Bulletproof Selling
Many salespeople earn a great living from customers who keep coming back. But for those of us just a building that type of pipeline, how do we achieve it faster? That is the question , author of Appreciation Marketing and founder of AM Cards. He shared with us the same system he advised his client to use to gain more followers on business, and I’m sure they are selling more and serving more. It’s all in this week’s episode of Bulletproof Selling!
info_outline Not Assuming In SalesBulletproof Selling
One of the toughest parts about selling are the assumptions we make. As we have more and more conversations, we tend to carry what we hear from one prospect to another. That works, until it doesn’t. To learn how we can stop assuming in sales and better test our assumptions before they cost us revenue, we sat down with Brady Jensen, founder and CEO of Aggregate Insights. He shared a system any salesperson can use to map out our assumptions, test them, and ensure that we are better aligned in every conversation! It’s all in this week’s episode of Bulletproof Selling!
info_outline Selling To Solve ProblemsBulletproof Selling
Many salespeople are focused on understanding every aspect of the features and benefits of what they sell. The problem is prospects and customers don’t care. They do care about the problems they need solved. To learn how to systemize our discovery in a solution-oriented way, , CEO of Magnetic. He walked us through a simple system that any salesperson can use to ensure we are engaging our prospects emotions and developing customized solutions for the problems being solved. It’s all in this week’s episode of bulletproof Selling.
info_outline Servicing While SellingBulletproof Selling
Many salespeople are responsible for servicing existing customers while developing new business. It can be tough to juggle this type of role, but with the proper systems, it becomes not only possible but also enjoyable! To learn how it’s done, , a former Navy aviation ordinance specialist and vice president of sales. He revealed the same strategy he coaches his sales team to use to ensure that they can sell more while serving more!
info_outline Mastering the Art of QualificationBulletproof Selling
Too many salespeople spend time on accounts that go nowhere, and too many sales leaders struggle to get their salespeople to accurately qualify their deals. Instead of using subjective data to build our piplelines, we can remove hope from systemizing how we qualify deals – even before we’ve called on them. To learn how to master the art of qualification, , founder of Revenue Flywheel Group. He showed us exactly how he guides clients through better qualifying their deals so they can sell more and serve more! It’s all in this week’s Bulletproof Selling podcast!
info_outline Partnering for Success In SalesBulletproof Selling
Success isn’t a one-person show in sales. We each have a team and partners that ensure we have the resources we need to sell, and serve, our customers. Yet many salespeople hope they’ll be able to hold the line all by themselves. To learn how we can better partner with the other teams in our own companies or even with partners outside our chain of command, , a sales manager with Central Spine and former Navy Corpsman. He showed us the same system he uses to ensure that our sales partners see us as essential elements of their success so they’ll want to be part of ours. It’s all in this...
info_outline Treasuring Transparency In SalesBulletproof Selling
The more honest we are, the better our conversations tend to be – but to many salespeople leave their transparency to chance. In this action-packed episode, , VP of sales in employee benefits with BKS Partners. He shared the exact process he uses to ensure everyone in a sales conversation is transparent with each other, and how to use transparency as a value-driver throughout the sales cycle. It’s all in this week’s Bulletproof Selling podcast!
info_outline Taking The Initiative On Change In SalesBulletproof Selling
If you’d like to be the salesperson that your prospects can’t wait to hear from, it means you need to be more than an order taker or even an order maker. You’ll have to be the one with solutions they can’t get anywhere else and deliver an experience that differentiates you from your competition. Too many salespeople wait around, hoping they’ll reach this level of performance – but the best salespeople know how to take the initiative on change. To learn how we can assess what’s working and what isn’t in our sales process and stay ahead of the rate of change in our industry, ,...
info_outline Are You Validating Value In Conversations?Bulletproof Selling
When we meet a prospect who ‘gets’ us, what we sell, and immediately see how it could benefit them, sales happen on their own. Unfortunately, most of the folks we’re selling to are inundated with offers and don’t have the time to figure out how your unique product or service can help them. That’s where validating your value becomes critical, and to learn how to build it into every sales conversation, , a partner at Forum Ventures. His job is to be pitched to, so he understands how to ensure each of us are clearly communicating value in every conversation. It’s all in this...
info_outline The Process Of High Performance MeetingsBulletproof Selling
Too many salespeople wait until they’re in a meeting or in a conversation before they start performing, and it results in delayed sales and prospect attrition. The best salespeople, however, put the same amount of prep into their meetings as they do their research and outreach. To learn how we can turn prospect meetings into a high-performance process, , CEO of Alleyoop, a company that’s responsible for setting almost half a million sales meetings. He shared the exact process he walks his clients through to ensure their sales meetings get results, and it’s all on this week’s episode of...
info_outlineIt's inevitable that our prospects and customers will go through crises - either from downturns or from surges in orders. Smart salespeople do the work today to be prepared to serve customers who need help more than ever instead of waiting for crisis to happen. In this week's podcast, we interview a sales leader whose industry experienced drastic swings in 2020, and he shares with us how his salespeople leveraged crises to be better prepared to serve their prospects and customers.