Podcasts about opening sales conversations

On the surface, you'd think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they're afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of the Sales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris  Every salesperson starts somewhere. Tony Morris started turning a profit buying 10 pounds of sweets from a shop and selling them for 20 pounds. Before that, he sold car washing door to door. But before all that, he spent hours watching his father prep for sales calls in the mirror, honing his language and mastering his message. It drove home one idea for a young Tony: To be a sales success, you have to practice, practice, practice learning how to ask for the sale.  https://www.youtube.com/watch?v=T1KKPbXHCj8 The Fear Factor That Holds Salespeople Back From Asking for the Sale There's an underlying, deeply human factor that derails many capable sales professionals: The fear of asking for the sale. Rejection stings, whether it's a “no” from a potential client or crickets after your presented a proposal you believed was bulletproof.  We fear hearing “no” because we interpret it, consciously or not, as a sign that our competence or worth is lacking. Ironically, the more empathetic and relationship-focused a salesperson is, the more they tend to shy away from scenarios that might lead to an uncomfortable refusal. When you allow the fear of rejection for creep in when attempting to close the sales it often leads to: Hesitation: You wait for the buyer to “signal” readiness, rather than proactively closing. Defensiveness: If a conversation veers toward potential objections, you steer away or gloss over critical next steps. Over-Explaining: To avoid a direct ask, you bury the buyer in details, hoping they'll volunteer a “yes.” Practice Is the Key to Asking Confidently for the Sale Watch any top performer in any field—a pro golfer, a concert pianist, or an elite salesperson—and they often make it look effortless. People assume they were simply “born with it.” In truth, consistent practice is usually the reason they're able to operate at such a high level without appearing scripted or nervous. One reason salespeople hesitate to ask for the sale is that they don't feel comfortable with what to say—or how to say it—when the conversation reaches its critical moment. Practice, especially under realistic conditions, engrains talk tracks, responses to objections, and emotional composure. Practice allows you to lean on muscle memory rather than fumbling for words or panicking at a curveball question or objection. The more you prepare, the more comfortable you are in the moment. When you are well-prepared you come across as “unscripted” and fluid because you're not scrambling to find the right words. You've internalized the dialogue, so it sounds like a calm, authentic conversation rather than a memorized monologue. Make Peace with the Word “No” Time and again, top sales performers cite a simple truth: a fast “no” can be better than a lingering “maybe.” It allows you to save time, refocus energy, and cultivate a pipeline of engaged prospects. Learning to handle “no” as a data point—rather than personal rejection—keeps you in motion. Categorize the “Nos”: Some are “not now,” others are “not a fit,” and a few are “never.” Understanding which type of no you're dealing with can shape follow-up strategies. Seek Feedback: If appropriate, ask, “I respect your decision. May I ask what caused you to decline?” That insight can sharpen future presentations. Stay Professional: Burn no bridges. A gracious exit can leave the door cracked open; circumstances often change. Shift Your Mindset About What Asking for the Sale Really Means Whether you're selling software, consulting services, or coffee machines, if you never ask, you'll never receive. Fear of rejection and worries about being too pushy can sabotage your success long before you even get to the handshake stage. Authentic confidence, grounded in genuine concern for the buyer's wellbeing, is the antidote. Combine that mindset with disciplined practice, and you become unstoppable. You don't need to “push” people; you just need to guide them. You don't need to coerce; you simply open the door and invite them to walk through. And if you believe wholeheartedly in your solution, this moment of asking becomes a service to your prospect, not an intrusion. That shift in perspective can transform your entire sales career—and perhaps even your life. The Courage to Ask Is Your Greatest Sales Superpower It's one thing to know you should ask for the sale; it's another to do it regularly and effectively. Every week, set aside time to measure how consistently you close your conversations. Are you ending calls with vague next steps? Or are you confidently moving opportunities toward a clear yes or no? Daily Reflection: At the end of each day, ask: “Did I ask for the sale or a firm next step in every relevant conversation?” If not, why not? Peer Accountability: Partner with a colleague or coach to share stats on how many direct asks you made. A little external encouragement can work wonders. Celebrate the Asks: Even if you hear “no,” congratulate yourself for actually posing the question. The more you do, the less intimidating it becomes. The next time you catch yourself hesitating at the close, remember: it's not about you—it's about helping them solve a problem. Take a breath, trust your preparation, and ask. Then stay silent long enough for the buyer to answer. You might be surprised how often they say “yes.” Jeb Blount's bestselling book Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling. is a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting. Download our free Fanatical Prospecting Book Club Guide HERE.

Is your website truly working as hard as your sales team? In today's competitive digital landscape, your website isn't just an online brochure—it can be one of your best salespeople. Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test, why effective SEO strategies are never a one-and-done exercise, and how to build and how to maximize website performance for consistent sales growth. If your site isn't converting visitors into customers, it's time to rethink your approach. In this blog post, we'll show you how to apply Dunning's key strategies to turn your website into a dynamic, lead-generating sales machine. Key Takeaways: Caveman Grunt Website Test: Follow the “We do X that solves Y” formula for clarity and effective conversion. Understanding Customer Pain Points: Craft landing pages that directly address customer pain points using simple, jargon-free solutions. Leveraging Podcasts for Lead Generation: Use podcasting to build authority, get referrals, and increase inbound traffic. Turn Your Passions Into Profit: Experiment with activities you enjoy to see if they can be monetized, and give them three months to generate results. SEO is a Long-Term Commitment: Don't treat SEO as a one-time task. Ongoing optimization, including backlinks, keyword updates, and metadata improvements, is key to keeping your website visible. https://youtu.be/y3-ALV67iT4 1. SEO Strategies are Not Dead Sure, the introduction of AI optimization has some professionals running to figure out the algorithm for getting high rankings from AI platforms like ChatGPT or even Google's AI overviews. But as far as we know, for Google – which still dominates the landscape – the same effective SEO strategies make for high rankings on AI overviews.  That means overall you still need to focus on Google's EEAT format: Experience, Expertise, Authority, and Trust. If you decide that SEO is worth your time then the best place to start is coming up with what your potential customers will be searching for to solve their problem. Consider: Industries where you've already seen success selling your products or services Companies or organizations that can afford your solutions What those companies might currently have cobbled together to solve their problems 2. The Caveman Grunt Website Test: A Simple Formula for Success Does your website pass the Caveman Grunt Test? The premise is simple: If a caveman visited your website, would it be immediately clear what problem you solve and how you solve it? Keep your messaging straightforward—avoid jargon and unnecessary complexity. Tip: Focus on the "We do X that solves Y" formula for a clear value proposition. Too many businesses miss out on potential conversions by overcomplicating their website copy. Simple, direct language can drastically improve your conversion rates. 3. The Importance of Identifying and Addressing Customer Pain Points The most successful websites address specific pain points right away. Your landing pages should immediately highlight the problem your customer faces and present your solution in a simple, jargon-free manner. Here's what to include: Clear, Benefit-Focused Headlines that speak to your customer's pain point. If you confuse, you lose. Trust Signals like customer reviews, testimonials, and case studies. Explainer Videos or step-by-step guides to show how your product or service solves the problem. Why this works: Customers are most likely to convert when they feel you understand their challenges and have effective solutions. Ensure that your landing pages and home page are designed to address these pain points quickly 4. Using Podcasts to Build Authority and Generate Leads Once you've optimized your website for clarity and customer pain points, it's time to extend your reach. Podcasting is a powerful tool for building your brand, establishing authority, and generating inbound leads. By hosting or guesting on podcasts, you can: Build credibility in your industry. Attract referral-based leads and audience-driven prospects. Leverage your podcast content to drive traffic back to your website. Tip: Focus on building relationships with other podcasters. Once you've established your authority, use your podcast to actively engage with prospects and customers. 5. Turn Passions Into Profit: A Strategic Experimentation Framework Sam Dunning's approach to business is all about experimentation. He believes that successful business ideas come from testing what you love and seeing if it can generate revenue. Here's how to apply it: Choose a project or activity you're passionate about. Form a hypothesis about how it could create revenue. Give it three months to see if the hypothesis holds up. This experimentation mindset allows you to innovate and explore new ways to engage your audience. Whether it's social media, cold calling, or podcasting, focus on the activities that align with your business goals. 6. Effective SEO is Never a One-and-Done Task Many businesses make the mistake of thinking SEO is a one-time task that ends once you've uploaded a plugin or added keywords to your site. In reality, SEO is a continuous process that requires regular updates and attention. Here's what you need to do: Ongoing Keyword Research: Update your keywords based on trends and changing search behaviors. Backlink Building: Engage in link-building strategies to improve your domain authority. Content Optimization: Refresh old blog posts and pages with updated, relevant content. Technical SEO: Ensure your site is mobile-friendly, loads quickly, and is free from technical errors. Tip: SEO is a long-term investment. It's not enough to optimize once and forget about it—consistently work to improve your search engine visibility. Final Thoughts: Build a Website that Converts and Grows Your Business In the ever-evolving world of digital marketing, there's no shortcut to success. To build a high-converting website, focus on: Simplicity: Follow the Caveman Grunt Test for clear, effective messaging. Trust-building: Layer in testimonials, reviews, and proof of your product's value. Constant iteration: Regularly review and update your website to keep it aligned with customer needs and effective SEO strategies. Experimentation: Leverage new channels like podcasting and keep testing to find what works for your business. With the right approach, your website can become one of your best salespeople, driving leads and growth. Remember, building a successful website is a long-term strategy that requires patience, experimentation, and consistent improvement. Jeb Blount's bestselling book Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling. is a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting. Download our free Fanatical Prospecting Book Club Guide HERE.

When a customer leaves your organization, that doesn't mean it has to be the end of their sales. But winning that business back will need to take a different approach.  This week we take ideas and insights from Dan Pfister. Dan is the creator of the Winback Process and the founder of Winback Labs. He was also a co-founder at Business Source Group, where he helped generate over 50,000 customers.  In this Episode you'll learn: Why WinBack campaigns are the highest ROI sales activity you can do. How recovering a lost customer starts with a simple phone call. How fixing small problems may bring your customers back. Why it's a gift when your customers says "We're leaving." And, if you are having difficulty determining your path to operational excellence, it might be time to give Hamish a call.  -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- AI is here.  Is your sales team ready? Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals. Download this guide to learn how to use technology as a weapon. Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer. This guide will discuss: Using AI to Profile the buyer Identify Behavioral Data Target Buyers and Influencers Get your free whitepaper at Fullfunnelfreedom.com/ai -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- WinBack Labs The WinBack Podcast Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, and Cold Calling - by Jeb Blount Elon Musk - by Walter Isaacson Is Your Sales Year Already Over - Full Funnel Freedom Podcast Ep 029 Thinking, Fast and Slow - by Daniel Kahneman   Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com

"The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling"

On today's episode of Gathering The Kings, we welcome Jay Aigner to the king's stage. Jay is the trailblazing CEO of JDAQA, a leading software quality elevation company. From humble beginnings and an innate desire to help his wife quit her overnight nursing job, Jay dove headfirst into entrepreneurship. Armed with a degree in video game design and programming, he navigated through uncharted territories to establish JDAQA, which has now been in successful operation for the past seven years. Jay, a resident of Philadelphia, is even being featured in a documentary about entrepreneurship, solidifying his place as an influencer in the business world.This energy-charged episode sees Jay share his insights on several exciting topics such as the art of delegation, serendipitous business starts, and the importance of investing in dedicated employees. Jay opens up about his strategy of buying back time by employing contractors and shares why this approach is vital for entrepreneurs. Don't miss out on this episode! Press play and soak up the entrepreneurial wisdom that Jay Aigner has to offer.#entrepreneur #podcast #businessowner #entrepreneurmindset #softwaretestingDuring this episode, you will learn about;[01:08] Intro to Jay and his business[03:11] How Jay groups people together that are in different industries[06:00] Does Jay have a belief around CEO's spending time marketing?[09:12] What is Jay's why?[13:00] How does Jay define legacy?[14:17] The journey that has brought Jay to where he is today[18:00] A good business decision that Jay made[22:17] Jay explains the decision behind a big hire that he made[26:30] A decision that Jay made that he has been able to learn from[34:18] Business resources that Jay recommends[36:34] How does Jay obsess over his family and his business at the same time?[40:35] What advice would Jay give to the younger version of himself?[42:10] How to connect with Jay[42:49] Info on Gathering The Kings MastermindNotable QuotesI am a fervent supporter of delegation. I believe every exceptional entrepreneur should excel at delegating tasks." - Jay Aigner"I believe the reason people choose to work with me is that I strive to treat them as fellow humans." - Jay Aigner"If you're merely attempting to obtain prospects in a mundane manner, you're not really crushing it." - Jay Aigner"Employ people in life to undertake tasks that allow you more time with your family and business." - Jay Aigner"You might be skilled, but taking on everything simultaneously is not feasible. Honestly, look at yourself in the mirror; you can't give 100% to all tasks." - Chaz Wolfe (Host)Books and Resources Recommended:Blount, Jeb. Fanatical Prospecting. Wiley, 2015.Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount): Blount, Jeb, Weinberg, Mike: 9781119144755: Amazon.com: BooksLet's Connect!Jay Aigner's Info:LinkedIn: https://www.linkedin.com/in/jayaigner/JDAQA LinkedIn:

Episode Summary My guest on The Six Figure Entrepreneur is the perfect example of a serial entrepreneur today. From drop shipping to a successful supplement company, Charles Cormier has embraced the business idealogy of testing, experimenting, and moving on fast, from business failures to faults. He is the CEO of TopLeads Agency, a top B2B lead generation company that helps businesses to create lead generation campaigns. In this episode of The Six Figure Entrepreneur Podcast, Matt shares how he started as an entrepreneur, how he used cold email to build successful businesses, how he is more tuned in with aliens than humans, and many other insightful lessons from his entrepreneurial journey. Links Mentioned TopLeads Agency– Charles's Company Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Connect with Charles on Linkedin Follow Charles on Twitter Episode Notes Have a business that sells a high-ticket product or service, and you will love having more high-ticket clients? Want to use a podcast or a book to build and grow your business? If this is you, then you are at the right place. Welcome to The Six Figure Entrepreneur At The Six Figure Entrepreneur, I believe so much in using two tools – a Six Figure Podcast and a Six Figure Business Book to land more high-ticket clients without the hassle of doing stuff that is either not reliable, like running paid ads, webinars, building funnels, referral marketing or scalable like posting on social media, creating endless contents, networking, etc. These are the same two tools I used to build my businesses to profitability within the first month without any audience, no email list, and no connection. Curious to know how? Here are two ways I can help you for free: 1. If you want to help turn a podcast into a client accusation machine that consistently fills up your sales pipeline with your dream clients. Book a call to see how my team and I can help you get started. >>> https://www.thesixfigurepodcast/Schedule-Startegy-Call 2. If you have always wanted to write a book that will bring in more leads for your business, amplify your reach, make you become an instant authority, and build your credibility, book a call with me to get started with creating your Six Figure Business Book. >>> https://www.thebookcot/Consult

In this uplifting episode, Jason Daniels shares his journey to becoming a real estate agent and his tenacity to continue to go after his goals. Jason is the founder and CEO of Finch and Gable Real Estate Co. and his team has sold over 1,600 homes in the past 18 years in Colorado Springs. Jason and his team specialize in first-time buyers, investors, golf course properties, luxury homes, military relocation, and new home construction. He is also a member of Peak Producers and the Elite 25, both exclusive groups of top agents in the Colorado Springs area.Jason dives into the benefits that joining a real estate company can do for you as an agent, and the major stresses that it eliminates for you in the overwhelm of getting started. Tune in to hear more!Books:The Heart of the Soul: Emotional Awareness by Gary ZukavCrushing It!: How Great Entrepreneurs Build Their Business and Influence-and How You Can, Too by Gary VaynerchukFanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb BlountEat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time by Brian TracyThe Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni Traction: Get a Grip on Your Business by Gino Wickman Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman Get A Grip: An Entrepreneurial Fable . . . Your Journey to Get Real, Get Simple, and Get Results by Gino Wickman How To Be a Great Boss by Gino Wickman Connect with Jason Daniels:LinkedInWebsite: FinchandGable.comConnect with Maria Quattrone:Facebook: Maria QuattroneLinkedIn: Maria QuattroneInstagram: @soldbyMQWebsite: MQrealesate.com

In this episode of Enterprise Sales Development podcast, we speak with Eric Nowoslawski, founder of Growth Engine X, an advisor for Gated and a brand ambassador for HYPCCCYCL. He gives a deep dive into LinkedIn through a few different lenses. He shares his tips and hacks on how to use LinkedIn for sales. He also discusses how he builds trust effectively and quickly in his communications and how he uses the boomer method. WHAT YOU'LL LEARN His experiences in bringing outbound programs to life for clients Community building: what it means to him, how individuals can start and how companies can build communities too How he builds trust effectively and quickly in his communications Eric's thoughts on Facebook as an outreach channel His advice for SDR managers on how to scale their team and SDRs who feel constrained with messaging The boomer method on LinkedIn QUOTES “I never carry cards with me, because I say, ‘No, I'll just text you.'” -Eric Nowoslawski [17:44] “Having kind of this 50% sureness, but then stuffing it full of data is such a great way to build trust, because you're not just coming in there swinging.” -Eric Nowoslawski [21:28] “If somebody has joined some kind of Facebook group, they are interested in that thing, whatever it might be. They are interested in whatever it is.” -Eric Nowoslawski [27:44] “Embrace the technology as much as possible. It goes such a long way.” -Eric Nowoslawski [36:58] “LinkedIn has such great targeting that you can't get some of this targeting anywhere else, some of the things that they'll let you know. And some people don't even realize some of the best things.” -Eric Nowoslawski [39:12] TIMESTAMPS [00:00] Intro [00:30] Meet Eric Nowoslawski [01:38] Bringing outbound programs to life for clients [06:17] His biggest takeaways [08:54] Growth Engine X and community building [16:42] Building trust effectively and quickly [23:35] Breakup emails [26:53] Facebook as an outreach channel [31:59] It always comes back to probability [33:56] Advice for scaling a team [38:33] The boomer method [45:09] Advice for SDRs who feel stuck [54:42] LinkedIn hacks [1:08:01] How to contact Eric RESOURCES Grant Cardone Enterprise Sales Development with Justin Michael HYPCCCYCL Dale Carnegie Training How to Win Friends and Influence People by Dale Carnegie Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Power Hours Grant Cardone Training You Everywhere Now Money Phone!: How to Turn Your Smartphone into a Six Figure Money-Making Marketing Machine and Close BIG Deals Quickly and Easily with Mobile Text and Video Marketing by Mike Koenigs

Why you've got to check out this episode: Find out what you can do to boost the power of your personal brand by investing in your wardrobe.   Hear valuable tips and hacks for choosing what clothing and colours showcase your confidence and magic within to build your brand and connect with your audience.   Discover the GAME framework that anyone can play to always win with your personal brand.   3Rs Read Resource Reflect Read: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Resource: His phone Zoom Reflect: “We either going to figure it out, or we're going to die.” - Vaughn Granger   When you overlook clothing in your business makeup, you miss out on a crucial component of your personal brand. You can leave the wrong impression if you ignore your wardrobe. Among other things, dressing well can create a mood, command respect, and profoundly impact first impressions. You will put much thought into other essential aspects of your business, dressing also deserves equal attention. In this episode, Vaughn Granger shares how clothing helps send a message of who you are, what you do, and how relatable you are to the audience you want to benefit the most with your personal brand. It reinforces the success you already have and reflects that magical feeling and confidence within to keep connecting and building relationships. More than clothing being a shirt, pants, or dress, it forms part of you, making you a walking billboard of your own company. And underpinning that message of the know-like-trust factor of your personal brand. Entrepreneur Vaughn also discusses what it takes to be successful in business, sales, and leadership through real-life experiences and results. Today on the REI Branded podcast, Vaughn Granger helps you find out what you can do to boost the power of your personal brand by investing in your wardrobe. Hear valuable tips and hacks for choosing what clothing and colours showcase your confidence and magic within to build your brand and connect with your audience. Also, discover a GAME framework that anyone can play to always win with your personal brand. He is a second-generation haberdasher, seven-figure business owner, serial entrepreneur, and men's performance coach on a mission to help individuals reach new heights in their professional and personal lives. Nothing excites him more than watching people pursue their own unique versions of success instead of settling for mediocre. He developed the GAME method as a framework for addressing- and optimizing- all the key areas of our lives simultaneously so that we can ultimately show up in the world as our absolute best selves. Connect with Vaughn Granger: Website: https://www.vaughngranger.com LinkedIn: https://www.linkedin.com/in/vaughngranger/ Facebook: https://www.facebook.com/vaughn.granger Instagram https://www.instagram.com/vaughngranger/ Topics Covered: 03:41 - How clothing helps identify who you are as a person 04:56 - A big piece about clothing that entrepreneurs should not ignore 06:31 - Reasons why most males don't care about dressing up appropriately 07:44 - Important points you need to think about when dressing up as a real estate investor 09:41 - What message does your dress convey to the people you show up for? 10:23 - Caring about the way you look in your clothing helps you present your personal brand confidently 12:10 - Getting a huge advantage on branding with your personal image 13:51 - How your wardrobe color brings out that magical feeling inside of you which reinforces your personal brand 15:41 - Useful tips and hacks on what color best complement and flatter you 17:08 - How incorporating a hint of brand color in your clothing supports your personal brand 17:38 - Choosing a personal brand color that has multiple uses 19:15 - What got Vaughn into the clothing business 24:00 - Discussing the GAME method framework 30:02 - What physical obedience teaches us 32:58 - Creating a powerful look in women 36:28 - Showing up in Zoom meetings 38:19 - Setting a quality standard in the way you dress 41:16 - Favorite brands which have brand consistency 43:17 - A favorite book he recommends if you're looking for investors 43:51 - Most favored resource which helps him build his entire business 44:21 - A quote he loves and believes in 45:36 - Inspirational words from Vaughn Key Takeaways: "I never think clothes make the man or the person. But the truth of the matter is, clothing can reinforce what you already believe to be true on the inside." - Vaughn Granger "I want to show up to that presentation looking respectful and respectable of the conversation. I would think, for most people showing up in a way that says, hey, I respect the conversation that we're going into, manage the way that I'm presenting myself well. I'm going to show you this deal. And the other deals I've done in the past that I've managed well, and then, therefore, you're going to trust me with your money, that I'm going to be responsible with it." -Vaughn  Granger "If I'm gonna get up on stage and give a presentation, I want to feel good about the way that I look; that confidence comes through very attractive in conversation." - Vaughn Granger "Who knows where you can meet a potential investor, it could be at a cocktail party, a happy hour, a networking event, or the grocery store. And you're literally a walking billboard for your company. And being intentional about that and being confident, that can be a huge advantage." - Vaughn Granger "One of the processes that we take our clients through is really figuring out who they are, what do they really enjoy doing on their off time? What is their message and understanding who they are and then reflect that in clothing." - Vaughn Granger Additional Resource: Are you a real estate investor looking to build your business and stand out from the crowd, and you don't want to wait for all the knowledge, strategies, and how-tos to be slowly delivered to you via this podcast every week? Then I invite you to apply for the REI Branded Audit. That's the process I have created that has already helped dozens of real estate investors to define and develop their personal brands and build their real estate investing businesses. Apply now for your REI Branded Audit. Connect with Paul Copcutt: www.paulcopcutt.com LinkedIn Email: paul@paulcopcutt.com  

In this episode of Enterprise Sales Development podcast, we speak with Rob Simmons, VP of Sales Development at LeanData. Rob talks about entering into his role where he leads 20+ SDRs after first being a customer. He discusses how he scaled his team and is responsible for a lot of the growth. He also shares how his experience as a football coach informs his leadership style and his approach to coaching and leadership today. WHAT YOU'LL LEARN His experience as a coach and his transition from coaching into sales How his coaching experiences carry overs into his leadership in sales His thoughts on employee retention The Four C's he looks for when hiring The most important thing when onboarding and training a new SDR Suggestions for certifications and things an SDR can do prior to the interview process Takeaways from his time at Outreach Using proof points and what the narrative arc looks like at LeanData Sales methodologies that he finds incredibly valuable as well as disciplines and coaching skills he looks to instill to his team How he coaches reps to take really hard objections and how he straightens the SDR/AE relationship QUOTES “I do love people who come from a team sports background. I think it just breeds the right kind of culture of competitiveness, but not at the expense of others. Like ‘We're a team here together and we can help each other and all be successful together' is very much the culture I try to instill within my teams.” - Rob Simmons [10:50] “I've realized that you can find SDRs within any background whatsoever, and it's more about the intangibles that they have.” - Rob Simmons [12:06] “The phone still works. And I'm a big preacher of leaving voicemails, even if you don't catch people.” - Rob Simmons [20:21] “Alway be practicing, but you just got to pick up the phone and go.” - Rob Simmons [31:51] “You always, no matter what it is, want to show what good looks like.” - Rob Simmons [41:13] TIMESTAMPS [00:00] Intro [00:29] Meet Rob Simmons [01:53] Scaling sales development and employee retention [06:54] His team of SDRs [08:26] His experience as a coach [11:20] The Four C's [14:21] Onboarding and training a new SDR [16:46] Takeaways from his time at Outreach [22:01] Proof points and what the narrative arc looks like [29:03] Sales methodologies [31:59] Disciplines and coaching skills he instills to his team [36:18] Working with hard objections [39:18] Eye-opening responses [41:23] Straightening the SDR/AE relationship [46:08] How to contact Rob RESOURCES Rick Neuheisel Outreach Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Salesloft blog Outreach blog 6sense blog Gong Labs Blog Chorus blog CONNECT Rob Simmons on LinkedIn LeanData w

Mmmm, nothing beats the intoxicating aroma of good salesmanship. Listen to Matt, Rich, guest host Lisa Shorr (of Secure Future Tech Solutions and Shorr Success) speak with sales expert Keith Lubner (of Sales Gravy), and you'll see what we mean. Don't miss out on the conversation about ID Agent turning its security awareness training tool into a standalone product, Sophos breaking into zero-trust network access, and Lenovo's high-performance computing-as-a-service offering either, not to mention Lisa's recent article on running your business with emotional intelligence. Smells like good stuff to us! Subscribe to ChannelPro Weekly! iTunes: https://itunes.apple.com/us/podcast/channelpro-weekly-podcast/id1095568582?mt=2 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9jaGFubmVscHJvd2Vla2x5LmxpYnN5bi5jb20vcnNz?sa=X&ved=2ahUKEwjq-N3UvNHyAhVWPs0KHYdTDmkQ9sEGegQIARAF Spotify: https://open.spotify.com/show/7hWuOWbrIcwtrK6UJLSHvU Amazon Music: https://music.amazon.com/podcasts/a1d93194-a5f3-46d8-b625-abdc0ba032f1/ChannelPro-Weekly-Podcast More here: https://www.channelpronetwork.com/download/podcast/channelpro-weekly-podcast-episode-212-eau-de-salesman Topics and Related Links Mentioned: Lisa Shorr's Brand Bytes blog - https://www.channelpronetwork.com/blog/lisa-shorr-brand-bytes Lisa's personal brand training course - https://msp.shorrsuccess.com/personalbrand ID Agent Turns BullPhish ID Security Training Solution Into Stand-Alone Product - https://www.channelpronetwork.com/news/id-agent-turns-bullphish-id-security-training-solution-stand-alone-product Sophos Enters Zero-Trust Network Access Market - https://www.channelpronetwork.com/news/sophos-enters-zero-trust-network-access-market Lenovo Adds High-Performance Computing to TruScale As-a-Service Program - https://www.channelpronetwork.com/news/lenovo-adds-high-performance-computing-truscale-service-program "The Five Ways I Use Emotional Intelligence to Keep My MSP Strong Through the Pandemic," by Lisa Shorr - https://www.channelpronetwork.com/blog/entry/five-ways-i-use-emotional-intelligence-keep-my-msp-strong-through-pandemic Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling, by Jeb Blount - https://www.amazon.com/dp/1119144752/ref=redir_mobile_desktop Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal, by Jeb Blount -https://www.amazon.com/dp/1119312574/ref=redir_mobile_desktop Rich's ICYMI plug and quickie preview of the week ahead - https://www.channelpronetwork.com/tags/icymi

This month, we discussed Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by: Jeb Blount Click HERE to get the book For a complete list of all book club calls, visit: https://www.bethazor.com/book-club/

Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring  Show Notes and Topics: Explanation on building a sales teams and helping them grow What’s the #1 biggest mistake small businesses make when hiring they’re first salesperson? Importance of defining the role You don't have to be perfect to hire your first sales person, but you need to have pioneered your system Review of assessments used to hire sales team Overview of Sales DNA related to money Supportive Buy Cycle - How I buy things is how I sell thing You have to stand in front of a mirror and say your price Comfort Discomfort Non-Supportive Buy Cycle Advice for founders on how to get comfortable asking for business Difference of headwinds and tailwinds Importance of talking to others and getting difference perspective on hiring Difficulties you may across interviewing sales people and how to manage it Advice on not rushing a hire, using the 80/20 Principle Best standards on hiring to save you time and find the right person Ask the “magic questions” during the initial phone interview How to make the interview process as efficient and beneficial as possible The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million What’s the 80/20 Principle to screening and interviewing salespeople? 1 - Pre Hire assessment 2 - Short Triage Call / screening 3 - Get enough candidates - quality retained search recruiter, Indeed/job boards, admin/partner to learn a process quickly Keep your job page up Free Ad on Indeed - refresh every 30 days Tag contacts on LinkedIn Links and Resources: Wayne Herring on LinkedIn https://www.linkedin.com/in/wayneherringjr Blount, J., Weinberg, M. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling https://www.amazon.com/dp/B01617VD3I Warrollow, J. Built to Sell: Creating a Business That Can Thrive Without You https://www.amazon.com/Built-Sell-Creating-Business-Without-ebook/dp/B004IYISQW/ Check out Wayne Herring’s website Herring Coach, LLC: https://herringcoach.com/ Davidai, S., Gilovich, T. “The headwinds/tailwinds asymmetry: An availability bias in assessments of barriers and blessings”: https://www.ncbi.nlm.nih.gov/pubmed/27869473. Objective Management Group - Pre-Hire Assessment: https://www.objectivemanagement.com/ Zero-Risk Hiring System: https://www.zeroriskhr.com/ Contact Wayne Herring Business Builder Camp - Male business owners who also want to be good dads and husbands: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp Check out Roberge, M.The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: https://www.amazon.com/Mark-Roberge/e/B00NSKE4WY Inspect what you Expect: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp%2Fpermalink%2F2025182797703193%2F Example of scheduling a brief screening call https://calendly.com/salesqualia/salesqualia-phone-screen/02-13-2018 Objective Assesment Blog on Non-Supportive Buy Cycle article: http://www.objectiveassessment.com.au/blog/2011/03/a-non-supportive-buy-cycle-%E2%80%93-how-it-undermines-the-success-of-your-salespeople-and-how-to-fix-it/  

Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. His last book, Fanatical Prospecting, has been the number one ranked Sales and Marketing textbook on Amazon since its release two years ago. Through his companies Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe. As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades. He is the author of seven books. Topics Covered: Jeb’s books Why emotional intelligence matters in sales Why the sales profession finds itself in the middle of a perfect storm What ultra-high performers - the top 1% of salespeople - are doing differently How to align your selling process with the buying process The 5 most important questions in sales How to decrease corporate sales cycles Aligning stakeholder expectations The power of micro-commitments and reciprocity How to measure and increase your sales EQ Show Notes: Sales Gravy website: www.salesgravy.com Jeb on Twitter: @salesgravy Jeb on Instagram: @salesgravy Jeb on Linkedin: www.linkedin.com/in/jebblount Sales Gravy podcast: www.salesgravy.com/jeb-blount-sales-podcast Jeb’s website: www.jebblunt.com Get Jeb's books on Amazon: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling - https://amzn.to/2pcdTOJ   Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No - https://amzn.to/2xoho8a   Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - https://amzn.to/2OoeGHa   People Buy You: The Real Secret to what Matters Most in Business - https://amzn.to/2OxdRf6   People Follow You: The Real Secret to What Matters Most in Leadership - https://amzn.to/2OoeKqo   People Love You: The Real Secret to Delivering Legendary Customer Experiences - https://amzn.to/2OolB33   Sales Guy's 7 Rules for Outselling the Recession (Quick & Dirty Tips) - https://amzn.to/2xlp5MG   --- Join the conversation on Facebook: www.facebook.com/groups/futuresquared/where you can discuss episodes, request guests, propose questions for forthcoming guests and access exclusive content and special offers! Listen on iTunes @ goo.gl/sMnEa0 Listen on Spotify @ spoti.fi/2G2QsxV Listen on Stitcher @ www.stitcher.com/podcast/future Listen on Google Play @ bit.ly/FSGoog ‍ If you've got any questions on this podcast feel free to send an email to steve@collectivecamp.us or tweet me on Twitter @steveglaveski or @future_squared Follow me on Instagram: @thesteveglaveski Like us? ‍ It'd make our day if you took 1 minute to show some love on iTunes, Stitcher or Soundcloud by subscribing, sharing and giving us a 5 star rating. ‍ To sign up to our mailing list head to www.futuresquared.xyz For more information on Collective Campus, our innovation hub, school and consultancy based in Australia and Singapore check out www.collectivecampus.io ‍ ‍

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting. A leader in Sales Acceleration, Blount’s unique approach to prospecting makes him a sought-after trainer, keynote speaker, and advisor. Join us as we discuss his personal sales philosophies, the lessons he’s learned from advising million-dollar companies, and the techniques you can start using today to strengthen your pipeline and boost your revenue.   Episode Highlights: Introducing Jeb Blount Why balanced prospecting is the best technique Targeting direct and indirect influencers Voicemail as a marketing tool Jeb Blount’s method for improving sales How sales has changed over time Using empathy Why smart companies constantly train their employees   Resources: Predictable Prospecting by Marylou Tyler Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Sales Gravy University Connect with Jeb Blount on his blog, Twitter, Youtube, personal Facebook, professional Facebook, and Instagram. You can also send him a connection on Linkedin Sales Gravy Podcast Email Jeb at jeb@salesgravy.com or call him direct 1-888-360-2249  

"Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling" by Jeb Blount Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/fanatical-prospecting

JEB BLOUNT, founder of SalesGravy, is the Sales Superman. His identity may have been a secret (until now) but Jeb is no stranger to divulging his sales secrets as a corporate consultant, entrepreneur, and best-selling author.THE JUICE:SalesGravy, is "the Facebook of the Sales Profession" with sales tips, tricks, and connections.Developed his own publishing company in 2007 to self-publish his first book, "Power Principles".Is also the author of six books including his bestsellers People Buy You: The Real Secret to What Matters Most in Business, People Follow You: The Real Secret to What Matters Most in Leadership, and Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations.People will do business with you when they have the right answer to these 5 questions.What is your best networking tool?Where the inspiration of the name SalesGravy came from.SOCIAL MEDIA:Twitter: @salesgravyFacebook: SalesGravycomWebsite: salesgravy.com