Bulletproof Selling

Hope isn't a strategy on the battlefield or in the boardroom, yet so many salespeople hope they'll make the next sale. In Bulletproof Selling, we're bringing the best minds and selling systems together each week so you can create more impact and more income in your sales! For more free sales systems, make sure you visit www.bulletproofselling.us or follow us at https://www.linkedin.com/in/shawnrhodes/

Is Your Sale And Marketing In Harmony? 09/17/2023

Is Your Sale And Marketing In Harmony? Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together, magic happens, but there’s often misalignment that slows down sales and increases attrition. To learn how to ensure sales and marketing are in a harmonious relationship, , CEO of Innovation Visual, to learn exactly how he coaches his clients to supercharge the performance of both sales and marketing. It’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/28059252

The Secret To A Packed Calendar 09/10/2023

The Secret To A Packed Calendar The more meetings we book, the more conversations we can have, and the more chances we have of making sales. However, most salespeople approach their sales cycle from the wrong end and wonder why they’re not seeing results! To learn how to construct a calendar that provides value to prospects at every meeting, , VP of Sales at Ewing Foley, and a former platoon sergeant in the US Army Reserve. He showed us the secret to creating a packed calendar and packing more value into every conversation! /episode/index/show/bulletproofselling/id/27988722

Arming Your Salespeople With Technology 09/01/2023

Arming Your Salespeople With Technology In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can’t see how it serves their prospects, and sales leaders are rarely able to pinpoint where their CRMs are most valuable in advancing the sale. To learn how to arm our salespeople with customer-driven technology, we sat down with Hunter Austin, co-founder of Kelly-Austin, and he showed us exactly how powerful a sales process can be in our CRM – when it’s focused on the customer’s needs. /episode/index/show/bulletproofselling/id/27914688

Systemizing for Consistent Success 08/24/2023

Systemizing for Consistent Success It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – , VP of Sales at Upland Software, and a former Chinook Pilot and Operations Officer with the US Army. We discussed building a system that any salesperson can use to ensure we were handling leads consistently well and apply all our best practices to ensure we sold – and served our customers! /episode/index/show/bulletproofselling/id/27840651

The Sale Of Building Sales Teams 08/20/2023

The Sale Of Building Sales Teams When it comes time for us to scale our teams, we’ll want to make sure we’re not caught off guard. Hoping we stumble across great candidates isn’t a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. , Vice President Channel Sales at Seceon Inc., and a US Navy veteran to learn how we systemize our sales recruitment strategy, and why building a sales team is a sales process in and of itself. /episode/index/show/bulletproofselling/id/27800055

Be Negative To Positively Sell More 08/04/2023

Be Negative To Positively Sell More Most salespeople are focused on why someone should buy from them, and then they’re surprised when the deal stalls or objections appear. You may be convinced, but that doesn’t mean your prospects are! To learn how to look at all the reasons someone isn’t buying and leverage them, . He showed us how the best salespeople look at things from a negative perspective to produce massively positive results. /episode/index/show/bulletproofselling/id/27661734

Achieving Balance By Doing More? 07/30/2023

Achieving Balance By Doing More? ‘Doing more with less’ is a phrase that drives most of us up a wall, but in this week’s podcast, we found a way to actually apply it and achieve better balance in the process. , an expert in both sales and life balance, to learn how we can spend more time in the areas of sales that we enjoy the most – so that we can sell more and serve more! If you want to get better results in less time, this is an episode you won’t want to miss! /episode/index/show/bulletproofselling/id/27606153

Where Relationships Grow, Deals Flow 07/23/2023

Where Relationships Grow, Deals Flow Relationship selling’ is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma works. To remove hope from how we develop relationships with prospects and clients, , and learned how we can be more intentional about building relationships during every conversation and meeting. It’s true what they day – where relationships grow, deals flow! /episode/index/show/bulletproofselling/id/27539610

Showing Up From A Place Of Service 06/19/2023

Showing Up From A Place Of Service If you want to know how to get prospects into conversation, this episode is for you. This week, , the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just to sell comes across clear as day. Find out how to leverage this into your sales calls in this week’s episode of Buleltproof Selling! /episode/index/show/bulletproofselling/id/27192618

Stop Sales Problems Before They’re Problems 06/11/2023

Stop Sales Problems Before They’re Problems The problems that stop our sales are rarely a surprise, but they are always annoying. They’re annoying because we see them again and again! Instead of letting the same objections, challenges and problems stop our sales, we can use the same process that keeps troops one step ahead in their planning and performance. To learn how it works for salespeople, , a regional vice president of sales, and he shared how salespeople can mitigate risk before a problem becomes a problem! It’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/27110010

Stop The Prospect Chase 06/04/2023

Stop The Prospect Chase If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love this week’s episode of Bulletproof Selling. , Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and ensure that you never leave a meeting without a next step in place. Tune in now and revolutionize your prospecting game! /episode/index/show/bulletproofselling/id/27038787

To Train Or Not To Train? 05/26/2023

To Train Or Not To Train? In this insightful episode, , Director of Sales Enablement with Privitar and a Coast Guard veteran, to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are other ways to solve sales problems. If you're eager to unlock the secrets of efficient problem-solving and determine when more training is the answer, this episode is a must-listen for salespeople who want to make the most of their sales conversations! /episode/index/show/bulletproofselling/id/26961543

Harnessing the Power of Storytelling In Sales 05/21/2023

Harnessing the Power of Storytelling In Sales It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it’s done, , an Impact Pilot at JackobsEffect, Inc., to explore the art of sourcing, developing and delivering stories that connect with our prospects. Whether you're a seasoned sales professional or just starting out, this podcast episode will equip you with the tools to effectively connect with your audience, differentiate yourself from the competition, and ultimately close more deals. Tune in now and unlock the secrets of successful storytelling in sales! /episode/index/show/bulletproofselling/id/26904654

Certify Your Success: Systemizing How You Sell Certifications 05/14/2023

Certify Your Success: Systemizing How You Sell Certifications Does your company offer a certification or warranty on what you sell? And does it make a difference in whether someone buys from you? In this latest episode of our podcast, , Director of Marketing, Education, Membership, and Events at AMCA International to learn how to systemize the way we sell certifications. Tune in to this episode to hear from Robb and better differentiate yourself from your competitors using your certifications or warranties! /episode/index/show/bulletproofselling/id/26835054

Scaling Emotional Connections Across Prospects 04/30/2023

Scaling Emotional Connections Across Prospects In this episode of our podcast, , to discuss how to systemize our emotional connections in a scalable way. Ryan shared his insights on the importance of researching what our prospects care about so we can show educated and prepared to offer solutions. Tune in to learn how to streamline the way you build prospect relationships and achieve consistent success. /episode/index/show/bulletproofselling/id/26697663

Systemize Your First Days As A Sales Leader 04/14/2023

Systemize Your First Days As A Sales Leader If your careers takes you to a leadership position, you don’t want to hope you figure it out as you go. This week, , to learn what new sales leaders need to know to ensure they’re starting off well. Because we never know when we’ll be tapped to lead a team, this is a must-listen episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/26544564

Are You Hiring And Firing The Right Salespeople? 04/09/2023

Are You Hiring And Firing The Right Salespeople? Whether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, , 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! /episode/index/show/bulletproofselling/id/26488353

Keeping Deals From Sticking: The Secret to Faster Revenue and Sustainable Growth 03/30/2023

Keeping Deals From Sticking: The Secret to Faster Revenue and Sustainable Growth In the world of sales, keeping your pipeline moving is crucial. That's to discuss his insights on keeping deals from getting stuck. In our podcast, Steve shares his strategies for accelerating pipeline and boosting future revenue. Listen in to learn how you can systemize your sales process and achieve success in your business. /episode/index/show/bulletproofselling/id/26394138

Create More Ideal Prospects 03/26/2023

Create More Ideal Prospects In this episode of our podcast, , sales expert at Humantic.ai, to discuss how sales professionals can leverage the power of AI and personality types to systemize and streamline their sales process. Collin touched on various topics, including the importance of understanding your ideal customer profile, the role of AI in personalization and lead generation, and the benefits of using data-driven insights to optimize your sales strategy. Collin shared his valuable insights and practical tips for using AI to enhance your sales performance and achieve your revenue goals, and it’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/26343402

Mastering Sales Success Through Controlling The Basics 03/11/2023

Mastering Sales Success Through Controlling The Basics Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? , to discuss his insights on how to reclaim our control of sales calls and of our sales careers. In this episode, we dive into the importance of discipline, routine, learning, and role play in reclaiming success in sales. It’s all on this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/26198142

Optimize Your Qualification Process 03/04/2023

Optimize Your Qualification Process Ever wasted months pursuing a prospect only to discover they’d make a horrible customer? During our latest podcast episode, to discuss the importance of systemizing how we qualify prospects into our pipelines. He shared his insights on how to create a repeatable and measurable system that can help you close more deals and scale your outreach. Whether you're a seasoned sales professional or just starting out, you won't want to miss this valuable conversation. /episode/index/show/bulletproofselling/id/26126286

Creating Effective Systems for Getting Paid On Time 02/26/2023

Creating Effective Systems for Getting Paid On Time Selling is tough enough, but too many of us stop when the sale is made. In this episode, , to uncover the secrets to creating an efficient and effective system for managing accounts receivable, so that we can begin delivering on the value we promised our prospects during the sales process. Tune in to learn how to systemize your accounts receivable and improve your pipeline’s financial health. /episode/index/show/bulletproofselling/id/26050722

Being The Salesperson Your Prospects Seek Out 02/19/2023

Being The Salesperson Your Prospects Seek Out Top salespeople seem to be the ones prospects seek out, and they’re the envy of everyone else on their team. However, what they’re doing isn’t magic – it’s just different than how most salespeople are selling. Instead of focusing on their product or service, top salespeople are focusing on the challenges their prospects face and are fanatical about providing solutions. In this week’s Bulletproof Selling podcast, , sales director for Technam Aircraft, to learn exactly what it means to be solution-oriented so that we can more quickly differentiate ourselves, get more conversations and be Bulletproof in how we sell! /episode/index/show/bulletproofselling/id/25974957

Creating A Customer-Focused Buying Journey 02/13/2023

Creating A Customer-Focused Buying Journey Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us make buying decisions every day. What is the difference? When salespeople focus on their sales journey, prospects must be led. When prospects are the ones calling the shots, they do the leading. To learn how to construct a customer-focused buying journey, and former military policeman in the Israeli Defense Force. He showed us how to engineer a customer-focused buying journey and it’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/25913004

Removing Procrastination From Sales Activity 01/30/2023

Removing Procrastination From Sales Activity We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it’s cold calling or filling the pipeline, what we avoid always comes back to haunt us in sales. To learn how to identify, document and overcome even our toughest sales task, , the chief experience officer of LLJR Enterprises, and author of the new book Jolt. He showed us how to put tough tasks in the right perspective, and it’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/25774008

Systemizing Your Sales Solutions 01/28/2023

Systemizing Your Sales Solutions Being the person our prospects and customers turn to when they have a problem is a great place to be, but there’s an even better place the best salespeople strive for. It’s to be the person with solutions to problems that prospects didn’t even know they had. To learn how we can systemize listening for industry challenges, creating solutions, and leverage them in sales calls, , CEO of Beyond Publishing. He showed us how to systemize sales solutions so we can provide more value to our prospects than anyone else! /episode/index/show/bulletproofselling/id/25753569

Are You Focused On Your Mission Or Theirs? 01/21/2023

Are You Focused On Your Mission Or Theirs? Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales conversation, , an award-winning ‘chief connector’ and author of the new book More Than Just Talk. She showed us how to systemize our conversations, so our focus is always on the most important person – the prospect! /episode/index/show/bulletproofselling/id/25687719

Save More Sales Calls 01/12/2023

Save More Sales Calls Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the call starts to go south. The best salespeople have ways to turn sales calls around mid-stream or decide to cut and run – and we sat down with Kevin Vear, a sales expert from Franklin Covey, to learn how any salesperson can save more sales calls! It’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/25592607

Inviting ‘No’ To Hear More ‘Yes’ 12/30/2022

Inviting ‘No’ To Hear More ‘Yes’ Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers. They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’ To learn how we can incorporate that mindset into how we sell, , a sales author and trainer with a career of closing large deals under his belt. You’ll love the simple ways he showed us to invite and to say ‘no’ more, so that we can close deals sooner. It’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/25466088

Convert Lifetime Customers 12/25/2022

Convert Lifetime Customers Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they rarely have to overcome objections. Instead, they only deal with people that know, like and trust them. While it used to take decades to develop a book of business like that, it doesn’t have to. to learn how he systemizes follow-on sales in his agency and he shared a system that any salesperson can use to create lifetime customers for themselves. It's all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/25427880

Bulletproof Selling

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