269: 2017 Sales Industry Trends You Need To Be On Top Of With Max Altschuler

Max Altschuler is the CEO of Sales Hacker and is deep in the behind the scenes of what’s going on in the sales industry

On today’s episode of the Salesman Podcast Max shares some of the top sales industry trends of 2017 so you can get a head of the game and look smart in front of your sales management and leadership.

268: How To MASTER The Negotiation Process With Simon Horton

Simon Horton is a negotiation expert who has trained everyone from hostage negotiators to the C-suite of the worlds biggest brands. On today’s episode of the Salesman Podcast Simon drills down into the specific skills sales professionals need to create win-win scenarios in all of their negations with buyers.

258: Do You Have The Traits Of A CRAZY Successful Salesperson? With Scott Ingram

Scott Ingram is the host of the Sales Success Stories Podcast and on today’s episode I’m asking about the similarities between the top sales performers he interviews on his show.

I wanted to find out if there were any stand out traits that the worlds leading sales reps have, so that we can then look at how we can implement these traits into our game too.

257: How to Create A CRAZY SUCCESSFUL Sales Pitch With John Livesay

John Livesay is a pitching expert and he joins me on today’s show to share where salespeople and entrepreneurs go wrong when pitching for new business.

Then he lays on the value by dispelling a bunch of pitching myths and wraps up the show by giving us a simple sales pitching structure that is crazy effective.

254: Should Sales Professionals Have a Sales Assistant? With Eric Taussig

Today’s guest is Eric Taussig, CEO of Prialto who provide executive assistants for sales professionals and that is exactly we’re talking about on today’s episode of the show.

I ask Eric if we sales professionals need more software tools or could we really benefit from a real life assistant?

248: Turns Out Marketing Can Help Smash YOUR Sales Targets, This Is How… With Jeff Davis

Jeff Davis has a passion for aligning sales and marketing teams to increase their effectiveness at driving revenue. He joins me on today’s show to share two things –

What exactly marketing can do for us, the information we can ask them for and how (selfishly) they can directly support us in prospecting.
Jeff also gives a fascinating overview of what marketing are doing that sales are simply just not aware of. HINT: They’re helping you close deals!

246: The Habits Of Successful Salespeople With Victor Antonio

Victor Antiono is a world renowned selling expert and joins me on today’s show to share the success habits of the worlds top sales people.

We cover sales presentations, why you should perhaps ignore your sales leadership and much more.

Q/A – Why No Recent Episodes?! Mentors VS Hustle And More

On this Q/A episode of the Salesman Podcast I answer the following questions –

Why no recent uploads? Are you OK?!
Which is more important, mentoring, hustle or just pure sales skill?
My brain is revved up and ready to sell each and every morning but my body feels sluggish and I just don’t have that physical energy to get stuff done. How can I improve this?

236: Prospecting Tips (From The KING Of Prospecting) With Dan McDade

Dan McDade is a prospecting expert and he comes on today’s episode to share his best prospecting tips.

Conversations with Dan are always crammed full of both actionable, battle tested insights with the data to back up their effectiveness and this episode is no exception.

235: The Best FREE Way To Get Better At Sales With Nancy Bleeke

Nancy Bleeke is a sales expert that joins me on today’s episode to discuss “questions”.

The ability to ask great questions is by far and away the best way to differentiate yourself from your competition, close more deals and build better relationships with customers. Yet more salespeople suck at asking them!

We also cover how to ask difficult questions and making the ask easy by earning the right to ask ahead of time.

Q/A – How To Get Your Boss To Listen To You And How To Implement The Challenger Sale

On this Q/A episode of the Salesman Podcast I answer the following questions –

My boss is old school, how do I get him to listen to my ideas?
I’m struggling to keep a full pipeline of leads and I honestly think I have saturated my vertical, what should I do next?
I’m struggling to book meetings with busy surgeons. It’s difficult to get in the door. Have you got any advice?
I’m struggling to push and challenge my prospects. I’m sold on the idea behind the challenger sale, but I’m finding it difficult to push back.

223: Do ALL Sales Professionals NEED Sales Training? With Tim Clarke

Tim Clarke joins me on today’s episode of the Salesman Podcast to answer the question “do all sales people need sales training?”. The answer is of course YES!

Tim is the Director Product Marketing Salesforce where he leads sales thought leadership initiatives.

Q/A – My Best Sales Productivity Hack And How To Deal With Impostor Syndrome?

On this Q/A episode of the Salesman Podcast I answer the following questions –

I’m really struggling with my prospecting and I’m not sure where to start. What is the first thing I should do?
What is your best productivity hack to get more done in sales in less time?
What is the most important channel right now to focus on to spend more time in front of my customers?
I’m suffering with impostor syndrome. I don’t feel that I know enough about my product to talk about it with my prospects.

222: Why Networking Is A Lifestyle (And Not A Skill) With Jeff Kleid

Jeff Kleid is a sales and networking expert that acknowledges that sales is becoming 100% customer centric. This means we have to put the customer first and a weird thing happens when we do this, the money tends to come in far easier than before.

In this episodes we’re discussing networking from a customer centric perspective and how you can turn networking into a task most people hate into a part of your lifestyle.

220: How To Convince Anyone ANYTHING In 90 Seconds Or Less… With Nick Boothman

Nick Boothman is the author of Convince Them in 90 Seconds or Less and that’s exactly what we’re talking about on today’s episode.

When decision makers are busier than ever, the level of distractions, beeps and vibrations are on the rise, the first 90 seconds you spend with them is becoming increasingly important.

Q/A – Sales Skills VS Emotional Intelligence and Why The SalesMAN Podcast?

On this Q/A episode of the Salesman Podcast I answer the following questions –

What is the most common question you get asked by the audience?
Why is it the SalesMAN Podcast rather than the SalesPERSON Podcast?
Which is more important in B2B sales, sales skills or emotional intelligence?
I want to start an industry specific podcast like yours, where do I start?

216: What Can We DEMAND From Marketing? (They Exist To Support You!) With Matt Heinz

Matt Heinz is the president of Heinz Marketing and on this episode he shares what you should be expecting from your marketing department and who to go to if this isn’t happening.

Matt is one of the few guests I’ve had on the show that pushes not just for “sales and marketing alignment” which is talked about often but the fact marketing is there to support sales which is where we start the show.

215: The Podcast Is Changing! (And I Share My Biggest Failures…)

Very simply I’ve discovered my mission in life. To help sales professionals thrive!

We’re not taught how to sell, more importantly we’re not taught how to communicate, how to cope with the stresses that sales jobs put on us and we’re not taught how to not just hit target but thrive.

In this short episode I share my my mission, why it’s so motivating and how it’s going to effect the Salesman Podcast moving forward

213: How To Break Through The Noise (And Why Sales Is Changing) With Yoav Dembak

Yoav is the CEO & Co-Founder at Colabo a complete platform for the modern sales stack.

With a background in sales and a company pushing forward into the future of the sales stack, Yoav is the perfect guest to share how we can break through the biggest barrier facing most B2B sales professionals right now -“noise”.

209: How To Land A EXTREMELY Lucrative Sales Job With Mark Tanner

Mark Tanner is the COO of Qwilr which is a hot tech start up based out of Australia. Just the company that B2B sales professionals would love to work for.

In today’s show I ask Mark how we should go about pitching him for a sales position and if we need experience for the role (hint: you don’t!).

204: Who Should Be In Control Of The Sale? With Claude Diamond

Claude Diamond isn’t like most sales trainers. He’s funny, charismatic and has some unconventional ways to grab a prospects attention and close the deal.

He’s a fantastic guy to interview and even though I didn’t agree with everything he said in the show (as you’ll see), there is a tonne of great knowledge to learn from this episode.

203: How To Become A Unsackable Sales Professional With Jamie Shanks

Personal brand is what makes you unsackable. It enables prospects to come to you already knowing, liking and trusting you personally.

Jamie Shanks is author of Social Selling Mastery and shared his journey of personal branding on today’s show. What he got right, what he did wrong and the path that lead him to the title of industry leader today.

201: How To Double Your Mental Toughness With Gavin Ingham

Gavin Ingham is a keynote speaker and an expert in the field of mental toughness. What makes him unique as a guest for us though is his background in sales training.

In this episode we look at what mental toughness actually means and how we can use it as a tool to get more stuff done.

200: I Share How I Make My Money, The Sales School And The Future Of The Salesman Podcast

This episode of the Salesman Podcast is a special one. There’s no guests, there’s no actionable insights.

You’re going to enjoy it even more than the usual shows!

To celebrate the milestone of 200 episodes of the Salesman Podcast being published I’m sharing with you-

The journey of having to move in with a friend to keep costs down to having a full studio set up
How I make my income and keep the show growing
The Sales School is unveiled
I also wanted to take a breath and thank you, Sales Nation for watching and listening to each of these episodes.

Without you there would be no show, I wouldn’t be living my dream as a content creator and together we wouldn’t have the impact that we do in the sales industry.

198: Get Passionate Or GTFO! With Jim Keenan

Sales expert Jim Keenan comes on today’s show to give us all the kick in the ass that we need.

I wanted to discuss the idea that passion helps close deals but Keenan took it one step further.

He’s amendment that if you’re not passionate about sales, your product and the difference you’re making in the world then you need to get the f$$k out.

We spend too much time in our jobs not to be passionate about the impact where having. Cliche I know but life is just too short.

PS. Being passionate does make closing deals easier :).

196: Success Secrets (From a BILLIONAIRE Mentor) With Geoff Woods

Geoff Woods is an ex medical sales rep that is mentored by a billionaire.

In this episode I ask Geoff what makes people with such substantial wealth different and the success secrets he’s gleaned from spending time with them.

Some of the insights truly blew my mind…

195: Why Personal Brand = MONEY With Jack Kosakowski

Jack Kosakowski has made the shift from sales professional to industry expert and is reaping the rewards. His current role is Global Head Of B2B Social Sales Execution.
He’s the perfect role model of the effect personal branding can have on the B2B sales professional because you can literally see the shifts that he’s been able to make in his career over the past 18 months.

Once you’ve watched this episode I invite you to check out Jack’s first appearance on the Salesman Podcast to see how far both he and the show have come in a relatively little amount of time.

194: From Network Zero To Networking Hero (Step By Step Guide) With David Fisher

Networking is one of, if not the most underestimated elements of sales The top 1% salespeople that I’ve spent time with in the past were so successful because of their networks rather than any great ability to influence others.

David Fisher is a networking expert who comes on this episode of the Salesman Podcast to plot the journey of “Bill” from networking zero to networking hero over a 4-5 period.

193: How To Close A Deal Like Warren Buffett… With Tom Searcy

Warren Buffett is widely regarded as one of the worlds top deal markers. Yet he works within a very concise and actionable set of rules.

Tom Searcy is a big/key account selling expert and has literally written the book on how Warren Buffett closes deals. This is what we’re diving into on today’s episode of the show.

192: Are We Overcomplicating Sales? With Bridget Gleason

Bridget Gleason is a VP of sales and so a true sales practitioner. We started the show with the question “are we over-complicating sales?” and ended with a discussion about discipline.

Discipline is the underestimated cousin of hustle. If you have the correct processes it’s even more useful and Bridget shares her insights on why I’ve more discipline than what I give myself credit for.

191: Why “The ONE Thing” Is The Quickest Way To Crushing Quota With Jay Papasan

Jay Papasan is the author of one of the two books that I can honestly say has changed my life and that is The One Thing (the other is Tony Robbins – Awaken the Giant Within if you were wondering).

The concept is simple, when you’re not sure what you should be doing ask yourself this one, focusing question – What’s the ONE Thing I can do such that by doing it everything else will be easier or unnecessary?

For me that is simply to increase the number of listeners of the podcast. With enough listeners I don’t have to worry about money, securing great guests or the impact I’m having on the industry.

Not sure what your One Thing is? Then you have to check out today’s episode.

186: How To Talk ANYONE Into Doing ANYTHING (Seriously!) With Chris Voss

Chris Voss is an ex FBI hostage negotiator that knows how to get people to do what he says.

In this episode Chris shares some seemingly counter intuitive techniques to talk anyone into doing anything.

Come into this one with your moral compass in hand as you’ll be needing it.

185: What Is The Best Way To Learn How To Sell? With Conner Burt

Conner Burt joins me on today’s show to share his thoughts on the best ways to learn how to sell.

Lots of sales trainers know great sales techniques, tools and tricks but not all of them know how to get this from their brain into yours and that’s what we cover on today’s episode.

184: How To Uncover Your WHY (And Improve Your Ability To Sell) With Peter Gold

Peter Gold quizzed me on this episode to uncover my why for creating the podcast, my why for working so hard to put out great content and the underlying why of the pain or pleasure I’m trying to move from or towards.

All of this comes back to sales as it’s the same process that #SalesNation should be using to uncover the real truths behind their prospects buying decisions and then to share their story.

182: Why EVERYTHING you know about sales is wrong! With Bob Urichuck

This interview with Bob Urichuck was one of the most involving and rewarding episodes of the Salesman Podcast I’ve ever put out.

Bob’s philosophy of sales is very counter intuitive at first and I don’t think it’s perfect for all sales situations, but used at the correct time it’s very powerful.

We go back and forth and you’ll hear Bob quizzing my sales skills too.