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/

Telling Stories That Sell 07/22/2024

Telling Stories That Sell The best salespeople are also some of the best storytellers. While anyone can spend enough time in sales to hear great stories, telling them is a different skillset. To learn how we can tell stories that sell, , COO of American Corporate Partners. He shared the same strategy he teaches his team to use in their fundraising efforts. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/32241562

Strengthening Sales With Better Pipeline 07/15/2024

Strengthening Sales With Better Pipeline An area of sales that is often overlooked is not our outbound dials, conversations or even discovery questions. Instead, it’s the strategy we used to direct all those things. In sales, that strategy is called a pipeline. The better a salesperson is, the more you can bet they are prioritizing their pipeline. To learn how we can do this for ourselves, , VP of Revenue Enablement. She showed us how any salesperson can take a look at their sales strategy and ensure that they are not waiting for change to catch up to them. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/32138377

Making Dollars Matter To Prospects 07/08/2024

Making Dollars Matter To Prospects Most prospects are budget-conscious, but that doesn’t mean we should be spending convincing them to solve painful problems. A much more effective way to sell is to show them how much your solution can and make them in their lives and businesses. To learn how we can reframe what we sell as an investment, , president of Harris Consulting Group and author of The Seller’s Journey. He showed us how salespeople can switch their thinking from cost to benefit and change the way they sell and serve! /episode/index/show/bulletproofselling/id/32043912

Trust Before Transactions 06/27/2024

Trust Before Transactions Trust has become a buzzword in sales. It’s powerful, but how do we establish it more quickly? It comes down to not assuming anything about our prospect. This doesn’t mean showing up to a call empty-handed, though. To find out how we can build trust faster across each of our accounts, , founder of Sales Evangelist Consulting and Training. He shared the same system and he trains his clients to use so that they can establish trust faster and always maintain control of the next step. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/31913432

Capture More Clients With Email 06/24/2024

Capture More Clients With Email While emails are not as effective as they once were, they should still be a tool in our conversion toolbox. The best salespeople still use emails, but they ensure that those emails are relevant to their prospects. To learn how to make our emails more effective so we can capture more clients, , founder of Email Outreach Company. He showed us how we can magnetize more leads with customized emails that don’t give up after the first attempt. It's all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/31864387

Making Sales Certain 06/17/2024

Making Sales Certain As salespeople, we are always looking for ways to replicate our best sales. But what if the key to getting more of our best customers has nothing to do with finding new prospects? In this episode, , vice president of sales for Haas Alert. He showed us how he coaches his sales team to capture what works and ensure it is consistently applied in every conversation and on every deal. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/31770897

Evolve To Excel In Sales 06/10/2024

Evolve To Excel In Sales During a busy schedule, how do we take time to ensure that we are not falling behind? Instead of waiting for our environment to change before we do, we can take the initiative on our improvement by ensuring we are using best practices. To learn how to systemize rapid evolution in our skill set, , president of Push Analytics. He showed us a time-tested way to always improve how we sell and serve! /episode/index/show/bulletproofselling/id/31678707

Leverage Data To Lose Less Sales 06/03/2024

Leverage Data To Lose Less Sales As our tech stacks grow larger in sales, many salespeople lose sight of what data was supposed to do for us to begin with: make our outreach more efficient and more impactful! If we leverage data before we ever reach out to a prospect, we can ensure better results. To learn how it’s done, , cofounder of Revenue Vision Partners. He shared the same system he coaches his clients to use to ensure they are leveraging data to only reach out to their highest-quality prospects. It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/31578407

The Art Of Corralling Senior Salespeople 05/26/2024

The Art Of Corralling Senior Salespeople Many senior salespeople thrive when they aren’t micromanaged, but unfortunately some of them fall into a different trap. They produce so much it is difficult to fire them, but unfortunately cause their leaders to have to manage them by doing damage control with teammates and customers. To learn the art of corralling these types of senior salespeople, we sat down with Steve Weinberg, author of above “a sales management. He shared a chapter in his book with us on how to deal with the cowboys on our team, and it is all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/31473467

Conquering Seasonal Sales 05/20/2024

Conquering Seasonal Sales Many salespeople experiencing downtime in their industries, but we all can do a better job of leveraging seasonal changes to sell and serve more. To learn how it’s done, , national sales director with Industrial Supply Solutions to learn how he guides his sales team to take advantage of every season and how they sell and how they serve their customers. It’s all in this week’s episode of bulletproof selling! /episode/index/show/bulletproofselling/id/31377047

Leveraging Data to Make Sales Conversations Count 05/13/2024

Leveraging Data to Make Sales Conversations Count As technology progresses, salespeople’s tech stacks only seem to grow. Even the best data won’t help us sell more or serve more unless we are leveraging it in relevant ways. To learn how to be more relevant and how we use our prospect data, , CRO of Zoominfo. He walked us through the same system as his salespeople use to take a powerful set of data and make sure they are always relevant in their outreach. It’s all in this week’s episode of bulletproof self! /episode/index/show/bulletproofselling/id/31261067

Multiply Your Revenue by Connecting Customers 05/06/2024

Multiply Your Revenue by Connecting Customers Salespeople know that relationships create revenue. Unfortunately, they usually focus only on the relationships they have with prospects and customers. This leaves an entire chunk of value off the table: the relationships you could be making between customers! To learn how to leverage our own customer networks as an asset, , president of Patriot Mission. He shared the same skill sets he uses to ensure that his connections are benefiting from each other and keeping him top of mind! It’s all in this week’s episode of Bulletproof Selling! /episode/index/show/bulletproofselling/id/31141818

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

Bulletproof Selling

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