Salesman Podcast - The World's Biggest B2B Sales And Business Show

Salesman Podcast - The World's Biggest B2B Sales And Business Show

www.salesman.org
Salesman Podcast - The Worlds Biggest B2B Sales And Selling Show
#558: How To Tell A STORY That SELLS (Ignite Emotion And Hack Their Brain)
Sep 20 • 46 min
Adrian Davis, Founder & CEO of Whetstone Inc. He’s an incredibly knowledgeable sales expert on selling to the c-suite. On this episode of The Salesman Podcast Adrian shares how we can hack our prospects brains by selling with emotion through stories.…
#557: How To SPEAK So People Actually LISTEN With Paul McGee
Sep 18 • 38 min
Paul McGee is an author, motivational speaker and conference facilitator. Paul educates companies on how to survive and thrive in challenging times. On this episode of The Salesman Podcast Paul explains how your body language, attitude and the hierarchy…
2018 UPDATE – Best numbers ever, SalesSchool.org, Industry Hero, Salesman Magazine and more…
Sep 16 • 12 min
On this “update” episode of the show, I’m sharing the behind the scenes of what’s going on with the Salesman Podcast and more. We cover – The launch of the SalesSchool Industry Hero our new personal branding service The hunt for new office space Where you…
#556: Why Being A Nice Guy Is Stopping You Winning In Sales… With Dr. Robert Glover
Sep 15 • 40 min
Dr. Robert Glover, author of “No More Mr. Nice Guy: A Proven Plan For Getting What You Want in Love, Sex and Life” and is an internationally recognized authority on the Nice Guy Syndrome. On this episode of The Salesman Podcast Robert explains what nice…
5 Ways To Win HUGE Contracts (Stop Playing With The Small Fish) – #Thrive5
Sep 14 • 8 min
Mark Donnolo is founder and managing partner of SalesGlobe. He is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation,and Essential Account Planning. On this episode Mark explains the steps we need to put in…
5 Ways To Break Through The FEAR OF SELLING – #Thrive5
Sep 12 • 10 min
Daniel Guaragna is the founder of REDA sales university and here are his top 5 tips on breaking through the fear of selling. Video Podcast: Audio Podcast: Transcript: ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20…
#555: Essential Social Selling Training (I Don’t Want You To Get Left Behind…)
Sep 10 • 34 min
Want to know the exact social selling training you need to implement right now to win in B2B sales? Keep scrolling as we’ve one of the worlds leading experts on the matter laying out his playbook… Daniel Disney is a sales expert on a mission to help…
#554: Why You Only Get ONE CHANCE To Make A First Impression
Sep 5 • 37 min
Want to know the science behind making an impactful first impression? Prof. Alexander Todorov is a world leading professor of psychology at Princeton University and he shares why you only get one chance to make a first impression in business on this…
#553: How Subtly Changing Your Words Can Give You MASSIVE INFLUENCE With Phil M. Jones
Sep 3 • 36 min
Phil M Jones is a world leading business speaker and influence expert. On this episode of The Salesman Podcast Phil explains why what you say and how you say it are equally as powerful at influencing others. Video Podcast: Audio Podcast: Resources…
Who Are The “Buyer Personas” To Look Out For? – #SalesLegends
Aug 31 • 13 min
Knowing the specific people, or “personas” that you need to engage with to win a large B2B deal is clearly important. In this #SalesLegends episode 5 of the wolds top business experts share their thoughts on who are the most important personas to look out…
How To Uncover The DECISION MAKER – #SalesLegends
Aug 24 • 11 min
Identifying the key decision maker is EVERYTHING in B2B sales. In this #SalesLegends episode of The Salesman Podcast, 5 of the worlds top experts share how they do just that. Video Podcast: Audio Podcast: Transcript: ENJOY THIS EPISODE? Why not leave us…
#552: Become SERIOUSLY WEALTHY (By Investing Your Sales Commissions) With Prof John Kay
Aug 22 • 35 min
Professor John Kay is a British economist and author. He is a visiting Professor of Economics at the London School of Economics and has been a fellow of St John’s College, Oxford, since 1970. On this episode of The Salesman Podcast John shares the first…
#551: Why A Personal Value Proposition Is A HUGE ADVANTAGE
Aug 17 • 48 min
Even if you don’t realize it just yet, you are remarkable. You have the potential to build an incredible personal value proposition that doesn’t just make selling easier, it can lock out the competition entirely. Mark Holmes is an expert at generating new…
UNUSUAL Ways To Get A Prospects ATTENTION – #SalesLegends
Aug 16 • 10 min
In this #SalesLegends mashup episode 5 of the worlds top sales experts explain the best and most unusual ways to grab a prospect’s attention. In the internet age, where there are more beeps, distractions and multitasking than ever before, the ability to…
#550: Your ONLY Sales Action Plan (Close Deals FASTER!) With John Asher
Aug 14 • 36 min
John Asher is the CEO of Asher Strategies and a crazy interesting dude. He co-founded an engineering firm in 1986 and during his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in…
#549: Why EPIC Customer Service Is a COMPETITIVE ADVANTAGE! With Adrian Swinscoe
Aug 11 • 39 min
Adrian Swinscoe is a customer experience consultant and advisor and has been growing and developing customer-focused large and small businesses for 20 years. On this episode of The Salesman Podcast Adrian shares why “customer service” can be a unique and…
5 Ways To STAY TOP OF MIND With CUSTOMERS – #SalesLegends
Aug 9 • 11 min
On this #SalesLegends episode of The Salesman Podcast 5 world leading sales experts share how we can stay top of mind with potential customers if we’re in the middle of a lonngggggg B2B sales cycle. Video Podcast: Audio Podcast: Transcript: ENJOY THIS…
#548: Personal Branding Examples (How To Become A LEGEND In Your Industry!)
Aug 3 • 39 min
Do you want to become a legend in your industry? How would that affect your sales performance? What would your day look like if you had inbound leads hitting your inbox rather than having to cold call until your fingers bleed from dialing? On this episode…
#547: How To Disrupt Your Competitors Relationships With Paul Cherry
Jul 30 • 39 min
Paul Cherry is President and Founder of Performance Based Results. With over 20 years experience, he has worked with more than 1,200 organizations in every major industry and has been featured in more than 250 publications. On this episode of The Salesman…
#546: How To Win Any Argument (Even If They Talking #FakeNews) With Jay Heinrichs
Jul 27 • 34 min
Jay Heinrich is the author of the New York Times bestseller, “Thank You for Arguing” and his latest book “How to Argue with a Cat: A Human’s Guide to the Art of Persuasion” is a personal favorite of mine. On this episode of The Salesman Podcast Jay shares…
#545: How To Generate More Sales Leads (Using YOUTUBE?!) With Alex Berman
Jul 25 • 40 min
Alex Berman is the founder and chairman of a marketing and lead generation firm Experiment 27. Berman is responsible for generating over $6.5 million in B2B sales and over $35 million in leads for his clients. On this episode of The Salesman Podcast Alex…
#SalesLegends – How To Deal With Initial Objections When Cold Calling
Jul 20 • 10 min
In this episode of #SalesLegends 5 of the worlds top sales experts share their thoughts on the question “Do you have any tactics for dealing with initial objections when cold approaching a prospect?” Video Podcast: Audio Podcast: The Sales Legends:…
#544: Get Promoted From An SDR (Sales Development Representative) Role With David Dulany
Jul 12 • 42 min
David Dulany is a Sales Development program building specialist. David is crazy knowledgeable and has deep experience in building highly successful Sales Development (SDR) programs from scratch for technology companies. On this episode of The Salesman…
#543: Help Your Buyers Make A Buying Decision With Jeffrey Lipsius
Jul 8 • 40 min
Jeffrey Lipsius is the President and Founder of Selling To The Point. He developed the Selling To The Point sales training method during his 30-years of sales training experience. On this episode of The Salesman Podcast Jeffrey shares the steps we need to…
#542: How To Break Out Of A Sales Slump With Matt Heinz
Jul 6 • 38 min
Matt Heinz is a prolific author and award-winning blogger. He is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience On this episode of The Salesman Podcast Matt is explaining how we can break out…
#541: Close The Sale WITHOUT Discounting! With Mark Hunter
Jul 3 • 36 min
Mark Hunter is a sales expert and author of High-Profit Prospecting. On this episode of The Salesman Podcast Mark is explaining why offering immediate discounts is a terrible strategy to close new business and some more effective ways to go about it.…
THRIVE5: Using Relationships To To WIN In B2B Sales With Noel Wax
Jun 29 • 8 min
Noel Wax is a former CBS Sports executive turned entrepreneur. Noel is the President and co-founder of GroundSwell Group – a next-generation marketing agency that connects brands with their consumers through the causes they support. In this #Thrive5 Noel…
#540: How to Sell To Procurement (AND WIN!) With Ray Makela
Jun 27 • 32 min
Ray Makela is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs.…
#539: How To Ask Difficult Business Questions (Without Feeling Bad) With Richard Harris
Jun 25 • 34 min
Richard Harris brings over 20 years of technology and SaaS experience in sales training, operations and sales leadership into his role as a Sales Consultant. He has built, led and consulted with a wide range of organizations including start-ups, mid-size…
#538: The 4 Customer Personality Types With Sean Sheppard
Jun 23 • 46 min
Sean is a serial entrepreneur who has successfully grown dozens of early-stage companies across a wide variety of products and markets. At GrowthX Academy, Sean is focusing on sharing his expertise in monitoring and adjusting revenue pipelines to help…
THRIVE5: Words That SELL! With Sales Legend Tom Hopkins
Jun 22 • 10 min
Tom Hopkins is a sales training legend having trained over 5,000,000 salespeople in person. In this #Thrive5 Tom shares 5 ways we can use words to build relationships and close more deals. Video Podcast: Audio Podcast: Transcript: ENJOY THIS EPISODE? Why…
#537: STOP COLD CALLING And GET REFERRALS Instead… With Joanne Black
Jun 21 • 38 min
Joanne Black has more than 30 years experience as an entrepreneur, sales executive and consultant with startups and Fortune 500 companies. Joanne’s philosophy is that no one should ever have to cold call. Instead, Joanne creates a sales process that…
#536: Stop Being PUSHY To Close More Sales With Deb Calvert
Jun 18 • 36 min
Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. On this episode of The…
#535: Become An AMAZING Public Speaker (And Win More Business) With Jim Cathcart
Jun 15 • 44 min
Jim Cathcart is an American entrepreneur, speaker and author. In 2017 Jim was voted a Top 25 Speaker (#9) out of 1,300 speakers in an online survey by Speaking.com. 27,000 people voted in this survey to isolate the Top 25. This is the 3rd year in a row…
#534: What You Think Works In B2B Sales IS WRONG! With Mike Schultz
Jun 13 • 40 min
Mike Schultz is the president of RAIN Group, a world-renowned as a consultant and sales expert. He is co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation.…
Mashup: How To Eliminate The FEAR of Working In SALES
Jun 9 • 14 min
In this >mashup, we’re going to break you through the fear of rejection, the fear of sales and just fear in general. Strap in #SalesNation and say goodbye to fear. Video Podcast: Audio Podcast: Transcript: ENJOY THIS EPISODE? Why not leave us an iTunes…
#533: Why Your Customers Don’t Want To Meet With You… With Brian Burns
Jun 7 • 42 min
Brian Burns host of – “The Brutal Truth about Sales & Selling” and the “The B2B Revenue Leadership” podcasts. He’s a true B2B sales expert and on this episode of the show he shares why your customers don’t want to meet with you… Video Podcast: Audio…
Mashup: 5 Ways To LEVEL UP Your Account Management
Jun 6 • 10 min
If you’re a KAM (Key Account Management specialist) then this video is for you. With 5 of the worlds leading strategic account management experts sharing their top tips on how to build relationships and close more deals. Video Podcast: Audio Podcast:…
Mashup: The Keys To Building INCREDIBLE Business Relationships
Jun 5 • 12 min
Building business relationships via networking with people in your industry is by far the safest and most predictable way to grow your customer base. In this mashup, 5 of the worlds leading networking experts explain how to build better business…
#532: Break Through Uncertainty And Never Feel Fearful Again! With Aaron Schmookler
Jun 3 • 46 min
Aaron Schmookler is a co-founder of The Yes Works and communication expert. On this episode of The Salesman Podcast Aaron explains why uncertainty holds us back in sales and how to break through this limiting mindset. Video Podcast: Audio Podcast:…
THRIVE5: 5 INCREDIBLE Business MINDSET Tips
Jun 2 • 7 min
Tim Han is the founder of Success Insider. In this mashup episode, Tim shares 5 steps we need to take to get our mindset right for sales and business success. Video Podcast: Audio Podcast: Transcript: ENJO Y THIS EPISODE? Why not leave us an iTunes review…
Mashup: Key Account Management And Referral SECRETS
May 31 • 13 min
Key Account Management is EVERYTHING to winning long-term in B2B sales. On this MASHUP episode, 5 of the worlds top key account management and referral selling experts share their insights on how we can crush it in B2B sales. Whilst it’s not the sexiest…
#531: Make Selling EASY (SECRETS To Uncovering BUYER NEEDS) With Victor Antonio
May 30 • 38 min
Victor Antonio is the host of the Sales influence podcast (SIP) and is a sales training expert. On this episode of the show Victor shares the process to uncover buyer needs and so make working in B2B sales crazy simple. Video Podcast: Audio Podcast:…
#530: Uncover HOT Sales Prospects BEFORE Your Competition With Tibor Shanto
May 27 • 43 min
Tibor Shanto is a cold outreach selling expert and author. On this episode of The Salesman Podcast Tibor shares how we can use trigger events to win business from buyers who don’t realise they’re in the market. Video Podcast: Audio Podcast: Resources…
THRIVE5: How To Sell To The Enterprise With Mark Birch
May 26 • 7 min
Mark Birch is an enterprise software tech entrepreneur, sales executive, and startup investor based in NYC. In this THRIVE5 episode, Mark shares 5 ways we can close bigger deals by selling to the enterprise market. Video Podcast: Audio Podcast: Resources…
MASHUP: How To Influence ANYBODY (From A CEO To Your Friends)
May 24 • 14 min
In this mashup episode of The Salesman Podcast, 5 of the worlds leading sales and business experts share their tips on how to influence anybody. Video Podcast: Audio Podcast: Transcript: ENJO Y THIS EPISODE? Why not leave us an iTunes review to say thank…
#529: THE “ONE THING” You Need To Do To WIN MORE BUSINESS With Geoff Woods
May 23 • 35 min
Geoff Woods is the Vice President at The ONE Thing and shares what we need to do to really up our game and crush it in B2B sales. Video Podcast: Audio Podcast: Resources mentioned: https://www.the1thing.com @geoffwoods Geoff on Linkedin The One Thing…
#528: Why HEADTRASH Is Stopping Your SUCCESS With With Noah St. John
May 19 • 44 min
Noah St. John is a keynote speaker and best-selling author who’s famous for inventing “Afformations” and helping busy people achieve personal and financial freedom. On this episode of The Salesman Podcast Noah explains what the “heck” headtrash is and how…
#527: ATTITUDE Is More Important Than SALES TRAINING? With Duane Marino
May 18 • 37 min
Duane Marino is a sales training expert who helps salespeople win “Twice The Sales In Half The Time”. In this episode of The Salesman Podcast Duane explains the benefits of developing a killer attitude VS developing sales skills. Video Podcast: Audio…
#526: How To Sell Using DATA With Amit Bendov
May 16 • 26 min
Amit Bendov is the CEO and founder of Gong.io, a company that analyzes sales conversations using A.I. to improve sales automations. On this episode of The Salesman Podcast Amit explains how we can use data collected by Gong.io to build better…
Mashup: 5 COLD EMAIL Tips To DOUBLE Your Response Rate
May 15 • 14 min
In this mashup we dive into cold emails, response rates and how to get the attention you need to start the sales process with your dream customers. Video Version: Audio Version:
#525: LEAD Your Conversations And Get WHAT YOU WANT, MORE OFTEN With Andy Bounds
May 11 • 31 min
Andy Bounds was awarded the title Britain’s Sales Trainer of the Year, and described by AstraZeneca’s Global Communication Director as “a genius, whose advice can’t be ignored”. On this episode of The Salesman Podcast Andy Shares the steps to lead and own…
#524: INTROVERTS Are Better Sales People?! With Matthew Pollard
May 10 • 43 min
Matthew Pollard is an internationally-recognized consultant, speaker, blogger, author, mentor, coach, and serial entrepreneur with five multi-million dollar business success stories under his belt, all before the age of 30. On this episode of The Salesman…
Mashup: 5 POWERFUL Cold Calling Tips
May 9 • 16 min
In this mashup 5 world leading sales and cold calling experts share their top thoughts on how to break through on the phone and get enough attention to start the conversation. Video Version: Audio Version:
#523: Do This And DOMINATE Your Competition! With Cian Mcloughlin
May 4 • 38 min
Cian Mcloughlin is a best selling sales author and CEO of Trinity Perspectives. On this episode of The Salesman Podcast Cian explains why simply asking your customers what they want might be the most powerful sales technique of all time! Audio Podcast:…
#522: Make Selling Easier By Being Perceived As A LEADER With Jason Treu
Apr 27 • 44 min
Jason Treu is a world-class executive coach. On this episode of The Salesman Podcast Jason explains what a “leader” is and how we can become one to make closing deals simpler. What you will learn in this episode: In this episode Jason shares – Why you…
Thrive5: How To Become A True Resource For Your Buyers With Koka Sexton
Apr 26 • 6 min
Koka Sexton is the founder of the social selling movement which is still sweeping across the sales industry. Currently, he resides as the Global Industry Principal of Social Strategies at Hootsuite. On this episode of The Salesman Podcast Koka is explains…
#521: Real Time Selling (And Newsjacking) To GET ATTENTION! With David Meerman Scott
Apr 25 • 26 min
David Meerman Scott is a marketing strategist, keynote speaker, and seminar leader. On this episode of The Salesman Podcast David explains what NewsJacking is and why B2B sales professionals need to be more customer focused in the internet selling age.…
Mashup: How To Build Your Personal Brand (And Make Closing Deals Easier)
Apr 24 • 14 min
In this mashup episode of The Salesman Podcast 5 of the worlds leading sales and personal branding experts share their top personal branding tips. Video Version: Audio Version: Full Episodes: 3x Steps To Make Working In Sales CRAZY EASY With Dorie Clarke…
#520: Will A.I. Take Your Sales Job? (OR WILL IT HELP YOU CLOSE MORE SALES?) With Victor Antonio
Apr 23 • 39 min
Victor Antonio is a sales legend, he’s an A.I. in sales expert and he has a killer Youtube channel too. On this episode of The Salesman Podcast Victor explains what A.I. is and how it’s going to help you close more deals in the next few years. What you…
Thrive5: How To Negotiate With Professional Buyers With Chris Voss
Apr 21 • 7 min
Chris Voss is an ex FBI hostage negotiator and in this video he shares his top 5 tips to selling to professional buyers. Video: Audio: Transcript: ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge…
#519: Uncovering Buyer Needs (How To Close Sales Easier!) With Misha McPherson
Apr 20 • 36 min
Misha has over 20 years experience in tech sales and has built sales enablement programs for companies like Mixpanel, Yammer (acquired by Microsoft), Yahoo!, Monster, and more. On this episode of The Salesman Podcast Misha explains the step by step…
Mashup: HOW TO PITCH ANYTHING! 5 Experts Share Their Best Advice
Apr 19 • 15 min
On this shorter episode, 5 of the worlds leading sales pitch and presentation experts share their top tips to help you up your pitching game and win more business. Video Version: Audio Version: Full Episodes: How To Pitch Anything (He’s Raised Over $1…
#518: Using “INSIDER INFORMATION” To Sell Over The Phone With Daniel Nicart
Apr 18 • 46 min
Daniel Nicart is a sales coach and business consultant at #SalesRemastered. On this episode of The Salesman Podcast we dive into phone selling, how to get an advantage over the phone and the importance of “insider information”. What you will learn in this…
Mashup: GET YOUR SELLING MINDSET RIGHT (And WIN In Business!)
Apr 17 • 17 min
In this mashup episode, we take a look at the selling mindset and what you need to do to up your mental game. Video Version: Audio Version: Full Episodes: Developing Your Sales Mindset With Butch Bellah Salesman Podcast – How To Raise Your Standards In…
#517: Q/A: How To Win At Sales By Networking With David Fisher
Apr 16 • 41 min
David Fisher is a sales expert who helps teams leverage digital influence to create human connections. On this episode of The Salesman Podcast we do an experiment, David answers YOUR questions on networking in sales and business. What you will learn in…
Thrive5: How to CRUSH ALL Selling OBJECTIONS With Jarrod Glandt
Apr 13 • 10 min
Jarrod Glandt is a sales legend, Vice President of Sales at Grant Cardone Enterprises and Co-Host of the Young Hustlers Podcast. On today’s episode of #ThriveInSales Jarrod is explaining the step by step process to breaking through and crushing selling…
Mashup: How To Negotiate ANYTHING With ANYONE
Apr 11 • 15 min
In this mashup episode, 5 of the worlds leading sales and business negotiation experts share their insights into how you can win any negotiation. Video Version: Audio Version: Full Episodes: Master The Negotiation Process (And Win More Business!) – How To…
#516: Is OUTBOUND SELLING DEAD? (A Real CEO/Buyer’s Perspective) With Steli Efti
Apr 9 • 43 min
Steli Efti is the CEO of Close.io, sales expert and general outbound legend. On this episode of The Salesman Podcast Steli explains why outbound selling isn’t dead and how to book a meeting with a tech CEO. What you will learn in this episode: In this…
#515: Mastering Sales Follow Up (Automation, Giving Huge Value And MORE!) With Ruth van Vierzen
Apr 6 • 34 min
Ruth van Vierzen is a sales and business growth expert. On this episode of The Salesman Podcast ruth explains the structure of the perfect sales follow up process. What you will learn in this episode: In this episode Ruth shares – Why you need to “ask for…
Thrive5: How To Do Less And CLOSE MORE SALES With Jill Konrath
Apr 5 • 7 min
Jill Konrath is a sales strategist, speaker and the author of the sales books Selling to Big Companies and SNAP Selling. In this Thrive5, Jill explains the importance of understanding the buyer, why you should make LESS sales calls and how to…
#514: YOUR Biggest BODY LANGUAGE Mistakes (They Are Killing Your Business Meetings) Dr. Nick Morgan
Apr 4 • 40 min
Dr. Nick Morgan is one of America’s top communication theorists and coaches. He has spoken, led conferences, and moderated panels at venues around the world. On this episode, Nick shares the most common body language mistakes salespeople make and how to…
Mashup: How To Sell To A CEO / High Level Executive
Apr 3 • 11 min
In this mashup episode of the show, 5 of the worlds leading sales and business experts share their top advice on how to sell to the C-Suite. As B2B deals get larger and more complex, we’re spending more time with CEO’s, CFO’s and others on this level.…
#513: Building LEVERAGE To Get A Competitive ADVANTAGE In B2B Sales With Tom Searcy
Apr 2 • 41 min
Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. On this episode of The Salesman Podcast Tom explains why you need to leapfrog forward via distinct competitive advantages rather than trying to grind…
Mashup: How To Close A B2B Sale Like A BOSS!
Mar 30 • 12 min
In this episode of The Salesman Podcast, 5 of the worlds leading closers share their advice for winning business in B2B sales. What you will learn in this episode: In this episode the experts share – Why sales is as simple as helping (don’t overcomplicate…
#512: STOP Being Fearful Of COLD CALLING (Understand YOUR WHY) With Daniel Guaragna
Mar 29 • 40 min
Daniel Guaragna is a speaker and CEO of Reda Sales University. On this episode, we dive into the fear of cold calling and how to have more success in business. What you will learn in this episode: In this episode Daniel shares – Why you need to be…
#511: How To Get UNSTUCK In Sales (Fear and Belief Reprogramming) With Shira Gura
Mar 27 • 45 min
Shira Gura is the author of the award-winning book “Getting unSTUCK: Five Simple Steps to Emotional Well-Being”. On this episode of the show, Shira explains how you can break through your limiting self-beliefs so you can better thrive in sales. What you…
Mashup: How To Close Your Dream B2B Sales Job
Mar 23 • 13 min
Your income, love of the selling game and your ability to hustle hard is directly linked to the products you’re selling and the company you work for. In this episode of the show, 5 of the worlds leading sales experts explain how you can walk into your…
#510: How To Gain More “POWER” In business With Prof Dacher Keltner
Mar 19 • 28 min
Dacher Keltner is a professor of psychology at University of California, Berkeley, where he directs the Berkeley Social Interaction Lab. On this episode, Dacher explains what “power” is in the context of the business world and how we can get more of it.…
Mashup: 5 Sales Prospecting Hacks To Help You To Connect With New Customers
Mar 14 • 13 min
Prospecting is the most important activity that any sales professional or business person can undertake. Here are 5 sales prospecting hacks from 5 of the worlds leading sales and business development experts. Full Episodes: Transcript: ENJOY THIS EPISODE?…
#509: How To Consistently Win Or Avoid the RFP (Request For Proposal) With Ray Makela
Mar 9 • 41 min
Ray Makela is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs.…
#508: How To Creatively Differentiate Yourself From the Competition With Mark Donnolo
Mar 2 • 42 min
Mark Donnolo is the founder of Sales Globe an author of “The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results”. On this episode of The Salesman Podcast Mark explains how to be more creative in adding value…
#507: How To Build Profitable Business Relationships With Noel Wax
Feb 23 • 43 min
Noel Wax is the CEO of Groundswell Group and has over 25 years of experience in sales, marketing, and partner development. Before founding GroundSwell Group, Noel held senior leadership positions at CBS Radio, KNBR radio, and World Cup Soccer. On this…
#506: Are You “Forgetting To Be Great?!” How To Implement Success Habits With Mel Jones
Feb 16 • 46 min
Mel Jones is an author, powerful thinking coach and fitness professional. On this episode of The Salesman Podcast Mel explains the steps we need to make to upgrade our mindset and to stop forgetting that we promised ourselves (at some point in the past)…
#505: Why It Pays To Sell Authentically With Kim Garst
Feb 9 • 37 min
Kim Garst is an international best selling author, international keynote speaker, one of the world’s most retweeted people among digital marketers and a highly sought after marketing strategist. Forbes named her as one of the Top 10 Social Media Power…
#504: How To Hack Your Way To Unlimited Focus (Become A High Performer) With Curt Steinhorst
Feb 2 • 38 min
Curt Steinhorst is the bestselling author of Can I Have Your Attention? Inspiring Better Work Habits, Focusing Your Team, and Getting Stuff Done in the Constantly Connected Workplace. He is on a mission to rescue us from our distracted selves. On this…
#503: Using Paid LinkedIn Advertising To “SURROUND” Your Buyers With AJ Wilcox
Jan 31 • 47 min
AJ Wilcox is a LinkedIn advertising expert. He began advertising on LinkedIn in 2011 and quickly discovered its powerful potential for business to business advertisers. AJ was so passionate about the results he was seeing, he left his job to start…
#502: How To Win Any Argument (In Or Out Of Business) With Jay Heinrichs
Jan 26 • 35 min
Jay Heinrichs is the author of the New York Times bestseller, Thank You for Arguing: What Aristotle, Lincoln, and Homer Simpson Can Teach Us About the Art of Persuasion. On this episode, Jay shares how we can win any argument.
#501: How To Get Through To A Sceptical Buyer With Andrew Grant
Jan 24 • 46 min
Andrew Grant is the CEO of Tirian International Consultancy and co-author of the book The Innovation Race: How to change a culture to change the game. On this episode we discuss how to sell innovation and what to do when faced with a skeptical buyer.
#500: How To Sell To C Level Executives (Without It Being Weird!) With Jim Ninivaggi
Jan 18 • 47 min
Jim Ninivaggi is both a sales expert and literally a C level executive at Brainshark and so he’s in an incredible position to share with #SalesNation how we can go about getting in front of and then closing the C-Suite.
#499: How To Pitch Anything (He’s Raised Over $1 BILLION By Pitching!) With Oren Klaff
Jan 8 • 50 min
Oran Klaff is the author of Pitch Anything and has pitched his way to over $1 billion in investments for entrepreneurs. On this episode, Oran explains very simply how sales professionals can pitch any product effectively.
#498: A Mountaineers Guide To Winning In Business with Alan Arnette
Dec 18, 2017 • 34 min
Alan Arnette is a professional speaker, mountaineer, and Alzheimer’s advocate. On this episode, he shares how to break through obstacles in sales, how to push through the fear of rejection and a whole lot more.
#497: What’s Going On In Your Customers Heads? With Matt McDarby
Dec 13, 2017 • 42 min
Matt McDarby is President of United Sales Resources and author of “The Cadence of Excellence”. On this episode of The Salesman Podcast Matt explains what your prospects are thinking as you build relationships with them and how to turn this into a business…
#496: Become KNOWN to Your Customers (With Content Marketing) With Jason Van Orden
Dec 11, 2017 • 48 min
Jason Van Orden is a brand strategist for thought leaders. On this episode of The Salesman Podcast Jason is explaining the steps we must go through to become a known thought leader in our vertical.
#495: How To Earn More Money, Without Bigger Quotas With Ankur Srivastava
Dec 6, 2017 • 38 min
Ankur Srivastava is the founder of SwarmSales.com a platform that allows sales professionals to sell products from their marketplace to customers they already have. In this episode Ankur is sharing his future of the future of working in sales and how you…
#494: Using CONTENT TO SELL (Become A Valuable Resource To Your Customers) With Koka Sexton
Nov 29, 2017 • 44 min
Koka Sexton is the founder of the social selling movement which is still sweeping across the sales industry. Currently he resides as the Global Industry Principal of Social Strategies at Hootsuite. On this episode of The Salesman Podcast Koka is…
#493: SALES HAS CHANGED! Stop Negotiating And Start TRADING With Jacco vanderKooij
Nov 28, 2017 • 51 min
In an industry full of people claiming to be “sales guru’s”, Jacco vanderKooij is the real deal. He is the founder of Winning By Design, author of Blueprints for a SaaS Sales Organisation and on today’s show Jacco is explaining why we need to stop…
#492: The Success Habits of Incredible People With Tim Han
Nov 27, 2017 • 40 min
Tim Han is the creator of the Youtube channel Success Insider which helps high achievers do whatever it takes to become successful in life. In this episode of The Salesman Podcast Tim is sharing the success habits of the worlds highest performing…
#491: Close MORE SALES (DRAMATICALLY Speed Up Your Sales Cycle) With Ron Karr
Nov 23, 2017 • 39 min
Ron Karr is a sales expert, author and keynote speaker. On this episode of the show Ron explains how we can speed up our sales cycle to win more business, more often throughout our business year.
#490: Building A Personal Brand In A Sales Job (From Someone Who Has Done It!) With James Buckley
Nov 22, 2017 • 45 min
James Buckley is the Director Of Business Development at Cirrus Insight and author of Tip Of The Spear. He has built and incredible yet very niche personal brand in his industry and on today’s show he’s explaining how he did it.
#489: Leap From SDR To Account Manager (In The Shortest Time Possible) David Dulany
Nov 21, 2017 • 44 min
David Dulany is a sales development representative expert and on this episode he is explaining the steps to standing out as an incredible SDR and making the leap up to an account manager position as quickly as possible.
#488: How To Sell To A CEO, CFO, CTO And Beyond… Adrian Davis
Nov 20, 2017 • 47 min
Adrian Davis is a sales expert and on this episode of The Salesman Podcast he is explaining the step by step process to selling high value products to the c-suite.
#487: How To Land A WHALE (Closing A 10x Sized Customer) With Mark Birch
Nov 16, 2017 • 41 min
Mark Birch is startup investor based in NYC, leads enterprise sales for Stack Overflow and also is the founder of the Enterprise Sales Forum, a community for B2B sales professionals and leaders to share ideas, network with peers, and learn innovations in…
#486: How To “Position” Your Product And YOURSELF! With Alice Heiman
Nov 15, 2017 • 46 min
Alice Heiman is the entrepreneurs sales coach and renowned keynote speaker. In this episode of the show Alice explains how to position your product and yourself as a sales professional in the mind of the customer.
#485: The Most Counter-Intuitive Way To Build TRUST, FAST! With Karl Sakas
Nov 14, 2017 • 41 min
Karl Sakas is a marketing expert with over 20 years experience in the field. In this episode of the show Karl is explaining the power of “down-selling” as a tool to build trust with new potential customers.
#484: Work In Sales? THIS Is The Future Of Your Industry… Thomas Freese
Nov 13, 2017 • 43 min
Thomas Freese is the author of The Secrets of Question-Based Selling and SalesForce 2020. In this episode Tom is sharing his insights as to the future of the sales industry and how #SalesNation will fit into it.
#483: The Science Of Self Awareness (And How It Leads To Sales Success) With Dr. Tasha Eurich
Nov 7, 2017 • 41 min
Dr. Tasha Eurich is an organisational psychologist, researcher, and New York Times best-selling author of INSIGHT. On today’s episode of The Salesman Podcast we’re discussing the science behind self awareness and how being self aware can make us better…
#482: 5x Steps To A SALES PIPELINE That Delivers INCREDIBLE RESULTS! With Norman Behar
Nov 6, 2017 • 34 min
Norman Behar is a proven sales leader with over 20 years of senior sales management experience. He is currently the CEO and co-founder of Sales Readiness Group and on this episode Norman
#481: The Secret To Making B2B Sales Easy… Know Their “WHY”! With Richard Harris
Oct 31, 2017 • 33 min
Richard Harris is a world leading inside sales expert and public speaker. On today’s episode of The Salesman Podcast Richard is explains the process of uncovering a potential customers “why” and how that makes it far easier to do business with them.
#480: How To Become Financially Independent / Retire Early With A Sales Job! With Adam Carroll
Oct 30, 2017 • 52 min
Adam Carroll has taught over 500,000 people the habits needed to master money and on today’s episode of The Salesman Podcast he is sharing why sales is the quickest way to becoming financially free.
#479: How To Hit 300% Of Your SALES QUOTA! With Mark Donnolo
Oct 26, 2017 • 43 min
Mark Donnolo is an account planning expert and that’s exactly what we’re covering on today’s episode of The Salesman Podcast. It perhaps sounds like a dry subject but and investment in account planning is the best bang for buck way to ensure you end the…
#478: Success Principles From A UFC Fighter/Special Forces Sniper! With Tim Kennedy
Oct 25, 2017 • 34 min
Tim Kennedy is a recently retired top 10 UFC fighter, combat proven special forces sniper and complete legend. He joins me on The Salesman Podcast to share the principles of success that transcend business, MMA and even surviving being shot at.
#477: Ultimate Guide To CLOSING A SALE (Just 2x Questions!) With Ben Brown
Oct 19, 2017 • 51 min
Ben Brown is the author of “Master The Art of Closing The Sale” and also a retired Navy Marine. Ben shares how we can close any sale with just two simple, non threatening questions on this episode of The Salesman Podcast.
#476: How To Connect With Celebrities, Business Prospects And ANYONE ELSE With Phil Gerbyshak
Oct 18, 2017 • 39 min
Phil Gerbyshak is a digital sale trainer, Chief Digital Officer at vengreso and fellow podcaster. On this episode of the show Phil gives us the frame work to connect with anyone you could possible imagine online. From your favourite celebrity to your…
#475: 10 Words That Are LOSING YOU POTENTIAL CUSTOMERS! With Tom Hopkins
Oct 17, 2017 • 35 min
Tom Hopkins is a sales training legend having trained over 5,000,000 sales people in person. On today’s episode of The Salesman Podcast Tom explains how the words we use can be make or break when prospecting for new business.
#474: How Get 50% Of Your Prospecting VOICEMAILS Returned! With Tibor Shanto
Oct 16, 2017 • 41 min
Tibor Shanto is the Chief Sales Officer of Renbor Sales Solutions and an exert in leaving sales voicemail’s. On this episode of the show Tibor is breaking down how he manages to get a 50% response rate to the voicemail’s he leaves.
#473: Three Step Framework To Make Selling Easier (By Becoming “THE EXPERT”) With Dorie Clarke
Oct 12, 2017 • 49 min
Dorie Clarke is a personal branding expert and on today’s episode of The Salesman Podcast Dorie shares the 3x super practical steps we need to take to be known as an expert in our sales space which makes selling so much easier. What you will learn in this…
#472: Build TRUST FAST = Working In Sales Becomes EASY With Stephen M. R. Covey
Oct 9, 2017 • 47 min
Stephen M. R. Covey is the best selling author of The Speed of Trust and trust is exactly what we’re dissecting in this episode of The Salesman Podcast. Stephen shares how we can use trust as a tool to break through all the stressful, time consuming and…
#AskWillShow – What will finally break the sales training industry? Favourite guest you’ve had on the show?
Oct 6, 2017 • 11 min
On this episode of the #AskWillShow I’m answering the following questions - - People push me over too easily as I look young and I’m in B2B. How I can keep control in the meeting without looking like a jerk? - Favourite guest you’ve had on the show? -…
#471: 4x Steps To Creating A IMPACTFUL Sales Presentation With Kate LeVan
Oct 5, 2017 • 51 min
Kate LeVan is an author and a master of effective business communication. We’ve covered sales presentations on the podcast before but in this episode Kate goes deeper and more practical than ever.
#470: The ONE BIG SECRET To Cold Calling Success! With Jordan Stupar
Oct 4, 2017 • 36 min
Jordan Stupar is a master of cold calls and other types of cold outreach. Cold outreach is a skill that is becoming lost with sales professionals too often hiding behind marketing’s lead gen efforts so on this episode Jordan explains the secrets we need…
#469: Why Salespeople Shouldn’t Be Prospecting… WAIT WHAT?! With Aaron Ross
Oct 3, 2017 • 39 min
Aaron Ross is a legend in the sales space having revolutionised the way that SAAS (software as a service products) are sold. In this episode of The Salesman Podcast Aaron shares why salespeople shouldn’t be prospecting and what they should be focusing on…
#468: Get The Customer To Tell You HOW TO WIN! With Jeff Koser
Oct 2, 2017 • 49 min
Jeff Koser CEO at Selling to Zebras and is a sales expert with some interesting views on how to win B2B deals.
#467: How To Get A 35% Response Rate To COLD EMAILS! With Heather Morgan
Sep 28, 2017 • 45 min
Heather is a world leading cold email expert. On this episode of The Salesman Podcast Heather explains how we can send creative emails that actually get response. If you don’t hear back, what’s the point in sending them? What you will learn in this…
DON’T MISS OUT (There’s Only 100x Being Made)! The SalesSchool/PERSIST bundle is finally here!
Sep 25, 2017 • 13 min
Over the past 3 years I’ve interviewed the worlds top sales, mindset and business experts. In this mini episode of The Salesman Podcast I share a little information about our brand new 30 day audio/workbook training course that distils everything I’ve…
#466: How To Win A Business Deal In ONE PHONE CALL! With Kayvon
Sep 22, 2017 • 41 min
Kayvon is known as “The One Call Closer” and that is exactly what we’re diving into on today’s episode of The Salesman Podcast.
#465: How To Send Sales Emails That Get OPENED! (From A Marketer) With Sujan Patel
Sep 19, 2017 • 47 min
Sujan is a marketing pro having led the digital marketing strategy for companies like Sales Force, Mint, Zillow, Linkedin and more. On this episode of The Salesman Podcast Sujan is sharing a marketers perspective on how to send emails that get attention…
#464: How To Differentiate From The Competition With Dianna Geairn And Shawn Karol Sandy
Sep 18, 2017 • 43 min
Dianna Geairn And Shawn Karol Sandy are the hosts of The Sell Out Show and true sales experts. On this episode they bring energy, expertise and a bunch of ways that you can differentiate yourself from your sales competition.
#463: Your Sales Presentations Are Losing You Money (And How To Fix Them) With Spencer Waldron
Sep 7, 2017 • 42 min
Spencer Waldron is the European Regional Director at Prezi and on this episode he is explaining why your sales presentation sucks, how to improve it and the latest presentation trends.
#462: Why 20% Of B2B Sales Jobs Will Disappear (And How To Keep Yours…) With Graham Hawkins
Sep 6, 2017 • 47 min
Graham Hawkins is a sales keynote speaker and entrepreneur. On today’s episode of The Salesman Podcast Graham is explaining why 20% of the B2B sales roles are going to be lifted from the market and what you’ve got to do to have success in sales moving…
#461: How To CRUSH ANY Selling OBJECTION With Jarrod Glandt
Sep 4, 2017 • 39 min
Jarrod Glandt is the Vice President of Sales at Grant Cardone Enterprises and Co-Host of the Young Hustlers Podcast. On today’s episode of The Salesman Podcast Jarrod is explaining the step by step process to breaking through objections when on a sales…
#460: Winning The BIGGEST DEALS In Your Industry With Tim Sanders
Aug 29, 2017 • 38 min
Tim Sanders is the Former Chief Solutions Officer at Yahoo, best selling author of four books and a killer speaker. On today’s episode of The Salesman Podcast Tim explains the steps we need to go through to win the biggest possible deals our industries…
#459: Getting Potential Customers Over The FEAR OF CHANGE With Rob Jolles
Aug 28, 2017 • 52 min
Rob Jolles is a sought-after speaker and best-selling author. On this episode of The Salesman Podcast Rob is explaining how we can push a prospect through the fear of change that is holding them back from making a buying decision.
#458: Become An INFLUENCER Via Social Selling With Greg Hyer
Aug 24, 2017 • 41 min
Greg Hyer is the co-founder of Linking into Sales and a Social Selling expert. On this episode of The Salesman Podcast Greg explains why social selling isn’t just for prospecting and how you can use it to become an influencer in your industry.
#457: The SMALL Things That Make A BIG Difference To Sales Performance With Mary Browning
Aug 23, 2017 • 42 min
Mary is the director of sales development at Emplify.com and on today’s episode of The Salesman Podcast she’s explaining the small day to day things that make a huge difference to the sales people within her team.
#456: How To Close Internet Leads In JUST TWO PHONE CALLS! With Chris Smith
Aug 22, 2017 • 50 min
Chris Smith is a true sales and marketing expert. On this episode of The Salesman Podcast Chris explains how we can close incoming internet based sales leads in just two phone calls! What you will learn in this episode: In this episode Chris shares – Why…
#455: How to Hustle HARDER! With Alpesh Patel And Buki Mosaku
Aug 21, 2017 • 37 min
Alpesh Patel is the author of TESTED and a go to market business expert. Buki Mosaku is the founder of Inquire Management a sales solutions company. On this 3 way episode of The Salesman Podcast they’re explaining what hustle is and how we can increase…
#454: The Deep, Dark Emotions of Why People Buy With David Craig White
Aug 14, 2017 • 44 min
David Craig White is a International Sales Trainer and Personal Success Coach. On today’s episode of the podcast we look into the emotions that go into making a purchasing decision and where these emotions come from.
#453: Earn More Commissions, With LESS SALES?! With Adon Rigg
Aug 10, 2017 • 34 min
Adon Rigg is a sales expert and on this episode of the show he explains how we can close less deals, that are more profitable and so we can hit our quotas quicker. What you will learn in this episode: In this episode Chris shares – Why it’s important to…
#452: A FBI Hostage Negotiators Guide To Selling To Professional Buyers With Chris Voss
Aug 9, 2017 • 36 min
Chris Voss is a ex international kidnapping negotiator for the Federal Bureau of Investigation and of course a negotiation expert. On today’s episode of the Salesman Podcast Chris explains the steps we need to take to sell to professional buyers.
#451: Why Using a Journal Helps You Thrive In Business With Ollie Aplin
Aug 7, 2017 • 44 min
Ollie Aplin is a designer, entrepreneur and creator of the Mind Journal. Ollie explains how journaling can be used to increase our business creativity and reduce our levels of sales induced stress.
#450: Being The First Sales Person In A New Company With Vinnie Lynch
Jul 31, 2017 • 35 min
Vinnie Lynch is a startup sales expert and on today’s show he’s sharing the pros and cons of being the first sales professional hired within a growing startup company.
#449: How To Overcome Objections In Sales With Nigel Green
Jul 25, 2017 • 37 min
Nigel Green is a sales expert and on today’s episode of the Salesman Podcast he is explaining the step by step process to break past objections.
#448: How to Sell the Way Your Customers Want to Buy With Kristin Zhivago
Jul 24, 2017 • 46 min
Kristin is the President at Zhivago Partners and author of “Roadmap to Revenue”. On today’s episode of the show Kristin is explaining why we need to shift gears and sell the way the customer wants us to buy if sales professionals are to remain relevant in…
#447: Sales “Hacks, Tips, Tricks” Are Nonsense (Learn How To Really Win!) With Jeff Bajorek
Jul 20, 2017 • 36 min
Jeff Bajorek is a expert sales coach and on this episode of The Salesman Podcast he is sharing why most “10 ways to close the deal” articles, videos and content are complete bullshit. Jeff goes on to explain what actually moves the needle of sales…
#446: Differentiate Yourself From The Selling Competition With Paul Smith
Jul 19, 2017 • 37 min
Paul Smith is an author and business story telling expert. On this episode of The Salesman Podcast Paul is sharing how we can use stories to differentiate ourselves from the competition.
#445: Step By Step Guide To Using SOCIAL PROOF To Make Selling Easier With Garrett Mehrguth
Jul 18, 2017 • 32 min
Garrett Mehrguth is the CEO of Directive Consulting and on this episode he’s explaining what “social proof” is and how we can leverage it as a tool to make closing new business easier.
#444: Do Millennial’s Face A Glass Ceiling In Business? (And How To Smash Through!) With Dustin Sandoval
Jul 17, 2017 • 41 min
Dustin Sandoval is a business leader, an angel investor and part of the commonly misunderstood Millennial Generation like myself. On this episode of the show Dustin is sharing if there is a glass ceiling in business and if so how to smash right through it.
#443: Sell WITH The Buyer Not AT Them (And Make Your Life Easier) With Aaron Schmookler
Jul 13, 2017 • 43 min
Aaron Schmookler is a keynote speaker and co-founder at The Yes Works. On this episode Aaron shows why making sales something that we do WITH the buyer rather than AT them actually makes closing deals easier.
#442: Using NLP To Communicate Better With Prospects, Customers And Everyone Else With Jeremy Lazarus
Jul 12, 2017 • 38 min
Jeremy Lazarus is a former management consultant, corporate treasurer and Finance Director and on this episode he is sharing how we can use NLP (Neuro-linguistic programming) to communicate better with potential customers.
#441: How To 10X Your Sales Quota! (SERIOUSLY!) With Jim Brown
Jul 11, 2017 • 35 min
Jim Brown is a world leading sales coach and host of the Sales Tuners Podcast. On this episode Jim is sharing why we should aim to 10x our sales targets and how to achieve this seemingly daunting task…
#440: How To Social Sell (From Someone Who Is Actually Doing it!) With Dale Zwizinski
Jul 10, 2017 • 41 min
Dale Zwiznski is a customer success expert and someone who is actually managing a sales team. In this episode Dale explains what parts of social selling are actually working for real, quota carrying sales professionals.
#439: How To Become A Hyper-Connected Seller With David Fisher
Jul 5, 2017 • 36 min
David Fisher (D. Fish) is a sales expert, professional keynote speaker, and best-selling author and on this episode of The Salesman Podcast is sharing how we can become a hyper connected sales professional.
#438: Will Barron Gets Interviewed About Sales, The Show And A Whole Lot More…
Jul 3, 2017 • 61 min
In this episode Scott Ingram very kindly turns the tables and interviews me! Scott uncovers whats in store with the podcast, my opinions on the sales industry and a whole bunch more.
#437: Why Relationships Are EVERYTHING In B2B Selling With Elinor Stutz
Jun 23, 2017 • 37 min
Elinor Stutz is a best selling author and sales expert. On this episode Elinor is explaining the importance of relationships in B2B selling.
#436: How To Break Through Budget Objections With John Barrows
Jun 21, 2017 • 52 min
John Barrows is the sales trainer the worlds fastest growing companies call when they want to accelerate their growth even faster. On today’s episode of The Salesman Podcast John shares how we can smash through budget objections or better yet, take them…
#435: How To Sell More In Less Time With Jill Konrath
Jun 19, 2017 • 31 min
Jill Konrath is a best selling author and sales expert. On this episode of the Salesman Podcast Jill is explaining how we can work smarter and sell more in less time.
#434: How To Go From NOTHING To INFLUENCE To AUTHORITY With Tim Hughes
Jun 16, 2017 • 39 min
Tim Hughes is a best selling author and social selling pioneer. He joins me on today’s show to share how things like social selling can take us from nobodies to influence and finally to a position of authority within our industry.
#433: Increase Your Levels Of Motivation BOTH In And Out Of Sales With Ralph Barsi
Jun 14, 2017 • 51 min
Ralph Barsi is a world leading inside sales and sales development expert. Ralph was a pleasure to interview and I took a tonne away from this episode on motivation in sales.
#432: The Neuroscience Of Why Stories Sell With Karen Dietz
Jun 12, 2017 • 38 min
Karen Dietz is a best selling author and business story telling expert. On today’s episode Karen is sharing how we can use stories to help pull our prospects through the buying journey.
#431: How To Close THE BIGGEST Deal In YOUR Industry With Gene McNaughton
Jun 5, 2017 • 38 min
Gene McNaughton is a sales expert and on this episode of the show he explaining how we can find and then close THE BIGGEST deals within the industry we work in. We’re going whale hunting in this one #SalesNation.
#430: How To Find The REAL Decision Maker… With Garin Hess
Jun 4, 2017 • 32 min
Garin Hess is the CEO of Consensus and an expert in the complex B2B sale. On this episode of the show Garin is explaining how we can uncover the true decision makers within an account and then how we should be engaging them.
#429: How To Change Yourself To Influence Others In Sales With Paul Adamson
Jun 3, 2017 • 55 min
Paul Adamson is a Motivational Sales Keynote Speaker and all round great guy. As I mentioned in episode 300 of The Salesman Podcast, I’ve taken more away from my conversations with Paul over the past year than from any other guest who has come on the…
#428: What Is A Complex Sale? And How Do You Win One? With Brian Burns
Jun 1, 2017 • 36 min
Brian Burns is the host of “The B2B Revenue Leadership Show”​, “The Brutal Truth about Sales & Selling”​ and “Sales Questions”​ podasts. In this episode of the Salesman Podcast Brian is explaining what the complex sale actually is, why we should be…
#427: Should Salespeople Be Confident (Or Embarrassed) About Working In Sales? With Matthew Kimberley
May 31, 2017 • 36 min
Matthew Kimberley is a leading sales expert and on today’s episode of the show he is explaining why we should be proud to call ourselves sales people.
#426: The Sandler Success Triangle (Behaviour, Attitude and Technique) With Dave Mattson
May 30, 2017 • 39 min
Dave Mattson is the CEO & President of Sandler Training one of the most prestigious and well thought of sales training companies on the planet. On this episode of the Salesman Podcast Dave is explaining how our behaviours, attitudes and techniques lead to…
#425: Why You Can’t Go “Account Based Selling” Alone… With Trish Bertuzzi
May 29, 2017 • 28 min
Trish Bertuzzi is a leading inside sales expert and CEO of The Bridge Group. On this episode of the Salesman Podcast Trish is explaining why sales people will struggle to build an account based selling system without the buy-in of their company.
#424: Build A Personal Brand / Have New Customers COME TO YOU! With Mark Schaefer
May 19, 2017 • 43 min
Mark Schaefer is a world leading expert on on personal branding and on today’s episode Mark is sharing how to build a brand and why sales professionals MUST do it.
#423: The FASTEST Way To Become Amazing At B2B Sales With Mark Magnacca
May 18, 2017 • 37 min
Mark Magnacca is the President of Allego.com and an expert in building powerful sales teams. On this episode of The Salesman Podcast Mark shares the process of getting great at selling in as little time as possible.
#422: The Salespersons Guide To Greatness With Kevin Davis
May 17, 2017 • 43 min
Kevin Davis a sales training expert and is also the author of The Sales Managers Guide to Greatness. On this episode we’re turning this onto it’s head and seeing what makes salespeople great.
#421: How To Win More New Business (By Using Trigger Events) With Craig Elias
May 16, 2017 • 41 min
Craig Elias is a leading sales expert and author of SHiFT – Turn prospects into customers. On this episode of the Salesman Podcast Craig is explaining what trigger events are and how they can help you get a head of your competition. What you will learn in…
#420: How To INSTANTLY Improve Sales Performance Using Data With Duncan Lennox
May 15, 2017 • 39 min
Duncan Lennox is the CEO of Qstream and on this episode of the Salesman Podcast he is explaining how we can improve at selling through leveraging our own sales data.
#419: The Subtle Art Of Not Giving A F*ck In Business With Mark Manson
May 12, 2017 • 42 min
Mark Manson is the best selling author of “The Subtle Art of Not Giving a F*ck”. Mark joins me on today’s episode of the podcast to share why most of you are taking your sales role too seriously and the benefits of lightening up a little :).
#418: Make More Money As A Field Sales Representative With Steve Benson
May 11, 2017 • 38 min
Steve Benson is the CEO of BadgerMapping.com a service which helps field sales reps become more efficient in where they spend their time so they can close more deals and make more money. What you will learn in this episode: Steve shares – What sales…
#417: Mistakes New Sales Reps Make (And How To Avoid Them) With Dave Thompson
May 10, 2017 • 43 min
Dave Thompson is the CRO at The List Partners INC and on this episode he’s sharing the mistakes that new sales reps make and how to avoid them so they can accelerate their pathway to sales success.
#416: Implement “The Achievement Habit” With Dr. Bernard Roth
May 9, 2017 • 32 min
Bernie Roth is the author of the best seller The Achievement Habit. On today’s episode of the podcast Bernie explains what defines a high achiever and how to become one.
#415: How To Make People Like You (Within 90 Seconds Or Less) With Nick Boothman
May 8, 2017 • 42 min
Nicholas Boothman is a bestselling author and expert in first impressions. On this episode Nick explains how we can make anyone like us within 90 seconds both in sales, business and outside of work as well.
#414: Do GIVERS Or TAKERS Win In Sales Over The Long Run? With Adam Grant
May 4, 2017 • 32 min
Adam Grant is a Wharton professor, New York Times bestselling author and what makes him special for us is that he has also worked in sales. In this episode Adam explains who wins over the long term of a career (rather than a random individual deal) -…
#413: Role plays, The Most Underrated Way To Improve In Sales? With Julie Hansen
May 2, 2017 • 32 min
Julie Hansen is a sales training expert and we cover a lot of ground on this episode. From role plays to improv, this show is filled with way to up your selling game.
#412: How To Sack Your Sales Manager And Manage Yourself With Ken Thoreson
May 1, 2017 • 36 min
Ken Thoreson is a sales management expert and on this episode he explains the steps to becoming a self managed sales professional (so that we don’t have to rely on any internal managers to succeed). What you will learn in this episode: Ken shares – What…
#411: Why Customer Loyalty Will Make You Millions In the Long Run Jim Cathcart
Apr 24, 2017 • 37 min
Jim Cathcart is one of the worlds leading sales speakers and is someone that I’ve personally learnt a lot from over the past few years that he’s been coming on the show. In this episode Jim explains the difference between customer loyalty and having a…
#410: In 2017, Is Linkedin Still The Best Sales Tool Out There? With Viveka von Rosen
Apr 13, 2017 • 50 min
Viveka von Rosen is one of the worlds leading Linkedin experts and on today’s show she’s answering one main question - Is Linkedin still the best sales tool out there? What you will learn in this episode: Viveka shares why Linkedin is still the king of…
#409: How To Change Peoples Minds (Needs, Beliefs, Evolution And More) With David Straker
Apr 10, 2017 • 43 min
David Straker is one of the worlds leading experts on changing minds. On this episode we dive deep into how we make decisions and the process of unravelling them so they can be changed. What you will learn in this episode: Dave shares how decision making…
#408: How To Be More Confident When Selling (One Simple Trick…) With Bill Caskey
Mar 29, 2017 • 44 min
Bill Caskey is a world leading sales expert and host of The Advanced Selling Podcast (a show that I’ve personally listened to for years). On this episode Bill explains exactly what confidence in sales is and the quickest way to get more of it. What you…
#407: How To Get Past The Gatekeeper (On The Phone, Over Email And More…) With Ali Mirza
Mar 27, 2017 • 46 min
Ali Mirza is a management consultant and sales expert. On this epsiode of the salesman podcast Ali explains who the gatekeeper actually is and how you can get past them. What you will learn in this episode: Ali shares that the gatekeeper isn’t always who…
LIVE: How To Find A Sales Mentor With Misha McPherson
Mar 24, 2017 • 26 min
Misha McPherson is the CEO of Humble Grit Sales and on todays episode shes sharing both how to get a sales mentor and the crazy huge benefits of having one. What you will learn in this episode: Misha explains the following in this episode of the Salesman…
LIVE: How To Write Sales Emails That Get Opened With Dan Smith
Mar 23, 2017 • 27 min
Dan Smith is the Growth Specialist at Winning By Design and helps build SAAS sales teams that crush it. On this episode Dan shares why emailing with the same email templates that everyone else does hurts your ability to get your messages opened. What you…
LIVE: How To Close The Biggest Account In Your Industry With Jon Miller
Mar 22, 2017 • 26 min
Jon Miller is the CEO and co-founder of Engagio.com and a world leading expert in the world of “account based”. On today’s episode Jon is explaining the step by step process he would personally use to close a huge account. What you will learn in this…
LIVE: Make Sales Easier (By Finding Your Ideal Customers) With Richard Harris
Mar 21, 2017 • 26 min
Richard Harris is the Director of Sales Training & Consulting Services at Sales Hacker. On this episode of the show he’s sharing how we can narrow down who our ideal customer is and why this makes your job of closing them easier. What you will learn in…
LIVE: The Fastest Path To CEO (What Is Sales Operations?) With Matt Cameron
Mar 20, 2017 • 26 min
Matt Cameron is the managing partner at SalesOpsCentral.com and excels at building sales engines for high growth companies. On this episode of the Salesman Podcast LIVE Matt shares why having crazy success in sales is the quickest path to become a CEO.…
#406: How Win At Qualifying New Business (It’s A Mindset NOT A Process!) With Sean Burke
Mar 16, 2017 • 46 min
Sean Burke is the CEO of Kitedesk and has a really unique angle on the idea of qualifying new business. Why not reach out and give people the opportunity to care about us rather than spamming them with templated crappy emails or cold calls…? What you will…
#405: How To Get ATTENTION In Sales (By Selling With Insights) With Michael Harris
Mar 15, 2017 • 39 min
Michael Harris is the CEO of Insight Demand and on today’s episode he shows #SalesNation how to deliver insights to customers so they can break through the noise in the internet age of selling. What you will learn in this episode: You’ll learn what real…
#404: How To Coach YOURSELF To HUGE Sales Success With Rob Jeppsen
Mar 14, 2017 • 45 min
Rob Jeppsen is a sales coaching expert and he blew my mind with both the simplicity and depth of this coaching methodology in this episode. What you will learn in this episode: Rob starts this episode by explaining what a coach actually is (it’s probably…
#403: Why “Customer Success” Is the Future Of Sales With Lincoln Murphy
Mar 13, 2017 • 42 min
Lincoln Murphy is the worlds leading customer success expert (he literally wrote the book on the topic). On today’s episode of the Salesman Podcast Lincoln explains why customer success is so important to the personal success of Sales Nation. What you…
#402: Behind The Scenes Secrets To Getting Your Dream Sales Job With Michael Pici
Feb 27, 2017 • 51 min
Michael Pici is the director of sales at Hubspot and on today’s episode of the Salesman Podcast he is opening the doors to the volt of secrets to closing your dream sales job. What you will learn in this episode: Michael openly and honestly shares some of…
#401: The Science VS Art Of Sales (Which Is More Important?) With Mark Ripley
Feb 20, 2017 • 43 min
Mark Ripley is the VP of sales at Insightly. He’s a true sales practitioner and joins me on today’s episode to share the differences between the science and the art of selling in the internet age. What you will learn in this episode: Mark outlines the…
#400: How To Increase Your Level Of SALES GRIT With Ray Makela
Feb 14, 2017 • 45 min
Ray Makela is the CCO at the Sales Readiness Group and is a selling expert. He joins me on today’s show to share why GRIT is so important to success in sales.
#399: Lead Generation Secrets (How To Use The Internet To Win More Business) With Ryan Stewman
Feb 13, 2017 • 42 min
Ryan Stewman is the founder of HardcoreCloser.com and creates a tonne of great content for sales professionals who want to up their game and leverage the internet to close more deals. On today’s episode of the Salesman Podcast Ryan shares his thoughts on…
#398: 2017 Sales Industry Trends You Need To Be On Top Of With Max Altschuler
Feb 7, 2017 • 42 min
Max Altschuler is the CEO of Sales Hacker and is deep in the behind the scenes of what’s going on in the sales industry On today’s episode of the Salesman Podcast Max shares some of the top sales industry trends of 2017 so you can get a head of the game…
#397: How To MASTER The Negotiation Process With Simon Horton
Feb 3, 2017 • 45 min
Simon Horton is a negotiation expert who has trained everyone from hostage negotiators to the C-suite of the worlds biggest brands. On today’s episode of the Salesman Podcast Simon drills down into the specific skills sales professionals need to create…
#396: Why Your LIMITING BELIEFS Are Holding You Back From Sales Success With Paul Adamson
Jan 31, 2017 • 47 min
Paul Adamson is a world leading sales strategy consultant and on this episode of the Salesman Podcast he is sharing what limiting beliefs are, how they get embedded into our brains and how they can stop us from thriving in sales. What you will learn in…
#395: A Step By Step Guide To THE PERFECT CLOSE (95% Success Rate!) with James Muir
Jan 30, 2017 • 43 min
James Muir is the author of The Perfect Close and on today’s episode of the Salesaman Podcast shares how two simple closing questions can lead to a close rate of 95%.
#394: How To Brand Yourself (So You No Longer Have To Sell) With Julie Broad
Jan 25, 2017 • 40 min
Julie Broad is the author of The New Brand You and is a personal branding expert. She joins me on today’s show to give a framework of how to build our own personal brands within the micro niches that we all sell within.
#393: DITCH THE COLD CALL! How To SMART CALL And Eliminate Phone Rejection With Art Sobczak
Jan 24, 2017 • 40 min
Art Sobczak is a phone selling expert and joins me on today’s show to explain how we can both ditch the cold call and eliminate the rejection from phone selling in an instant.
#392: Are You Struggling To Hit Your Sales Target? (WE GET REAL!) With Victor Antonio
Jan 23, 2017 • 46 min
Victor Antonio is a true sales expert and on today’s show he’s getting real. He breaks down when missing target means that you’ve room to grow vs when it means that you shouldn’t be in sales at all. What you will learn in this episode: Victor spits some…
#391: How to MASTER Account Management With Dan Englander
Jan 22, 2017 • 36 min
Dan Englander is the author of “Mastering Account Management” and joins me on today’s episode of the Salesman Podcast to share how to do just that.
#390: Crazy Ways To Set Habits And Make You More Selling Time Efficient With Geoff Woods
Jan 20, 2017 • 36 min
Geoff Woods is an ex-medical device sales rep turned host of The One Thing podcast. On today’s episode he’s sharing how we can manage our time more effectively by setting habits, knowing our priorities and so close more deals, easier than ever before.
#389: How To Make A First Impression That Instantly Builds Rapport And Closes Deals With Ryan O’Hara
Jan 18, 2017 • 45 min
Ryan O’Hara is the VP of Growth at LeadIQ and has consistently made me smile with the personality he throws into his sales and marketing communications. Making this rapport building, entertaining and reply demanding first impression when reaching out to…
#388: How To Stay Out Of The Social Selling FRIEND ZONE With Jack Kosakowski
Jan 16, 2017 • 36 min
Jack Kosakowski is a friend of the show and a legit social selling expert. He has a no fluff attitude to social selling and on today’s episode of the podcast shares how to frame our social selling interactions so that they lead to revenue and not the…
#387: Do You Have The Traits Of A CRAZY Successful Salesperson? With Scott Ingram
Jan 15, 2017 • 50 min
Scott Ingram is the host of the Sales Success Stories Podcast and on today’s episode I’m asking about the similarities between the top sales performers he interviews on his show. I wanted to find out if there were any stand out traits that the worlds…
#386: How to Create A CRAZY SUCCESSFUL Sales Pitch With John Livesay
Jan 13, 2017 • 33 min
John Livesay is a pitching expert and he joins me on today’s show to share where salespeople and entrepreneurs go wrong when pitching for new business. Then he lays on the value by dispelling a bunch of pitching myths and wraps up the show by giving us a…
#385: The Psychology Behind Developing Deep Customer Relationships With Jermaine Edwards
Jan 12, 2017 • 41 min
Jermaine Edwards is a key account expert and joins me on this episode of the show to share the psychology behind deepening relationships with your best customers. Both the frame of mind the salesperson needs to have to deepen relationships and the…
#384: How To Become Charming (And Make Your Customers Love You) With Marcus Oakey
Jan 11, 2017 • 42 min
Marcus Oakey is an expert in the psychology behind charisma. On this episode he shares what charm is, how we can implement it into our lives and how to “tease” people and get away with it.
#383: Should Sales Professionals Have a Sales Assistant? With Eric Taussig
Jan 9, 2017 • 34 min
Today’s guest is Eric Taussig, CEO of Prialto who provide executive assistants for sales professionals and that is exactly we’re talking about on today’s episode of the show. I ask Eric if we sales professionals need more software tools or could we really…
253: How To Take Your Stress And Use It To Increase Your Performance With Ian Robertson
Jan 6, 2017 • 36 min
Ian Robertson is a clinical psychologist and neuroscientist and on today’s show he’s explaining how we can take the stress out of our sales jobs and turn it into a tool that helps us perform at a higher level.
252: How To Stop Getting In Your Own Way And Close More Deals With Christine Hassler
Jan 5, 2017 • 43 min
Christine Hassler is the author of the “Expectation Hangover” and joins me on today’s episode to share the psychology of how you’re sabotaging your success and how to get out of your own way.
251: Boost Your Confidence And Break Down Doors With Fearless Referrals With Matt Anderson
Jan 4, 2017 • 41 min
Matt Anderson is a referral expert and joins me on today’s show to share how we can use referrals to develop a continuous chain of high-quality incoming leads for any product.
BEST OF 2016: Why HUSTLE Is The Only Thing That MAKES YOU MONEY With Steli Efti
Dec 31, 2016 • 31 min
On today’s BEST OF 2016 show as voted for by YOU Steli Efti shares what sales hustle is really about and why it’s the only thing that will guarantee your success as a sales professional.
BEST OF 2016: Why Getting Uncomfortable Means MORE MONEY In Your Bank With Jeff Shore
Dec 30, 2016 • 32 min
On today’s BEST OF 2016 show as voted for by YOU Steli Efti shares what sales hustle is really about and why it’s the only thing that will guarantee your success as a sales professional.
BEST OF 2016: How To Win At Prospecting In The Internet Age With Chris Smith
Dec 29, 2016 • 55 min
On today’s BEST OF 2016 show as voted for by YOU Chris Smith we’re discussing how salespeople can go from content to leads in the internet age.
BEST OF 2016: The Rule Of 37% (If You’re Not Using It, You’re Losing Money) With Jake Reni
Dec 28, 2016 • 42 min
On today’s BEST OF 2016 show as voted for by YOU Jake Reni joins me to explain the rule of 37% and to share the best practices of dealing with selling situations with more than one decision maker.
BEST OF 2016: Why Must Put YOURSELF Before The Customer With Claude Diamond
Dec 27, 2016 • 29 min
On today’s BEST OF 2016 show as voted for by YOU Claude Diamond discuss why you must put yourself first to succeed in sales and how to leverage the power of stories to close more deals.
BEST OF 2016: The Future Of Sales (Artificial Intelligence, Snapchat And More) With John Barrows
Dec 26, 2016 • 54 min
On today’s BEST OF 2016 show as voted for by YOU John Barrows discuss the future of selling in the internet age and what we sales professionals need to do right now to be a head of the pack.
BEST OF 2016: Finding YOUR STORY And Why You Should Sell With It With Tony Hughes
Dec 25, 2016 • 46 min
On today’s BEST OF 2016 show as voted for by YOU Tony Hughes shares the importance of having a personal story in sales and how we, as individuals should use it with customers.
BEST OF 2016: How To Improve Your Sales Swag With Aaron Marino
Dec 23, 2016 • 44 min
On today’s BEST OF 2016 show as voted for by YOU Aaron Marino, style guru and Youtube sensation explains how you can improve your sales swag and increase your levels of confidence at the same time.
BEST OF 2016: Should We Listen To Sales Influencers Or Practitioners? With Jack Kosakowski And Rob Jeppsen
Dec 22, 2016 • 38 min
On today’s BEST OF 2016 show as voted for by YOU Jack Kosakowski and Rob Jeppsen share how salespeople can break through the noise of the sales training industry. They also explain who we should be paying attention to if we really want to learn how to…
BEST OF 2016: How To Become A SALES HUSTLER Anthony Iannarino
Dec 20, 2016 • 32 min
On today’s BEST OF 2016 show as voted for by YOU Anthony Iannarino join’s us to share what a “hustler” really is and how you can become one.
250: Want An Extra $500 For Christmas? Show Us Your Sales Skills!
Dec 19, 2016 • 6 min
Audio When I started the Salesman Podcast 12 months ago I made the commitment to sell the advertising space so I could put everything that I was learning on the show into practice and then report back on what worked and what didn’t. About 6 months ago the…
249: Why Introverts Are AMAZING At Sales (And How To Sell To Introverts) With Michaela Chung
Dec 17, 2016 • 39 min
Michaela Chung is an expert on the topic of introverts. She joins me on today’s episode of the Salesman Podcast to share why introverts can make incredible B2B sales professionals (despite what stereotypes within the industry would lead to believe).
248: Turns Out Marketing Can Help Smash YOUR Sales Targets, This Is How… With Jeff Davis
Dec 16, 2016 • 44 min
Jeff Davis has a passion for aligning sales and marketing teams to increase their effectiveness at driving revenue. He joins me on today’s show to share two things - What exactly marketing can do for us, the information we can ask them for and how…
247: A Step By Step Guide To Implementing Account Based Selling With Jon Miller
Dec 13, 2016 • 40 min
Jon Miller is the CEO of Engagio.com and on today’s episode he shares a step by step guide to implementing an account based selling strategy for the individual sales person.
246: The Habits Of Successful Salespeople With Victor Antonio
Dec 12, 2016 • 35 min
Victor Antiono is a world renowned selling expert and joins me on today’s show to share the success habits of the worlds top sales people. We cover sales presentations, why you should perhaps ignore your sales leadership and much more.
245: Why People Buy From Humans (Know, Like And Trust Right?) Paul Adamson
Dec 8, 2016 • 40 min
Paul Adamson is a speaker and entrepreneur and on today’s show I’m asking him why prospects buy and what we can do to become more human in front of them.
244: Account Based Selling/The Future Of Selling Explained With Manuel Medina
Dec 7, 2016 • 49 min
Manuel (Manny) Medina is the CEO of Outreach.io and on today’s show he explains exactly what account based selling is and how we can potentially use it to close more deals.
243: The Fascinating Science Behind Why People Make A Buying Decision With Susan Weinschenk Ph.D.
Dec 6, 2016 • 48 min
Susan Weinschenk Ph.D. is a behavioural psychologist and joins me on today’s episode to dissect exactly what is going on within the brain when a prospect makes a buying decision.
242: Lead Generation 101 (How To Create A List Of Potential New Customers) With Kendra Lee
Dec 4, 2016 • 41 min
Kendra Lee is the author of The Sales Magnet and on today’s show shes taking us from start to finish of what a new rep should do to build a list of new potential prospects.
241: How To Use Video Emails To Break Through The Noise! With Steve Pacinelli
Dec 2, 2016 • 52 min
Steve Pacinelli is the CMO of Bombbomb.com a video email platform which allows you to break through the noise of email and get your point across with deeper connection. On today’s show we’re discussing how you can leverage video emails to get the…
240: Why Customer Experience Is Your Key To SMASHING Sales Targets With Dale Zwizinski
Nov 30, 2016 • 36 min
Dale Zwizinski joins me on today’s episode of the podcast so share why customer experience is the only true differentiator and the fact that as a B2B sales professional you are in total control of it.
239: How To Increase Your Physical Energy Levels (So You Can Close More Sales) With Arman Sadeghi
Nov 28, 2016 • 53 min
Arman Sadeghi is a business coach with sales experience who joins me on today’s episode to share how we can upgrade our day to day energy levels (without coffee or energy drinks) so we’re able to sell longer and sell harder.
Q/A – Why No Recent Episodes?! Mentors VS Hustle And More
Nov 27, 2016 • 8 min
On this Q/A episode of the Salesman Podcast I answer the following questions - Why no recent uploads? Are you OK?! Which is more important, mentoring, hustle or just pure sales skill? My brain is revved up and ready to sell each and every morning but my…
238: How To Use Gamification To Increase Your Sales Productivity With Travis Truett
Nov 19, 2016 • 39 min
Travis Truett is the CEO of Ambition.com and so knows a thing or two about motivating sales professionals through gamification. On today’s show Travis shares how we can gamify our sales roles to make the hard tasks easier and our most boring tasks fun!
237: How to Sell To Internet Leads With Chloe Thomas
Nov 18, 2016 • 36 min
Chloe Thomas is an eCommerce selling expert and joins me on today’s show to share how B2B sales professionals can close more deals by treating their online sales leads differently.
236: Prospecting Tips (From The KING Of Prospecting) With Dan McDade
Nov 17, 2016 • 41 min
Dan McDade is a prospecting expert and he comes on today’s episode to share his best prospecting tips. Conversations with Dan are always crammed full of both actionable, battle tested insights with the data to back up their effectiveness and this episode…
235: The Best FREE Way To Get Better At Sales With Nancy Bleeke
Nov 16, 2016 • 34 min
Nancy Bleeke is a sales expert that joins me on today’s episode to discuss “questions”. The ability to ask great questions is by far and away the best way to differentiate yourself from your competition, close more deals and build better relationships…
234: How To Sell The Whole Room With Susan RoAne
Nov 15, 2016 • 38 min
Susan RoAne is a networking and conversation expert. On today’s episode she explains how to talk to anyone and how to sell to a whole room.
233: Should We Listen To Sales Influencers Or Practitioners? With Jack Kosakowski And Rob Jeppsen
Nov 14, 2016 • 39 min
Jack Kosakowski And Rob Jeppsen share how salespeople can break through the noise of the sales training industry and explain who we should be paying attention to if we really want to learn how to close more deals (and not just buy more books or courses…).
232: How To Sell Like CONOR MCGREGOR (Influence, Mindset, Success Secrets) With Owen Fitzpatrick
Nov 12, 2016 • 49 min
Owen Fitzpatrick is a globetrotting psychologist who has the same passion for mixed martial arts that I do. As it’s UFC 205 this evening, I invited Owen onto the show to dissect the phenom that is Conor McGregor and the psychology behind his success both…
231: Why Your Excuses Are Holding You Back In Sales (And How To Deal With Them) With Dave Kurlan
Nov 11, 2016 • 36 min
Dave Kurlan is an award winning sales blogger who joins me on today’s episode to share why your excuses are killing your success in sales.
229: How To Build Your Social Wealth (And Make Sales EASIER!) With Jason Treu
Nov 2, 2016 • 37 min
Jason Treu is a business coach that understands the real value in having social wealth. It makes every area of your sales life easier and Jason shares how we can create a higher level of social wealth on today’s episode.
228: How To Win At Prospecting In The Internet Age With Chris Smith
Nov 1, 2016 • 52 min
Chris Smith is what I like to call a real “sales guy”. He’s the author of the Conversion Code and on today’s show we’re discussing how salespeople can go from content to leads in the internet age.
227: From SDR To Known Industry Expert (A Real Life Case Study) With Morgan Ingram
Oct 31, 2016 • 50 min
Morgan Ingram joins me on this episode of the podcast to share his journey from humble SDR to someone who is making moves as an influence in just 5 months. Morgan is the perfect case study of the steps you need to take to become and the benefits of being…
Q/A – How To Get Your Boss To Listen To You And How To Implement The Challenger Sale
Oct 30, 2016
On this Q/A episode of the Salesman Podcast I answer the following questions - My boss is old school, how do I get him to listen to my ideas? I’m struggling to keep a full pipeline of leads and I honestly think I have saturated my vertical, what should I…
226: Why Your Beliefs About Money Are Holding You Back! With Peter Sage
Oct 27, 2016 • 46 min
Peter Sage is a born entrepreneur and someone I’ve personally gained real business wisdom from in previous interviews. On today’s episode Peter blows minds by sharing the real meaning of “value” and why your beliefs about money are holding you back in…
225: Where the Heck Does Your Sales Target Come From (And Is It Even Achievable?!) With Steven Rosen
Oct 24, 2016 • 43 min
On today’s episode of the show I ask Steven where the heck our sales targets come from and if they’re even designed to be achievable by the management that set them. Steven Rosen is a sales leadership coaching and training expert.
224: Should Sales People Have A Side Hustle? (YES! Why You NEED Multiple Incomes) With Geoff Woods
Oct 19, 2016 • 41 min
Geoff Woods has very literally taken the step from B2B sales professional to multiple streams of income in the past few years. He joins me on today’s episode of the show to share why you MUST focus on reducing risk by increasing the ways you get paid.
223: Do ALL Sales Professionals NEED Sales Training? With Tim Clarke
Oct 17, 2016 • 32 min
Tim Clarke joins me on today’s episode of the Salesman Podcast to answer the question “do all sales people need sales training?”. The answer is of course YES! Tim is the Director Product Marketing Salesforce where he leads sales thought leadership…
Q/A – My Best Sales Productivity Hack And How To Deal With Impostor Syndrome?
Oct 16, 2016 • 11 min
On this Q/A episode of the Salesman Podcast I answer the following questions - I’m really struggling with my prospecting and I’m not sure where to start. What is the first thing I should do? What is your best productivity hack to get more done in sales in…
222: Why Networking Is A Lifestyle (And Not A Skill) With Jeff Kleid
Oct 15, 2016 • 47 min
Jeff Kleid is a sales and networking expert that acknowledges that sales is becoming 100% customer centric. This means we have to put the customer first and a weird thing happens when we do this, the money tends to come in far easier than before. In this…
221: How To Raise Your Standards In Sales (BY GETTING ANGRY) With Anthony Iannarino
Oct 13, 2016 • 38 min
Anthony went deep into the mindset of success in this episode. We talked about how to both find adversity and then use it as a tool to drive change in your life and a whole bunch more. Anthony Iannarino is the author of the recently released and soon to…
220: How To Convince Anyone ANYTHING In 90 Seconds Or Less… With Nick Boothman
Oct 12, 2016 • 32 min
Nick Boothman is the author of Convince Them in 90 Seconds or Less and that’s exactly what we’re talking about on today’s episode. When decision makers are busier than ever, the level of distractions, beeps and vibrations are on the rise, the first 90…
219: Do You Have The Attitude And Behaviours Of The Sales Elite? With Bob Urichuck
Oct 11, 2016 • 35 min
Bob Urichuck is an explosive sales expert who has a counter-intuitive sales system that gets results. As you will hear, I didn’t agree with everything Bob said in this episode but the show did produced a tonne of practical sales advice for #SalesNation to…
218: Letting Customers Make Their Own Decisions, Makes Closing Easier?! With Jeffrey Lipsius
Oct 10, 2016 • 35 min
Jeffrey Lipsius is a sales expert who turns traditional sales training on it’s head. Most sales trainers are telling you to take control of the conversation, to push it in a direction that makes you commissions. Jeffrey takes a different approach and in…
Q/A – Sales Skills VS Emotional Intelligence and Why The SalesMAN Podcast?
Oct 9, 2016 • 11 min
On this Q/A episode of the Salesman Podcast I answer the following questions - What is the most common question you get asked by the audience? Why is it the SalesMAN Podcast rather than the SalesPERSON Podcast? Which is more important in B2B sales, sales…
217: The New Skills We Need To Thrive (As Sales Gets More Complex) With Dan Waldschmidt
Oct 8, 2016 • 32 min
Dan Waldschmidt returns to the Salesman Podcast but this time not for our usual sales hustle and motivation conversation. On this episode we’re getting strategic about the skill set B2B sales professionals need to develop to thrive in the modern,…
216: What Can We DEMAND From Marketing? (They Exist To Support You!) With Matt Heinz
Oct 7, 2016 • 35 min
Matt Heinz is the president of Heinz Marketing and on this episode he shares what you should be expecting from your marketing department and who to go to if this isn’t happening. Matt is one of the few guests I’ve had on the show that pushes not just for…
215: The Podcast Is Changing! (And I Share My Biggest Failures…)
Oct 6, 2016 • 16 min
Very simply I’ve discovered my mission in life. To help sales professionals thrive! We’re not taught how to sell, more importantly we’re not taught how to communicate, how to cope with the stresses that sales jobs put on us and we’re not taught how to not…
214: Should You Take The Leap Into Sales Management? (Probably Not!) With David Brock
Oct 4, 2016 • 41 min
Dave Brock is the author of the Sales Management Survival Guide and so the perfect person to ask if sales management is the best next step for tenured sales professionals However as Dave shares in this episode, management is not for everyone…
213: How To Break Through The Noise (And Why Sales Is Changing) With Yoav Dembak
Oct 3, 2016 • 35 min
Yoav is the CEO & Co-Founder at Colabo a complete platform for the modern sales stack. With a background in sales and a company pushing forward into the future of the sales stack, Yoav is the perfect guest to share how we can break through the biggest…
212: Your Personality Effects Your Productivity (Stop Fighting It!) With Paul Avins
Oct 1, 2016 • 34 min
Paul Avins is a business growth coach and he joins me on today’s episode to share how you can leverage your personality (rather than fight it) to get more done.
211: Why Your Sales Demo SUCKS! (And How To Fix It) With Steli Efti
Sep 30, 2016 • 36 min
Steli Efti is the founder of Close.io and is an expert in demoing products to close deals. I ask Steli why every product demo I’m given is unengaging, boring and anything but interactive and then I share some thoughts on physical product demos too.
210: How To MASTER The Art Of Prospecting With Mark Hunter
Sep 29, 2016 • 36 min
Mark Hunter is the author of High Profit Prospecting and joins me on today’s episode of the show to share why prospecting is the most important sales activity to get right.
209: How To Land A EXTREMELY Lucrative Sales Job With Mark Tanner
Sep 28, 2016 • 42 min
Mark Tanner is the COO of Qwilr which is a hot tech start up based out of Australia. Just the company that B2B sales professionals would love to work for. In today’s show I ask Mark how we should go about pitching him for a sales position and if we need…
208: Should We Guilt Our Customers Into Closing Deals? With Bob Burg
Sep 27, 2016 • 35 min
Bob Burg, best selling author of The Go Giver joins me on today’s episode of the podcast to share his feelings about giving first and building relationships before committing to an ask.
207: Why Conversations Are King In Sales (With Data To Prove It) With Steve Richard
Sep 22, 2016 • 46 min
Steve Richard is the king of conversations as he’s the CRO of ExecVision. A company that pulls data out of real life sales conversations. Steve shares that data with us on this episode so we can improve our engagement levels with prospects.
206: Are Computers Going To Take Over The Sales Industry? With John Barrows
Sep 21, 2016 • 44 min
John Barrows is an expert sales trainer with a foot in the door of the world of technology. I start the show by asking him “what jobs can sales professionals do that computers simply can’t” and we continued the conversation from there.
205: How To Get Your Sales Emails OPENED! With Ian Brodie
Sep 20, 2016 • 50 min
Ian Brodie is a marketing consultant who know how to write emails that get opened. There’s way more to it than click bait subject lines and that’s exactly what we get into in this episode of the podcast.
204: Who Should Be In Control Of The Sale? With Claude Diamond
Sep 19, 2016 • 41 min
Claude Diamond isn’t like most sales trainers. He’s funny, charismatic and has some unconventional ways to grab a prospects attention and close the deal. He’s a fantastic guy to interview and even though I didn’t agree with everything he said in the show…
203: How To Become A Unsackable Sales Professional With Jamie Shanks
Sep 16, 2016 • 40 min
Personal brand is what makes you unsackable. It enables prospects to come to you already knowing, liking and trusting you personally. Jamie Shanks is author of Social Selling Mastery and shared his journey of personal branding on today’s show. What he got…
202: The Rule Of 37% (If You’re Not Using It, You’re Missing Deals) With Jake Reni
Sep 15, 2016 • 42 min
37% of the way through the sales cycle is where prospects are drawing conclusions and painting themselves into a box. Jake Reni is a true sales practitioner and he joins me to today’s show to further explain the rule of 37% and share the best practices to…
201: How To Double Your Mental Toughness With Gavin Ingham
Sep 14, 2016 • 41 min
Gavin Ingham is a keynote speaker and an expert in the field of mental toughness. What makes him unique as a guest for us though is his background in sales training. In this episode we look at what mental toughness actually means and how we can use it as…
200: I Share How I Make My Money, The Sales School And The Future Of The Salesman Podcast
Sep 12, 2016 • 17 min
This episode of the Salesman Podcast is a special one. There’s no guests, there’s no actionable insights. You’re going to enjoy it even more than the usual shows! To celebrate the milestone of 200 episodes of the Salesman Podcast being published I’m…
199: Uncover Your Buyers Needs (Step By Step Guide) With Deb Calvert
Sep 9, 2016 • 37 min
Deb Calvert is an expert in uncovering what your buyer actually wants by asking great questions. In this episode we go step by step in a very practical guide through the process of uncovering the buyers needs.
198: Get Passionate Or GTFO! With Jim Keenan
Sep 8, 2016 • 39 min
Sales expert Jim Keenan comes on today’s show to give us all the kick in the ass that we need. I wanted to discuss the idea that passion helps close deals but Keenan took it one step further. He’s amendment that if you’re not passionate about sales, your…
197: How To Influence People Before You Meet Them With Dr. Nick Morgan
Sep 6, 2016 • 44 min
Nick Morgan is the author of Power Cues and an influence expert. In this show he gives us a step by step guide to influencing people that starts way before any weird handshakes…
196: Success Secrets (From a BILLIONAIRE Mentor) With Geoff Woods
Sep 3, 2016 • 39 min
Geoff Woods is an ex medical sales rep that is mentored by a billionaire. In this episode I ask Geoff what makes people with such substantial wealth different and the success secrets he’s gleaned from spending time with them. Some of the insights truly…
195: Why Personal Brand = MONEY With Jack Kosakowski
Sep 2, 2016 • 36 min
Jack Kosakowski has made the shift from sales professional to industry expert and is reaping the rewards. His current role is Global Head Of B2B Social Sales Execution. He’s the perfect role model of the effect personal branding can have on the B2B sales…
194: From Network Zero To Networking Hero (Step By Step Guide) With David Fisher
Sep 1, 2016 • 45 min
Networking is one of, if not the most underestimated elements of sales The top 1% salespeople that I’ve spent time with in the past were so successful because of their networks rather than any great ability to influence others. David Fisher is a…
193: How To Close A Deal Like Warren Buffett… With Tom Searcy
Aug 30, 2016 • 46 min
Warren Buffett is widely regarded as one of the worlds top deal markers. Yet he works within a very concise and actionable set of rules. Tom Searcy is a big/key account selling expert and has literally written the book on how Warren Buffett closes deals.…
192: Are We Overcomplicating Sales? With Bridget Gleason
Aug 29, 2016 • 44 min
Bridget Gleason is a VP of sales and so a true sales practitioner. We started the show with the question “are we over-complicating sales?” and ended with a discussion about discipline. Discipline is the underestimated cousin of hustle. If you have the…
191: Why “The ONE Thing” Is The Quickest Way To Crushing Quota With Jay Papasan
Aug 22, 2016 • 43 min
Jay Papasan is the author of one of the two books that I can honestly say has changed my life and that is The One Thing (the other is Tony Robbins - Awaken the Giant Within if you were wondering). The concept is simple, when you’re not sure what you…
190: Self Help, Mental Toughness And Becoming Better At Sales With Kerry Sullivan
Aug 20, 2016 • 31 min
Kerry Sullivan is a sales expert who is also a fan of Tony Robbins like myself. We dive into how self-help can improve the performance of sales professionals and he shares a bunch of resources too.
189: What Is YOUR Message? (And Why YOU Should Sell It) With Tony Hughes
Aug 18, 2016 • 32 min
Tony Hughes is an author and sales expert who join’s me on this episode of the Salesman Podcast to look at the importance of having a story and how we, as individuals should sell it.
188: Will Sales Exist In 2030? Thoughts From The Inventor of CRM With Jon Ferrara
Aug 17, 2016 • 36 min
Jon Ferrara essentially single-handedly created the CRM. His newest company Nimble is the only company doing CRM right in the social age. He’s decades of knowledge of the sales industry and so on today’s show I asked him, “will sales exist in another 20…
187: How The CEO Wants To Be Sold (From A Tech Start-Up CEO) With Dylan Baskind
Aug 16, 2016 • 42 min
Dylan Baskind is the CEO of Qwilr a hot tech start up and he’s being pitched constantly. In today’s episode he shares what works to get him on the phone and how best to close a deal with him.
186: How To Talk ANYONE Into Doing ANYTHING (Seriously!) With Chris Voss
Aug 15, 2016 • 40 min
Chris Voss is an ex FBI hostage negotiator that knows how to get people to do what he says. In this episode Chris shares some seemingly counter intuitive techniques to talk anyone into doing anything. Come into this one with your moral compass in hand as…
185: What Is The Best Way To Learn How To Sell? With Conner Burt
Aug 13, 2016 • 32 min
Conner Burt joins me on today’s show to share his thoughts on the best ways to learn how to sell. Lots of sales trainers know great sales techniques, tools and tricks but not all of them know how to get this from their brain into yours and that’s what we…
184: How To Uncover Your WHY (And Improve Your Ability To Sell) With Peter Gold
Aug 12, 2016 • 35 min
Peter Gold quizzed me on this episode to uncover my why for creating the podcast, my why for working so hard to put out great content and the underlying why of the pain or pleasure I’m trying to move from or towards. All of this comes back to sales as…
183: What Is A Sales Stack? With Max Altschuler
Aug 11, 2016 • 34 min
Max Altschuler joins me on this episode to share what exactly a sales stack is, how we should be leveraging it and also the tools themselves.
182: Why EVERYTHING you know about sales is wrong! With Bob Urichuck
Aug 10, 2016 • 51 min
This interview with Bob Urichuck was one of the most involving and rewarding episodes of the Salesman Podcast I’ve ever put out. Bob’s philosophy of sales is very counter intuitive at first and I don’t think it’s perfect for all sales situations, but used…
181: Find Out If You Have The Traits Of The Ultimate Sales Professional With Dave Kurlan
Aug 9, 2016 • 43 min
Dave Kurlan is one of the smartest guys I’ve had on the podcast. I got a bunch out of this interview and so I’m certain there’s value for you too. We dive into the DNA of the perfect sales professional, what can be changed/what can’t and how we should go…