The Sales Podcast

The Sales Podcast

Unscripted, real, transparent interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and make more sales that close faster, easier, at higher margin, with less stress and more fun. Wes is a Sales Trainer, Air Force Veteran, Copywriter, Successful Entrepreneur, Husband of 23 years, Father of 7, Author of two books, Keynote Speaker, Golfer, Whiskey-Drinker, Humorist. Join us at TheSalesWhisperer.com/podcasts for recaps of every interview along with valuable resources for aspiring Entrepreneurs and Sales People. TheSalesWhisperer.com is where Professional Sales People come to grow.... Show More

Episodes

October 20, 2020 60 min

http://www.thesaleswhisperer.com/blog/topic/podcast
http://MakeEverySale.com

  • Daughter of the co-founder of Sheraton Hotels
  • Wife of Frank Perdue, Perdue Farms
  • His greatest deficit became his greatest asset
  • Frank Perdue was actually shy
  • His dad had him selling feed corn to overcome his shyness
  • Known as the "marketing icon of the world"
  • How to choose an ad agency
  • Studied advertising and interviewed 60 agencies
  • It was hard to different...
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    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com

  • We're not robots but science is science
  • Hack the system
  • There are core things you must do in business and in life to succeed
  • Exited for $321 million and asked..."now what?"
  • You still have problems even with money
  • Took two months off and got back to work
  • Is Work-Life Balance a real thing?
  • Are there seasons that you'll be out-of-balance?
  • Should there...
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    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com

  • Everyone is listening for something
  • Give it to them and they'll lean towards you
  • Different than listening to you
  • Red Zone Communication, i.e. immediately relevant
  • How to think like Elon Musk
  • How to think like Steve Jobs
  • What you want to create is "Whoa. Wow. Hmm. Yes!"
  • Whoa: I can't believe..."could you say that again?"
  • Wow: that's a...
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    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com

  • Interviewed six experts
  • Productized consulting model
  • Not a high-degree of customization
  • Become an expert
  • Step away from the product delivery
  • Complexity doesn't scale
  • Don't place your business at the top
  • Put your lifestyle at the top
  • Live the life you want
  • You're a commodity if you charge by the hour."
  • Consulting is growing now
  • Companies realize the...
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    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com

  • Been to 80 countries
  • The difference between success and failure is asking
  • Three ways
  • Ask yourself
  • Ask others
  • Ask God
  • 7 Roadblocks to Asking
  • The results are worth it
  • Become a Master Asker
  • Kids are natural asker. They are inquisitive.
  • He was a Boy Scout and sold greeting cards on consignment
  • His mother was a great salesman and story-teller
  • "I'm earning my bicy...
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    September 16, 2020 55 min

    http://www.thesaleswhisperer.com/blog/topic/podcast

    http://MakeEverySale.com

  • How to get the name of the economic decision-maker and how to get them at the final meeting, why you should ignore budgets
  • Great sales training helps grow sales but few companies provide great sales training
  • The four quadrants
  • Growth
  • Trouble
  • Even Keel
  • Overconfident
  • Sick and tired, sales are flat
  • Find those who have hit rock bottom
  • HubSpot has a report on selling ...
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    http://www.thesaleswhisperer.com/blog/topic/podcast
    http://MakeEverySale.com

  • Make it easy for your buyers to buy
  • "Don't start a CRM company. The ocean always needs boiling."
  • What feature do you not need?
  • Salesforce won't let you delete more than one opportunity at a time
  • Most customers don't know what their own problems are
  • Salespeople can't follow a process
  • Salesforce is the safe decision but the worst, usually
  • &#...
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  • We can't delete fast enough
  • Emails are horrible
  • Differentiate yourself
  • Have the desire to be just a little bit better
  • Your CRM spitting out form emails won't save you
  • Authenticity goes a long way
  • Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

    Use these resources to grow your sales:

  • Sell More This ...
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    August 16, 2020 89 min

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    Join The Five to make every sale.

    Transcription

    Hello, my friend, and welcome to the 460th episode of the sales podcast. I'm chef with the sales whisper, your host, the quartet of central bankers did in fact succeed in keeping the world economy going, but they were only able to do so by holding us interest rates down and by keeping Germany afloat on borrowed money, it was a system that wa...

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  • The official nerd on this interview
  • Use data to make better sales
  • Start by winging it
  • Don't get lost and buried in the data
  • Track what you're doing
  • Adjust accordingly 
  • Segment your market to see who the good and bad prospects are
  • What can be measured can be improved."
  • Whales vs. barnacles
  • Enthusiastic and engaged customers is how he defines whales
  • It'...
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  • Is Facebook advertising dead?
  • Can you do Facebook advertising on your own?
  • It's easier to setup but...
  • There's more competition
  • Dennis Yu's $1 a day on Facebook  
  • Approach your Facebook advertising with a commitment
  • The four steps of Facebook advertising
  • Awareness
  • Engagement
  • Conversion
  • Monetization
  • Then retargeting
  • Younger demographic will not watch webinar...
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  • The new ABCs of selling are NOT Always Be Closing!
  • Always Be Curious
  • Dale Carnegie was the great communicator but he'd  ask a great question then shut up and listen
  • You have to prospect but it's about setting a meeting
  • Cold prospecting can work but if you do it just to sell something you'll struggle because it's all about you vs. them. 
  • Sales is a...
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  • PhD in English
  • Lived in Italy and didn't know the language so he learned how to read people.
  • 1998 he was at IBM and was sent an article on how emotional we are as decision makers
  • "What customers can't say" by David Wolf
  • At least 95% of our mental activity is not fully conscious...lots of gut reactions
  • We're all in sales
  • Sales is a fear-filled en...
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  • Started as a twinge in her left ankle and she thought it was just a mountain biking injury
  • The pain migrated to her shoulder
  • Then her lower back
  • The pain lasted 2.5 years
  • Tension pain migrated throughout her body
  • In one session she had an epiphany
  • Shift how you see things
  • Shift what you believe to be true
  • What's creating this lens
  • Get rid of the belief that you ha...
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  • 13 years in the virtual space for software training, sales demos, sales enablement, recruiting, POCs (Proofs of concept), and more
  • Cyber-security space has taken a focus on this new model of sales and POC
  • Webcams are now on more than ever after COVID-19 so people can feel more connected
  • Selling virtually is faster-paced than selling in person
  • Get all of the show...

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  • Likes and shares happen when you say "cold calling is dead" but it's far from dead
  • Cold is dead but calling is not
  • COVID-19 is forcing people to get on the phone
  • Today is the age of the "pitch slap"
  • The power of social engineering 
  • We've become professional ignorers."
  • Create interest with your research
  • "Who gave me that information?...
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  • There is a lot of psychology that goes into selling
  • Breaking Sales is to help someone become objective
  • A lot of salespeople grind and hustle and struggle
  • They become attached to the outcome
  • "I hope they like me. I hope I get the business. I hope I get invited back."
  • Professional athletes know to let go of the outcome
  • Golfers need to focus on the execution o...
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  • 17 years at the Weather Network
  • Position yourself as an authority with video
  • Generate your own buzz
  • Get more PR as an offshoot
  • Build your digital footprint/presence
  • "Daily Mail UK" found her and linked to her
  • YouTube is a discovery platform
  • Reverse engineer the Google/YouTube algorithm
  • Go all-in on one core platform
  • She shifted from Facebook to YouTube to be d...
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  • Are you a farmer or a hunter?
  • Video views drop-off in the first 7 to 30 seconds
  • People think the technology will do the work for them
  • Technology + no sales system = frustration then failure
  • Ryan Deiss
  • Discovery content (Streaming is usually not great for this)
  • Community content (Streaming can be great here)
  • Email marketing is the red-headed stepchild of ma...
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  • Chairman
  • Born in a (very) small farming town in Transylvania, caring for cows and working the land.
  • At 14 he moved out of his family home and started working odd jobs to support himself, all while being dyslexic up until his early 20s.
  • Lived in Siberia, Mexico, and frequent visits to the US
  • Built first business in 2012
  • Built several profitable businesses in the US ...
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