369: What’s Going On In Your Customers Heads? With Matt McDarby

Matt McDarby is President of United Sales Resources and author of “The Cadence of Excellence”. On this episode of The Salesman Podcast Matt explains what your prospects are thinking as you build relationships with them and how to turn this into a business proposal that converts.

365: Using CONTENT TO SELL (Become A Valuable Resource To Your Customers) With Koka Sexton

Koka Sexton is the founder of the social selling movement which is still sweeping across the sales industry. Currently he resides as the Global Industry Principal of Social Strategies at Hootsuite. 

On this episode of The Salesman Podcast Koka is explaining how we can leverage content as a sales tool and the steps to becoming a genuine partner and valuable resource to your customers. 

364: SALES HAS CHANGED! Stop Negotiating And Start TRADING With Jacco vanderKooij

In an industry full of people claiming to be “sales guru’s”, Jacco vanderKooij is the real deal. He is the founder of Winning By Design, author of Blueprints for a SaaS Sales Organisation and on today’s show Jacco is explaining why we need to stop negotiating and start trading to win the respect and business from high value accounts. 

363: The Success Habits of Incredible People With Tim Han

Tim Han is the creator of the Youtube channel Success Insider which helps high achievers do whatever it takes to become successful in life. In this episode of The Salesman Podcast Tim is sharing the success habits of the worlds highest performing individuals. 

358: How To Land A WHALE (Closing A 10x Sized Customer) With Mark Birch

Mark Birch is startup investor based in NYC, leads enterprise sales for Stack Overflow and also is the founder of the Enterprise Sales Forum, a community for B2B sales professionals and leaders to share ideas, network with peers, and learn innovations in the field of sales.

In this episode of the show Mark explains how to land a whale. There are always those huge customers that we all dream of working with and Mark is giving us the step by step process to not just get a foot in the door but build the relationships that will win you business with them.

350: How To Hit 300% Of Your SALES QUOTA! With Mark Donnolo

Mark Donnolo is an account planning expert and that’s exactly what we’re covering on today’s episode of The Salesman Podcast. It perhaps sounds like a dry subject but and investment in account planning is the best bang for buck way to ensure you end the year way over your sales quota. 

343: Build TRUST FAST = Working In Sales Becomes EASY With Stephen M. R. Covey

Stephen M. R. Covey is the best selling author of The Speed of Trust and trust is exactly what we’re dissecting in this episode of The Salesman Podcast. 

Stephen shares how we can use trust as a tool to break through all the stressful, time consuming and non-enjoyable parts of the sales process to focus on adding value and getting deals done. 

341: The ONE BIG SECRET To Cold Calling Success! With Jordan Stupar

Jordan Stupar is a master of cold calls and other types of cold outreach. Cold outreach is a skill that is becoming lost with sales professionals too often hiding behind marketing’s lead gen efforts so on this episode Jordan explains the secrets we need to know to achieve cold outreach success. 

332: How To CRUSH ANY Selling OBJECTION With Jarrod Glandt

Jarrod Glandt is the Vice President of Sales at Grant Cardone Enterprises and Co-Host of the Young Hustlers Podcast.

On today’s episode of The Salesman Podcast Jarrod is explaining the step by step process to breaking through objections when on a sales call.

331: Winning The BIGGEST DEALS In Your Industry With Tim Sanders

Tim Sanders is the Former Chief Solutions Officer at Yahoo, best selling author of four books and a killer speaker. 

On today’s episode of The Salesman Podcast Tim explains the steps we need to go through to win the biggest possible deals our industries have to offer. 

329: Become An INFLUENCER Via Social Selling With Greg Hyer

Greg Hyer is the co-founder of Linking into Sales and a Social Selling expert. On this episode of The Salesman Podcast Greg explains why social selling isn’t just for prospecting and how you can use it to become an influencer in your industry. 

326: How to Hustle HARDER! With Alpesh Patel And Buki Mosaku

Alpesh Patel is the author of TESTED and a go to market business expert. Buki Mosaku is the founder of Inquire Management a sales solutions company.

On this 3 way episode of The Salesman Podcast they’re explaining what hustle is and how we can increase our levels of it to really start crushing it in sales.

308: How To Break Through Budget Objections With John Barrows

John Barrows is the sales trainer the worlds fastest growing companies call when they want to accelerate their growth even faster.

On today’s episode of The Salesman Podcast John shares how we can smash through budget objections or better yet, take them off the table completely.

301: How To Change Yourself To Influence Others In Sales With Paul Adamson

Paul Adamson is a Motivational Sales Keynote Speaker and all round great guy. As I mentioned in episode 300 of The Salesman Podcast, I’ve taken more away from my conversations with Paul over the past year than from any other guest who has come on the show.

On this episode Paul is explaining how we can shake ourselves up and in turn have the influence we want to have on others.

299: What Is A Complex Sale? And How Do You Win One? With Brian Burns

Brian Burns is the host of “The B2B Revenue Leadership Show”​, “The Brutal Truth about Sales & Selling”​ and “Sales Questions”​ podasts.

In this episode of the Salesman Podcast Brian is explaining what the complex sale actually is, why we should be searching for sales jobs that involve them and how to win them.

285: Do GIVERS Or TAKERS Win In Sales Over The Long Run? With Adam Grant

Adam Grant is a Wharton professor, New York Times bestselling author and what makes him special for us is that he has also worked in sales.

In this episode Adam explains who wins over the long term of a career (rather than a random individual deal) – Givers, Takers or the people in the middle…

281: In 2017, Is Linkedin Still The Best Sales Tool Out There? With Viveka von Rosen

Viveka von Rosen is one of the worlds leading Linkedin experts and on today’s show she’s answering one main question – Is Linkedin still the best sales tool out there?

What you will learn in this episode:
Viveka shares why Linkedin is still the king of social selling but that Facebook have their eye on the prize plus loads more –

Why you should be paying for Sales Navigator (even if it’s out of your own pocket)
The personal branding steps you should be taking to have success on Linkedin
How the Linkedin app has evolved and why they want you to spend more time within it

280: How To Change Peoples Minds (Needs, Beliefs, Evolution And More) With David Straker

David Straker is one of the worlds leading experts on changing minds. On this episode we dive deep into how we make decisions and the process of unravelling them so they can be changed.

What you will learn in this episode:
Dave shares how decision making hasn’t really changed since humans lived in tribes and –

Why the basic human needs drive everything that you do
How your subconscious is calling the shots even if you think you are
The power of being able to influence others (from sales to politics…)

How to Sell With EASE (The 4x Steps To Every Deal) With Chris Murray

Chris Murray is a sales expert and author of the book “Selling with Ease: The 4 Step Sales Cycle Found in Every Successful Business Transaction”.

On this episode of the podcast Chris is explaining the 4x steps that we have to go through to close any B2B deal, big or small.

279: How To Be More Confident When Selling (One Simple Trick…) With Bill Caskey

Bill Caskey is a world leading sales expert and host of The Advanced Selling Podcast (a show that I’ve personally listened to for years).

On this episode Bill explains exactly what confidence in sales is and the quickest way to get more of it.

What you will learn in this episode:

Bill shares how you can become more confident by focusing on the customers rather than on your commission bonus and –

Why the loud, angry, pushy salesperson isn’t the most confident salesperson
Which is more important the inner game or things like body language and projecting your voice to make you look confident?
How to put sales into context (it’s not life or death… relax a little)

278: How To Get Past The Gatekeeper (On The Phone, Over Email And More…) With Ali Mirza

Ali Mirza is a management consultant and sales expert. On this epsiode of the salesman podcast Ali explains who the gatekeeper actually is and how you can get past them.

What you will learn in this episode:

Ali shares that the gatekeeper isn’t always who you first think it is and more –

The exact phone script to dodge a gatekeeper
Why most gatekeepers are not the stereotype of the secretary screening calls for the CEO
How to use the gatekeeper to help you win the business

277: How Win At Qualifying New Business (It’s A Mindset NOT A Process!) With Sean Burke

Sean Burke is the CEO of Kitedesk and has a really unique angle on the idea of qualifying new business.

Why not reach out and give people the opportunity to care about us rather than spamming them with templated crappy emails or cold calls…?

What you will learn in this episode:

Sean shares that qualifying new business isn’t just a process it’s a mindset. Additionally he explains –
Why most salespeople suck at qualification
That you shouldn’t just give out free industry consultation sessions to anyone that asks
A bunch of examples of how you can “add value” to the C-suite

276: How To Get ATTENTION In Sales (By Selling With Insights) With Michael Harris

Michael Harris is the CEO of Insight Demand and on today’s episode he shows #SalesNation how to deliver insights to customers so they can break through the noise in the internet age of selling.

What you will learn in this episode:

You’ll learn what real sales insights (that a customer actually cares about) are but also –

What a “sales winner” is and how to become one
Where you should start if you’d like to incorporate insight selling into your sales process
The power of selling with stories

275: How To Coach YOURSELF To HUGE Sales Success With Rob Jeppsen

Rob Jeppsen is a sales coaching expert and he blew my mind with both the simplicity and depth of this coaching methodology in this episode.

What you will learn in this episode:

Rob starts this episode by explaining what a coach actually is (it’s probably not your sales manager…) and then goes on to share –
How to find a sales mentor
Why process is everything in sales
How to set more intelligent goals than “I’m going to smash my target”

274: Why “Customer Success” Is the Future Of Sales With Lincoln Murphy

Lincoln Murphy is the worlds leading customer success expert (he literally wrote the book on the topic). On today’s episode of the Salesman Podcast Lincoln explains why customer success is so important to the personal success of Sales Nation.

What you will learn in this episode:

Lincoln starts this episode by explaining what “customer success” actually means then we dive into –

Why the marketing has made this a priority that leads to business success
How we question a potential prospect to find out what success really means for them