SellX  “A base salary is an illusion. It's just advancing the sales rep money, which makes it a draw that's not recoverable. Reps are being paid way less than they would because the companies are taking more of a risk that the employee.” - Steve Schmidt, CRO of SellX “The most liberating things you could possible give someone is the ability to untether the shackles and go make something of their lives that is so much greater than they could ever imagine.” - Steve Schmidt, CRO of SellX  “I'm more fearful when I'm an employee than when I'm freelance because I can't control if they lay me off or give me a new job that I didn't want.” - Steve Schmidt, CRO of SellX  ————————————————- Connect with Steve Schmidt: Steve's LinkedIn: https://www.linkedin.com/in/stevenwschmidt/ SellX website: https://www.sellx.com/ Reach out to Rveal Media: Rveal's website: https://site.rveal.media/ Rveal's LinkedIn: https://www.linkedin.com/company/rvealmedia/ Rveal's YouTube channel: https://www.youtube.com/channel/UC69p14R2ccMdyUbbmdlWCEw 

Content is king in the world of business development and marketing. Put the days of aimless content creation behind you. It's time to learn how to build your brand effectively for the long haul: Instead of duplicating yourself, develop a team around you with varying skills that complement yours! Appeal to the lifestyle of the SDR and Gig worker in ways that are lucrative and fresh. Use TikTok and other platforms with confidence so you can utilize their strengths to benefit your business. In this new episode of RISE, host Steve Schmidt and co-host Casey Carnevale team up with writer and storyteller Mackenzie Boli. Together they unpack the value of authenticity—and how creating content that you're passionate about drives your business towards growth.  Steven and the team also have an AWESOME announcement in this episode you don't want to miss! Main Takeaways: You're limited—so work with people you love. Shift your mindset to become a premium brand. Learn the benefits of the SDR and Gig worker lifestyle. Learn how fresh strategy makes goals a reality. Timecodes: 00:00-11:26 | Balance growth without compromising quality 11:26-13:47 | Premium branding: why it's obtainable 13:47-36:10 | TIDAL breaking news  36:10-01:03:06 | Launching fresh business development strategies Quotes: “Everybody has interesting ideas, something special—you just need to pull it out of them.” - Mackenzie Boli, Writer “Content you write should be what you are passionate about, not what you think your audience wants to hear.” -Steve Schmidt, CRO of SellX  “The tighter you hold on to something, the more it's going to try to get away”. - Mackenzie Boli, Writer “People really feel like they know you and connect with you when you share video.” -Mackenzie Boli, Writer ————————————————- Connect with Mackenzie Boli: Mackenzie's LinkedIn: https://www.linkedin.com/in/mackenzieboli/ Connect with Steve Schmidt: Steve's LinkedIn: https://www.linkedin.com/in/stevenwschmidt/ SellX website: https://www.sellx.com/ Reach out to Rveal Media: Rveal's website: https://site.rveal.media/ Rveal's LinkedIn: https://www.linkedin.com/company/rvealmedia/ Rveal's YouTube channel: https://www.youtube.com/channel/UC69p14R2ccMdyUbbmdlWCEw 

Is your business needing to stand out at the top of the sales funnel?  When it comes to sales ideologies, it's easy to say, “If it ain't broke, don't fix it”. But with increasing competition for consumer attention, staying married to one ideology of how to do sales can limit your ability to bring in new buyers …and that's the LAST thing you want in sales.  In this new episode of Level Up, host Kap Chatfield sits down with Steve Schmidt, CRO of SellX. Together they discuss how two differing sales ideologies can be worked together to maximize your revenue and stand out amongst the crowd.  Listen in as they discuss strategies, experiences and one simple framework you can implement today to increase your exposure long-term. Main Takeaways: Lead gen and demand need each other Lead gen is short term and urgent—demand gen is the long-game Using “the walkaway” technique can pique your lead's interest Creating content your customers care about can kickstart your demand gen strategy Timecodes: 00:00-09:02 | The difference between lead gen and demand gen 09:02-18:27 | The benefits of demand gen and how it can prep your customers  18:27-26:34 | Steve's encouragement to organizational leaders on developing demand gen strategies  26:34-33:22 | How to use the perspective of your customers to drive sales Quotes: “Demand gen doesn't have any feelings, demand gen is marketing.” - Steve Schmidt, CRO of SellX  “At the end of the day, lead gen and demand gen need each other—one hand washes the other.” - Steve Schmidt, CRO of SellX “Next time someone says, “it doesn't sound like its for me”, say, “yeah, you're right, it doesn't”. Walk it away from them.” - Steve Schmidt, CRO of SellX “Find one thing your clients are thinking about and post about it every day. If you don't know what to say, perfect, because it's not about you. What do your clients want to hear?” - Steve Schmidt, CRO of SellX  ————————————————- Connect with Steve Schmidt: Steve's LinkedIn: https://www.linkedin.com/in/stevenwschmidt/ SellX website: https://www.sellx.com/ Reach out to Rveal Media: Rveal's website: https://site.rveal.media/ Rveal's LinkedIn: https://www.linkedin.com/company/rvealmedia/ Rveal's YouTube channel: https://www.youtube.com/channel/UC69p14R2ccMdyUbbmdlWCEw 

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Every founder and CEO is looking for proven ways to increase outbound velocity, however; very few are able to do so successfully the Level Up podcast will focus on strategies that are proven to work, no fluff, just the good stuff.