Podcasts about salestuners

Takeaways Ask Direct Questions About the Sales Process: Buyers that are interested and want to actually buy are more forthright with information than you may think. They want you to know what has to happen, but it’s your responsibility to ask, and you need to be direct about it. For instance, the last time you bought something like this, what did that process look like? Did you buy alone or were other people involved? How long did it take? Knowing these details can help you understand not only what’s real, but also how to accurately forecast your pipeline. Arm Your Buyers to Help Them Buy: No, I don’t mean white papers or any collateral that marketing has put together. I mean, understanding what problems they are actually trying to solve, use cases they’re thinking about, or concerns they have about selling internally. Then, connect them with customers who have bought from you in the past. From a prospecting standpoint, you may even be able to host a dinner or event where you can get multiple buyers in the salesroom that have similar problems and let them talk about it with each other. Building these relationships when you’re not trying to sell them anything is even better long-term. Know Your Funnel Math Equation: This still ceases to amaze me, how many people don’t know the math behind their quota or pipeline. So much, that I actually created a workbook for it that you can get at SalesTuners.com/roadmap. It’s quite simple. What is your average contract value? How many of those deals will it take to meet your quota, whether monthly, annually or quarterly? What’s your winning percentage on the opportunities you create? How many prospects do you have to talk to in order to create one opportunity? Once you know this formula, you put together a plan to 2X or even 3X your output. Full Notes https://www.salestuners.com/frank-schneider Book Recommendations The Catcher in the Rye by J.D. Salinger Drown by Junot Diaz BUYology by Martin Lindstrom Sponsor Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.

Jim Brown Jim Brown is the ultimate sales coach and the host of SalesTuners. He helps entrepreneurs 10x their revenue using a practical sales formula. “People do not want to be sold to but they absolutely want to buy.” – Jim Brown Seasoned Sales Specialist Jim is the guy when it comes to sales. He's… The post Jim Brown Practical Sales Formula to 10x Revenue | Ep. 201 appeared first on Bottleneck Distant Assistants.

AskJB: “Is it better to research your prospect before cold calling or just pick up the phone and dial?” [2:35-3:22] “What does one do when a promising lead turns cold or goes dark?” [3:37-5:26] “I have a deal in my pipeline that has hit a wall, how can I go over their head to the person who is likely more interested in the solution we can provide?” [3:52-5:26] “When a prospect was very engaged in the sales process but then goes cold, what do you recommend to do to re engage them?” [4:10-5:26] “There’s a lot going on with GDPR right now, how might that lengthen or change the sales process for customers with international data implications?” [5:27-7:25] “What are a couple of things a new BDR should do first to get up to speed quickly and start dialing?” [7:30-8:22] “What is one thing an exceptional sales person does that the average sales person would find surprising, and similarly, what does an average sales person do that an exceptional sales person would find equally surprising?” [8:28-10:14] “What is the number one issue sales teams are experiencing” [10:19-11:08] “I’m hiring my first sales rep after doing everything myself for the first six months — what are the things I need to do before they start and during the first 30 days to maximize their chance of success?” [11:14-12:14] “How does a company know which sales methodology is right for their organization?” [12:19-13:21] If you’ve got a challenge you’ve been working through and would like to #AskJB for help, simply go to SalesTuners.com/AskJB. Sponsor Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now trains entrepreneurs who don’t realize they’re the VP of Sales and individual salespeople how to 10X their revenue using a step-by-step sales formula. Previously, Jim’s sales performance led Slingshot SEO from $1.2 million to $11 million in revenue within two years. He was then recruited to Compendium to build and lead the sales function, which he took from $2 million in sales to an eight-figure acquisition by Oracle. After the Oracle acquisition, Jim left the well paying job and comfort of success that he’d known and raised $1 million for a B2C app startup. They had some initial traction, but failed to execute the vision. This resulted in a 100% loss for himself and the investors. Today, Jim hosts the SalesTuners podcast where he talks with world-class sales performers about the techniques, behaviors, and attitudes that listeners can use to close more deals and make more money.   Connect with Jim: Website: https://www.salestuners.com Twitter: @Jim_Brown Linkedin: in/jimbrown     Gift:   Sales Roadmap Workbook   Download at: https://www.salestuners.com/roadmap   PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/   Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now trains entrepreneurs who don’t realize they’re the VP of Sales and individual salespeople how to 10X their revenue using a step-by-step sales formula. Previously, Jim’s sales performance led Slingshot SEO from $1.2 million to $11 million in revenue within two years. He was then recruited to Compendium to build and lead the sales function, which he took from $2 million in sales to an eight-figure acquisition by Oracle. After the Oracle acquisition, Jim left the well paying job and comfort of success that he’d known and raised $1 million for a B2C app startup. They had some initial traction, but failed to execute the vision. This resulted in a 100% loss for himself and the investors. Today, Jim hosts the SalesTuners podcast where he talks with world-class sales performers about the techniques, behaviors, and attitudes that listeners can use to close more deals and make more money.   Connect with Jim: Website: https://www.salestuners.com Twitter: @Jim_Brown Linkedin: in/jimbrown     Gift:   Sales Roadmap Workbook   Download at: https://www.salestuners.com/roadmap   PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/   Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now trains entrepreneurs who don’t realize they’re the VP of Sales and individual salespeople how to 10X their revenue using a step-by-step sales formula. Previously, Jim’s sales performance led Slingshot SEO from $1.2 million to $11 million in revenue within two years. He was then recruited to Compendium to build and lead the sales function, which he took from $2 million in sales to an eight-figure acquisition by Oracle. After the Oracle acquisition, Jim left the well paying job and comfort of success that he’d known and raised $1 million for a B2C app startup. They had some initial traction, but failed to execute the vision. This resulted in a 100% loss for himself and the investors. Today, Jim hosts the SalesTuners podcast where he talks with world-class sales performers about the techniques, behaviors, and attitudes that listeners can use to close more deals and make more money.   Connect with Jim: Website: https://www.salestuners.com Twitter: @Jim_Brown Linkedin: in/jimbrown     Gift:   Sales Roadmap Workbook   Download at: https://www.salestuners.com/roadmap   PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/   Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Jim Brown, sales coach, trainer, and host of the SalesTuners podcast, joins me on this episode.

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now Hosts the SalesTuners podcast, and trains entrepreneurs who don't realize they're the VP of Sales how to 10x their revenue using a step-by-step sales formula. We talk today about Jim's monkey's paw evaluation concept, and how he turns cold call prospecting into discovery calls, then proposals. Resources Sales Roadmap (free gift) Sales Tuners (weekly podcast) Jim Brown on Twitter Email Jim: jim@salestuners.com

Tackling the Sales Aspect of Being an Entrepreneur written by John Jantsch read more at Duct Tape Marketing Marketing Podcast with Jim Brown Podcast Transcript My guest for this week’s episode of the Duct Tape Marketing Podcast is Jim Brown, founder and host of SalesTuners. He and I discuss sales training and techniques. Brown has spent the last 10 years helping lead two companies from $1M to more than $10M and one from […]

Jim Brown grew up poor and had his dreams crushed when he was just 18. He then turned to the Marines, and while serving in the Marine Corps he learned valuable lessons about leadership. He would apply those experiences to his business life, and it eventually led to him taking two companies from $1 million in revenue to $11 million. But then Jim experienced the biggest failure of his life just years later when he lost $1 million in funding and drove a company into the ground. But he learned invaluable lessons from his failures, and he wants to teach you how to do the same. Take a listen to our latest episode to hear how you can find education among your biggest setbacks! Jim Brown coaches tech companies and sales people through the Sandler Selling System and also hosts a weekly podcast on SalesTuners.com as well. See acast.com/privacy for privacy and opt-out information.

“People don’t buy intellectually, they buy emotionally,” Jim Brown told me. By taking a unique approach, understanding your demographic, and identifying the pain points you can solve, you can attract clients and increase sales. Jim is a former professional wrestler, a Marine Corps vet, a sales coach, and is the founder and host of the SalesTuners podcast at SalesTuners.com. In this year’s survey results, a lot of Side Hustle Nation readers said they needed help growing their business and attracting new customers. This is exactly what Jim does with his clients, and he shares his tactics and processes in this episode. Note: Click here to download Jim’s tips to 10x your service business in under two years. As entrepreneurs and side hustlers, we are all the VP of sales for our own businesses. The only person driving a company forward in the early stages is the founder, and nothing happens until someone sells something to someone else. Tune in to hear how you can 10x your service business by setting a revenue goal, breaking down the numbers and planning out a step-by-step approach, and making outreach calls the way Jim does with his clients.

Have you ever said “no” to a client and walked away from a deal? Maybe you knew that your services weren’t a good fit for their pain, or that they weren’t ready to hear the solutions you presented. In this episode we’re joined by founder and host of SalesTuners, Jim Brown. As a sales coach who specializes in every stage of the sales pipeline, Jim is an expert in client relations. He’s here to discuss his unique method of using upfront contracts: beginning a relationship by telling the client that either party has the right to walk away from the conversation! Episode Highlights: The meaning behind the SalesTuner brand Learning through failure Qualification versus disqualification Creating an “upfront contract” with your prospects How to prepare for a team call Getting a client to close: Jim’s number one question to ask a client Self-diagnosing problem areas Funnel math Resources: Want more from Jim Brown? Connect with him Linkedin, follow him on Twitter, and check out the SalesTuner podcast! Download the SalesTuner workbook for free by visiting http://www.salestuners.com/roadmap

Full Notes https://www.salestuners.com/25-sales-leaders/ Top Book Recommendations The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon How to Win Friends & Influence People by Dale Carnegie Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/bertuzzi/ Takeaways Own the Space: Your passion, or lack thereof, is infectious. As a salesperson, you know more about your product or service than your prospect and need to own the sales process. Know what your competitors are saying, know what your analysts are saying, truly understand the problem that needs to be solved and guide your prospect through the conversation. Arouse Curiosity: Buyers are busier than ever before. You don’t have to get the whole message out when prospecting. Instead, learn to communicate more succinctly and offer information in sound bytes that will both develop the relationship and provide value. This should make buyers curious enough to respond or come back to you in the future. Change is Constant: Content is the new SPAM. Many large companies are getting rid of voicemail. E-mails are read on mobile devices more often than not. Everything is in motion and changing rapidly. What worked for you last year may be less efficient now, so be mindful and observant in patterns of change you are seeing. Book Recommendations Selling to Big Companies by Jill Konrath Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/zuzic/ Takeaways Understand DISC Profiles: Understanding how a person thinks, and then communicating with them how they want to be communicated with, is key. One method to help identify how to most efficiently communicate with others is to learn about the personality traits that drive them using a tool like the (DISC) Dominance, Influence, Steadiness and Conscientiousness Personality Test. Keep Your Energy Level Up: You have the answer to the tough questions, so sell with that in mind. Think outside the box. Ask the tough questions and run through walls in the process because you are confident in the answers you have to provide. Most importantly, do all of it with your head held high. The ability to stay positive amid the challenges you face will define who you become as a salesperson. Don’t be Single Threaded: In a hunt for whales, the bigger picture is essential in the road map to sales success. There is no single thread in larger organizations, where multiple decision makers are involved in sales decisions. Remembering to leave an impact on all the key players will help set you apart from the crowd. Book Recommendations Never Eat Alone: And the Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/zahm/ Takeaways Auto Ask - Figure out how to consistently get in front of your audience with a unique fresh message. Eventually they’ll either meet with you, tell you they’ll meet with you a later date, or tell you to go away, but the persistence will ultimately pay off once they see your commitment. Don’t Reinvent the Wheel - Look around you. Talk to other reps in a similar role. Talk to your competitors or at least reps that sell into the same type of prospect profile you. What is working for them or what has worked for others? DIY Before Outsourcing - Unless you know the intricate details of a process, it may not be in your best interest to outsource it. Do it yourself first. Figure out the tiny details and draft a standard operating procedure. Doing so allows you to monitor the outsourcing and determine very quickly what’s working and what’s not. Book Recommendation The 10X Rule: The Only Difference Between Success and Failure by Grant Cardone Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/hutzul/ Takeaways Have a Process - This one should have been obvious from the episode title, but here’s the thing — if you don’t have a process, you have to adapt to your buyers process and they don’t know how to buy. As you define the individual steps in your process and what the exit criteria is for each, it becomes much easier to qualify, plan, and close opportunities. Ask for Referrals - You’ll never get anything in life you don’t ask for, and referrals are no exception. Make it a habit… actually, make it part of your process to ask everyone you come in contact with for one referral. If you’re able to describe to them the problems you solve, see if they know one person that might be having the same problem and could benefit from your solution. Act Like an Entrepreneur - It’s easy to play Tuesday Morning Quarterback, but until you really start to understand all the mechanics of RUNNING a business, you’ll never grasp why certain decision are made or not made. Until then, being resourceful and knowing which corners to cut or which risks to take can have a big impact on your career. Book Recommendation The Millionaire and the Bard by Andrea Mays Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/freeman/ Takeaways It’s Not Your Money: This remains a challenge for most people in sales, but you have to realize, the amount of money you’re asking a person for has no correlation to your own wallet or your perception of “a lot of money” is. Just because you couldn’t afford to buy something, or just because you’ve never done what you’re asking the buyer to do, doesn’t mean they can’t or shouldn’t. Overcome the Default Objection: How many times have you walked into a store with a specific intention to buy something and when the store clerk asked if they could help you with anything your default response was, “no thank, I’m just looking.” Pretty much every time, right? Buyers of your product are doing the same thing by saying “they’re good” or “they already have someone.” What are follow up questions you can ask to break through that initial objection in your world. Quit Thinking, Start Doing: It was General George Patton that said “a good plan violently executed now is better than a perfect plan executed at some indefinite time in the future.” to break that down, simply GET OUT of your own way. Pick up the phone, send the email, just start doing something. Book Recommendation Relentless: From Good to Great to Unstoppable by Tim S. Grover Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes http://www.salestuners.com/logar/ Takeaways Ask For More: If you want to be great at what you do, ask for more. Self-attitude, self-belief and confidence only comes when you take action. People tend to stop themselves from achieving all they can because they get caught up in self doubt and distractions. It’s Not About You: Forget about your website. Forget about your business cards. Forget about your PowerPoint deck. At the end of the day, all of those things are irrelevant. Find your prospects true pain and watch the solution present itself. Leverage Trade Shows: Walk up to the salesmen in the booth sand just start asking questions. Ask them what they have been seeing in the market? What kind of feedback are they getting from customers? What do they think people should be excited about? What are some of the trends people are talking about? As you start to see common themes, you’re likely to craft a better pitch or discovery question set. Book Recommendation The Ultimate Sales Machine by Chet Holmes Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes http://www.salestuners.com/kusner/ Takeaways Find Your Champion: When prospecting pursue multiple players inside the organization. Don't just stop at the person who you think is the right person, by reaching out to multiple people you’re more likely to find someone who will at least pick up the phone and hear what you have to say. Turning them into your champion on the inside. Don’t Go it Alone: Let other people assist you wherever possible. Jack talked about the idea of always wanting to be the dumbest person in the right room. Doing so pushes him and makes him look at and think about things differently. Find the Real Pain: Whether you’re prospecting or right in the middle of sales cycle — what your product or service does is irrelevant. You have to understand and focus on the actual pain the prospect has and use their words to build a business case. Book Recommendations Good to Great: Why Some Companies Make the Leap and Others Don't by Jim Collins The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Who Moved My Cheese?: An Amazing Way to Deal with Change in Your Work and in Your Life by Spencer Johnson Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/carroll/ Takeaways Know the Vice: In today’s world where people may have 10-15 different inboxes, figure out the best way to communicate with prospects individually. Whether its email, Snapchat, Twitter, LinkedIn, or phone etc. don’t rely on just one channel. Be Found: If people can’t find you online, they can’t learn from you, and if they can’t learn from you, they can’t decide to buy from you. Invest time in building your social presence to grow your visibility and perceived thought leadership. Comparison is the Thief of Joy: While competition is good, don’t let comparing yourself to others steal your success. Salespeople today spend too much time thinking “if I fail, it’s because of this” instead of “when I win, it’s in spite of this.” Book Recommendation How to Win Friends and Influence People by Dale Carnegie The Sales Bible by Jeffrey Gitomer Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Full Notes https://www.salestuners.com/bennett/ Takeaways Confidence is Key: Once you realize you know more about your product than the person on the other end of the call, the whole world opens up to you. Stress levels go down, better questions are asked and that feeling of awkwardness and intimidation starts to fade. Quit Being a Rule Follower: While it’s important to know the rules of the game, more often than not, it’s so that you know which one’s to break and when. Don’t just imitate those around you, challenge the status quo and find your voice. Keep it Conversational: Be logical and intentional in your questions by focusing on the purpose of where the answer should take you. As you start to better understand your flow, people will continue to engage without realizing how long they have been talking to you and open up all kinds of opportunity you might never have got to. Book Recommendation The 7 Habits of Highly Effective People by Stephen Covey Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

SalesTuners is a weekly interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great.  This episode is my introduction and my why. Learn more at SalesTuners.com!