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 for recaps of every interview along with valuable resources for aspiring Entrepreneurs and Sales People. is where Professional Sales People come to grow.... Show More
September 26, 2020 59 min

  • 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 they don't have to all be under one roof
  • Find the expert, bring them in, benefit quickly and grow
  • COVID-19 exposed the problems companies had
  • Multi-media, multi-step is still vital
  • Move away from automation and personalize
  • Have a genuine interest in your prospects
  • Send an audio message on LinkedIn
  • Send video messages with tools like BombBomb
  • Sell value by understanding the needs of your prospects
  • You're a commodity if you charge by the hour
  • Diversification of your client base is key
  • Get referrals to start
  • Create IP to prove your expertise
  • Add in direct outreach
  • Get clear on your personas and USP
  • Continue your marketing and follow-up
  • Make your former employer your first customer
  • You need to commit to being a business owner
  • Get out of your comfort zone
  • Do your own marketing in the beginning to learn it
  • Get that feedback
  • When to have a simple vs. a complex agreement
  • Lay out what you do and what you don't do
  • How to prevent scope-creep!
  • Address issues right away
  • Be seen as a peer
  • It's not an ego thing
  • It's not a finger-pointing issue
  • It's a service approach
  • How to get contract renewals
  • Three parts to a review: Past, Present, Future
  • 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 Month
  • Hire Better Salespeople
  • Hire The Best Keynote Speaker
  • Find Your Best CRM
  • Join the Free Facebook Group
  • Check out early episodes of The Sales Podcast:

  • Episodes 1 to 10.
  • Episodes 11 to 20.
  • Episodes 21 to 30.
  • Episodes 31 to 40.
  • Episodes 41 to 50.
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