The Sales Podcast

The Sales Podcast

Wes Schaeffer, The Sales Whisperer® digs in to get the "secrets" from his guests that you can use immediately to sell more, sell faster, close deals at higher margin, and close sales with less stress, more predictably. The Sales Podcast is for professional salespeople, sales managers, business owners, and entrepreneurs who are committed to growth. When you subscribe, you'll have immediate access to over 535 episodes of proven sales methods provided by sales experts who have been there, done that, and have the scars and cars to prove it. Whether you’re new in sales or a seasoned sales professional, you'll find valuable tips in every episode, because we discuss: prospecting, lead generation, social selling, sales enablement, customer success, customer service, sales management, CRMs, sales development, sales cadence, sales process, sales hiring, sales operations, goal setting, account-based selling best practices, sales psychology, sales technology, B2B sales, marketing alignment, and more.

Episodes

June 21, 2022 61 min
Professional Sales Tips you'll learn today on The Sales Podcast...
  • Sales leaders and operations are afraid to take away anything from salespeople
  • They complicate their commission plans
  • Companies get new funding and start to change things up
  • "Million dollar home page"
  • Every pixel cost a dollar and he made $1,000,000 in a week in 2003
  • Then Calm.com
  • ControlTheBuzz.com
  • Then he started Trend Kite, a PR company
  • Was based in Austin,...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • Lessons from billionaires
  • They all have a process
  • They have a startup they bootstrapped
  • They threw themselves into their businesses for 12+ hours/day for 2-7 years
  • Focused on customer acquisition
  • Followed "The E-Myth"
  • They saw themselves as the entrepreneur from the beginning
  • They are visionaries
  • Their explicit goals were to build a business so valuable they...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • Is sales dead?
  • Is closing dead?
  • For higher ticket sales, you need great salespeople
  • MDR, SDR, Account Executives
  • SDRs are reaching out cold (Sales Development Reps)
  • MDRs reach out after you opt-in for something (Marketing Development Reps)
  • AEs are the closers
  • Seven beliefs the prospect must have to buy
  • Pain
  • Pain—move away from
  • Unfulfilled desire—move towards
  • Business i...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • We have a love/hate with social media
  • What is social dynamic selling?
  • He sells seminars
  • Over a decade
  • Lots of direct mail to fill the events
  • High ROI with direct mail, especially if you have a high-ticket offer
  • Direct to consumer is a great industry for this marketing model
  • People buy what they want, not what they need
  • Your marketing has to make them realize they want i...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • "Never Sit In The Lobby"
  • Stand up, don't play on the phone, don't be talking, don't show up too early
  • Be ready to engage when the prospect comes out
  • Pay attention
  • Like being a linebacker, keep your head on a swivel
  •  

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  • "Selling To VITO" with Anthony Parinello
  • "The Sales Bible" with Jeffrey Gitomer
  • 57 winn...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • Stop losing deals when you're not in the room
  • You have to grow into the title of CEO, so he's a founder
  • How to control the message when you're relying upon your champion to carry your message
  • Tech space experience and financial services
  • Got into sales in the no-profit space and those leaders had to bring it to a board of directors
  • Related episodes and po...

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    Neurofeedback Tips you'll learn today on The Sales Podcast...
  • Neurofeedback started in the 60s
  • Help retrain the brainwave activity
  • Can get rid of seizures
  • Can help with ADHD, anxiety, PTSD, dementia,  
  • BrainTap is a good device if you can't make it to her office
  • Related episodes and posts

  • Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil
  • The Most Interesting Entrepreneur In The World, Bob Moesta.
  • She does a brain...
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    Mastermind Tips you'll learn today on The Sales Podcast...
  • Masterminds changed her life
  • She was an employee at a law firm
  • The attorney wanted to automate his law firm
  • She found her people
  • She saw that business owners all had similar challenges
  • Staffing
  • Leads
  • Sales
  • Marketing
  • Cashflow
  • It can be lonely being an entrepreneur
  • Masterminds give you speed to make mistakes
  •  

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  • Join The Five
  • Build Extraordinary Teams
  • Run...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • B2B buyers want to be in control of and drive their research and overall buying process
  • Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors.
  • Here are the 3 new rules of sales and marketing
  • Here's a fresh approach to the B2B sales funnel
  •  

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  • LinkedIn Ain't Selling Says Sale...
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    Persuasion Tips you'll learn today on The Sales Podcast...
  • Homeschooled
  • Thinking outside the box
  • Figured that getting people to go along would be beneficial
  • "White Bears and Other Unwanted Thoughts"
  • "The Logic of Failure"
  • People don't have full control over their thinking
  •  

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  • Trial Attorney Turned Persuasion Expert
  • Master The 6 Persuasion Power Levers With NLP & BJJ Paul Mascetta
  • Sta...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • CEO and CMO
  • Launched new idea during COVID
  • VCs were shrinking
  • He couldn't even meet with his co-founder unless they walked his dog
  • Understand the process of ideation
  • Meet with potential co-founders
  • Launch during a crisis
  • Use the turmoil and chaos as an opportunity
  • Launch when it "makes no sense"
  • Related episodes and posts

  • Use AI to make better sales calls
  • Bu...
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    Sales Tips you'll learn today on The Sales Podcast...
  • In the same way we get a lot of power from splitting tiny atoms in the form of nuclear energy, you can unleash great power in your life with tiny changes
  • Your habits shape your identity
  • The four steps to building better habits
  • Make it obvious
  • Make it attractive
  • Make it easy
  • Make it satisfying
  • ...the aggregation of marginal gains." ~Dave Brailsford, Performance Director of th...
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    Professional Sales Tips you'll learn today on The Sales Podcast...
  • The Spirit of Selling: Using Universal Laws For Sales Success
  • The boomerang law
  • Money is earned, it's not made
  • You earn commissions from services rendered
  • Get in the good spirit of selling
  • What you put out into the world comes back to you
  •  

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  • Be a Go-Giver with Bob Burg
  • I Have 7 Children By Choice
  • His mentor was great. He was a football ...
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    Entrepreneurial Tips you'll learn today on The Sales Podcast...
  • Founder of Verse.io
  • Got into real estate after trying to become a movie producer
  • His uncle was in real estate
  • 2008 real estate crash crashed his dreams
  • Got into a boutique real estate brokerage firm in San Diego and fell in love with the industry
  • Always had an entrepreneurial spirit
  • Had a team of agents
  • Tried to feed his agents leads
  • Learned how bad his agents were at foll...
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    Communication Tips you'll learn today on The Sales Podcast...
  • Native New Yorker
  • Learned patience and how to work with a culture that is not motivated by money in Costa Rica
  • How to motivate people
  • Grew a call center to 600 employees
  • Looked at quality of life
  • Gave unlimited vacation time
  • Helped him relax and calm down, which was healthier
  • He had to be within two bus stops for his workers, so location was key
  • Take the 1,000-call AI chall...
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    Sales Tips you'll learn today on The Sales Podcast...
  • Made a pivot in life from being a CPA after six years
  • Be curious about your prospects
  • Be interested in helping your clients
  • Ask great questions
  • Lean in
  • The client will get the feeling that you are sincere and will be easier to work with 
  • The hard part is connecting for the first conversation
  • Bring insights
  • Be an expert
  • Help the prospect first
  • Outsmart and Outmaneuver Your Competition...

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    Entrepreneurial Tips you'll learn today on The Sales Podcast...
  • He used to focus on the money
  • Now he focuses on how many people he can help
  • Now he makes more money
  • Self-employed since 1997
  • Was a media buyer back then 
  • We present good information and let people make a decision."
  • In 2005 he launched his first online business
  • Came out the other end tired and woke up and just decided to sell his business
  • His advisor told him to hold ...
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    Entrepreneurial Tips you'll learn today on The Sales Podcast...
  • Play crypto games like Pegaxy
  • The power of decentralization and "DeFi" or decentralized financing
  • IDO (Initial DEX Offering) is similar to an IPO (Initial Public Offering)
  • ICO (Initial Coin Offering) is similar to a TGE (Token Generation Event)
  • Nik Bhatia discusses, “Layered Money: From Gold and Dollars To Bitcoin and Central Bank Digital Currencies”

    Sales Gro...
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    Entrepreneurial Tips you'll learn today on The Sales Podcast...
  • How do you define a win?
  • "I made a sale!"
  • "I closed this guy!"
  • Top salespeople define winning as "I made a difference for the customer."
  • Spend more time in diagnosis to become great
  • Acute listening
  • Ask better questions
  • Stop winging it
  • Lather, rinse, repeat 
  • Rory Vaden Turned Failure Into Sales Success

  • Retired about 18 months ago from the business he...
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    Sales Tips you'll learn today on The Sales Podcast...
  • Work effectively, remotely
  • How to organize, build culture, communicate
  • Those with remote staff are handling the Coronavirus better than many "traditional" companies
  • You don't have to see your people to know they are working
  • "How do I delegate work?"
  • Have high expectations
  • Hold yourself accountable to constantly improve."
  • She tells her team to shut down and...
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