The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

In this conversation, Bernie Kassar and I delve into the intricacies of sales compensation plans, emphasizing the importance of simplification and alignment with business objectives.Bernie shares insights from his extensive experience in the field, discussing the transition from traditional compensation structures to more effective models that motivate sales teams.The discussion also touches on the role of technology in automating commission calculations and the significance of motivation and inspiration in driving sales performance.We also discuss the challenges of distractions in the digital age, emphasizing the importance of time management and personal accountability.We explore how different generations are motivated and the need for effective leadership in sales teams, and we also highlight the role of technology in sales, the necessity of training, and the importance of connecting with potential clients.We wrap up with a light-hearted discussion about personal connections and the influence of media on public perception.GUEST INFO:Guest Site: https://latitude39.com/contact/Guest LinkedIn: linkedin.com/in/berniekassarChapters00:00 Understanding Sales Compensation Plans03:07 The Importance of Simplification in Comp Plans05:58 Transitioning Compensation Structures08:46 The Journey from Employee to Founder12:02 The Role of Technology in Sales Compensation15:03 Motivation and Inspiration in Sales Teams24:04 Navigating Distractions in a Digital Age25:11 Empowering Individuals Through Time Management26:40 Understanding Generational Differences in Motivation28:08 Building Accountability in Sales Teams30:06 Leveraging Technology for Sales Success32:39 The Importance of Training and Standardization33:45 Connecting with Potential Clients35:25 Offering Value to Startups36:29 Navigating Personal Connections and Travel39:01 Staying Positive Amidst Media FrenzyGet daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

TakeawaysDirect mail remains a viable marketing resource.Understanding visitor behavior is crucial for effective marketing.Response attribution helps validate marketing ROI.Audience targeting is essential for successful campaigns.Creative strategies should be informed by data insights.Compliance in marketing data is increasingly important.B2B and B2C marketing strategies can leverage similar data.Technology is reshaping consumer behavior and marketing practices.Effective marketing requires a mix of traditional and digital strategies.Marketers must continuously adapt to changing consumer preferences.Chapters00:00 Introduction to Jim Harenchar and Response Marketing Group06:07 Data-Driven Marketing: Understanding Visitor Behavior11:55 The Importance of Audience Targeting in Marketing18:07 Navigating Compliance in Marketing Data24:08 The Future of Marketing: Technology and Consumer Behavior30:03 Conclusion and Resources for MarketersGUEST INFO:Guest Site: rmg-usa.com/thesalespodcast/ Guest LinkedIn: https://www.linkedin.com/in/jharenchar/Guest YouTube: https://www.youtube.com/@responsemarketinggroup2218/Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

In this episode of the CRM Sushi Podcast, I interview Aurelien Vasinis, a tech entrepreneur with a unique background in political science and finance. https://www.youtube.com/@UCzGYzumNezGjNVcz2cjEk4A https://www.youtube.com/@UCy27aBEnFjXU8kSqGjuropQ Aurelien shares his journey from studying political science to becoming a hands-on product manager and developer in the tech industry. He discusses the importance of distributed teams, the evolution of his current business, Kuration AI, and how it leverages agent workflows to automate lead generation and market research. The conversation also touches on the differences between Kuration AI, Clay, and Zapier, and the significance of targeted lead generation strategies for small businesses. Aurelien concludes with a demonstration of Kuration AI's capabilities, showcasing its user-friendly interface and powerful features. We get into the challenges and solutions in data management, particularly for small businesses and solopreneurs. He emphasizes the importance of automation tools like Zapier, the complexities of data subscriptions, and the need for customizable data filters. Aurelien also shares insights on effective cold emailing strategies, the evolving landscape of platforms like Product Hunt, and the pricing structure of his service, KurationAI, which aims to simplify the research process for users.GUEST INFO:Guest Site: https://www.kurationai.com/Guest LinkedIn: https://www.linkedin.com/company/kuration-ai/Guest LinkedIn: https://www.linkedin.com/in/vasinis/Chapters00:00 Introduction and Background03:01 Transitioning from Political Science to Tech05:56 Building Distributed Teams08:59 The Evolution of Curation AI11:51 Understanding Agent Workflows15:05 Curation AI vs. Clay and Zapier17:58 Targeting and Lead Generation Strategies21:01 Demonstration of Curation AI28:57 Leveraging Automation Tools for Data Management30:10 Navigating the Complex Landscape of Data Subscriptions32:09 Customizing Data Filters for Targeted Outreach34:49 Building a User-Friendly Research Tool40:45 Creating a Sustainable Business Model43:35 Effective Cold Email Strategies for Lead Generation49:02 Evaluating the Impact of Product Hunt50:24 Understanding Data Point Pricing and UsageGet daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

In this conversation, Ken Lundin and I explore the dynamics of sales growth, the impact of technology on communication, and the importance of curiosity in sales. We discuss the myths surrounding product-led growth, emphasizing the need for a client-centric approach. The conversation also touches on the challenges faced by modern salespeople, the role of AI in sales communication, and the necessity of proper sales training and skill development. And Ken shares insights on launching 'Get Sales Fit', a newsletter aimed at helping sales professionals improve their performance while maintaining a healthy work-life balance.Chapters00:00 The Power of Technology in Sales and Parenting03:04 Curiosity and Its Impact on Sales06:06 The Myths of Product-Led Growth08:52 Client-Centric Selling: Understanding Customer Needs12:10 The Challenges of Modern Sales14:57 The Role of AI in Sales Communication18:03 Sales Training and Skill Development21:10 The CRM Conundrum24:03 Understanding Sales Processes25:56 Testing and Metrics in Sales28:06 Cold Email Strategies29:54 Marketing and Client Engagement31:58 The Role of Sales in Business34:02 Advertising Strategies and Trends35:46 Launching 'Get Sales Fit'GUEST INFO:Get his free book: https://drivingtraction.com/Guest LinkedIn: https://www.linkedin.com/in/kglundin/Guest Site: https://revheat.com/Get Sales Fit: https://newsletter.getsalesfit.com/Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Meet Gui Costin, founder and CEO of Dakota, an investment services company that has helped clients raise more than $40B since its launch.But Gui's story goes beyond just numbers—he's an innovator who's transforming what it means to build a successful workplace culture in the world of finance.As the author of "Millennials Are Not Aliens" and "The Dakota Way," Gui brings new perspectives to marketing, leadership & sales in the investment world.His people-focused approach has led him to build two companies generating $20 million every year by prioritizing what he believes matters most: people. (A strategy that has had him featured in Forbes, Inc., and appearing on Yahoo Finance's morning show!)His "no-policy policy" fosters autonomy and trust, while his talent for engaging millennial and Gen Z workers challenges traditional management styles.Gui's journey—from his initial career in real estate to founding Dakota—is filled with insights on building strong company cultures, modernizing sales processes, and adapting leadership styles that motivate and inspire teams across generations.—Cultivating a Culture of Calm: How Trust and Autonomy Drive High Performance—The No-Policy Policy: Empowering Employees in The Modern Workplace—Selling in The Digital Age: Leveraging Content and Relationships to Reach RIAs—Bridging The Generational Divide: Leadership Strategies for a Multigenerational Workforce—From Founder to Coach: Guiding Your Sales Team to Success Through Mentorship00:00 Introduction to Gui Costin and Dakota02:23 Leveraging Content for Business Growth04:02 Learning from Failure: The Birth of a New Business06:09 Generational Perspectives in the Workplace08:05 Results Over Reasons: A Mindset for Success08:58 Transitioning from Employee to Entrepreneur12:19 The Importance of Leadership and Mentorship15:20 Creating a Positive Work Culture18:11 Kindness vs. Niceness in Leadership19:51 The Importance of Continuous Feedback22:42 Hiring for Culture and Team Dynamics23:58 Iterating on Existing Ideas27:30 Identifying and Solving Acute Problems28:18 Overcoming Excuses and Taking Action32:32 Learning from Failures and Adjusting Strategies34:12 The Value of Responsiveness in Business38:41 Final Thoughts and Resources for EntrepreneursGet daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Mischa Zvegintzov shares his journey from a successful sales career to becoming a podcast host and influencer.   He discusses the evolution of his podcast, the importance of video testimonials, and the challenges and benefits of high-end masterminds. Mischa emphasizes the significance of strategic networking and guest speaking in the podcasting world, providing insights on how to effectively leverage these opportunities for business growth. We also discuss the intricacies of podcast guesting, emphasizing the importance of follow-up, the value of building an influence army, and effective pricing strategies. We share insights on maximizing podcast appearances, the reality of podcasting, and the credibility it brings.   We also touch on the significance of memorable branding and URLs for effective marketing.   Takeaways Mischa transitioned from a sales career to podcasting after retirement. He initially struggled with imposter syndrome in online marketing. The importance of video testimonials for businesses is highlighted. Mischa's podcast journey began with a focus on storytelling and rebirth. He emphasizes the need for a clear strategy when guest speaking on podcasts. High-end masterminds can be valuable but often require refined offers to succeed. Mischa advocates for starting with guest speaking before launching a podcast. Effective networking is crucial for monetizing podcast appearances. He shares a simple pitch strategy for reaching out to podcast hosts. Mischa believes in serving the audience during interviews to create value. Merging and blending ideas can lead to creative outcomes. Follow-up is crucial in podcast guesting; many miss opportunities due to lack of response. Maximizing podcast appearances involves strategic follow-up and content repurposing. Building an influence army can enhance your reach and authority. Pricing strategies should evolve; starting low can create urgency for future increases. Podcasting can enhance credibility, even if the content isn't widely listened to. It's essential to present oneself professionally during podcast appearances. Memorable branding and URLs can significantly impact marketing success. Many professionals miss opportunities by not following up or promoting their appearances effectively. The podcasting journey is about continuous learning and adapting. Chapters00:00 The Journey of Mischa Z: From Sales to Podcasting09:59 Navigating High-End Masterminds: Value vs. Cost 19:56 The Art of Podcasting: Strategies for Success 26:32 The Art of Podcast Guesting 28:37 The Importance of Follow-Up 30:55 Maximizing Podcast Appearances 32:39 Building an Influence Army 34:48 Pricing Strategies for Success 36:15 The Reality of Podcasting 38:30 Credibility Through Podcasting 40:43 Memorable Branding and URLs GUEST INFO:Guest Site: Chief Influence Officer - TheInfluenceArmyGuest Site: The Table Rush Talk ShowGet his free downloadable podcast guest speaking guide!Guest Speaking MasterclassInfluence Army Membership Trial OfferGuest LinkedIn: https://www.linkedin.com/in/mischaz/ MentionedGet The “Whisper Starter Pack"Automate your sales for $15Get daily tips to get better at sales, business, and BJJ.Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

I have Pia Silva discuss her journey in branding and marketing, emphasizing the importance of being authentic and owning one's identity. She shares insights on how to stand out in a crowded market, the significance of self-promotion, and the challenges faced by small branding agencies. We also touch on effective advertising strategies and the evolving landscape of social media. In this engaging conversation, Pia Silva and I discuss the ongoing journey of business success, emphasizing that initial achievements are just the beginning. They explore strategies for building a profitable small agency without the need for a large team, focusing on trust-building in sales, especially for service providers. The importance of empowering clients through knowledge and ownership is highlighted, along with the value of community engagement and sharing resources.Pia also offers insights into her approach to client relationships and the significance of maintaining a healthy work-life balance.     Takeaways Being badass is about owning your identity. Confidence is built over years of experience. Unique branding can set you apart from competitors. Self-promotion is crucial for success in business. Navigating social media requires curation and focus. Coaching small agencies can lead to significant growth. Effective advertising requires a clear understanding of your audience. The sale is just the beginning of the relationship. Branding should reflect authenticity and uniqueness. Ads should enhance an already successful funnel. It's gonna be a problem if you think, oh, I did it. The work really truly begins after the initial sale. Certain kinds of businesses can benefit from churn. Building trust is essential before pitching services. Selling a small initial service can lead to bigger sales later. Proposals should not be fishing expeditions. Empower clients by giving them ownership of their projects. Community engagement is key for service providers. Free resources can attract potential clients. Maintaining a work-life balance is crucial for mental health. Chapters00:00 Introduction and Personal Branding Journey02:49 The Concept of Being Badass 05:51 Unique Branding Strategies 08:56 The Importance of Self-Promotion 12:03 Navigating the Noise of Social Media 14:51 Coaching Small Branding Agencies 18:05 Effective Advertising Strategies 22:35 The Journey Begins: Beyond Initial Success 27:44 Sales Strategies for Service Providers 33:30 Empowering Clients Through Knowledge 36:44 The Importance of Client Ownership   GUEST INFO:Guest Site: https://www.nobsagencies.com/Pia Silva LinkedIn: https://www.linkedin.com/in/piapiasilvaFree Bonus: Get a free audio version of Pia's book Badass Your Brand: The Impatient Entrepreneur's Guide to Turning Expertise into Profit: nobsagencies.com/the-salesPia Silva Instagram: https://www.instagram.com/pialovesyourbiz/Free Blueprint on how to scale your branding agency to $30k+ months without employeesUse Pia’s FREE calculator to discover the price you must charge to achieve freedom in your branding businessGrab Pia’s best-selling book Badass Your Brand OR download the first chapter FOR FREEGet the free audio bookListen to Pia's podcast “No BS Agency Podcast”Check out Pia's No BS Agency Owners Free Facebook GroupGet The “Whisper Starter Pack"Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Takeaways Detachment in sales leads to better outcomes. Focus on the client's needs, not your own. Spirituality can enhance the sales process. Natural selling principles are transferable across industries. Asking the right questions is crucial for understanding clients. Sales techniques should be adaptable, not rigid. The energy you bring affects client interactions. Imitation in sales training lacks true understanding. Sales is about collaboration, not manipulation. Continuous learning is essential in sales.  00:00 Introduction to Natural Selling and Detachment02:00 The Aha Moment: Learning Detachment in Sales06:52 Spirituality in Sales: Connecting with Clients12:08 The Philosophy of Natural Selling18:12 Guideline Scripts vs. Traditional Scripts24:54 The Evolving Role of Salespeople30:18 Overcoming Challenges in Sales35:08 Taking Action: Next Steps in Learning Natural Selling Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Anish Patel shares his transformative journey from a conventional career in investment banking to a life of adventure, self-discovery, and entrepreneurship.He discusses the challenges he faced, including financial struggles and personal crises, and how these experiences led him to explore spirituality and authenticity.Anish emphasizes the importance of taking time for oneself, especially in today's complex world filled with distractions, and advocates for a more present and intentional way of living.We explore the themes of calmness under pressure, the importance of being present, and the journey towards authenticity, as well as the challenges of maintaining composure in stressful situations, the significance of training and practice, and the societal pressures that often dictate behavior.The dialogue also touches on the value of dance and fun in life, the complexities of modern conversations, and the nuanced understanding of good and evil.Chapters00:00 Introduction and Background02:55 The Journey to Self-Discovery05:48 From Financial Struggles to Business Success08:51 The Shift in Perspective During the Pandemic12:11 Understanding Energy and Authenticity15:12 Navigating Life's Complexities18:06 Finding Balance in Responsibilities20:51 The Importance of Taking Time for Yourself23:50 The Impact of Modern Distractions26:50 The Power of Presence and Simplicity32:43 Calmness Under Pressure34:52 The Importance of Presence36:32 Training for Calmness39:44 Authenticity and Outliers42:53 Breaking Societal Norms45:46 The Value of Dance and Fun48:59 Navigating Modern Conversations52:33 Understanding Good and Evil Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Mandi Ellefson is a long-time friend and returning guest to The Sales Podcast. We explore the evolution of business ownership and the challenges faced by CEOs, and we discuss her book, "Hands Off CEO," which addresses the struggle of business owners feeling trapped by their own success.We get into the balance between systematization and customization in service delivery, the importance of understanding client impact, and the necessity of feedback loops.Mandi emphasizes the significance of creating compelling offers and the dual approach of mindset and systems for growth, and we also touch on effective sales strategies, the power of storytelling, and the value of building relationships in outreach efforts.Finally, Mandi shares insights on marketing strategies and the importance of showing up with value, culminating in a discussion about her upcoming retreats and the transformative experiences they offer.Takeaways Mandi's book 'Hands Off CEO' addresses the challenges of successful business owners. Many CEOs feel trapped by their own success, leading to burnout. Finding the right balance between systematization and customization is crucial. Feedback loops are essential for understanding client impact and success. Business owners often get pulled into service delivery, limiting scalability. Identifying core problems in sales can lead to more effective solutions. Creating scalable offers requires a focus on the 80/20 rule. Transformational outcomes should be engineered based on client needs. Sales strategies must balance authority and collaboration with clients. Mindset and systems are both necessary for sustainable growth.00:00 Revisiting the Journey: A Seven-Year Reflection03:39 Finding Balance: Systematizing vs. Customization05:46 Understanding Client Impact: The Importance of Feedback 08:59 The Role of the Business Owner in Service Delivery 12:43 Creating Scalable Offers: The 80/20 Rule 15:38 Transformational Outcomes: Engineering Services for Success 18:24 Sales Strategies: Balancing Authority and Collaboration 20:57 Mindset and Systems: The Dual Approach to Growth 22:40 Tactical Sales Techniques: What Really Works 24:52 Crafting Compelling Offers: The Art of Specificity 27:19 Inbound vs. Outbound: The Power of Storytelling in Sales30:39 Building Relationships: The Key to Successful Outreach 32:28 Recognizing Opportunities: The Shift in Client Mindset 34:36 Effective Marketing: Strategies for Engagement 36:52 The Importance of Value: Showing Up with Coffee 40:54 Retreats and Transformation: The Value of Experience 43:48 Final Thoughts: Where to Find Mandi's Work Guest Site: https://handsoffceo.com/bookGuest Facebook: https://www.facebook.com/handsoffceoGuest LinkedIn: https://www.linkedin.com/in/mandiellefson/Guest Instagram: @handsoffceo and @mandiellefsonGuest X: @mandiellefsonGet daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset