#RealSalesTalk Podcast: Real Sales Advice From Sales Practitioners

#RealSalesTalk Podcast: Real Sales Advice From Sales Practitioners

realsalestalk.libsyn.com/podcast
Real Sales Advice From Sales Practitioners
TechTalk 040: Riley and Muzzle
Aug 17 • 10 min
Riley real estate concierges: https://getrileynow.com Muzzle: https://muzzleapp.com
TechTalk 039: Realync and Life Cycle
Aug 15 • 13 min
Realync: https://realync.com Life Cycle: http://www.northcube.com/lifecycle/
Richard Harris: Why being competitive doesn’t meet shit in sales (S8 E6)
Aug 14 • 29 min
Will add notes soon
Sean Mitchell and Phill Keene: Navigating the fine art of negotiating (S8 E5)
Aug 9 • 29 min
Sean and Phill take this episode to talk about their negotiation strategies. The key idea talked about in his episode is finding the fastest path to the closing table. Here is Gary Vaynerchuck’s response that Sean has taken on as his own:…
Nick Ruiz: Mental Strategies for Success (S8 E4)
Jul 31 • 35 min
Nick Ruiz’s second published book, Success From Scratch Mental Strategies for Success in a Survival of the Fittest Environment https://www.amazon.com/Success-Scratch-Strategies-Survival-Environment/dp/1937879879/
TechTalk 038 with David Dulany: Sales Development Conference
Jul 30 • 9 min
Phill has a familiar face on the show, David Dulany, to talk about The Sales Development Conference. The conference takes place September 21, 2017 in San Fransisco. We hope that if you’re in Sales Development, you’ll consider attending.…
Chris Smith: Two must-have tactics for a perfect sales call (S8 E3)
Jul 25 • 39 min
Chris Smith of Curaytor joins the show to talk about the anatomy of a perfect sales call and two must-have tactics in order to do it well (hint: it’s the beginning and end). This’ll be one of your favorite episodes, as Chris pulls sales insight from his…
TechTalk 037 with Chris Smith: Chorus.ai and Calls podcast
Jul 23 • 10 min
On this episode of TechTalk, we bring on a guest for the first time, Chris Smith. Chris is the CEO of a fast growing marketing start up called Curaytor. He shares with us a sales call monitoring app called Chorus and a podcast he has just launched…
Michael Thorne and Jesse Peters: How to utilize video to establish the know, like, and trust factor (S8 E2)
Jul 19 • 91 min
Michael Thorne and Jessie Peters are RE/MAX real estate agents out of Canada who have found their niche in utilizing video to connect with their clients and potential clients. They dive deep into things like video email, Facebook Live video, and much…
TechTalk 036: aText and The Conversion Code
Jul 17 • 12 min
aText: https://itunes.apple.com/us/app/atext/id488566438?mt=12 The Conversion Code: https://www.amazon.com/dp/1119211883/ref=cm_sw_r_tw_dp_x_y3xBzb3GB4DXW
Chris Marin: Prospecting strategies that don’t suck (S8 E1)
Jul 14 • 61 min
***This episode is brought to you by Convertist. For teams looking to measure and enhance the performance of their sales funnel, and architect a better revenue engine/funnel, cast an application to join the Convertist Slack group. It’s at…
Audio Tidbit: Season 8 is coming!!!
Jul 12 • 1 min
We’re hard at work on Season 8. By the end of this week we will have four episodes recording and locked in. You should see the first one drop this week so keep an eye out.
TechTalk 35: Camcard and Charlie
Jul 10 • 18 min
Sean and Phill are back with episode 35, and if we sound different it’s because we have some new, fancy mics. CamCard: https://www.camcard.com/ Charlie: https://charlieapp.com/
Jack Kosakowski: How self-reflection drives success (S7 E10)
Jun 29 • 27 min
Sean and Phill invite Jack Kosakowski back on the show to talk about his journey into sales leadership (this has been a theme for the podcast the last two weeks). Jack shares his thoughts on why self-reflection is important as a sales leader and how…
Steven Rosen: The strategy behind execution (S7 E9)
Jun 28 • 33 min
Sean hosts Steven Rosen, sales leadership expert, to discuss the difficulty of going from strategy and ideas to producing revenue. If you’re in leadership, you know how challenging this can be. Steven provides some very practical tips to help get to…
Michael Pedone: The best prospecting qualifying questions (S7 E8)
Jun 22 • 29 min
We’ve got the CEO of SalesBuzz, Michael Pedone, on for this episode talking about prospecting qualifying questions. It’s clear that Michael is a polished teacher, as he provides specific phrasing and wording suggestions for how to get the right…
TechTalk 34: Google Meet and Nextdoor
Jun 22 • 8 min
Google Meet: https://meet.google.com/ Nextdoor: https://nextdoor.com/
TechTalk 33: Fanatical Prospecting (audio) and LeadTime
Jun 20 • 18 min
It’s been a few weeks but Phill and Sean are back with another episode of TechTalk. In this episode, they discuss the audio version of Jeb Blount’s book, Fanatical Prospecting, and a new sales AI data platform called LeadTime. Fanatical Prospecting…
Gary Gold: Prospecting strategies that lead to million dollar deals (S7 E7)
Jun 15 • 41 min
This episode is GOLD!!! You’ll learn some tried and true prospecting strategies from veteran salesman Gary Gold, a luxury real estate agent out of Beverly Hills, California. Gary consistently does 20 multi-million dollar deals a year and on this…
Phill Keene and Sean Mitchell: Tips from the field on how to build a pipeline (S7 E6)
Jun 11 • 33 min
Phill and Sean share their advice from the field on how to build a pipeline when you’re in a new role or territory. They touch on topics like looking back at opportunities lost, seasons and events, embedding yourself where your ideal customer is at,…
Phill Keene: 6 things my younger self taught me about leadership (S7 E5)
Jun 5 • 40 min
Last week Sean was the interviewee, now the tables turn. Phill is in the “hot seat” sharing about what he learned from his younger self about leadership. It’s an honest, candid episode from both Phill and Sean. We hope you like it. Medium article…
TechTalk 032: Costello and Elon Musk
Jun 3 • 12 min
Phill and Sean are back with TechTech 032. Phill covers a sales assistant called Costello. Sean talks about a book he just got done re-reading called Elon Musk: Tesla, SpaceX, and the Quest for a fantastic future. Costello: https://andcostello.com/…
Sean Mitchell: What TV and serving have to do with being great at sales (S7 E4)
May 29 • 40 min
Phill​ and Sean​ are back with another episode, but in this one, Phill is the interviewer and Sean is the one being interviewed. Sean updates the RST family on what he’s been up to in his new real estate gig, how he’s becoming his own tv station…
TechTalk 31: John Barrows - Why I think the phone will make a comeback
May 24 • 12 min
Phill and Sean will spend this episode of TechTalk breaking down a John Barrows article about the value of picking up the phone to reach people in sales. Read the article yourself and let us know what your thoughts are in the comments:…
TechTalk 030: LeadIQ and Slydial
May 23 • 18 min
Sean and Phill are back! It’s been a few weeks but they’ve been busy selling in their respective roles. In episode 30 they bring two tools, one to find email addresses of prospects, and the other for automatically dropping voicemails into inboxes….
Daniel Disney: Cold calling vs. Social Selling (S7 E3)
May 18 • 40 min
Sean hosts Daniel Disney for Season 7 Episode 3. On this episode they discuss the heated debate of cold calling versus social selling. Daniel breaks down why cold calling still has a place in the sales process and how to leverage social selling. …
Joe Bisagna: Business acumen - the most undervalued part of the sales process (S7 E2)
May 12 • 34 min
Audio Tidbit: How high should you go?
May 11 • 3 min
Adam Weber: How to scale a sales team from scratch (S7 E1)
May 7 • 29 min
Will add notes soon.
Scott Ingram: The secret formula of top performing sales reps (S6 E10)
May 4 • 41 min
This episode will (and should) be one of your favorite ones - it certainly was for Phill and Sean. Scott Ingram is a sales rep himself, but he also is the host of a sales podcast called Sales Success Stories. Scott shares insights from his in-depth…
Armen Zildjian: Where to start as a new VP of Sales (S6 E9)
Apr 28 • 34 min
Sean host VP of Sales at Drift, Armen Zildjian, to get into the mind of a VP at a new company. Armen covers some very helpful topics like where to start when creating a new sales process and how Drift sales reps are using chat to generate…
TechTalk 029: Tom Ferry Show episode 110 and 360 Social
Apr 27 • 16 min
Both Sean​ and Phill​ are back from their trips in Atlanta and Chicago to talk about two new resources for the #RealSalesTalk family. Sean shares a recent episode of Tom Ferry​ talking about the importance of tone of voice and body language when…
David Dulany: The future of the Sales Development Rep (S6 E8)
Apr 21 • 28 min
David Dulany, host of Sales Development Podcast and owner of TenBound, joins the show to talk about where the future of Sales Development Reps is at. David’s site: http://www.tenbound.com/ David’s podcast:…
#OutBound 2017 Atlanta: Mark Hunter on guidelines to prospecting the C-suite
Apr 21 • 2 min
Mark Hunter (a fantastic person to chat with in person) shares with the #RealSalesTalk family about the unspoken guidelines that you must know when prospecting the c-suite. Mark’s site: http://thesaleshunter.com OutBound conference:…
AA-ISP 2017 Chicago: Keenan on why you should stop sending shitty sales emails
Apr 20 • 1 min
Phill runs into Keenan while at AA-ISP. As usual, Keenan does not hide how he feels, and in this video he shares why sales reps should stop sending shitty emails. Keenan’s site: http://www.asalesguy.com/ Keena’s Twitter: https://twitter.com/keenan
TechTalk 028: The Tim Ferris Show and G2 Crowd
Apr 20 • 11 min
Live with another episode of TechTalk, Phill and Sean share two more tools to help you sell better. First up is a podcast Sean listens to, The Tim Ferris Show. Though the content is really great, the item Sean keys into is how good Tim is at asking…
AA-ISP 2017 Chicago: Jim Brown breaks down the up front contract
Apr 19 • 3 min
Phill is at AA-ISP Chicago rubbing shoulders with some of the top sales leaders around. He sits down with Jim Brown to talk about what an up front contract is and why you’d want to use it. Learn more about Jim Brown: http://www.askjbrown.com Learn…
#OutBound 2017 Atlanta: Jeb Blount on strategic level prospecting and high level prospecting
Apr 19 • 3 min
Sean had a chance catch up with Jeb Blount, the architect of the OutBound conference. He shares some valuable insight into strategic prospecting, high level prospecting, and the next OutBound event in Dallas. Learn more about the conference…
#OutBound Atlanta 2017: Laura Madison on adding value through YouTube and Facebook
Apr 17 • 5 min
Sean ran into one of his online friends, Laura Madison, at the OutBound conference in Atlanta and had a chance to sit down with her in person to hear her story. Laura found success as a car sales rep using YouTube and Facebook to connect with buyers…
Josh Schwartz: Becoming a sales leader people want to follow (S6 E7)
Apr 14 • 23 min
Josh Schwartz, who is the Director of Sales at Varsity Tutors joins Phill and Sean to talk about being a great sales leader and how to cultivate a relationship with your team. Josh is a true practitioner and you’ll love his insight on sales…
#OutBound Atlanta 2017: Morgan J. Ingram on momentum, motivation, and the anti-why
Apr 12 • 3 min
While in Atlanta for the the #OutBound Sales Conference, I ran into Morgan J. Ingram. Morgan shares his thoughts on keeping momentum on a daily basis, how he stays motivated, and what the meaning of an anti-why is. Connect with Morgan…
TechTalk 027: DataFox and Tom Ferry podcast
Apr 11 • 14 min
#RealSalesTalk is back with another episode of TechTalk - 027, all to give you the tools to help you success in your sales role. First, Phill talks about a data mining tool called DataFox. Lastly, Sean shares one of his favorite sales podcasts from a…
Phill Keene and Sean Mitchell: Avoiding discounting and the future of SDRs (S6 E6)
Apr 8 • 41 min
Phill and Sean go solo on this one, which is something they’d like to do at least once a season to share about their journey through sales. They discuss how Apple Inc.​ and Tesla​ avoid discounting and the future of SDRs in a world of automation.
Audio Tidbit: New series coming and special favor
Apr 5 • 2 min
We’ve got a new series that we’ll add to #RealSalesTalk. It’s called Closed - a behind the scenes look at a salesperson’s journey to a sale. We’re really excited about this one. We think it’ll be a unique and entertaining way to provide value to our…
TechTalk 026: Sales EQ and Teem
Apr 4 • 20 min
TechTalk 026 is live with two new tools to help you be a better salesperson. Sean talks about Jeb Blount’s new book Sales EQ. You can buy his book here: https://www.amazon.com/dp/1119312574/ref=cm_sw_r_tw_dp_x_VMX4ybVKSH19N Phill talks about a…
John Barrows: If you have to say you’re a thought leader, you’re probably not one (S6 E5)
Mar 30 • 36 min
John Barrows is back on the show to talk about what a thought leader means, who’s dong it right, and who’s doing it wrong. https://jbarrows.com/
Mark Hunter: Finessing the outreach to the gatekeepers and C-suite like a pro (S6 E4)
Mar 29 • 37 min
Listen to the audio version of this interview here: http://realsalestalk.live/ Phill and Sean host a very special guest, Mark Hunter, to talk about some more complex tasks like talking to the C-suite and the gatekeepers that work for them. Learn more…
TechTalk 025: AA-ISP Leadership Summit and 9 types of people who never succeed at sales
Mar 29 • 10 min
Phill and Sean share two sales resources to help the #RealSalesTalk family continue to grow. One of them is an Inside Sales leadership summit in Chicago, IL and the other is an article from our friends at Spiro. AA-ISP Leadership Summit:…
Kyle Gutzler: The secrets of a $1 million producing Account Executive (S6 E3)
Mar 27 • 36 min
Sean goes solo on this one, and boy is it a great one. Kyle Gutzler, an AE, shares with the #RealSalesTalk family how he generated $1 million in 2016 for his company, Payscale. How I Doubled My Sales In One Year:…
TechTalk 024: Tetra and Edgar
Mar 23 • 11 min
TechTalk 024 is live. We’ve got two really great tools to help our listeners when in the sales process. Tetra, transcribes your sales calls for your automatically and allows you to search keywords from conversations. Edgar, is a great way to search…
Dan Fantasia: How to hire a dynamic sales team (S6 E2)
Mar 22 • 34 min
Dan Fantasia is the President and CEO of a sales recruitment firm. Dan drops by to share some of the secrets to his 96% sales hire retention rate and how you can make sure you hire the right reps. There are some really great takeaways for those…
Jim Brown: How to negotiate and handle objections (S6 E1)
Mar 20 • 41 min
Jim Brown is a sales training, sales podcaster, and sales practitioner. He joins us to share, from his own experience, how to handle objections and negotiate like a pro. https://www.salestuners.com/ http://www.askjbrown.com/
Morgan J. Ingram: The journey from SDR to SDR manager (S5 E10)
Mar 15 • 30 min
Phill and Sean have the Morgan J. Ingram back on the show to update the #RealSalesTalk community on what he’s been up to since he was on the show last August 2016. He shares with us his journey to being promoted as SDR manager and his personal vision…
TechTalk 023: Amazon Chime and Drift Scheduling
Mar 13 • 16 min
Phill and Sean are back with episode 23 of TechTalk. Phill shares with the audience a new online meeting platform by Amazon called Chime. Sean talks about one of Drift’s new features that allows others to schedule meetings with you through a link…
Dave Gerhardt: Why speed to lead matters (S5 E9)
Mar 12 • 27 min
Sean runs solo for an interview with the Director of Marketing at Drift, Dave Gerhardt. On this episode, we discuss the lack of responsiveness Dave experienced when trying to get ahold of a sales rep at a vendor Drift used. This made him wonder if…
TechTalk 022: SalesFolk and SelfControl
Mar 8 • 14 min
TechTalk 022 is live! Sean and Phill cover two interesting ones. The first one is an sales email service called SalesFolk. The second one is a desktop app called SelfControl. SalesFolk: https://salesfolk.com/…
Matt Bertuzzi: Lightning Sales Ops (S5 E8)
Mar 8 • 28 min
Sean and Phill host Salesforce ninja Matt Bertuzzi. Matt is the Sales and Marketing Operations Manager for The Bridge Group. If Matt’s last name sounds familiar, it’s because he is the son of Trish Bertuzzi, whom we had on the show for S5 E6. If…
Katie Lance: #GetSocialSmart - The Ultimate social strategy (S5 E7)
Mar 1 • 34 min
Sean and Phill host the amazing Katie Lance. She has a new book coming out later this month called #GetSocialSmart. She shares with us some insights she has learned from advising businesses on how to leverage social media. You can find out more about…
TechTalk 021: Unshakable podcast and MIT OpenCourseWare
Feb 26 • 17 min
TechTalk 021: Unshakable podcast and MIT OpenCourseWare Tony Robbins Unshakable: https://itunes.apple.com/us/podcast/unshakeable-by-tony-robbins/id1207627404?mt=2 MIT OpenCourseWare: https://ocw.mit.edu/index.htm
Trish Bertuzzi: The Account Based approach to sales and marketing (S5 E6)
Feb 22 • 28 min
Phill and Sean host the very lovely Trish Bertuzzi on the show to help us understand what the hell the Account Based approach to sales and marketing is. Trish says it like it is and that’s why so many people love her. Follow her:…
TechTalk 020: Lightning Sales Ops and DISC Assessment
Feb 21 • 18 min
On the episode of TechTalk Sean and Phill discuss the DISC Assessment and a new book by Matt Bertuzzi, Lightning Sales Ops. DISC assessment: https://www.tonyrobbins.com/disc/ Lightning Sales…
Nadia Rashid: How to keep sales reps motivated (S5 E5)
Feb 20 • 25 min
*We apologize, there were some audio issues throughout the interview. On this episode Sean and Phill discuss motivation tactics with Nadia Rashid, Area Vice President of Sales for Marketo. Nadia offers some very, very practical tips on how to engage…
Henry Johnson: Business development tips from the field (S5 E4)
Feb 15 • 34 min
You might recognize Henry, as he was Sean’s first co-host of #RealSalesTalk. Henry joins the show again to update us on what he’s been doing with Digital Home, where is heads up sales and marketing. On this episode, Henry shares with us some of his…
Sean Mitchell and Phill Keene: Promotion and transition (S5 E3)
Feb 14 • 36 min
Sean and Phill catch the #RealSalesTalk family up on some recent changes in their career. Phill has been promoted to Marketing Director and Sean moves on from RealSpace to get into real estate!
TechTalk 019: Pocket and Grammarly
Feb 12 • 20 min
Phill and Sean are at it again with another TechTalk. On this episode we cover two Chrome plugins, Pocket and Grammarly. Pocket: https://getpocket.com Grammarly: https://www.grammarly.com/
TechTalk 018: Expensify and Nuzzel
Feb 8 • 14 min
Expensify: http://expensify.com Nuzzel: http://nuzzel.com
Marylou Tyler: Predictable Prospecting (S5 E2)
Feb 8 • 36 min
Sean and Phill host a very special guest, MaryLou Tyler. You’ll know her name from the book Predictable Revenue with Aaron Ross. MaryLou has a new book out called Predictable Prospecting. MaryLou is a true practitioner in sales process - she really…
TechTalk 017: ViewedIt and MobileDay
Feb 4 • 18 min
Phill and Sean talk on a video email Chrome/Gmail plugin and a click-to-dial mobile app on this episode of TechTalk 017. Also mentioned in this episode is our YouTube channel where we are putting out unique video content not found on the audio version…
Kristin Zhivago: How to sell the way buyers buy now - in the digital age (S5 E1)
Feb 1 • 43 min
Phill and Sean host Kristin Zhivago on the show. Kristin is an expert on the customer’s buying process in the age of the internet, can talk with your listeners about the 8 Digital Revolution Operating Principles that businesses can use to…
Amy Schmittauer: How To Build A Personal Brand Through Vlogging (S4 E10)
Jan 31 • 37 min
Amy Schmittauer: How To Build A Personal Brand Through Vlogging (S4 E10) This is the last episode of season 4 and boy is it a great one. We have the honor of hosting Amy Schmittauer on the show to drop some vlogging knowledge and promote her new…
Ralph Barsi: Building a sales team to scale (S4 E9)
Jan 27 • 29 min
Sean and Phill dive deep with Ralph Barsi, Senior Director, Global Demand Center at ServiceNow, on how to build a sales team to scale. We touch on topics like servant leadership and leadership development. Ralph on…
Sean Mitchell and Phill Keene: Sales prospecting cadence (S4 E8)
Jan 25 • 32 min
Phill and Sean share some thoughts on sales cadence, how often to reach out to a prospect, and their philosophy regarding outreach and cold calling.
TechTalk 016: The Sales Development Playbook and Instalocate
Jan 24 • 15 min
Phill and Sean are back for another episode of TechTalk. We discuss Trish Bertuzi’s latest book The Sales Development Playbook and a new Facebook Messenger bot called Instalocate. The Sales Development…
James Pember: The secret to a high performing sales team (E4 S7)
Jan 19 • 47 min
We host James Pember, CEO of Sparta Sales, on the show to discuss sales performance. We cover the topics of compensation, engagement, retention, and the gamification. You can check out Sparta here: http://spartasales.com Follow James on LinkedIn…
TechTalk 015: Canva and Clearbit
Jan 15 • 20 min
On the episode of TechTalk Phill and Sean discuss Canva and Clearbit. Canva: www.canva.com Clearbit: www.clearbit.com
Vincenzo Ruggiero: The ultimate sales prospecting tool (S4 E6)
Jan 13 • 41 min
Phill and Sean host the CEO of Prospect.io, Vincenzo Ruggiero. Vincenzo shares with us how his need to prospect better and more efficiently caused him to create Prospect.io. He also talks about the common challenges facing sales reps when they…
TechTalk 014: HashTagger and Hootsuite
Jan 8 • 17 min
Phill and Sean cover a few social selling tools to help you build your brand, community, and sell more stuff. Our two tools: HashTagger: https://itunes.apple.com/us/app/hashtagger-popular-instagram/id1165671102?mt=8 Hootsuite: https://hootsuite.com/
Kelly Riggs: The No. 1 Indicator of an Ineffective Leader (S4 E5)
Jan 4 • 47 min
The No. 1 Indicator of an Ineffective Leader (S4 E5) Phill Keene and Sean Mitchell host leadership coach Kelly Riggs for an in-depth discussion on what makes an effective leader, how to identify and develop future leaders, and how to coach existing…
TechTalk 013: Shapr, The Tony Robbins Podcast, and Steal The Show With Michael Port Podcast
Jan 2 • 16 min
Phill and Sean talk about a networking app like Tindr called Shapr, The Tony Robbins Podcast, and Michael Port’s Steal The Show Podcast. Shapr: http://www.shapr.co/ Tony Robbins Podcast: https://www.tonyrobbins.com/podcast/ Steal The Show With Michael…
Phill Keene and Sean Mitchell: Our 2017 Predictions for Sales and Sales Software (S4 E4)
Dec 28, 2016 • 34 min
In this episode Phill Keene and Sean Mitchell make some predictions about what 2017 will hold for sales teams and the sales software space. They run through quite a few companies so make sure to view the links below. Spiro: https://spirohq.com…
Jack Kosakowski: Building a social selling strategy that produces results (S4 E3)
Dec 20, 2016 • 55 min
Our guest for episode 3 of season 4 is Jack Kosakowski. Jack is the Head of Social Sales Disruption at Creation Agency. He joins us to provide his insight into social selling. -Everyone’s got a unique story as to how they got into sales, what’s yours?…
TechTalk 012: Prospect.io and Sigstr
Dec 18, 2016 • 12 min
TechTalk 012: Prospect.io and Sigstr.com
Ray Carroll: How to build a sales team that crushes their quota (S4 E2)
Dec 14, 2016 • 47 min
Ray, the VP of Sales at Engagio, joins the show to talk about what it takes to build a kick-ass sales team. We cover recruiting, team cohesiveness, and how to effectively meet quota. Engagio: http://www.engagio.com/ Ray on Twitter:…
TechTalk 011: Datanyze, Attach.io, and Rebump
Dec 12, 2016 • 30 min
Datanyze: https://www.datanyze.com/ Attach.io: https://attach.io/ Rebump: https://www.rebump.cc/
John Barrows: Professional Persistence And Your Contact Strategy (S4 E1)
Dec 9, 2016 • 46 min
We launch season 4 of RealSalesTalk with a new co-host, Phill Keene, and killer guest and sales trainer, John Barrows, to discuss professional persistence and the right contact strategy. Here are some of the questions we address on the show:…
Anthony Iannarino: The Story Behind How He Got Into Sales
Nov 25, 2016 • 4 min
This is a segment of a full interview with Anthony Iannarino about his new book The Only Sales Guide You’ll Ever Need. To view the whole interview go here: https://youtu.be/S08PQ5Htwm0 To buy Anthony’s book go here:…
TechTalk 010: To Power Dialer Or Not To Power Dialer
Nov 21, 2016 • 9 min
On this episode of #RealSalesTalk TechTalk I discuss the advantages of using a power dialer to make more calls. phoneburner.com insidesales.com mojosells.com
Price Anchoring: What It Is And How To Use It (S3 E10.5)
Nov 13, 2016 • 15 min
Pricing anchoring is using cognitive bias to contrast one pricing over another. University of Missouri study on cognitive bias: http://web.missouri.edu/segerti/capstone/northcraft_neale.pdf Steve Jobs iPad presentation where he uses price anchoring:…
TechTalk 009: The Importance of Voice Tone On Sales Calls
Nov 9, 2016 • 7 min
This episode of TechTalk is all about tone, tonality, and voice inflection on your sales calls. The article in mention is by Mike Weinberg:…
The Best Moments of Season 3 of #RealSalesTalk (S3 E10)
Nov 6, 2016 • 64 min
On this episode, Henry and Sean recap Season 3 and some of the best moments. We also drop some big news about #RealSalesTalk moving forward.
TechTalk 008: Video Email For Sales (BombBomb and OneMob)
Nov 4, 2016 • 8 min
This week Sean talks through why traditional email is a terrible medium to convey human emotion in sales and how video along with your email can have a massive impact. BombBomb: bombbomb.com OneMob: onemob.com
Dave Kittle: How To Diagnose Pain Like A Physical Therapist (S3 E9)
Oct 30, 2016 • 55 min
We have our friend Dave Kittle, CEO of Vinitial, on the show to talk about the correlation between sales discovery call and his experience as a physical therapist diagnosing pain. Asking questions is good, asking the right questions is key. About…
TechTalk 007: Wunderlist To-do Lists
Oct 26, 2016 • 6 min
I, Sean, have been using this one pretty heavily for several weeks now and I think you might like it as well. Wunderlist: https://www.wunderlist.com/
Tom Hopkins: The Definitive Guide To Closing The Sale (S3 E8)
Oct 23, 2016 • 48 min
About Tom Hopkins: Website: http://www.tomhopkins.com/ How To Master The Art Of Selling: https://www.amazon.com/dp/0446692743/ref=cm_sw_r_tw_dp_x_cxTbybE5W90GT When Buyers Say No: https://www.amazon.com/dp/1455550590/ref=cm_sw_r_tw_dp_x_DxTbybVYGW0RQ…
TechTalk 006: What Separates Top Sales Performers and Artificial Intelligence Lead Follow Up
Oct 21, 2016 • 12 min
Today I share an article from my friend Phill Keene that was posted on SalesHacker about what separates top sales performers. http://www.saleshacker.com/separates-top-sales-performers/ I also had a call this week with a really cool company called…
Anthony Iannarino: The Only Sales Guide You’ll Ever Need (S3 E7)
Oct 16, 2016 • 61 min
Today we host a very special guest, Anthony Iannarino, a renown sales speaker, coveted trainer, and author of a new book titled The Only Sales Guide You’ll Ever Need. About Anthony: Anthony’s website:https://thesalesblog.com/ Buy The Only Sales Guide…
TechTalk 005: The Only Sales Guide You’ll Ever Need and Creating A Memorable Sales Experience
Oct 12, 2016 • 12 min
The Only Sales Guide You’ll Ever Need: http://thesalesblog.com/the-only-sales-guide-book/ Home Automation / Sales Experience: http://digitalarchitectureinc.com/
What Henry and Sean Have Learned In Their New Jobs (S3 E6)
Oct 9, 2016 • 48 min
Henry and Sean give an update what they’ve been up to in their new jobs. We discuss what we are doing to creating new sales processes, driving revenue, and find new customers. You can check out our new companies here: Sean’s: realspace.com Henry’s:…
TechTalk 004: How To Go Over Someone’s Head Without Pissing Them Off and Hubspot CRM
Oct 9, 2016 • 16 min
Going over someone’s head without pissing them off: https://jbarrows.com/favorite-nugget/#more-2555. Hubspot CRM: http://www.hubspot.com/products/sales/sales-tools?pql-source=hubspot-sales-page
B2B VS B2C Sales (S3 E4)
Oct 3, 2016 • 27 min
With Sean away celebrating his wedding anniversary, Henry goes solo with #RealSalesTalk to talk about the difference between B2B and B2C selling.
TechTalk 003: What To Do When A Prospect Goes Dark
Sep 29, 2016 • 5 min
It happens to everyone. You’re working an opportunity, they say they’re ready to move but they need a call in a few days. When you call them, they don’t answer. You send them an email, they don’t respond. What do you do when a prospect goes dark?…
Phill Keene: How Sales And Marketing Can Build A Revenue Machine (S3 E3)
Sep 28, 2016 • 50 min
Phill Keene of Octive joins #RealSalesTalk for the second time but as a guest host. Together we’ll discuss how sales and marketing can work together to build a revenue machine. Find Phill here: https://www.linkedin.com/in/phillkeene…
TechTalk 002: 6 Questions You Should Always Ask Yourself After Losing a Deal
Sep 20, 2016 • 8 min
#RealSalesTalk TechTalk 002: 6 Questions You Should Always Ask Yourself After Losing a Deal http://blog.hubspot.com/sales/questions-always-ask-yourself-after-losing-deal#sm.000128uy3s8btec9r3x11v8ylzrj8
Three Tools To Help You Generate Cash So You Can Do What You Love (S3 E2)
Sep 18, 2016 • 19 min
Three Tools To Help You Generate Cash So You Can Do What You Love (S3 E2) 1) Uber: https://www.uber.com/drive/ 2) Turo: https://turo.com/ 3) Upwork: https://www.upwork.com/
TechTalk 001: MileIQ, Seth Godin, and David Skok
Sep 14, 2016 • 8 min
Henry and I get down and dirty with our favorite tech tools and articles. Sean’s tool: https://www.mileiq.com/ Henry’s article: http://blog.drift.com/godin-skok-relationship-marketing
Alice Heiman: Referrals - Your Most Overlooked Sales Strategy (S3 E1)
Sep 11, 2016 • 63 min
Season 3 Episode 1. Referrals - Your Most Overlooked Sales Strategy with Alice Heiman About Alice Heiman: Alice developed her sales expertise while at Miller Heiman, Inc. before striking out on her own and establishing Alice Heiman, LLC, in 1997. In…
Our Favorite Sales Software Tools of 2016 (So Far) (S2 E10)
Aug 29, 2016 • 49 min
We’ll share our favorite sales software tools on the marketing and why we like them. Sean’s top sales tools: pandadoc.com spirohq.com upwork.com join.me Henry’s top sales tools: drift.com hubspot.com salesloft.com getpattern.com
Morgan Ingram: Establishing An SDR Framework That Dominates (S2 E9)
Aug 22, 2016 • 63 min
We invite Morgan Ingram, an SDR at Terminus, to join the show to share his journey as an SDR rep and how he is sharing his success with his new YouTube series, #TheSDRChronicles . About Morgan: Morgan is a sales development representative at Terminus,…
Jim Keenan: Reinvent Or Be Unemployed. Why The Modern Salesperson Must Evolve (S2 E8)
Aug 9, 2016 • 61 min
We host Keenan on the show tonight to discuss how reinventing yourself as a salesperson has never been more important in the 21st century. About Keenan: Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling…
Why The Future of Sales Looks A Lot Less Salesy (S2 E7)
Aug 2, 2016 • 48 min
On this episode we wax philosophically about the future of sales and why it looks a lot less salesy. The article was written by Marketing Lead at Drift.com and can be read here: https://mattermark.com/the-future-is-less-salesy/.
Mike Weinberg: As The Sales Leader Goes, So Goes The Sales Team (S2 E6)
Jul 31, 2016 • 72 min
As The Sales Leader Goes, So Goes The Sales Team We host sales consultant and author Mike Weinberg to talk about how the health of the sales department is directly related to the sales leader. We’ll share our experiences with sales managers and…
Justin Lindsey and Shannon Milligan: Snapchat Strategy for Real Estate (S2 E5)
Jul 24, 2016 • 80 min
Snapchat geofilters, takeovers, Memories for real estate - oh my! Henry and I host ‪real estate rock stars Justin Lindsey (https://www.snapchat.com/add/djlindsey) and Shannon Milligan (https://www.snapchat.com/add/rvahometeam) to…
Snapchat Strategies For Salespeople (S2 E4)
Jul 18, 2016 • 44 min
There’s a lot of debate about whether Snapchat can be used to make money. Henry and I will give you some specific ideas to help you fill your bank account.
Why Salespeople Should Be On Snapchat (S2 E3)
Jul 11, 2016 • 65 min
Should salespeople be on Snapchat? Is it worth it? Or a waste of time? Should I wait? Join us to find out our thoughts. Snapchat stats: -Started in 2011 by Evan Spiegel -200 million active users (April 2016). Facebook: 1.6 B (founded in 2004),…
Adam Honig: How Artificial Intelligence is solving our sales follow up problem (S2 E2)
Jun 27, 2016 • 56 min
On this show we interview Adam Honig, CEO and Co-founder of Spiro, an Artificial Intelligence sales assistant that helps salespeople close more deals. About Spiro: Spiro recommends the things you should be doing right now to advance opportunities so…
Jeb Blount: Why You Suck At Prospecting And How To Fix It (S2 E1)
Jun 21, 2016 • 73 min
We host keynote speaker and author of Fanatical Prospecting Jeb Blount to discuss the art and science behind sales prospecting - and how to master it. About Jeb: Jeb Blount is a speaker, executive advisor, consultant, and world-class trainer who…
Chris Marin: Rising above the noise of Sales Development (S1 E10)
Jun 7, 2016 • 70 min
The Founder of Convertist.com, Chris Marin, joins us to talk about how to crush outbound lead generation using personalized and segmented communication to get prospects to respond to you. What was the inspiration behind Convertist.com? (4:00) At what…
The Ins and Outs of Sales Prospecting (S1 E9)
Jun 7, 2016 • 51 min
#RealSalesTalk hosts Sean Mitchell and Henry Johnson share their best tactics, strategies, and tools for mastering prospecting. What is prospecting? (4:17) How do you get and keep people’s attention? (7:55) What techniques work for cold…
Everyone is selling something (S1 E8)
May 25, 2016 • 63 min
Everyone is selling something -Henry, how did this topic come about? -When was the last time you had to sell your idea or opinion? -What are other areas of life we tend to have to sell our ideas? -What are some ways the…
Phill Keene: Building and growing SDRs that can fill the funnel (S1 E7)
May 19, 2016 • 68 min
Note: The original recording makes it sound like I’m interrupting Phill, but in reality the connection with Blab was terrible. We’ve since moved to Google Hangout On Air (read the full explanation here). What is an Sales Development Rep (SDR) and…
David Villa: What Makes A Serial Sales Pro (S1 E6)
May 19, 2016 • 57 min
Mat Koenig: Does your leadership suck? (S1 E5)
May 19, 2016 • 61 min
Katie Lance: Social strategy for salespeople (S1 E4)
May 19, 2016 • 60 min
#RealSalesTalk is a sales show for salespeople by salespeople. On this episode we discuss 5 Katie Lance how salespeople can develop a social media strategy: Why should salespeople care about social media? 8:00 What other platforms can salespeople use…
Content curation vs creation (S1 E3)
May 19, 2016 • 42 min
5 tips to growth hack professional development (S1 E2)
May 18, 2016 • 58 min
#RealSalesTalk is a sales show for salespeople by salespeople. On this episode we share our best hacks for staying at the top of the sales leader board. Below you’ll find an outline of the episode: 1) Books (11:03) 2) Podcast (35:15) 3) Social Media…
Building a personal brand that generates sales (S1 E1)
May 16, 2016 • 67 min
This episode was all about sharing our best tips for leveraging various platforms to build a personal brand and create awareness that leads to more sales. There are many great ways to build a personal brand, we talk about four of our favorites. It was…