Crafting Budgets With Your Prospects
Bulletproof Selling
Money is one of toughest subjects in any relationship, and it’s often the one that stalls or destroys even the best sale. Top-performing salespeople don’t fight with prospects to justify their prices – instead, they work with prospects to develop the right budget to solve their problems. To learn how we can build this process into every one of our conversations, , senior regional sales manager with Spirent and former intelligence officer with the US Marine Corps. Tyler offered us a roadmap for sales professionals navigating the complexities of unique budget cycles and prospect...
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Networking For A Fuller Pipeline
Bulletproof Selling
Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline full of folks who already know, like and trust us? To find the answer, , the VP of Sales at Ferrara Logistics Services and former Navy Seabee. He showed us how to systemize and scale building and leveraging a personal network for consistent business success. Whether you're a sales aficionado or a budding professional seeking to elevate your networking game, you’ll want to unravel the secrets to simultaneously creating lasting connections and a fuller pipeline. It’s all in this week’s...
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Reshaping From Commodity Into Collaborative Sale
Bulletproof Selling
If you’re in an industry where buyers are shopping you on price, you’re not alone. Even if what you sell is like what a buyer can get somewhere else, it doesn’t mean you should revert to discounts and concessions to make the deal. To learn how to reshape our products and services from a commodity into a collaborative sales process, , southwest sales leader with Marsh McLennan Agency and former Coastguardsman. He showed us how to reposition ourselves in the market and change buyer perception, and it’s all in this week’s Bulletproof Selling podcast
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Don’t Leave Rapport To Chance
Bulletproof Selling
For many salespeople, the ability to quickly build rapport is something they either have, or don’t. Because rapport is one of the most critical elements for establishing trust and driving engagement, every salesperson should be working on ways to increase their ability to build rapport, but there are few processes to do so. Until now. , CEO of Share, to learn how he coaches his clients and salespeople through the rapport-building process. If you want to drive more conversations and shorten your sales cycle, you’re going to love this week’s Bulletproof Selling podcast!
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Unlocking Sustainable Sales Success
Bulletproof Selling
Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the time to ensure every customer’s sales journey maximizes future sales. To learn how we can systemize recurring revenue, we sat down with Troy Small, a former Marine Corps Drill Instructor and current VP of Sales at Skyway Acquisition. He showed us how the buying journey can be constructed to ensure more engagement and more renewals and follow-on sales. It’s all in this week’s Bulletproof Selling Podcast!
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Choose Prospects Instead Of Them Choosing You
Bulletproof Selling
Senior salespeople often seem like they only deal with the best prospects: The folks who are most responsive, engaged, and qualified. What many don’t realize is that the same book of business can be consciously created by salespeople of any experience level, if they know what they are looking for. To help us create a way to choose our best prospects, , CEO of Yesware. He showed us how to make every deal our best deal, and it’s all on this week’s Bulletproof Selling podcast!
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Increase Sales With A Better Qualification Process
Bulletproof Selling
Whether you’re drowning in new leads or scraping the barrel for business, there’s one process you can’t ignore if you want to increase sales: how you qualify, and disqualify, your prospects. It’s an area a lot of salespeople try to ‘wing’, and their pipeline suffers the consequences. To learn how the best salespeople are qualifying their prospects, , vice president of sales at PSI Process and former US Army officer. He showed us exactly how to set ourselves up for success with every qualification conversation. It’s all in this week’s Bulletproof Selling Podcast!
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Controlling Your First Attempts At Outreach
Bulletproof Selling
Salespeople dread cold-calling and will often come up with creative ways to avoid it. However, we all had a first conversation with our best clients, and we can apply what we’ve learned to all our future first attempts at outreach. To learn how to transfer knowledge from one call to the next, , CEO of Ingram Interactive. He showed us the secret of successful first calls, a skill every salesperson will benefit from. And it’s all in this week’s Bulletproof Selling podcast!
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Prescribing Success In The Complex Sale
Bulletproof Selling
If you think your sales process is complicated, welcome to the complex sale. You’re juggling decision makers, conflicting goals, shifting delivery timelines and budgets. It’s almost too much for a salesperson to manage – which is why you’re going to love this week’s episode. , vice president of sales and marketing at Smileyscope and former Marine Corps scout sniper. He walked us through a simple system that he’s trained his salespeople to use to ensure they’re putting the right rounds on target. It’s all in this week’s episode of the Bulletproof Selling podcast!
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Cure A Sales Slump With An Injection Of Leads
Bulletproof Selling
Leads are the fuel that powers our pipelines, but too many salespeople forget to top off the tank. To avoid sales slumps, , founder and ‘Head Sales RX’er’ at the Sales Doctor. He showed us exactly how to mine our existing databases, personal network and those of our teammates to ensure we were consistently putting new leads into the pipeline and re-engaging old ones. It’s all in this week’s episode of Bulletproof Selling!
info_outlineWhether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, we sat down with Chaminda Wijesundera, a sales headhunter and managing partner at Emphire Agency who shared his secrets on how to systemize your hiring process to ensure faster ramp-up and sales performance. During our conversation, he shared his insights on how to create a salesperson avatar to screen candidates against and how to ensure that you’re finding the right cultural fit as a salesperson. If you're a sales leader or want to ensure you’re working for the right sales team, this episode is a must-listen!