Inner Sales

Inner Sales

Business leader Russ Salzer joins Jon Stanis and other guests to talk about the problems that salespeople, managers, and teams face in their work. Subjects include prospecting, getting to close, the human element, the sales process, and more.

Episodes

21: Soft Stuff Distributors Swivel in the Age of COVID

May 18, 2020 • 57 mins
Business Owners Lois and Bob Gamerman, owners of Soft Stuff Distributors, join us to discuss the impact the recent events had on their business and how they sprang into action to recreate themselves.
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20: Please Lie To Me

December 3, 2019 • 80 mins
Thompson Barton has had great success helping teams of all kinds with his transformational workshops on accountability. In his book "Please Lie To Me" he describes how most adults live in fear of each other and how that fear holds us back in business. His Accountable Communication Technology workshops break down the fear and behaviors frame-by-frame to help teams overcome it for stunning results. Topics: Accountable Communication T...
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19: Does Your CFO Help You Win More Customers?

September 18, 2019 • 37 mins
Kirk W. McLaren, CEO of Foresight CFO, joins Russ and Jon to talk about how to grow your company with a Growth CFO. Topics include how to have a growth mindset when it comes to company financials, sales post mortem, how to beat sales forecasts, and more!
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18: Sales Ratios Revisited

August 5, 2019 • 24 mins
Russ and Jon bring back the subject of sales ratios. Sales ratios are essential in every step of the sales pipeline from prospecting to closing a sale. The most important sales ratios are: 1. Proposal/Win Rate 2. Gather Information/Win Rate 3. First Appointment/Win Rate 4. Verbal Yes/Win Rate 5. Opportunity Ratios
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17: Top 10 Essential CRM Features

June 3, 2019 • 37 mins
Russ shares his top 10 features of a functional CRM. We cover the sales funnel from prospecting to closing a deal.
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16: LIFO Selling Styles

April 28, 2019 • 37 mins
What is LIFO Selling Styles? In this episode, Russ educates Jon on the LIFO Selling Styles program and how it helps salespeople find their preferred selling style. LIFO Selling Styles breaks down behavior into four categories. - Supporting/Giving - Conserving/Holding - Adapting/Dealing - Controlling/Taking Everyone has each expression but tends to prefer one over the others depending on the situation. Understanding these styles wi...
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14: Why Do You Pretend?

March 20, 2019 • 33 mins
Do you pretend you are going to hit your sales numbers when you know you won't? How about that you will prospect twice a day when you know you will not. We all pretend. In this episode, Russ and Jon discuss the reasons why we pretend and how to move past pretending to an open and trusting environment.
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13: Change the Way You Look at Change with Melissa Borowicz

March 15, 2019 • 52 mins
Change is hard. We often look to others to change while ignoring how we are part of the change process. In this episode, Jon and Russ are joined by Melissa Borowicz of the Utech group. They talk about how an organization can change to be more open, more effective, and ultimately drive more revenue.
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12: You Can't Train An Old Sales Leader New Tricks

February 16, 2019 • 38 mins
Russ and Jon return to talk about the role of sales leadership and how it can affect your salespeople and sales culture. Topics include: * The reason for short sales tenure * Sales leadership problems and how to fix them * How to train sales leadership * Onboarding new vs seasond sales reps * Advice for sales leaders
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11: The Life of Two Prospectors

February 4, 2019 • 51 mins
Jon and Russ are joined by Mike Gehm of Services Plus and Will Robinson of Foresite Benefits to talk about their experince as sales prospectors.
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15: Prospecting Intensive Retrospective

February 3, 2019 • 30 mins
Russ has been running his prospecting intensive with Judith Bell for a while now. This episode, Russ and Jon discuss what Russ has discovered during the intensive. Topics include: * Success in the Prospecting Intensive * What a week in the Intensive looks like * Sales perceptions in week one vs. week eight * Scaling the Intensive * How the intensive has affected Russ * Jon relates prospecting to running
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10: Hiring Sales People Does Not Have to be a Crap Shoot

January 29, 2019 • 37 mins
Hiring salespeople is usually a terrible process, but it does not have to be. Using the right process can make sure you get the right people in your company. In this podcast, Russ and Jon talk about how to find those individuals that can boost your sales process.
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9: Is Marketing the Magic Bullet?

September 20, 2018 • 47 mins
Jon and Russ are joined by Denis Kreft and Melinda Morella-Olson of Imaginasium to talk about the relationship between marketing and sales.
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8: The Life of a prospector with Steve Mulch

September 10, 2018 • 55 mins
Steve Mulch joins Jon and Russ to talk about prospecting, his experience teaching sales teams, and how most salespeople never get training.
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7: The CRM 5 Stages of Grief

August 27, 2018 • 34 mins
Jon and Russ discuss the behaviors they see after a CRM is implemented in a company.
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6: What's wrong with CRMs?

August 21, 2018 • 31 mins
Jon and Russ discuss customer relationship management software. Who benefits from a CRM and who does not? Does a CRM give you insights into your business, or is it just a waste of time?
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5: The Excuses We Tell Ourselves To Avoid Prospecting

August 14, 2018 • 34 mins
Russ, Jon, and Judi talk about the excuses we make up to avoid prospecting. They talk about what an individual can do to push past these excuses, convince Jon to take a different perspective on reaching out to others, and address how managers can help their teams.
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4: The Process is the Goal

August 6, 2018 • 31 mins
Jon and Russ return with Judith Bell to talk more about the prospecting intensive, what holds individuals back in sales, and how you can have success in sales by embracing the process.
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3: What Is The #1 Thing Most Sales People Struggle With?

July 29, 2018 • 26 mins
Jon and Russ talk to Judith Bell about her history, her company (Rewire Leadership), and the #1 thing most salespeople struggle with, prospecting.
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2: Are Salespeople Born Or Made?

July 22, 2018 • 29 mins
Are successful salespeople born or made? Is sales an art form? Russ and Jon delve into the subconscious level, limiting beliefs and conditioning to discuss this and other sales profession myths in this episode of “Inner Sales” podcast.
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