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The post SPIN Selling Explained (Does It Work In 2024?) appeared first on Salesman.com.
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The post Do THIS to Eliminate the Risk of SALES REJECTION (29/36) appeared first on Salesman.com.
Are you struggling to hit your targets this month? You're not alone. Let's face it: just “talking up” a product... more
The post Making Selling Simple Without Being Too “Sale-sy”! appeared first on Salesman.com.
“Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can... more
Are you stuck asking sales questions that take your prospects round in circles? Prospects mention issues, but they're vague – surface... more
Ever feel like your sales questions are hitting a dead end? You ask, they answer “yes” or “no,” and the... more
As a Sales Development Representative, your role is to generate inbound opportunities and optimize sales channels. Without a solid prospecting... more
There are many Cold Email Tutorials on YouTube but this is the most effective process that I know. If you've ever... more
Closing the sales is tough, I get it. You do all the work building rapport and qualifying the lead, only... more
In today's fast-paced market, knowing how to sell a product is crucial for business success,. he truth is, the art... more
In this video we cover 5 strategies to increase sales no matter what you sell or the industry you sell... more
If your buyers don’t have a reason to move forward in their buyer’s journey, then they will stand still. This leads... more
Want to find better buyers and weed out the crappy leads that only end up wasting your time? Then be... more
If you want to consistently win at sales then you need to be strategic in your approach. It’s not good enough... more
Ever feel like your sales strategy hit a wall? You're not alone. Many struggle with methods that just don't cut... more
The best way to start a sales discovery call is with a “pre-frame”. A pre-frame is an influence technique used to... more
The post Adjusting Your “Wealth Thermostat” (29/36) appeared first on Salesman.com.
Want to go from loser to rich? Then you need to learn how to like, heck, even love doing things that... more
The post Developing Bulletproof Levels of Optimism (28/36) appeared first on Salesman.com.
The post How to Rapidly Increase Your levels of Self-Esteem (27/36) appeared first on Salesman.com.
If you don’t make this shift in your sales process, you’re going to close fewer deals, they’re going to take... more
The post How To Be An Extrovert When You’re An Introvert (26/36) appeared first on Salesman.com.
The main thing that holds salespeople back from hitting their quota is that they are not the person that is... more
The post The Only Upselling Tool You’ll Ever Need appeared first on Salesman.com.
The post How To Turn OFF Your Caveman Brain And Get Stuff Done (25/36) appeared first on Salesman.com.
The post The Most Important B2B Sales Skill appeared first on Salesman.com.
The post How to Get Prospects to Open Up in Less Than 3 Minutes appeared first on Salesman.com.
The post How to Read Your Prospect’s Minds appeared first on Salesman.com.
The post Want to Improve Your Sales Results? Ask This Question appeared first on Salesman.com.
The post Using Storytelling to Get and Keep Your Prospects Attention (24/36) appeared first on Salesman.com.
The post How To Close A Sale – 3 Reasons People Don’t Buy appeared first on Salesman.com.
The post Building a Scientific Sales Cadence (Proven Template) appeared first on Salesman.com.
The post Stop Selling Start Closing (Eliminate Sales Rejection) appeared first on Salesman.com.
The post Identifying and Booking Meetings With Key Accounts (23/36) appeared first on Salesman.com.
The post Simple Survives and Complicated Dies (22/36) appeared first on Salesman.com.
The post How to Deal With ANY Sales Objection (21/36) appeared first on Salesman.com.
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The post How to Win ANY Negotiation With Straight Logic (19/36) appeared first on Salesman.com.
The post How to Become a Winner (You Are a Myth…) (18/36) appeared first on Salesman.com.
The post Why What You do Today, Effects What You Get Tomorrow appeared first on Salesman.com.
The post Increase Sales Productivity via Subtraction appeared first on Salesman.com.
The post Using Referrals To Build Your Pipeline FAST (17/36) appeared first on Salesman.com.
The post How to Close Any Sale (With ZERO Chance of Rejection) (16/36) appeared first on Salesman.com.
The post Follow Up: The Secret to Long Term Sales Success (15/36) appeared first on Salesman.com.
The post How to STEAL Your Competitor’s Accounts (14/36) appeared first on Salesman.com.
The post Upselling: The Quickest Way to Smash Sales Targets (13/36) appeared first on Salesman.com.
The post Effective Sales Demos That Generate Eager Buyers (12/36) appeared first on Salesman.com.
The post How to Stop Prospects Getting Stuck in Your Pipeline (11/36) appeared first on Salesman.com.
The post Discovery, Qualification and Close on a Single Call (10/36) appeared first on Salesman.com.
The post Selling by the Numbers: Quickest Path to Smashing Quota (9/36) appeared first on Salesman.com.
The post Social Lead Generation (What is Working in 2023) (8/36) appeared first on Salesman.com.
The post How To Cold Call With No Rejection (7/36) appeared first on Salesman.com.
The post 4-Step, High Reply Rate, Cold Email Framework (6/36) appeared first on Salesman.com.
The post How To Build the Meeting Booking Machine (5/36) appeared first on Salesman.com.
The post Building Effective Buyer Lists (4/36) appeared first on Salesman.com.
The post Building a Value Proposition That Gets Buyer’s Attention (3/36) appeared first on Salesman.com.
The post Understand Your ICP And Their Buyer’s Journey (2/36) appeared first on Salesman.com.
The post Introduction and 5-Rules Of Sales (1/36) appeared first on Salesman.com.
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The post Salesman.com update: Dumping sponsors and turning sales training on it’s head… appeared first on Salesman.com.
The post The ONLY Sales Training You’ll Ever Need appeared first on Salesman.com.
The post Upselling: The Only Way to Land New Business During Economic Uncertainty appeared first on Salesman.com.
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The post The 3-Rules Of Modern B2B Sales appeared first on Salesman.com.
The post The 6-Step Deal Winning Demo Framework appeared first on Salesman.com.
The post How To Close MORE Sales With LESS Effort appeared first on Salesman.com.
The post How To Deal With ANY Sales Objection (By Avoiding Most Of Them…) appeared first on Salesman.com.
The post How To Win ANY Negotiation By Making It Logical appeared first on Salesman.com.
The post Optimism: The Secret To Long Term Sales Success appeared first on Salesman.com.
The post 3 Simple Steps To Steal Your Competitors Accounts appeared first on Salesman.com.
Are you finding it difficult to close deals, even though the buyer knows they have a problem and that you... more
The post Are These Cognitive Biases Ruining Your Chances Of Hitting Quota? appeared first on Salesman.com.
The post How To Deal With The “I’ll Do It Myself” Sales Objection appeared first on Salesman.com.
The post Why You Need To Become A More Assertive Seller appeared first on Salesman.com.
The post The EXACT Questions To Ask On A Qualification Call appeared first on Salesman.com.
The post The BIGGEST Qualification Call Mistake… appeared first on Salesman.com.
The post How Cold Email Has Changed In 2023 (And How Take Advantage) appeared first on Salesman.com.
The post Add This To Your Sales Cadence And You WILL Book More Meetings appeared first on Salesman.com.
Writing cold emails can be a slow, boring process. Well, there’s a way to rapidly create, effective, meeting booking cold emails... more
The post Sales Has Changed. Understand The NEW Buyer’s Journey appeared first on Salesman.com.
The post Run The Numbers: Reduce The Stresses Of Sales appeared first on Salesman.com.
The post Sales Is A Game (Which Makes It Winnable) appeared first on Salesman.com.
Here are 14 sales tips that will help you find and close more sales today. Presented in rapid fire fashion as... more
This one tactic will improve your chances of booking meetings with the real decision makers in your target accounts. And, depending... more
If you sell, either in a sales role or as a small business owner, sales prospecting is the most important... more
Hey, I’ll cut straight to it… If you want a free copy of my new book Selling Made Simple, head to... more
There are three steps to creating an effective elevator pitch for salespeople: * Understand your value * Create a value... more
Do you want to know the one thing that high performing salespeople do, that average or low performing salespeople don’t? It’s... more
If you've logged into LinkedIn or YouTube over the past month, no doubt you've been hearing people rave about ChatGTP.... more
Are your prospects getting stuck in your sales pipeline? Do you find it difficult to get them to take action and... more
Are you getting ghosted by your sales prospects? You book a meeting, they promise to attend and then they don't. Worst... more
To win business, you need to book meetings. To book meetings you need to be able to contact your buyers and... more
Do you want to make working in sales, easier and less stressful? Then you need to understand the first rule of... more
Winning more sales becomes simple when there are clear, proven rules to follow. Rules act as barriers, either side of a... more
Do you agree that life is short? Getting Walter, my dog was the turning point for me that confirmed the shortness... more
The post 64% of Sales Rep Anxiety Comes from THIS appeared first on Salesman.com.
The post 4 Skills Needed To Win More Sales appeared first on Salesman.com.
Here’s a bold statement—more has changed in sales over the last 20 years than has changed in the 1000 years... more
The post Why Your Buyers Aint Buying From You appeared first on Salesman.com.
The post Stop Being So REASONABLE! appeared first on Salesman.com.
Ask a brand-new sales rep what the most important skill is and you know what he’ll say? “Closing.” That’s what... more
The post 5 Traits of TOP Salespeople appeared first on Salesman.com.
Hitting quota, buying that dream Porsche, taking the family to Disney Land. These are all noble financial goals for salespeople... more
The post Why You Suck And Need A Coach appeared first on Salesman.com.
Few things are as foundationally important to sales success as your value proposition statement. In just one sentence, it captures... more
The post Make Selling Easy By Understanding The Buyers Journey appeared first on Salesman.com.
The post Micro-Closing: Stop Deals Getting Lost In Your Pipeline appeared first on Salesman.com.
The post How To Send Effective Cold Emails appeared first on Salesman.com.
Look, everyone’s felt unmotivated at work at one time or another. But salespeople in particular struggle with a lack of... more
Over the past six years, The Selling Made Simple Academy has EXPLODED. 2000+ academy students, $992M earned by our members,... more
Pop quiz hotshot—what’s your best channel for bringing in quality leads? Is it cold calling? Or email? Maybe LinkedIn? [Buzzer... more
[spp-player] All professionals use frameworks. A framework is a step-by-step process to achieve a predetermined goal. Well-defined frameworks separate professionals who win, from... more
[spp-player] Make more calls. Send more emails. Knock on more doors. Use more technology. More! It doesn’t work. The problem for most salespeople... more
When potential buyers start walking away from a deal, most reps do one of two things. 1) They re-emphasize the... more
[spp-player] Everybody loves a remarkable story. The difference between an average story and a remarkable one is the amount of imagination that... more
In a perfect world, we would all make decisions based on logic alone. But the science tells us that the... more
We all know mastering your cold calling game is essential for sales success. But what a lot of reps don’t... more
The internet is an opportunity and an issue for sellers. A few clicks and you have infinite data. More is being... more
Sales reps are busy (you know this). Lead generation, following up with prospects, updating contact info, setting up meetings, researching... more
Day to day, do you spend more time telling or doing? What do I mean by that? – * Do you solve... more
Pop quiz hotshot—what’s the #1 sales objection you’re likely to run into? Got it yet? The answer is overwhelmingly… price.... more
[spp-player] Stop rushing to come second. In sales second place doesn’t count. Only one salesperson wins the deal. The flip-side? When you’re the... more
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow... more
Ahhhhh the sales call. This is where the magic happens in any buyer’s journey. When it goes right, a sales... more
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow... more
Killing it in sales is all about one thing—alignment. Is what you’re selling the solution to your prospect’s problem? Does... more
The value proposition is a foundational component for any successful sales department. It tells salespeople like you which demographics to target.... more
Eventually in your sales career, you’re going to hit a maximum effectiveness at winning business. “You can’t squeeze blood from... more
When it comes to qualifying sales leads, more doesn't always mean better. Notably, if the sales leads are not qualified.... more
Getting ghosted is every sales professional's nightmare. You think everything is going right—the prospect is the right fit for your target... more
You're familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don't end up... more
Want to know what separates your everyday sales rep from the high-earning pros? Focus. And not focus of mind. But... more
How often have you heard this – “Look, we really love your product, but it’s outside of our price range.... more
A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery,... more
It is common for sales managers to say that sales is a numbers game. If this is what you have... more
Cold email is one of the best tools in your sales rep toolbox. But there’s just one problem—if your emails... more
One of the absolute best ways to scale your sales earnings is by speeding up your sales cycle. You know... more
Believe it or not, there wasn’t a whole lot of data out there on sales techniques in the past. A... more
Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of... more
As a sales professional, you'll often find yourself working on more than one deal at once. You'll hold conversations with different... more
Do you feel that? You can practically smell it in the air. *Sniff* *sniff*—a recession is coming. Are YOU prepared? If... more
Anthony Iannarino is an international speaker, author, and experienced sales leader. In this episode of The Salesman Podcast, Anthony shares... more
Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of... more
Look, “selling” gets a bad rap these days. But after reading this monumental book, I realized that EVERYONE sells, especially... more
https://www.youtube.com/watch?v=OFNyQUXDlL4&feature=youtu.be Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales... more
The everyday sales pitch is boring. Running through features, hitting on target metrics, going through product slide after product slide after... more
Times have changed for B2B salespeople. Not too long ago, buyers used to do light research on a solution before reaching... more
You’ve got a job interview for your dream sales job. You have the experience and a track record of success. The... more
Chris Smith is a sales and marketing expert, USA Today bestselling author and co-founder of Curaytor. On this episode of the... more
Most people think the best sales reps are selfish, that they only think about closing a deal from THEIR side,... more
Let’s face it—most cold emails suck. Cheesy openers, misleading subject lines, body copy that drawls on and on. It’s no... more
Many businesses organize their sales teams into territories based on geography, demographics, or other criteria. Your company has also decided... more
Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb also... more
In just seven years, the SaaS industry has grown from $31.5 billion to an astounding $171.9 billion. And by 2024,... more
We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn't about tricking... more
Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly... more
Only 19% of sales close, so you can have lots of selling conversations and the best closing skills but still not... more
In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B... more
Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear... more
Do you want to become a legend in your industry? How would that affect your sales performance? What would your day... more
“What's my motivation?” Clichéd as it is, this question still resonates today. And not just with actors. But with retail workers,... more
A lot of sales reps I work with have been caught in the time/money trap – what they make is... more
In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter... more
Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out... more
In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed... more
Here you are—another year gone by. And you almost, aaaaaalmost hit your sales goal this time! Just like last year. And the... more
In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer... more
Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom... more
Sales is hard. You know it. Your family knows it. And (if you’re lucky) your employer knows it too. And despite the... more
You just can’t compare regular job interviews to sales job interviews. Because in sales, it’s way harder to get a... more
Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how... more
As your quarterly deadline creeps ever closer, you begin to have a terrible revelation—you just aren’t going to make it.... more
When’s the last time your life changed because of a single picture? Well I can tell you I started closing... more
A few times in life, we come upon a single concept that radically changes the way we interact with the... more
The average length of a successful cold call that ends in a meeting is just 5:14. That’s it! For unsuccessful ones,... more
Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off... more
Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What's stopping you solving this problem for... more
Cold calling’s dead? I don’t think so. 82% of buyers say they accept meetings with reps who cold called. And... more
Money! We all love it. We all want it. And we all never seem to have enough of it. Sam here... more
Question for you—what do a product demo and a candle-lit dinner have in common? As it turns out, more than you... more
The fate of your deal rests in the first four seconds of the sales call. That’s it. If you can... more
In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle. And for some... more
Invisibility, flight, laser eyes… NONE of these superpowers compare to the #1 superpower for sales reps—which is the ability to... more
Sales reps have it rough. Besides the endless slog of cold outreach, when you actually do connect with a buyer,... more
There’s a lot of bullshit in old school sales training. Mirroring body language, fake-as-hell urgency, uncomfortably high enthusiasm—this is what... more
Nobody wants to buy from a people pleaser. it’s a business killer. Now, we all want to make other people happy.... more
There are few professions that match the high risk, high reward stakes of sales. For some, this is the best... more
Sales manager pushing you for more cold outreach to hit your quota? Not so fast. If you really want to... more
Most salespeople barely hit quota. And I admit, that used to be me too. It wasn’t until I started doing... more
64% of sales professionals are scared of picking up the phone and calling prospects cold. And if you’re like so... more
I hate to break it to you, but if your leads aren’t buying, the problem isn’t with them. It’s with... more
Don’t know what you’re doing in sales? You’ll be living paycheck to paycheck. Knocking it out of the park? You... more
Leads are the lifeblood of any business. And if you’re in sales, bringing them in isn’t just important. It’s your... more
You can’t expect to get far in sales if you aren’t at least a little skilled at crafting cold emails. So,... more
On this episode of the Salesman Podcast, Chris Beall explains the exact process to start a successful cold call and... more
Don’t be fooled—excelling in sales isn’t about having the right talents. Instead, it takes work to develop the skills you... more
Asking the right questions builds rapport, influences buyers, and seals deals like gangbusters. But asking the wrong questions is sinking... more
Among all the challenges sales reps face day in and day out, closing is often said to be the hardest... more
As a sales rep, it’s your job to convince the buyer that you’ve got the solution to their problems. But... more
Communication—it’s a delicate art when talking with potential buyers. Ask the right questions, you’re driving enthusiasm and closing successfully. But... more
We’ve all seen the glamorous toys rich people buy—the luxury cars, the decked-out jewelry, the quintuple decker yachts. But what... more
On this episode of the Salesman Podcast, Jon Picoult explains how to turn your customers into raving, lifelong fans and... more
Success isn’t fated. It’s forged. You just have to have the right qualities to make that success a reality. Using data... more
If you have a good handle on what you’re doing, sales can end up being an incredibly lucrative career. But... more
On this episode of the Salesman Podcast, Brant Pinvidic explains how to structure the first 3 minutes of your sales... more
On this episode of the Salesman Podcast, Andy Paul explains why you should stop trying to trick your prospects and... more
On this episode of the Salesman Podcast, Andrew Bolton explains what a copywriter is and how the art of copywriting... more
Selling is all about communicating value. And if you can’t communicate your product’s value, your potential buyers sure as hell... more
Questions asked: * Should I join a company as an inbound SDR? They say I can make it to AE within... more
Kim Arnold is a communication consultant, author and helps organisations avoid the wasted time and effort associated with poor communication.... more
So many sales reps today underutilize the power of the well-run discovery call. With the right discovery call framework, you... more
Len Herstein is a Keynote Speaker, Author, Marketing Strategist and a Reserve Sheriff's Deputy. In this episode of The Salesman... more
Do you want to be rich someday? Of course you do. Who doesn’t? But if you’re in sales, you’re in a... more
Fred Copestake is the Founder of Brindis and author of ‘Selling Through Partnering Skills' & ‘Hybrid Selling'. In today’s episode... more
Bob Wheeler is a Financial Expert, Motivator, Author of The Money Nerve: Navigating the Emotions of Money. In this episode... more
One of the most impactful realizations I made early on in sales is that closing deals isn’t just about the... more
In this episode of the Salesman Podcast, Dr. Robert Glover explains what a covert contract is and why “nice guy... more
The absolute best way to excel in sales is by following a proven system that delivers consistently great results. And... more
In this episode of the Salesman Podcast, Andy Whyte explains what salespeople commonly get wrong about sales qualification. Andy is... more
Josh Braun helps salespeople book more meetings and reduce the chance of getting ghosted without them having to sell their... more
Do you know why your prospects buy? In this post I’m going to explain why your prospects buy products by sharing... more
Jason Bay is the Chief Prospecting Officer at Blissful Prospecting. He’s on a mission to help reps and sales teams... more
In sales, facing rejection is part of the game. But just because rejection is a given for salespeople, it doesn’t... more
Geoff Woods is the Co-Founder & President of ProduKtive, the training company behind The ONE Thing and the host of... more
Brad Klontz is an expert in financial psychology, financial planning and applied behavioural finance. He’s also the author of “Money... more
Andres Lares is the managing partner at Shapiro Negotiations Institute and the author of Persuade – the 4-step Process to... more
Jeff Bajorek is a sales and prospecting expert who helps B2B sellers rethink the way they sell. In this episode... more
Tripp Kramer is an author, podcast host, and the owner of Tripp Advice, where he helps shy men from around... more
George Donovan is the Chief Revenue Officer of Allego, where he’s responsible for achieving the company’s customer acquisition and sales... more
Troy Sandidge is an award-winning marketing strategist, the host of the iDigress podcast, and the author of Strategize Up: The... more
On this week in sales we’ll be looking at – The crypto BILLIONAIRE I inadvertently had on the Salesman Podcast… New LinkedIn... more
The post Q/A: 50% Quota Increases? Best Way To Prepare For A Sales Interview? appeared first on Salesman.com.
Roland T. Rust is a distinguished University Professor, David Bruce Smith Chair in Marketing, and author of The Feelings Economy:... more
Michael Reddington is a certified forensic interviewer and the president of InQuasive Inc., where he uses his background in forensics... more
Jeff Bajorek is a sales and prospecting expert who helps B2B sellers rethink the way they sell. In this episode of the... more