The Sales Podcast

#12WeeksToPeak #salestraining #SelfImprovement I'm going solo today to start year 13 of The Sales Podcast, episode 718.I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.Our job in sales is to disqualify prospects, engage them effectively, and ask the right questions. I share insights from my extensive experience in sales, highlighting the need for curiosity and understanding the prospect's needs. I had a little mishap with my standing desk...and then get into sales techniques, focusing on how to start the conversation in sales and handle unexpected challenges. Improve your sales process with these insights and close more sales by having better business conversations. Get ready for a season of growth via great sales training!"Our job is to disqualify the prospect, not qualify.""Your prospects are not you.""Hearing no early is a win.""Selling is the transference of a feeling.""You either win or you learn.""You prove you're different by being different."00:00 Introduction to Flipping the Script03:01 Understanding the Sales Process06:02 The Importance of Disqualifying Prospects08:54 Engaging with Prospects Effectively12:11 The Role of Curiosity in Sales15:00 Recognizing the Prospect's Needs18:04 Asking the Right Questions21:00 Using Control in Conversations24:00 The Human Element in Sales26:48 Final Thoughts on Sales StrategiesGet daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #growthmindset

#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessonsBill Rice, fellow class of '92 alum from @usafaofficial, joins me as I publish this on the 33rd anniversary of our graduation.00:00 Introduction and Background01:03 Lead Generation Strategies03:22 Navigating the Noise in Sales05:21 The Evolution of Sales Techniques09:10 Cold Calling and Email Strategies 11:52 Leveraging Technology in Sales15:16 Content and Engagement Strategies 19:00 Surveys and Lead Capture Techniques23:29 Using LinkedIn for Outreach26:42 AI in Sales Follow-ups29:15 Nostalgia and Technology: A Generational Shift31:59 The Impact of AI on Human Interaction35:01 Creativity in the Age of Automation37:56 Navigating Advertising in a Digital World41:00 Building Connections in a Changing LandscapeGet daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram https://instagram.com/saleswhispererLinkedIn http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

#12WeeksToPeak #negotiation #SelfImprovement #LifeLessons In this conversation, I sit down with Andres Lares, a negotiation expert, to discuss the intricacies of negotiation, leadership, and sales training. Believe it or not, we get into the importance of goodwill in business relationships. (I always leave a little meat on the bone so my prospects and business partners want to come back to work with me.)As The Sales Whisperer®, of course, we discuss the value of training.As a Brazilian Jiu-Jitsu practitioner, I discuss being adaptable as a key component of a negotiation training program.As an Air Force veteran, we get into the role of leadership in employee retention. (Unfortunately, leadership is sparse in the military, the private sector, schools, churches, HOAs, PTAs, Little League, and everywhere in between...But I digress.)As usual, balance is key in business and in life, so we look at the need for creating a balance between structure and flexibility in sales processes, as well as the significance of self-reflection and feedback for personal growth."The worst-case scenario is not a no."We agree on the philosophy of incremental improvement and the necessity of practice and preparation in negotiation and in life.We also agree on the intricacies of negotiation and the importance of tailored training for effective communication. You must understand the buyer's perspective and maintain integrity in your business: prospecting, selling, and fulfillment roles.As we say in the military, the more you bleed in training, the less you bleed in battle, so we dive into the significance of preparation, emotional intelligence, and the role of negotiation training in building confidence and credibility.Finally, Lares shares insights on the challenges of hiring skilled facilitators and the value of asking the right questions to uncover the truth in negotiations."Nothing convinces like conviction."GUEST INFO:Guest Site: https://www.shapironegotiations.com/resources/books/Guest LinkedIn: https://www.linkedin.com/in/andreslares/Guest X: https://x.com/sninegotiationsGuest Instagram: https://www.instagram.com/shapiro_negotiations_institute/00:00 Introduction to Negotiation and Leadership02:49 The Power of Nice in Negotiation06:08 Value-Based Negotiation Strategies09:05 The Importance of Training and Adaptability11:59 Balancing Structure and Flexibility in Sales14:55 The Role of Leadership in Employee Retention18:10 Investing in People for Long-Term Success20:56 The Incremental Improvement Philosophy24:04 The Role of Feedback and Self-Reflection27:11 The Importance of Practice and Preparation30:48 The Art of Negotiation and Training39:41 Understanding the Buyer's Perspective42:15 The Importance of Integrity in Sales46:43 Tailored Training for Effective Negotiation53:19 Books and Resources for Negotiation SkillsNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

#12WeeksToPeak #nytimes #bestseller Since 1999, Michael Drew has helped 131 books get onto the New York Times Bestseller list, and he shares how that can make you millions—even hundreds of millions in sales.He discusses the strategies he employed, the economics of book publishing, and the evolution of the industry over the years. Drew emphasizes the importance of understanding the market dynamics and distribution channels for authors aiming for success. We explore the intricacies of thought leadership, marketing strategies, and the importance of building genuine relationships with customers, and we discuss the distinction between transactional marketing and relationship marketing, emphasizing the need for emotional security and intimacy in business interactions. The dialogue also touches on the challenges faced by small businesses in navigating the marketing landscape and the significance of effective communication in fostering long-term customer relationships.Michael Drew's book retreat: https://bookretreat.com/Guest email: Michael@promoteabook.com 00:00 Introduction and Background of Michael Drew02:21 The Journey to New York Times Bestsellers08:09 Understanding the Economics of Book Publishing12:57 The Evolution of the Publishing Industry19:14 The Importance of Distribution in Book Success24:26 The Objective of Thought Leadership25:14 Building Relationships vs. Transactional Marketing28:30 The 12 Steps of Intimacy in Marketing30:25 Understanding Customer Needs36:12 The Science of Emotional Security40:55 Navigating the Marketing Landscape42:15 Breaking the Cycle of Burn and Churn48:22 The Importance of Communication in BusinessNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer#12weekstopeak #nytimes #bestseller

#12WeeksToPeak #marketingautomation #growthmindset Chris Brisson is the founder of  Salesmsg  , and he returns to The CRM Sushi Podcast after 8 years to share what is working and what he sees as the future of SMS marketing, marketing automation, digital marketing, and how to grow sales in the age of AI.00:00 The Evolution of Sales Message02:49 Understanding SMS and iMessage Dynamics06:10 The Need for Specialized SMS Platforms08:52 Integrating SMS with CRM Systems12:09 The Importance of Two-Way Communication15:00 Engagement Strategies and Opt-In Rates18:04 Speed to Lead and Modern Communication Challenges24:44 Engaging Kids in Sales Activities25:39 Text Messaging in Business: The Lifecycle26:56 Capturing and Connecting with Leads28:52 The Shift to SMS in B2B Communication30:25 Integrating SMS with CRM Systems32:06 Utilizing Templates and Playbooks for SMS33:24 Multimedia Messaging Strategies35:25 Mobile Communication in Sales37:07 Best Practices for SMS Communication39:27 Tracking Engagement through Links40:15 Branding Challenges with Messaging42:07 Future Expectations and Closing RemarksNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #marketingautomation #GrowthMindset

#12WeeksToPeak #amazon #SelfImprovementIrish...whiskey...Amazon...slapping (digitally) fraudulent reviewers on Amazon...boosting your reputation...making more money...Ferraris...Priuses...taking off our shirts...it's all in this episode...and that's just the introduction!!Site: https://tracefuse.ai/LinkedIn: https://www.linkedin.com/in/shanebarker/Business LinkedIn: https://www.linkedin.com/company/tracefuse/Business X: https://x.com/tracefuse Shane's X: https://x.com/shane_barkerThis dude spent TWO YEARS figuring out how to navigate the Amazon digital jungle, cracked the code, and is making bank!!Shane Barker, founder of TraceFuse, is helping Amazon sellers fight fraudulent reviews, and he's making waves.He has created a system that also helps Amazon sellers with reputation management as well as how they can navigate Amazon's review guidelines.Shane shares insights on the impact of negative reviews and the strategies employed by TraceFuse to help sellers maintain their online reputation. We share some personal experiences with reviews and the broader implications of AI in the e-commerce space and the evolution of TraceFuse, which specializes in managing Amazon reviews. He shares insights on building trust in a skeptical market, the importance of client relationships, and innovative pricing models that have contributed to the company's success. Shane emphasizes the significance of understanding client needs and expectations while also exploring effective marketing strategies to engage clients. The discussion highlights the entrepreneurial journey, the challenges faced, and the strategies implemented to achieve growth and success in the competitive landscape of online business.****TraceFuse is an AI-powered solution built to protect your brand's reputation on Amazon, ethically and effectively.Our approach to negative review removal is 100% compliant with Amazon's guidelines and executed by a dedicated team that knows Amazon's policies inside and out.Headquartered in Reno, Nevada, and supported by a global network of talent, our experts manage everything for you—from review detection to case filing—so you don't have to lift a finger.With over 13,000 reviews removed and 500+ brands served, TraceFuse has become the go-to authority in Amazon review removal.Featured on MSN, Business Insider, and Yahoo Finance, we're proud to lead the way in helping Amazon sellers protect their listings, grow their sales, and restore trust in their brand.****00:00 Introduction and AI Discussion03:03 The Role of AI in Review Management06:13 Understanding Amazon's Review Guidelines09:12 Fraudulent Reviews and Their Impact11:55 The Importance of Reputation Management14:56 Navigating Amazon's Review System18:00 The Challenges of Review Removal20:50 Personal Experiences with Amazon Reviews23:58 Conclusion and Future Insights27:04 The Journey of TraceFuse31:05 Building Trust in a Skeptical Market34:00 Scaling Success and Client Relationships38:29 Innovative Pricing Models and Client Onboarding41:07 Understanding Client Needs and Expectations46:44 Marketing Strategies and Client EngagementNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #amazon #SelfImprovement

SMS is not dead; it's evolving and still effective.Text messaging remains a personal connection tool.The industry has shifted towards messaging as a primary communication method.AI is being leveraged to enhance business operations and customer engagement.Simplicity in marketing automation can lead to better results.Legacy businesses present opportunities for growth through technology.The future of communication will be driven by real-time data and AI.Businesses need to adapt to the changing landscape of technology.Effective communication is key in a tech-driven world.The best campaigns are often the simplest ones. Consistency in email marketing is crucial for success.Perfectionism can hinder progress; taking action is more important.Building relationships through personal touches like handwritten notes is effective.Text messaging can significantly enhance customer engagement.Entrepreneurs should focus on simple, actionable strategies.Understanding the numbers behind your marketing efforts is essential.Embracing failure as part of the learning process is vital.The human element in business is irreplaceable, even with technology.Iterating and adapting quickly can lead to better outcomes.Creating conversations with customers can unlock new opportunities.Guest Site: https://www.salesmessage.com/ Guest LinkedIn: https://www.linkedin.com/in/chrisbrisson/#12WeeksToPeak #entrepreneurship #saas 00:00 Introduction to SMS and Its Relevance04:14 The Evolution of Sales Message08:28 AI's Role in Modern Business12:45 The Future of Communication and Technology17:34 Opportunities in Legacy Businesses21:14 Simplicity in Marketing Automation24:57 The Importance of Consistency in Email Marketing30:16 Overcoming Perfectionism in Entrepreneurship36:35 Building Relationships Through Personal Touch41:40 Texting as a Business StrategyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Gene Slade shares his journey from working in HVAC to becoming a sales trainer, emphasizing the importance of adapting sales techniques in a rapidly changing industry.We get into the role of technology, particularly AI, in modern sales processes and the challenges faced by tradespeople today.Gene highlights the need for proper education in the HVAC industry to ensure quality service and customer satisfaction.In this conversation, Gene Slade discusses the current challenges in the financing landscape for contractors, emphasizing the importance of service departments and maintenance in the HVAC industry.He highlights the impact of rising interest rates and tariffs on the market, and shares insights on effective sales strategies, particularly the need for emotional connection and listening skills in sales.The discussion also touches on the human element in sales, stressing the importance of genuinely caring for clients. 00:00 Introduction to Gene Slade: The HVAC Hero05:59 Transitioning from HVAC to Sales Training12:15 The Evolution of Sales Techniques18:59 The Role of AI in Modern Sales22:13 Challenges in the HVAC Industry Today22:32 Industry Financing Challenges25:25 The Importance of Service Departments27:35 Impact of Interest Rates and Tariffs28:37 Sales Strategies for High Ticket Items32:20 Listening as a Sales Tool36:36 The Human Element in SalesFree daily tips to fix your faith, family, fitness, and finances plus a copy of the "Inbound Sellers" Newsletter at https://free.fixerwes.comConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- https://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #PersonalDevelopment #salestraining

#12WeeksToPeak #PersonalDevelopment #leadershipdevelopment 00:00 Introduction and Background02:15 The Role of Leadership in Sales Management05:15 Accountability and Ownership in Management10:55 Communication and Team Dynamics15:13 Identifying Underperformance Causes20:12 The Importance of Emotional Stability in Sales22:58 Developing Leadership Skills23:30 The Importance of Leadership in Sales25:19 Balancing Skills and Leadership Training27:03 Quality Control in Sales Management29:00 Immediate vs. Long-term Results in Sales Training30:08 Focusing on Top Performers32:20 The Role of Marketing in Sales Success34:51 Improving Lead Quality36:35 Global Client Engagement and Cultural InsightsNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #PersonalDevelopment #leadershipdevelopment

#12WeeksToPeak #ecommerce #onlinebusiness David Schomer and I discuss the evolving landscape of e-commerce, focusing on the competition between Amazon and Shopify. (One is much better than the other, and it's not even close.)We explore the importance of data-driven decisions, profit margins, and customer relationships in building a successful online business. David shares insights on the challenges of selling on Amazon, the benefits of owning customer data through Shopify, and the significance of diversification in business models. We also get into the importance of hiring the right team and the value of veterans in the workforce. (We know the Air Force is best!)We also discuss David's journey from accounting to entrepreneurship. He discusses the importance of e-commerce and conversion rates in business growth, as well as redefining what it means to be an entrepreneur in a team setting.00:00 Introduction to E-commerce Success03:10 The Amazon vs. Shopify Debate06:11 Understanding Profit Margins in E-commerce09:05 The Importance of Customer Relationships12:12 Diversification in E-commerce Business Models15:12 Hiring and Managing a Team for Success24:22 The Value of Military Experience in Hiring28:31 From Accounting to Entrepreneurship: David's Journey33:04 E-commerce Insights and the Future39:00 Redefining Entrepreneurship: Working for a Team43:54 Connecting with the Audience: Resources and Closing ThoughtsKey PointsData-driven decisions lead to better performance.Amazon's dominance in e-commerce is being challenged.Owning customer data is crucial for long-term success.Profit margins on Shopify can be significantly higher than on Amazon.Customer relationships enhance the e-commerce experience.Diversification is essential for a healthy business model.Hiring veterans can improve team performance.Good help is hard to find, but it exists.Building a brand is more valuable than drop shipping.Engaging with customers adds humanity to e-commerce transactions. Military experience can provide valuable skills in the workplace.Using traditional methods like newspaper ads can yield reliable hires.E-commerce offers a better shopping experience for consumers.Building a business requires grit and resilience.Documenting your entrepreneurial journey can inspire others.Conversion rates are crucial for business growth.Working in a team can enhance entrepreneurial efforts.There's no shame in working for someone else.Taking risks in your career can lead to new opportunities.You can always return to your previous job if new ventures don't work out.Guest Site: https://firingtheman.com/Guest Site: https://buildgrowscale.com/Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #ecommerce #onlinebusiness

#12WeeksToPeak #Sales Training #selfimprovement 00:00 Reconnecting and New Ventures03:14 The Evolution of Sales Post-COVID05:57 Prospecting in a Distracted World09:05 The Balance of Automation and Personalization11:59 The Journey into Sales and Communication17:58 Sales as a Life Skill18:30 The Sales Mindset in Everyday Life20:06 Building an Online Academy for Sales Training22:27 The Importance of Team Collaboration in Sales23:12 The Art of Customizing Speeches for Different Audiences25:38 Core Principles of Sales and Personal Branding28:20 The Journey of a Speaker: Challenges and Opportunities30:16 The Meaning Behind Orange Leaf Consulting31:27 Passion for College Football and Southern CultureNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #Sales Training #SelfImprovement

Today, I sat down with John D. Marvin, the president and CEO of Texas State Optical.We discuss the optometry business, the unique business model of Texas State Optical, and the importance of brand management and marketing strategies.John shares insights on the optometry industry, the challenges faced by new practitioners, and the strategic focus on Texas for growth.We touch on personal experiences and reflections on entrepreneurship, and the evolving landscape of corporate employment, particularly in the context of healthcare and optometry.John and I explore the balance between growth and value in business, the challenges posed by healthcare consolidation, and the importance of leadership as influence.John emphasizes the need for personal growth and a positive mindset, encouraging listeners to start their journey toward improvement and success.00:00 Introduction and Personal Background02:07 Overview of Texas State Optical05:01 Understanding the Optometry Business Model11:11 Marketing Strategies and Brand Management18:53 Strategic Focus on Texas25:02 Reflections on Industry Dynamics and Personal Insights26:32 The Shift in Corporate Employment and Loyalty30:15 Balancing Growth and Value in Business34:44 Navigating Healthcare Consolidation Challenges39:10 Leadership as Influence and Personal Growth45:51 The Importance of Starting and Continuous LearningGuest LinkedIn: https://www.linkedin.com/in/jdmarvin/#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

SendSpark allows for personalized video outreach at scale. AI integration enhances the authenticity of video messages. Shorter videos are often more effective for prospecting. Customer success and onboarding can benefit from longer videos. Market volatility can create opportunities for agile startups. Maintaining a small team can enhance efficiency and communication. Cold emailing and calling are still effective outreach methods. Personalized communication can significantly improve customer engagement. Marketing strategies must adapt to the changing digital landscape. SEO strategies need to evolve with the rise of AI tools. Video is becoming increasingly essential in marketing. AI integration should be seamless for users. Customers prefer simplicity over complexity in tech. Pricing strategies should build trust with customers. It's important to experiment with pricing to find the right balance. Value addition can enhance customer loyalty. Raising prices can be a strategic move if done thoughtfully. External consultants can provide valuable insights. Loyalty to long-term customers is crucial for business. Offering additional value can differentiate your service.Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

Guest Site: https://www.theprofitbootcamp.com/Guest LinkedIn: https://www.linkedin.com/in/andrewstotz/Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

#GoalSetting #PersonalDevelopment #SelfImprovement Author, physicist, YouTube legend, and former professional boxer Ed Latimore  returns to discuss his journey as a professional boxer, author, and social media influencer. He shares insights on the importance of mentorship, the impact of family on personal development, and the nuances of marketing and communication. We get into the significance of storytelling in marketing, the challenges and strategies of content creation on platforms like YouTube, and the value of authenticity in building an online presence. Ed emphasizes the need for aspiring creators to start producing content, learn from their experiences, and adapt their strategies for success.00:00 Welcoming Ed Latimore Back04:53 The Importance of Two-Parent Households07:50 Conspiracy Theories and Family Dynamics11:07 Sales and Marketing: Understanding Human Nature13:58 The Art of Communication in Marketing16:48 The Role of Propaganda in Society20:02 Sales vs. Marketing: Two Sides of the Same Coin23:10 The Value of Sales Skills26:01 The Misunderstanding of Sales and Marketing28:58 The Evolution of Ed Latimore's Online Presence31:54 YouTube as a Platform for Growth39:44 The Journey of Learning and Growth42:05 Understanding YouTube's Algorithm48:42 The Importance of Content Length and Engagement52:27 Creating Quality Content and Consistency57:01 The Value of Starting and Iterating01:01:25 Coaching and Personal Transformation01:05:14 The Role of Experience in Content Creation01:16:00 The Dual Nature of Skills and Habits01:17:29 The Importance of Collaboration and Mentorship01:19:20 Investing in Personal Growth and TrainingNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#GoalSetting #PersonalDevelopment #SelfImprovement

Stop learning, do more; action is key. Failures provide valuable feedback for improvement. Testing and iteration lead to better results. Understanding customer behavior is crucial for success. Every aspect of a business is a sales conversation. Traffic alone won't solve sales problems; optimize first. Effective communication builds trust with customers. SEO is evolving; focus on providing value. Podcasts are a powerful tool for engagement. Mastering fundamentals is essential for business growth.Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #SelfImprovement #Relationships #GrowthMindset #LifeLessons

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™https://wesschaeffer.com/12w

Takeaways Frank Saunders is on a mission to educate sales professionals about the importance of automation. AI can help identify whether a message is automated or personalized. Sales strategies differ significantly between the US and Europe, with the US being more process-driven. The integration of AI in sales is essential for reducing costs and increasing efficiency. Cultural attitudes towards sales vary, with many Europeans being risk-averse. AI agents can assist in reaching out to potential clients without replacing human salespeople. The sales landscape is becoming increasingly competitive and saturated with emails. Sales processes often remain chaotic due to a lack of training and proper tools. Automation can help manage lower-value accounts that are not cost-effective for human sales reps. The future of sales will likely see more reliance on AI and automation, but human skills will still be necessary. AI can facilitate communication between buyers and sellers. Automation in sales can save time and improve efficiency. Quick responses are crucial for closing deals. The evolution of CRM systems is essential for modern sales. Sales teams need to adapt to new technologies. Building a startup requires resilience and adaptability. Validating an idea before coding is a smart strategy. The sales landscape is fragmented and needs innovation. Machine learning can enhance sales decision-making. Investing in technology is key to future success. Welcome to the last hard quarter of your life. Join 12 Weeks To Peak™ today: https://wesschaeffer.com/12w Learn The "Secret" of Selling In The Make Every Sale Program https://saleswhisperer.gumroad.com/l/OiXZk Join The Inner Circle and get The Make Every Sale Program for free: https://wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: X -- https://X.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Welcome to the last hard quarter of your life. Join 12 Weeks To Peak™ today for free:https://wesschaeffer.com/12w Learn The "Secret" of Selling In The Make Every Sale Program https://saleswhisperer.gumroad.com/l/OiXZk Join The Inner Circle: https://wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: X -- https://X.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Learn The "Secret" of Selling In The Make Every Sale Program https://saleswhisperer.gumroad.com/l/OiXZk Join The Inner Circle: https://wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: X -- https://X.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Sales methodologies are often overly complicated with too many acronyms, which is usually by design because goo-roos and high-dollar consultants want to prove how savvy they are by confusing you. Technology alone will not solve your sales challenges, and neither will a new, multi-step sales methodology or new CRM, ERP, etc. Let's see how to create sales success today, which includes redefining the old school ABCs of Selling. Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

I get Brian to share his journey through e-commerce, highlighting his transition into the AI space and the development of deepm.ai, a tool for competitive ranking intelligence on Amazon. We get into the importance of understanding Amazon's A9 algorithm, recognizing personal strengths and weaknesses, and the role of pain in personal and professional growth. Brian reflects on his experiences as an employee in Fortune 500 companies and emphasizes the need for preparation and resilience in the face of challenges. We wrap it up with insights into targeting the right audience and the services offered by his new venture. 00:00 Introduction and Personal Updates 02:55 Brian's E-commerce Journey and AI Integration 05:53 Understanding Amazon's A9 Algorithm 08:56 Identifying Personal Strengths and Weaknesses 12:08 The Importance of Pain in Growth 15:03 Transitioning from Employee to Entrepreneur 18:05 The Role of Preparation in Success 20:50 Handling Opportunities and Challenges 23:47 Target Audience and Service Offerings 29:30 Understanding Competitive Intelligence and the A9 Algorithm 36:19 The Importance of Brand Visibility and Marketing Strategies 39:59 Identifying Target Audience and Brand Owners 42:36 Amazon's Business Model and Market Dynamics 49:40 The Future of Warehousing and Automation 51:50 Innovations in 3D Printing and Marketing Strategies Learn The "Secret" of Selling In The Make Every Sale Programhttps://saleswhisperer.gumroad.com/l/OiXZk Join The Inner Circle Market like you mean it. Now go sell something. Connect with me: X -- https://X.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- https://www.linkedin.com/in/thesaleswhisperer/ BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this monologue, I discuss the importance of starting small in business and sales, emphasizing that while many aim for grand goals, the foundational work is often neglected. I share insights on using CRM tools effectively, streamlining workflows, and maximizing productivity through automation. Takeaways Everyone wants to boil the ocean, but nobody wants to collect the firewood. Switching tools is usually not the answer; often, it's about using what you have effectively. Document your processes and automate them where possible. Start small and show quick wins to build momentum. A 95% increase in productivity can be achieved with better processes. Understanding your workflows is crucial for efficiency. You must make every sale to make any sale. Gather small successes before aiming for larger goals. Investing time in processes can lead to significant financial gains. Automation can save time and increase productivity. Chapters 00:00 The Importance of Starting Small 05:52 Streamlining Workflows for Efficiency 12:14 Building a Fire: The Metaphor for Business Success Join The Inner Circle: https://wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: X -- https://x.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, Nichole Lucas and I discuss Nichole's transition from residential to commercial insurance, her experiences as a broker, and the importance of networking and marketing strategies in the insurance industry. Nichole shares her unique approaches to marketing and building relationships, emphasizing the value of trust and respect in business. We discuss effective strategies for building trust with prospects, targeting the right clients, and innovative marketing techniques with an emphasis on the importance of networking, especially through personal connections and events, and share creative ideas for standing out in a competitive market. The discussion also covers maximizing opportunities at trade shows and the significance of follow-up in sales. 00:00 Introduction and Background03:02 Transitioning to Commercial Insurance05:54 Navigating the Broker Landscape09:07 Effective Networking Strategies 12:05 Unique Marketing Approaches15:00 Understanding Insurance Discounts17:53 The Role of HOAs in Insurance21:03 Building Trust Through Education 29:53 Building Trust with Prospects35:05 Targeting and Networking Strategies 41:45 Innovative Marketing Techniques 52:33 Maximizing Trade Show Opportunities 23 years in insurance. Went out on her own into commercial insurance as a broker three years ago after a headhunter reached out. Good agents earn broker credits to pass on to their clients. Carriers also give credits for longevity, so review your policies regularly. Hired two part-time people to help with business development, and one was for maintaining the back office. Lead with education to ideal prospects. Help your customers help their customers. Take prospects golfing! Do 3D mailing for direct mail. "Go for no. That's my thing.” Get a good list. The coolest thing she has seen in 23 years of sales...a vendor at a tradeshow had a magician at their booth. GUEST INFO: Guest Cell: (240) 319–951nine Guest LinkedIn Sales Growth Tools Join The Inner Circle Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz Automate your sales for $15

Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople. Salespeople are coin-operated...and a little bit...strange. There. I said it. We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!) And why you can't treat salespeople like everyone else in the company. We get into how to evaluate resumes, the significance of clear job descriptions, and the dynamics of sales teams. We may have some gray hair...but this interview can save your bacon! 00:00 Introduction and Background 02:55 The Unique Nature of Salespeople 05:54 Hiring Challenges in Sales 09:01 Defining the Ideal Candidate 11:57 The Importance of Job Descriptions 14:54 Evaluating Resumes and Experience 17:55 Sales Team Dynamics and Loyalty 20:48 The Hiring Process and Coaching 23:48 Long-Term Engagement and Support 26:50 Identifying the Right Clients 29:53 Conclusion and Key Takeaways 32:25 Navigating Career Transitions 34:18 The Importance of Team Dynamics 38:04 Sales Performance and Compensation Structures 41:15 Building a Healthy Sales Culture 46:14 Lessons from Sports and Coaching 55:35 Closing Thoughts and Future Connections Walter Crosby is a proud alum of the University of Michigan and holds an advanced degree from the school of hard-won wisdom. He spent the majority of his career as a salesperson who was frequently promoted into sales manager positions. He sold a variety of products with complex B2B sales cycles, including LED luminaries, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems. He's sold to K-12 educators, colleges/universities, contractors, and manufacturing and commercial/retail firms. Frustrated by the lack of training he received each time he was promoted to sales management roles, Walter sought his own training and mentors to help him grow as a leader. After training himself and surrounding himself with strong mentors, he saw a need to share his hard-earned knowledge with others to develop successful sales teams. This led to the creation of his own firm, Helix Sales Development. Here, Walter coaches, trains, and supports successful sales teams using evidence-based sales evaluation and assessment tools by the Objective Management Group and sales-enablement technology through Membrain. Walter's rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible. Conservatively, his clients see a 37-43% increase in revenue after their engagement. Guest Site: https://helixsalesdevelopment.com/ Guest Facebook: https://www.facebook.com/helixsalesdevelopment/ Guest LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, I interview Maxwell Nee, the co-founder of Score App, a quiz marketing software that helps businesses engage customers through personalized quizzes. *Check out ScoreApp via my link: https://share.scoreapp.com/951d60ee *See how I'm using ScoreApp at CRMQuiz.com Maxwell shares insights into the creation and evolution of Score App, the importance of building a business with enterprise value, and how they leverage AI to enhance marketing efforts. He discusses the competitive landscape, customer retention strategies, and the journey that led him to invest in ScoreApp and in building a successful coaching business, emphasizing the importance of teamwork, innovative strategies, and the often-overlooked value of podcasts in marketing. We get into effective quiz strategies for engagement and lead generation, as well as the significance of maintaining a steady approach to business growth. We wrap things up with insights on maximizing the use of ScoreApp and available resources for users. 00:00 Introduction to Score App and Maxwell Nee 10:40 Building a Business with Enterprise Value 16:43 Understanding Competition and Market Positioning 23:36 Maxwell's Journey to Success 29:14 Effective Strategies for Quizzes and Engagement 37:13 Leveraging Podcasts for Growth Guest Site: https://www.scoreapp.com/book Guest LinkedIn: https://www.linkedin.com/in/maxwellnee/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Today, I sit down with New Zealander St John (pronounced "sin-jin") Craner. He's a rural sales expert, which means he knows how to sell human-to-human. We get into the intricacies of sales training, particularly within the rural sector. St John shares his journey from marketing to sales training, emphasizing the importance of understanding the psychology behind selling. We chat about the unique challenges faced by rural salespeople and the significance of building genuine relationships with clients in all markets. We also highlight effective strategies for attracting clients and the necessity of focusing on the basics of sales rather than gimmicks as well as the importance of building relationships in sales, emphasizing the need for consistency and mastering the fundamentals. And a few more things that will help you sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it. Guest Site: https://www.ruralsalessuccess.com/ Guest LinkedIn: https://www.linkedin.com/in/stjohncraner/ Guest Facebook Group: https://www.facebook.com/groups/285326399207141/ 00:00 Introduction and Personal Stories 03:01 Transitioning to Sales Training 06:08 Understanding the Rural Sales Landscape 09:02 The Psychology of Selling 12:03 Coaching Mindsets and Sales Success 14:53 The Importance of Client Relationships 18:04 Finding and Attracting Clients 21:03 Building a Reputation in Niche Markets 23:56 Effective Referral Strategies 30:53 Building Relationships for Success 33:19 The Importance of Consistency in Sales 35:29 Mastering the Fundamentals 37:41 The First Sale: Selling to Yourself 42:25 Warm Calling vs Cold Calling 45:59 Serving Over Selling Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

BEN LYTLE is a self-made serial entrepreneur and CEO known for being ahead of the curve. He has launched seven successful companies to date, creating billions in market value, including NYSE-listed Acordia, Inc., and Anthem (now Elevance Health), with a current market value of more than $120 billion. He is a healthcare policy expert who chaired or served on state and presidential healthcare commissions and a governance leader with extensive public company experience. Ben has identified five change forces converging to create a New Reality and recommends optimal adaptive actions for individuals, businesses, and social institutions. Wisdom is easier to develop than generally assumed and can be accelerated. It has been taught for thousands of years, and literature is abundant. Technology can make wisdom easily accessible to learn and apply in decision-making. A growth mechanism inside everyone awaits to assist and guide. Routine unconscious practices performed consciously and intentionally accelerate wisdom. Adults can develop wisdom regardless of age, educational background, or social standing. Little or no expense and nominal daily time are required. The pursuit of wisdom is personal and private, with no need to disclose to others or join anything. All that is needed is a heartfelt, unwavering commitment to becoming your best while equally serving others. Guest Site: https://potentialistfuture.com Guest LinkedIn: https://www.linkedin.com/in/ben-lytle-a6a0b914/ Guest YouTube: https://www.youtube.com/@ben.lytle.potentialist 0:00 Introduction to Ben Lytle and His Achievements  03:10 The Interconnection of Wisdom and Potential 06:09 Navigating Change in a Rapidly Evolving World 08:48 The Role of Adversity in Personal Growth 11:49 The Future of Healthcare and AI Integration 14:53 Embracing AI as a Tool for Productivity 18:05 The Importance of Adaptation in a Declining Population 25:50 Embracing AI and Robotics for Progress 28:43 Creating Your Digital Alter Ego 30:35 Revolutionizing Personal Health Records 34:57 Navigating Sales Challenges in a Changing Market 39:42 The Pursuit of Wisdom in Modern Society 43:56 Practical Steps to Achieve Your Goals Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- https://www.linkedin.com/in/thesaleswhisperer/ BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Takeaways Parenting can be both joyful and challenging, especially with large families. Entrepreneurship requires a willingness to take risks and learn from failures. The timeline between idea and action can be short for those willing to embrace risk. Failures should be viewed as learning opportunities rather than setbacks. AI is transforming the sales and customer service landscape, making processes more efficient. Understanding when to quit a venture is crucial for long-term success. Building strong teams is essential for scaling businesses effectively. The importance of personal interaction in sales remains, even with the rise of AI. Balancing multiple businesses can lead to stress and pressure on personal life. Success in business often comes from a combination of hard work, resilience, and adaptability. AI is significantly impacting the call center and customer service industries. Old school sales techniques remain effective in today's market. Local events and networking are crucial for business growth. Listening is a vital skill for successful salespeople. Balancing family life with business is essential for fulfillment. Success should be redefined beyond just financial achievements. Understanding personal values is key to true success. AI can enhance sales processes, especially for high-volume products. The emotional connection to family can be more fulfilling than business success. Enjoying the journey of family life is important for overall happiness. titles 00:00 The Joys and Challenges of Parenting 06:10 Navigating Success and Failure in Business 14:04 Understanding When to Quit vs. Persist 19:52 The Future of Customer Service with AI 26:39 Old School Sales Techniques in a Modern World 31:39 Balancing Family Life and Business Success 41:10 The Future of AI in Customer Engagement Guest Site: https://jovee.ai/ Guest Site: https://sales-hub.com/  Guest LinkedIn: https://www.linkedin.com/in/titus-jumper-597207162/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. ----- onnect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

"If I don't do it now, I will never go." "Without clients, I don't have a business." "I have a 99.3% rate of success." 00:00 Andrei Mincov's Journey: From Russia to Dubai 05:48 Navigating Legal Education in Canada 11:23 The Birth of Trademark Factory 17:22 The Challenges of Leaving Law Behind 22:19 Validation Through Doubt 27:50 Comprehensive Trademark Search and Assessment 37:50 When to Consider Trademarking Your Brand Andrei's journey from Russia to Dubai shaped his entrepreneurial spirit. Transitioning from lawyer to entrepreneur requires a shift in mindset. Trademark Factory was born out of a desire to help entrepreneurs. Understanding client needs is crucial for business success. A flat fee for trademark registration can prevent unexpected costs. The importance of a money-back guarantee in service-based businesses. Building a brand is an investment in the future of a business. Trademark registration is essential for protecting intellectual property. Many businesses underestimate the value of their brand. Legal services should be viewed as a service, not a profession. Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, Bernie Kassar and I delve into the intricacies of sales compensation plans, emphasizing the importance of simplification and alignment with business objectives. Bernie shares insights from his extensive experience in the field, discussing the transition from traditional compensation structures to more effective models that motivate sales teams. The discussion also touches on the role of technology in automating commission calculations and the significance of motivation and inspiration in driving sales performance. We also discuss the challenges of distractions in the digital age, emphasizing the importance of time management and personal accountability. We explore how different generations are motivated and the need for effective leadership in sales teams and we also highlight the role of technology in sales, the necessity of training, and the importance of connecting with potential clients. We wrap up with a light-hearted discussion about personal connections and the influence of media on public perception. GUEST INFO: Guest Site: https://latitude39.com/contact/ Guest LinkedIn: linkedin.com/in/berniekassar Chapters 00:00 Understanding Sales Compensation Plans 03:07 The Importance of Simplification in Comp Plans 05:58 Transitioning Compensation Structures 08:46 The Journey from Employee to Founder 12:02 The Role of Technology in Sales Compensation 15:03 Motivation and Inspiration in Sales Teams 24:04 Navigating Distractions in a Digital Age 25:11 Empowering Individuals Through Time Management 26:40 Understanding Generational Differences in Motivation 28:08 Building Accountability in Sales Teams 30:06 Leveraging Technology for Sales Success 32:39 The Importance of Training and Standardization 33:45 Connecting with Potential Clients 35:25 Offering Value to Startups 36:29 Navigating Personal Connections and Travel 39:01 Staying Positive Amidst Media Frenzy Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhispererInstagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Takeaways Direct mail remains a viable marketing resource. Understanding visitor behavior is crucial for effective marketing. Response attribution helps validate marketing ROI. Audience targeting is essential for successful campaigns. Creative strategies should be informed by data insights. Compliance in marketing data is increasingly important. B2B and B2C marketing strategies can leverage similar data. Technology is reshaping consumer behavior and marketing practices. Effective marketing requires a mix of traditional and digital strategies. Marketers must continuously adapt to changing consumer preferences. 00:00 Introduction to Jim Harenchar and Response Marketing Group 06:07 Data-Driven Marketing: Understanding Visitor Behavior 11:55 The Importance of Audience Targeting in Marketing 18:07 Navigating Compliance in Marketing Data 24:08 The Future of Marketing: Technology and Consumer Behavior 30:03 Conclusion and Resources for Marketers GUEST INFO: Guest Site: rmg-usa.com/thesalespodcast/  Guest LinkedIn: https://www.linkedin.com/in/jharenchar/ Guest YouTube: https://www.youtube.com/@responsemarketinggroup2218/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this episode of the CRM Sushi Podcast, I interview Aurelien Vasinis, a tech entrepreneur with a unique background in political science and finance. https://www.youtube.com/@UCzGYzumNezGjNVcz2cjEk4A https://www.youtube.com/@UCy27aBEnFjXU8kSqGjuropQ Aurelien shares his journey from studying political science to becoming a hands-on product manager and developer in the tech industry. He discusses the importance of distributed teams, the evolution of his current business, Kuration AI, and how it leverages agent workflows to automate lead generation and market research. The conversation also touches on the differences between Kuration AI, Clay, and Zapier, and the significance of targeted lead generation strategies for small businesses. Aurelien concludes with a demonstration of Kuration AI's capabilities, showcasing its user-friendly interface and powerful features. We get into the challenges and solutions in data management, particularly for small businesses and solopreneurs. He emphasizes the importance of automation tools like Zapier, the complexities of data subscriptions, and the need for customizable data filters. Aurelien also shares insights on effective cold emailing strategies, the evolving landscape of platforms like Product Hunt, and the pricing structure of his service, KurationAI, which aims to simplify the research process for users. GUEST INFO: Guest Site: https://www.kurationai.com/ Guest LinkedIn: https://www.linkedin.com/company/kuration-ai/ Guest LinkedIn: https://www.linkedin.com/in/vasinis/ Chapters 00:00 Introduction and Background 03:01 Transitioning from Political Science to Tech 05:56 Building Distributed Teams 08:59 The Evolution of Curation AI 11:51 Understanding Agent Workflows 15:05 Curation AI vs. Clay and Zapier 17:58 Targeting and Lead Generation Strategies 21:01 Demonstration of Curation AI 28:57 Leveraging Automation Tools for Data Management 30:10 Navigating the Complex Landscape of Data Subscriptions 32:09 Customizing Data Filters for Targeted Outreach 34:49 Building a User-Friendly Research Tool 40:45 Creating a Sustainable Business Model 43:35 Effective Cold Email Strategies for Lead Generation 49:02 Evaluating the Impact of Product Hunt 50:24 Understanding Data Point Pricing and Usage Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, Ken Lundin and I explore the dynamics of sales growth, the impact of technology on communication, and the importance of curiosity in sales. We discuss the myths surrounding product-led growth, emphasizing the need for a client-centric approach. The conversation also touches on the challenges faced by modern salespeople, the role of AI in sales communication, and the necessity of proper sales training and skill development. And Ken shares insights on launching 'Get Sales Fit', a newsletter aimed at helping sales professionals improve their performance while maintaining a healthy work-life balance. Chapters 00:00 The Power of Technology in Sales and Parenting 03:04 Curiosity and Its Impact on Sales 06:06 The Myths of Product-Led Growth 08:52 Client-Centric Selling: Understanding Customer Needs 12:10 The Challenges of Modern Sales 14:57 The Role of AI in Sales Communication 18:03 Sales Training and Skill Development 21:10 The CRM Conundrum 24:03 Understanding Sales Processes 25:56 Testing and Metrics in Sales 28:06 Cold Email Strategies 29:54 Marketing and Client Engagement 31:58 The Role of Sales in Business 34:02 Advertising Strategies and Trends 35:46 Launching 'Get Sales Fit' GUEST INFO: Get his free book: https://drivingtraction.com/ Guest LinkedIn: https://www.linkedin.com/in/kglundin/ Guest Site: https://revheat.com/ Get Sales Fit: https://newsletter.getsalesfit.com/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Meet Gui Costin, founder and CEO of Dakota, an investment services company that has helped clients raise more than $40B since its launch. But Gui's story goes beyond just numbers—he's an innovator who's transforming what it means to build a successful workplace culture in the world of finance. As the author of "Millennials Are Not Aliens" and "The Dakota Way," Gui brings new perspectives to marketing, leadership & sales in the investment world. His people-focused approach has led him to build two companies generating $20 million every year by prioritizing what he believes matters most: people. (A strategy that has had him featured in Forbes, Inc., and appearing on Yahoo Finance's morning show!) His "no-policy policy" fosters autonomy and trust, while his talent for engaging millennial and Gen Z workers challenges traditional management styles. Gui's journey—from his initial career in real estate to founding Dakota—is filled with insights on building strong company cultures, modernizing sales processes, and adapting leadership styles that motivate and inspire teams across generations. —Cultivating a Culture of Calm: How Trust and Autonomy Drive High Performance —The No-Policy Policy: Empowering Employees in The Modern Workplace —Selling in The Digital Age: Leveraging Content and Relationships to Reach RIAs —Bridging The Generational Divide: Leadership Strategies for a Multigenerational Workforce —From Founder to Coach: Guiding Your Sales Team to Success Through Mentorship 00:00 Introduction to Gui Costin and Dakota 02:23 Leveraging Content for Business Growth 04:02 Learning from Failure: The Birth of a New Business 06:09 Generational Perspectives in the Workplace 08:05 Results Over Reasons: A Mindset for Success 08:58 Transitioning from Employee to Entrepreneur 12:19 The Importance of Leadership and Mentorship 15:20 Creating a Positive Work Culture 18:11 Kindness vs. Niceness in Leadership 19:51 The Importance of Continuous Feedback 22:42 Hiring for Culture and Team Dynamics 23:58 Iterating on Existing Ideas 27:30 Identifying and Solving Acute Problems 28:18 Overcoming Excuses and Taking Action 32:32 Learning from Failures and Adjusting Strategies 34:12 The Value of Responsiveness in Business 38:41 Final Thoughts and Resources for Entrepreneurs Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this engaging conversation, Mischa Zvegintzov shares his journey from a successful sales career to becoming a podcast host and influencer.   He discusses the evolution of his podcast, the importance of video testimonials, and the challenges and benefits of high-end masterminds.   Mischa emphasizes the significance of strategic networking and guest speaking in the podcasting world, providing insights on how to effectively leverage these opportunities for business growth. In this conversation, Wes and Mischa discuss the intricacies of podcast guesting, emphasizing the importance of follow-up, the value of building an influence army, and effective pricing strategies.   They share insights on maximizing podcast appearances, the reality of podcasting, and the credibility it brings.   The discussion also touches on the significance of memorable branding and URLs for effective marketing.   Takeaways Mischa transitioned from a sales career to podcasting after retirement. He initially struggled with imposter syndrome in online marketing. The importance of video testimonials for businesses is highlighted. Mischa's podcast journey began with a focus on storytelling and rebirth. He emphasizes the need for a clear strategy when guest speaking on podcasts. High-end masterminds can be valuable but often require refined offers to succeed. Mischa advocates for starting with guest speaking before launching a podcast. Effective networking is crucial for monetizing podcast appearances. He shares a simple pitch strategy for reaching out to podcast hosts. Mischa believes in serving the audience during interviews to create value. Merging and blending ideas can lead to creative outcomes. Follow-up is crucial in podcast guesting; many miss opportunities due to lack of response. Maximizing podcast appearances involves strategic follow-up and content repurposing. Building an influence army can enhance your reach and authority. Pricing strategies should evolve; starting low can create urgency for future increases. Podcasting can enhance credibility, even if the content isn't widely listened to. It's essential to present oneself professionally during podcast appearances. Memorable branding and URLs can significantly impact marketing success. Many professionals miss opportunities by not following up or promoting their appearances effectively. The podcasting journey is about continuous learning and adapting.   Chapters 00:00 The Journey of Mischa Z: From Sales to Podcasting 09:59 Navigating High-End Masterminds: Value vs. Cost 19:56 The Art of Podcasting: Strategies for Success 26:32 The Art of Podcast Guesting 28:37 The Importance of Follow-Up 30:55 Maximizing Podcast Appearances 32:39 Building an Influence Army 34:48 Pricing Strategies for Success 36:15 The Reality of Podcasting 38:30 Credibility Through Podcasting 40:43 Memorable Branding and URLs GUEST INFO: Guest Site: Chief Influence Officer - TheInfluenceArmy Guest Site: The Table Rush Talk Show Get his free downloadable podcast guest speaking guide! Guest Speaking Masterclass Influence Army Membership Trial Offer Guest LinkedIn: https://www.linkedin.com/in/mischaz/ Sales Growth Tools Mentioned Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Get The “Whisper Starter Pack" Automate your sales for $15

In this conversation, Pia Silva discusses her journey in branding and marketing, emphasizing the importance of being authentic and owning one's identity.   She shares insights on how to stand out in a crowded market, the significance of self-promotion, and the challenges faced by small branding agencies.   The discussion also touches on effective advertising strategies and the evolving landscape of social media. In this engaging conversation, Pia Silva and Wes discuss the ongoing journey of business success, emphasizing that initial achievements are just the beginning.   They explore strategies for building a profitable small agency without the need for a large team, focusing on trust-building in sales, especially for service providers. The importance of empowering clients through knowledge and ownership is highlighted, along with the value of community engagement and sharing resources.   Pia also offers insights into her approach to client relationships and the significance of maintaining a healthy work-life balance.     Takeaways Being badass is about owning your identity. Confidence is built over years of experience. Unique branding can set you apart from competitors. Self-promotion is crucial for success in business. Navigating social media requires curation and focus. Coaching small agencies can lead to significant growth. Effective advertising requires a clear understanding of your audience. The sale is just the beginning of the relationship. Branding should reflect authenticity and uniqueness. Ads should enhance an already successful funnel. It's gonna be a problem if you think, oh, I did it. The work really truly begins after the initial sale. Certain kinds of businesses can benefit from churn. Building trust is essential before pitching services. Selling a small initial service can lead to bigger sales later. Proposals should not be fishing expeditions. Empower clients by giving them ownership of their projects. Community engagement is key for service providers. Free resources can attract potential clients. Maintaining a work-life balance is crucial for mental health. Chapters 00:00 Introduction and Personal Branding Journey 02:49 The Concept of Being Badass 05:51 Unique Branding Strategies 08:56 The Importance of Self-Promotion 12:03 Navigating the Noise of Social Media 14:51 Coaching Small Branding Agencies 18:05 Effective Advertising Strategies 22:35 The Journey Begins: Beyond Initial Success 27:44 Sales Strategies for Service Providers 33:30 Empowering Clients Through Knowledge 36:44 The Importance of Client Ownership   GUEST INFO: Guest Site: https://www.nobsagencies.com/ Pia Silva LinkedIn: https://www.linkedin.com/in/piapiasilva Free Bonus: Get a free audio version of Pia's book Badass Your Brand: The Impatient Entrepreneur's Guide to Turning Expertise into Profit: nobsagencies.com/the-sales Pia Silva Instagram: https://www.instagram.com/pialovesyourbiz/ Free Blueprint on how to scale your branding agency to $30k+ months without employees Use Pia's FREE calculator to discover the price you must charge to achieve freedom in your branding business Grab Pia's best-selling book Badass Your Brand OR download the first chapter FOR FREE Get the free audio book Listen to Pia's podcast “No BS Agency Podcast” Check out Pia's No BS Agency Owners Free Facebook Group Sales Growth Tools Mentioned Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Get The “Whisper Starter Pack" Automate your sales for $15

Takeaways Detachment in sales leads to better outcomes. Focus on the client's needs, not your own. Spirituality can enhance the sales process. Natural selling principles are transferable across industries. Asking the right questions is crucial for understanding clients. Sales techniques should be adaptable, not rigid. The energy you bring affects client interactions. Imitation in sales training lacks true understanding. Sales is about collaboration, not manipulation. Continuous learning is essential in sales.   00:00 Introduction to Natural Selling and Detachment 02:00 The Aha Moment: Learning Detachment in Sales 06:52 Spirituality in Sales: Connecting with Clients 12:08 The Philosophy of Natural Selling 18:12 Guideline Scripts vs. Traditional Scripts 24:54 The Evolving Role of Salespeople 30:18 Overcoming Challenges in Sales 35:08 Taking Action: Next Steps in Learning Natural Selling   Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver   Market like you mean it. Now go sell something.   SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Anish Patel shares his transformative journey from a conventional career in investment banking to a life of adventure, self-discovery, and entrepreneurship.   He discusses the challenges he faced, including financial struggles and personal crises, and how these experiences led him to explore spirituality and authenticity.   Anish emphasizes the importance of taking time for oneself, especially in today's complex world filled with distractions, and advocates for a more present and intentional way of living.   We explore the themes of calmness under pressure, the importance of being present, and the journey towards authenticity, as well as the challenges of maintaining composure in stressful situations, the significance of training and practice, and the societal pressures that often dictate behavior.   The dialogue also touches on the value of dance and fun in life, the complexities of modern conversations, and the nuanced understanding of good and evil.   00:00 Introduction and Background 02:55 The Journey to Self-Discovery 05:48 From Financial Struggles to Business Success 08:51 The Shift in Perspective During the Pandemic 12:11 Understanding Energy and Authenticity 15:12 Navigating Life's Complexities 18:06 Finding Balance in Responsibilities 20:51 The Importance of Taking Time for Yourself 23:50 The Impact of Modern Distractions 26:50 The Power of Presence and Simplicity 32:43 Calmness Under Pressure 34:52 The Importance of Presence 36:32 Training for Calmness 39:44 Authenticity and Outliers 42:53 Breaking Societal Norms 45:46 The Value of Dance and Fun 48:59 Navigating Modern Conversations 52:33 Understanding Good and Evil   Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver   Market like you mean it. Now go sell something.   SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Mandi Ellefson is a long time friend and returning guest to The Sales Podcast.   We explore the evolution of business ownership and the challenges faced by CEOs and we discuss her book, 'Hands Off CEO,' which addresses the struggle of business owners feeling trapped by their own success.   We get into the balance between systematization and customization in service delivery, the importance of understanding client impact, and the necessity of feedback loops.   Mandi emphasizes the significance of creating compelling offers and the dual approach of mindset and systems for growth, and we also touch on effective sales strategies, the power of storytelling, and the value of building relationships in outreach efforts.   Finally, Mandi shares insights on marketing strategies and the importance of showing up with value, culminating in a discussion about her upcoming retreats and the transformative experiences they offer.   Takeaways Mandi's book 'Hands Off CEO' addresses the challenges of successful business owners. Many CEOs feel trapped by their own success, leading to burnout. Finding the right balance between systematization and customization is crucial. Feedback loops are essential for understanding client impact and success. Business owners often get pulled into service delivery, limiting scalability. Identifying core problems in sales can lead to more effective solutions. Creating scalable offers requires a focus on the 80/20 rule. Transformational outcomes should be engineered based on client needs. Sales strategies must balance authority and collaboration with clients. Mindset and systems are both necessary for sustainable growth.   00:00 Revisiting the Journey: A Seven-Year Reflection 03:39 Finding Balance: Systematizing vs. Customization 05:46 Understanding Client Impact: The Importance of Feedback 08:59 The Role of the Business Owner in Service Delivery 12:43 Creating Scalable Offers: The 80/20 Rule 15:38 Transformational Outcomes: Engineering Services for Success 18:24 Sales Strategies: Balancing Authority and Collaboration 20:57 Mindset and Systems: The Dual Approach to Growth 22:40 Tactical Sales Techniques: What Really Works 24:52 Crafting Compelling Offers: The Art of Specificity 27:19 Inbound vs. Outbound: The Power of Storytelling in Sales 30:39 Building Relationships: The Key to Successful Outreach 32:28 Recognizing Opportunities: The Shift in Client Mindset 34:36 Effective Marketing: Strategies for Engagement 36:52 The Importance of Value: Showing Up with Coffee 40:54 Retreats and Transformation: The Value of Experience 43:48 Final Thoughts: Where to Find Mandi's Work Guest Site: https://handsoffceo.com/book Guest Facebook: https://www.facebook.com/handsoffceo Guest LinkedIn: https://www.linkedin.com/in/mandiellefson/ Guest Instagram: @handsoffceo and @mandiellefson Guest X: @mandiellefson Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, Brian Solis discusses his new book 'Mind Shift' and the importance of transforming leadership and driving innovation in the face of disruption.  He emphasizes the role of AI in business transformation, the necessity of maintaining humanity in business practices, and the significance of customer experience as a competitive advantage.  Brian also provides practical advice for small business owners on how to navigate the current landscape and build a culture of innovation. Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com  

In this episode of The Sales Podcast, I sit down with renowned sales expert Jerry Acuff to uncover his top strategies for building stronger relationships and driving sales success. https://bonus.thesalespodcast.com/ Jerry, the CEO and founder of Delta Point and the author of several best-selling sales books, shares his insights on how to connect with customers on a deeper level and create genuine, long-lasting relationships that translate into business results. We discuss: • The art of building trust in sales • Why authenticity is key to driving customer loyalty • Strategies for improving your sales mindset and approach • Real-world examples from Jerry's decades of experience Whether you're a seasoned sales professional or just getting started, this episode is packed with actionable tips to help you sharpen your sales skills and close more deals. #SalesPodcast #JerryAcuff #SalesExpert #SalesSuccess #BuildingRelationships #SalesMindset

https://bonus.thesalespodcast.com/ In this episode of The CRM Sushi Podcast, I sit down with Clay Tables expert Tyler Cruver to dive deep into how entrepreneurs and sales teams can streamline and automate their outbound sales efforts using custom solutions. Tyler shares his expertise in using data-driven techniques to optimize CRM systems and drive more effective customer outreach. We discuss: • How to integrate Clay Tables for better sales efficiency • Automating repetitive tasks to free up time for high-value activities  • Real-world examples of businesses successfully leveraging CRM innovations Whether you're an entrepreneur, sales leader, or tech enthusiast, this interview provides actionable insights for anyone looking to improve their sales processes and CRM management. Tune in and discover how to enhance your sales pipeline today! #CRMSushiPodcast #TylerCruver #SalesAutomation #ClayTables #OutboundSales #CRMInnovation #EntrepreneurTip    

In this episode of The Sales Podcast, I'm joined by Holly Rollo, Go-To-Market (GTM) advisor and author of the new book SURGE. Holly shares her extensive experience in helping businesses accelerate growth and build winning go-to-market strategies that drive results. We cover: ✔️ Key insights from SURGE on how to create momentum and thrive in competitive markets ✔️ The role of alignment between sales, marketing, and product teams in GTM success ✔️ Holly's actionable tips for overcoming common GTM challenges and driving sustainable growth If you're a sales or marketing leader looking to supercharge your go-to-market strategy, this episode is a must-watch!

https://wesschaeffer.com/blog/joe-templin    The Sales Podcast: Interview with Joe Templin | Author of Every Day Excellence and Becoming an Introduction Machine   In this episode of The Sales Podcast, I sit down with Joe Templin, also known as “The Human Kaizen,” to dive into his insights on personal and business growth. Joe is the author of two powerful books: Every Day Excellence, which provides daily wisdom and actionable strategies for self-improvement, and Becoming an Introduction Machine, a guide to building a referral-based business in under 90 days.   Key Topics:   • The philosophy of Kaizen and how it can drive consistent improvement in business and life. • How to become an “Introduction Machine” and create a network that fuels your business. • Practical tips for building a sustainable, referral-driven business model. • Actionable takeaways from Every Day Excellence to help you achieve peak performance daily.   Whether you're looking to expand your network, improve your business, or optimize your personal growth, this episode is packed with insights to help you succeed.   Takeaways —Kaizen is a philosophy of continuous improvement that can be applied to sales processes and personal development. —Making small, incremental improvements in sales processes and oneself can lead to significant long-term growth. —Personalized reach-outs and follow-up calls are effective strategies for building relationships and generating sales. —Cold calling can be challenging, but it can be made more efficient by combining it with the psychology of referred lead selling. —Sales managers and small business owners can motivate their teams to make outbound calls by emphasizing the importance of continuous improvement and providing support and resources. Gamification can be an effective tool to motivate salespeople and create a culture of competition and achievement. —Sales managers should apply science and understand what works and what doesn't in order to effectively coach and support their sales team. —Building trust is crucial in sales, and salespeople should focus on understanding their clients' needs and finding ways to make their lives easier or better. —Sales managers should shift their focus from closing deals to building processes and providing coaching and support to their sales team. —Success in sales and personal growth requires belief in oneself, a focus on serving others, and consistent effort to improve. —Taking action and seeking help, such as hiring a coach or mentor, can greatly contribute to achieving sales and personal goals.   Sound Bites —"Kaizen is about embracing the better truth and making micro improvements over and over again." —"Continuous improvement is the key to unlocking your potential as an individual, leader, and salesperson." —"Put the locus of control back inside and make yourself and your offer the best they can be." —"The Zoomer generation has grown up in a world where everything is about getting patches and stars and awards for things." —"How can I help you do it? Okay, you didn't do it yesterday. You need to do it today or else you're gonna go on yellow alert." —"Most salespeople have not had sales training. They've had product training from their companies and they call that sales training."   � Subscribe for more expert interviews and sales tips!

Today, you're going to learn the key to sales success in this current hectic sales climate from a unicorn wrangler. How to create sales success has changed since 2020. Scott Leese has been a part of 12 unicorns, so he knows a thing or three about growing sales rapidly. We touch on: The importance of being creative and trying new approaches in sales. The need for an omnichannel approach in prospecting. The role of fear and resistance to change in sales leaders. The value of building a digital network for sales success People are often resistant to trying new sales techniques because they fear failure. The devil we know is often more comfortable than trying something new. Many sales professionals are willing to make cold calls repeatedly, even though they often result in rejection, but they are quick to give up on new techniques after just one attempt. Startups and sales leaders often fail because they are unwilling to move away from what is familiar, even if it is not yielding the desired results. Scott Leese emphasizes the importance of taking risks and not being afraid of failure. "The way to stand out in the AI world is to be as human as freaking possible." "Encourage creativity and coach it out of people." 00:00 Surfing and Sales 02:07 Unicorns and Exits 09:29 Creativity in Sales 14:13 Sales Leadership Challenges 21:12 Resistance to Trying New Sales Techniques 23:05 The Comfort of the Familiar 25:01 The Persistence of Cold Calling 27:55 The Fear of Moving Away from the Familiar 30:31 Surf and Sales: Combining Learning with a Vacation 37:12 Taking Risks and Embracing Failure Market like you mean it. Now go sell something. Get the show notes: https://blog.wesschaeffer.com/blog/scott-leese Grow your sales: https://info.wesschaeffer.com/inner-circle-silver    

https://info.wesschaeffer.com/inner-circle-silver 00:00 Introduction and Catching Up 03:02 The Power of Keeping Sales Simple and Human 08:54 Consistency and Persistence: The Keys to Long-Term Success 15:54 Attracting High-Quality Clients Through Authenticity and Family Values 23:06 Balancing Success in Business and Personal Life 28:03 Standing Out in a Noisy and Flashy World 35:00 Staying True to Your Values: The Path to Fulfillment and Purpose 45:09 Mastering the Levels of Business 48:36 Increasing Revenue, Decreasing Overhead, and Minimizing Taxes 52:31 Finding Reliable Resources for Personal and Professional Growth   Market like you mean it. Now go sell something.   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook Page -- https://www.facebook.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

https://info.wesschaeffer.com/inner-circle-silver Schedule your free 15-min call with me to discuss how to grow your sales Former Marine and CEO of Knowledgenet.ai 00:00 Introduction and Military Banter 03:14 The Power of Relationship Intelligence and AI in Sales 09:05 Strategically Leveraging Information to Open Doors and Close Deals 13:02 Augmenting Sales Reps with AI: Finding the Right Balance 21:46 The Importance of Being Human in Sales 23:33 The Evolution of Cold Calling in the Modern Era 25:05 Targeting and Engaging Prospects in Cold Calls 28:18 Challenges Faced by Sales Teams and the Need for Better Sales Management 35:49 The Role of AI in Automating the Sales Process

Join the Inner Circle for $100 00:00 Introduction and Catching Up 02:49 The Power of Personalization and Value in Cold Email Outreach 10:03 The Challenges of Cold Calling in the Enterprise Space 19:46 The Rise of Email Newsletters as a Complementary Strategy 24:46 The Benefits of Warm Prospecting and Leveraging Existing Networks 31:54 The Importance of a Targeted and Valuable Approach in Cold Outreach