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/

The Sales Funnel of Talent Acquisition 04/29/2024

The Sales Funnel of Talent Acquisition As salespeople, we may understand how to educate and provide value to prospects, but finding and hiring top sales talent to join our team can seem like speaking a different language. To solve this problem, , president of tree line Inc. he has helped more than 3500 salespeople find their next opportunity, and he shared the same system that he recommends sales teams use to turn their sales funnel into a talent acquisition funnel. It’s all on this week’s episode of Bulletproof selling! /episode/index/show/bulletproofselling/id/31030643

Embracing Ownership In Buyer Conversations 04/22/2024

Embracing Ownership In Buyer Conversations Ownership is a popular topic, but how do we implement it in every sales conversation? That is the question , executive vice president of sales of H-Wave and US Army veteran. He shared the same process he trains his sales team to use to ensure that they never give up the next step of their sales conversations, ensuring that they can sell more and serve more! It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/30927578

Revive, Refresh And Re-Sell To Previous Customers 04/12/2024

Revive, Refresh And Re-Sell To Previous Customers One of the easiest sales to make is to someone who already bought from you. But what happens if you don’t have any new products or services to offer? That is a challenge that , national sales manager with Trader Interactive and veteran of the US Army. He shared exactly how his salespeople develop and communicate the type of value that gets previous customers excited about purchasing again. It’s all on this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/30800608

Attracting Customers Who Embrace Your Mission 04/05/2024

Attracting Customers Who Embrace Your Mission We all want to do business with more great customers, but how do we find them, and how do we attract them into our orbit? To answer that question, , CEO of Hunt Lift Eat, and former infantry captain in the US Army. He walked us through the same system he used to establish his company while still on active duty and ensure that he was attracting customers that had a strong alignment with his values. To learn how to do this in your own sales process, check out this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/30697988

Using Your Selling Style To Win Customers 04/01/2024

Using Your Selling Style To Win Customers Salespeople are always on the hunt for ways to differentiate themselves, but many overlook one of the easiest things they can leverage in any sales conversation: their selling style. To learn how to systemize the way we leverage our own sales style as a differentiator, , vice president of global sales and supply chain with ITS. He shared the same method he trains his team to use to ensure that they are leaning into what makes them different in every conversation. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/30622188

Standing Up Great Outbound Sales 03/22/2024

Standing Up Great Outbound Sales Whether we are standing up a new team or up leveling up an existing team of sellers, outbound sales are where we can always take the initiative. Unfortunately, too many sales teams hope their salespeople understand how to conduct great outbound, and fewer are aligned on what success looks like. To learn how to establish (or reestablish) a great outbound sales process, . He walked us through the same process he uses his new sales teams to ensure our outbound sales activity serves more and sells more! /episode/index/show/bulletproofselling/id/30496583

Appreciate Your Way Into More Sales 03/18/2024

Appreciate Your Way Into More Sales 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! /episode/index/show/bulletproofselling/id/30418448

Not Assuming In Sales 03/10/2024

Not Assuming In Sales 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! /episode/index/show/bulletproofselling/id/30312518

Selling To Solve Problems 02/28/2024

Selling To Solve Problems 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. /episode/index/show/bulletproofselling/id/30153058

Servicing While Selling 02/26/2024

Servicing While 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! /episode/index/show/bulletproofselling/id/30102748

Mastering the Art of Qualification 02/19/2024

Mastering the Art of Qualification 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! /episode/index/show/bulletproofselling/id/30009008

Partnering for Success In Sales 02/12/2024

Partnering for Success In Sales 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 week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/29899463

Treasuring Transparency In Sales 02/02/2024

Treasuring Transparency In Sales 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! /episode/index/show/bulletproofselling/id/29770188

Taking The Initiative On Change In Sales 01/25/2024

Taking The Initiative On Change In Sales 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, , president of Healthcare Logistics and former sergeant in the US Marines. He shared a system he used in the military and now deploys into his sales team, and it’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/29651928

Are You Validating Value In Conversations? 01/22/2024

Are You Validating Value In Conversations? 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 week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/29587308

The Process Of High Performance Meetings 01/12/2024

The Process Of High Performance Meetings 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 Bulletproof Selling! /episode/index/show/bulletproofselling/id/29461023

The Power Of Selling Ideas 01/04/2024

The Power Of Selling Ideas Salespeople’s biggest struggle isn’t caring about what they sell, it’s convincing prospects why THEY should care. There’s a group of salespeople who are expert at selling ideas before anything tangible appears – and you’ve seen their work. To learn how to apply this expertise to our own sales process, we sat down with Julie Barlow and Jean-Benoit Nadeau, professional writers and small business coaches. They shared the techniques they’ve honed over careers of selling ideas and helped us build a system that any salesperson can use to show prospects why they should care about what we’re selling. It’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/29345498

Turning A Solo Act Into A Sales Symphony 01/01/2024

Turning A Solo Act Into A Sales Symphony Too many salespeople and sales teams think they’re operating on their own in their companies, with little support or understanding from marketing, operations, and delivery. This leads to high customer turnover and fewer referrals as customers don’t feel like they’re being valued by a cohesive team. To learn how we can get every department singing from the same sheet of music, we sat down with Luis Baez, a revenue enablement strategist who has worked for some of the largest companies on the planet. He showed us how to turn a solo sales act into a sales symphony, and it’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/29291138

Relentless Selling At Scale 12/22/2023

Relentless Selling At Scale We all know that the more prospects we’re pursuing, the more potential revenue we have, but how do we manage great outreach and awesome conversations at scale? To learn the secret of relentless selling at scale, we sat down with Nicole Williams, a former intelligence analyst with the US Army, and now the regional vice president of operations and sales for the QPS employment group. She showed us how any salesperson can plan their work and work their plan in a way that doesn’t just sell more but allows us to serve more prospects and clients along the way! It’s all in this week’s Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/29201353

Systemizing Ninja Negotiating Skills 12/17/2023

Systemizing Ninja Negotiating Skills If you’re spending time driving deals only to get stuck in negotiations, you’re going to love this week’s episode of Bulletproof Selling! We delve into the art of deal-making, exploring strategic approaches that elevate sales professionals to new heights. To learn how the very best negotiate better deals, we sat down with Mark Raffan, CEO of Negotiations Ninja. Raffan shared his expertise, unveiling the strategies that transform negotiations into a system any salesperson can use. Whether you're a seasoned professional or a budding sales enthusiast, you’ll learn how to ensure your deals don’t stall at the most critical stage! /episode/index/show/bulletproofselling/id/29117378

Mastering Purpose In Sales 12/08/2023

Mastering Purpose In Sales Most salespeople wouldn’t consider ‘purpose’ as one of their most powerful selling tools, but in study after study, those with purpose out-performed those without. To learn how we can systemize more purpose into our conversations, , founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose. She showed us the power of operating in alignment with our, and our prospect’s, purpose. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/28990498

Crafting Budgets With Your Prospects 12/03/2023

Crafting Budgets With Your Prospects 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 challenges. Join us as we explore how to craft budgets alongside our clients to sell more, and serve more. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/28907993

Networking For A Fuller Pipeline 11/27/2023

Networking For A Fuller Pipeline 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 Bulletproof Selling podcast! /episode/index/show/bulletproofselling/id/28797703

Reshaping From Commodity Into Collaborative Sale 11/17/2023

Reshaping From Commodity Into Collaborative Sale 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 /episode/index/show/bulletproofselling/id/28688528

Don’t Leave Rapport To Chance 11/08/2023

Don’t Leave Rapport To Chance 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! /episode/index/show/bulletproofselling/id/28559153

Unlocking Sustainable Sales Success 11/06/2023

Unlocking Sustainable Sales Success 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! /episode/index/show/bulletproofselling/id/28524044

Choose Prospects Instead Of Them Choosing You 10/29/2023

Choose Prospects Instead Of Them Choosing You 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! /episode/index/show/bulletproofselling/id/28454939

Increase Sales With A Better Qualification Process 10/23/2023

Increase Sales With A Better Qualification Process 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! /episode/index/show/bulletproofselling/id/28390514

Controlling Your First Attempts At Outreach 10/13/2023

Controlling Your First Attempts At Outreach 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! /episode/index/show/bulletproofselling/id/28310744

Prescribing Success In The Complex Sale 10/08/2023

Prescribing Success In The Complex Sale 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! /episode/index/show/bulletproofselling/id/28257068

Bulletproof Selling

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