Episodes
In just seven years, the SaaS industry has grown from $31.5 billion to an astounding $171.9 billion. And by 2024, it’s on track to reach $369.4 billion! For sales reps like you, the writing on the walls is this—no matter what you sell today, you’ll be selling SaaS in your next sales role. And that my friends is a good thing. Today we’re talking about why, and what you can do to take advantage of this massive sales industry shift. Let’s get real here. The job you have right now? You probably...
Published 08/19/22
We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn’t about tricking people into buying. Instead, it’s about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a good fit for their buyer’s needs. Is that buyer actually struggling with a problem you can solve? Do their needs align with what you can provide? Are they equipped with...
Published 08/18/22
Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life is full and fulfilling. It’s true you don’t have time to do it ALL in sales. But if you prioritize your time for maximum productivity like I do, you can still be highly successful in...
Published 08/16/22
Only 19% of sales close, so you can have lots of selling conversations and the best closing skills but still not win new business consistently. That’s because there is more to closing a sale than asking for the business. Not all prospects are a good fit for your product or service. And if your potential buyer isn’t ready to make a purchase, then your odds of successfully closing the deal is dead. That’s why you need to recognize your prospects’ buying signals. But this isn’t only about...
Published 08/15/22
In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales. Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale Resources: Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale Andy on LinkedIn MEDDICC.com Book: The Challenger Customer: Selling to the Hidden...
Published 08/12/22
Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear comes from? A lack of control. The more control we have over any situation, the less afraid we’ll be. Same goes for cold calling. So if you want to eliminate cold calling fears FOR GOOD, you just need a simple process or framework to follow so you know what to do at each step of the call. That’s where control comes from. And that’s what we’re talking about today. The first step of the...
Published 08/11/22
“What’s my motivation?” Clichéd as it is, this question still resonates today. And not just with actors. But with retail workers, executives, laborers—with everyone. For sales reps, in particular, keeping up their sales motivation day after day is often a struggle. Boredom, anxiety, hopelessness, and downright depression can all be expected in the face of a too-far-off sales goal. And for some, the harder they seem to work, the less they seem to earn. If this sounds all too familiar, don’t...
Published 08/10/22
A lot of sales reps I work with have been caught in the time/money trap – what they make is DIRECTLY tied to how much they work. But the great thing about sales is you can create a “flywheel” system that SCALES UP your ability to earn without requiring more of your time. And if you put in a bit of effort, your flywheel system will pay off BIG TIME. What Is The Flywheel? Let’s talk about what a flywheel is. Literally speaking, a flywheel is a heavy wheel that, when turned, continues...
Published 08/09/22
​In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter and get to the heart of what a client wants. The best way to do this is by asking the right questions—questions that help salespeople build a strong rapport with sales prospects. Following the SPIN sales methodology can be a good step in the direction where you can use sales questions with the most impact, easily overcome objections, and close more sales. What Is SPIN...
Published 08/08/22
Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out all the time. But today I run a 7-figure sales training company, produce TONS of quality content, and still have time for coaching calls, hobbies, and a family life. How? I’m tyrannical about how I plan and execute my days. Here’s how I do it. 1. “Does it Make the Boat Go Faster” Only do “what makes the boat go faster.” There was a rowing team in Great Britain that had a big...
Published 08/06/22
In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed in the brain, regardless if it’s positive such as happiness, or negative, such as remorse. We cover some sales training nonsense on the topic of influence and Lisa debunks a few more sales myths in this episode. Resources: LisaFeldmanBarrett.com Book: Seven and a Half Lessons About the Brain Book: How Emotions Are Made: The Secret Life of the Brain Lisa on...
Published 08/05/22
Here you are—another year gone by. And you almost, aaaaaalmost hit your sales goal this time! Just like last year. And the year before that. And the year before that… But this year is going to be different. Maybe it’s the world rapidly changing around you. Or maybe it’s you getting another year older. But this year, it’s time to get serious about setting sales goals and adapting your sales process. And I’ve got just the framework to help. In just eight steps, you can map out where you...
Published 08/03/22
In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product? But as it turns out, competitor buyers are some of the best prospects you can target. They’re more qualified, they’re budget-ready, and they’ve already got a buying process in place for your product. That being said, these leads can be harder to win over, too. They’re more loyal, resistant to change, and they...
Published 08/01/22
Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals. Resources: * Evolved Selling by Tom Pisello * EvolvedSelling.com * The Transparency Sale by Todd Caponi * Virtual Selling by The RAIN Group * The Evolvers Podcast Transcript Will Barron: This episode of the show is brought to you...
Published 07/29/22
Sales is hard. You know it. Your family knows it. And (if you’re lucky) your employer knows it too. And despite the high potential earnings a successful sales career rakes in, the profession isn’t growing as much as other jobs. For many, it all has to do with rejection. Rejection is, of course, a given in this industry. And some reps take it more personally than others. But then there are the standouts. You know the type—they get rejected just like everyone else, sure, but they’re always...
Published 07/27/22
You just can’t compare regular job interviews to sales job interviews. Because in sales, it’s way harder to get a measure on your skills from just one conversation. So if you want to nail that interview, you’ve got to show up READY to demonstrate what you can do. Here’s how. Why Sales Interviews Are Different Why are sales interviews different? What makes it so tough for… * Employers to find sales professionals who are actually worth hiring and… * Sales professionals to prove they’ve...
Published 07/25/22
Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts covered in the amazing sales book The Challenger Sale by Matthew Dixon and Brent Adamson of the business advisory firm CEB. The Last Recession The last recession of 2008 and 2009. If you were working in the industry...
Published 07/21/22
Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes”! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re covering how to respond to the 5 most common sales objections you’re bound to hear. Alright but before we jump into that, just a word on sales objections. Sales objections are not bad. Not by any means. Instead,...
Published 07/13/22
As your quarterly deadline creeps ever closer, you begin to have a terrible revelation—you just aren’t going to make it. Not this time. But… why? You haven’t changed a single thing about your sales process. Your cadences are as tight as ever. And your schedule’s already jampacked with cold calling and cold emailing. So, what are you doing wrong? These days, many B2B salespeople find themselves falling behind due to a lack of “social selling”—incorporating relationship building into the...
Published 07/06/22
When’s the last time your life changed because of a single picture? Well I can tell you I started closing bigger deals, closing them more often, and earning way more commission—all because of this one graph *show on screen*. And today, I’m showing you how it can change your life too. One of the biggest issues we as humans have is understanding time. Don’t get me wrong here—we’ve gotten really good at thinking ahead, learning from the past, and evaluating cause and effect. Hell, it’s why we...
Published 06/29/22
A few times in life, we come upon a single concept that radically changes the way we interact with the world. And in sales, there’s one concept in particular that’ll change the way you sell forever—The Law of Averages. This concept has taken more average salespeople to top 1% than any other. It might be the most important video that I’ve ever produced. Now, a lot of reps are under the impression that sales is an art. Getting a feel for body language, spotting subtle cues, shifting and...
Published 06/29/22
The average length of a successful cold call that ends in a meeting is just 5:14. That’s it! For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call. This video covers the rejection-proof cold call one-liner that’s guaranteed to help you book more calls, all in just three seconds. Now for most cold callers, even experienced ones like you, the problem isn’t talking about your value proposition. Or...
Published 06/27/22
Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off my tough tasks till later. And my career suffered because of it. But then I learned how to stop procrastinating for good. And today, I’ve built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever. How’d I do it? I killed my lizard brain. The Lizard Brain What is it? Well, this is the part of your brain that’s leftover from your pre-human...
Published 06/24/22
Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What’s stopping you solving this problem for yourself?”  You’ll eliminate objections AND set yourself up for an easier close with just one phrase. But hold on—asking the question is only half the battle. To get the right effect, you need to know how to get to the point of asking it. That’s where the real magic happens and that’s what we’re covering in this video. Now, buyers often give objections because they...
Published 06/22/22