Sales Tuners

Sales Tuners

SalesTuners is a weekly podcast where I talk with great sales leaders and high performing individual salespeople about the attitude, actions, and abilities that have led to their success.

Episodes

[CLASSICS] 095: The Difference Between Cooperating and Collaborating | Amy Appleyard

June 11, 2019 • 35 mins

Takeaways

  1. Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering wi...
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#CoachesCorner 1 | Ashleigh Early

June 4, 2019 • 19 mins

In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn't been any magical c...

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127: Jessica McQueen | Building a Sincere Interest in Understanding

May 28, 2019 • 27 mins

Takeaways

  1. Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually beco...
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#READefined 1 | Influence: The Psychology of Persuasion by Robert Cialdini

May 21, 2019 • 14 mins

In our first ever episode of READefined, we're taking a look at Robert Cialdini's Influence: The Psychology of Persuasion.

Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. Wh...

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126: Greg Zapletnikov | Breaking the Code to Find Your Own Style

May 14, 2019 • 19 mins

Takeaways

  1. Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like 'batting 1.000,' 'drop the ball,' 'be in the ballpark,' and of course, 'touch base.' But to many of you listening, these phrases no longer have anything to do w...
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125: Jenn Etherton | Setting Up a Sales Career Development Path

May 7, 2019 • 28 mins

Takeaways

  1. Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask them about how or why they do what they do, but you can definitely observe their actions. Break down how they speak, how they hold themselves, h...
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124: James Karanasios | The Habit of Success: You Are What You Repeatedly Do

April 30, 2019 • 31 mins

Takeaways

  1. Ask the Next Question: By this point, we should all be used to hearing the word "no." However, it's what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it could be a challenge to yo...
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[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process

April 23, 2019 • 35 mins

Takeaways

  1. Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It's our job to find people we can make successful through the value prop we're pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close...
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[CLASSICS] 001: Jill Rowley | Know Thy Buyer in the Social Selling Generation

April 16, 2019 • 41 mins

Takeaways

  1. Share: Even if what you share is unrelated to what you're trying to sell, doing so allows you to show you care, which drives future opportunities.
  2. Focus on the Customer: Know the buyer from every angle at the company and personal level.
  3. Provide Value: Constantly consume and share content that wil...
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[CLASSICS] 046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive

April 9, 2019 • 36 mins

Takeaways

  1. Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it's already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go s...
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[CLASSICS] 078: David Cancel | Prospects Want to Talk to the One Who Understands

April 2, 2019 • 42 mins

Takeaways

  1. Learn From Others: Everyone learns from failure, but you don't have to learn from your own failure. Whether it's your peers, other professionals in your network, books, blogs, or even podcasts like this. You owe it to yourself to seek out knowledge both positive and negative from others...
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[CLASSICS] 039: Keenan | Bottom Line: It's Not Failure Until You Quit

March 26, 2019 • 44 mins

Takeaways

  1. It's Not About Learning: It's about applying what you love and who you are to what you do. While you need to understand your product, It's more important to know how to sell than it is to know all the technical features and benefits of your offering. Comparing sales to fitness… you can educate yourse...
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[CLASSICS] 088: Liz Cain | Generating Interest: The Missing Piece of Outbound Sales

March 19, 2019 • 37 mins

Takeaways

  1. Be Responsive and Get Shit Done: When you're working at a company that is really going somewhere, everybody has a hundred things on their plate and constantly shifting priorities. If you want to stand out, be the person that volunteers for new projects and make sure to follow through. Once you say y...
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[CLASSICS] 030: Raquel Richardson | Enabling a Channel Only Sales Process

March 12, 2019 • 33 mins

Takeaways

  1. Remember It's Not About You: Hearing "no" in sales is a given, but that doesn't make it any less trying. Regardless of the circumstances surrounding how exactly you are shot down, there is no more important personality strength than the ability to bounce back. Sales is so much easi...
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[CLASSICS] 086: Steli Efti | The Answer to Your Problems May Not be Convenient

March 5, 2019 • 54 mins

Takeaways

  1. Words are Powerful: Your mastery of language and results driven communication is paramount to your success in sales. It's one thing to be good, but becoming a student of linguistics and really understanding the nuance between conscious and subconscious states can take you to an entirely different ...
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[CLASSICS] 002: Derek Grant | Finding Success through Personalization at Scale

February 26, 2019 • 44 mins

Takeaways

  1. Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers.
  2. Make it Personal: Although tempting, don't just use the templated email that y...
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[CLASSICS] 083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice

February 19, 2019 • 51 mins

Takeaways

  1. Master the First 20 Seconds: We all get defensive when we receive an unexpected call from someone we don't know. Don't take it personal as it's a cultural issue. However, it is your job to dissolve that defensiv...
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123: Aswin Shibu | Building the Discipline to Reset Everyday

February 12, 2019 • 28 mins

Takeaways

  1. Invest Time Building the Right List: Knowing who your ideal prospect is, is only the beginning of a good outreach plan. Don't take for granted the amount of work that goes into identifying exactly who those people are and tryi...
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122: Anthony Monroig | Building an Executive Network by Selling the Intangible

February 5, 2019 • 25 mins

Takeaways

  1. Plan Your Target Accounts: Too many sales reps take the shotgun approach when it comes to prospecting. To me, it feels like that's the reason we get so many shitty emails and generic LinkedIn connection requests. Take the time to p...
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121: Will Ibsen | Logically Speaking: Prioritizing an Honest Call Over a Comfortable Call

January 29, 2019 • 32 mins

Takeaways

  1. Systematize Your Follow-up: I'm sure you've heard the phrase "persistence pays" many times. Well, I hope they were talking about sales, because it couldn't be more true. I've read startling stats that say on average, a sales rep will on...
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