The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

00:00 Introduction and Authenticity in Sales 06:06 Challenges of Modern Marketing Strategies 10:22 Understanding Customer Pain Points 15:49 The Importance of Building Rapport 24:59 Comparison of Realtors and Car Salesmen 28:54 Avoiding Arrogance and Staying Humble 30:21 The Importance of Personalized Service 31:06 The Importance of Trust and Relationships 33:26 The Challenges of Lead Generation 36:03 Diagnosing the Problems 38:24 Consolidating Tools and Systems 44:48 Subscription Tools and Conversations 48:28 Creating Content that Answers Questions 53:20 Sales and Marketing for Customer Acquisition and Retention 59:21 The Importance of Practice and Improvement 01:02:38 Capturing Demand for Products and Services 01:05:35 Focusing on Capturing Demand 01:06:10 Respecting Inboxes and Providing ValueMarket like you mean it.Now go sell something.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

https://blog.thesaleswhisperer.com/p/bradley-hamner 00:00 Introduction and Banter  01:10 Bradley's Background and Approach 04:14 Discovering the Importance of Systems and Processes 07:18 Building an Operating System for Business Growth 08:17 The Dangers of Relying on One Marketing Channel 09:13 The Power of Simplicity in Business 10:06 Transforming Business with Systems and Processes 28:18 Creating an Operating System for Business 31:50 The Pain of Staying the Same 36:42 Choosing Clients and Building a Team 44:12 Being an Entrepreneur and Building Systems 48:59 SEC Football Rivalries Market like you mean it. Now go sell something. Name your price for the Make Every Sale Program here: https://saleswhisperer.gumroad.com/l/OiXZk  SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa

https://www.theswarm.com/podcasts/wes Market like you mean it. Now go sell something.   Name your price for the Make Every Sale Program here: https://saleswhisperer.gumroad.com/l/OiXZk   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa

https://blog.thesaleswhisperer.com/p/its-your-fault   00:00 The Challenge of Sales and Marketing Alignment 03:13 The Role of Location in Alignment Efforts 26:56 The Impact of Brand Advertising and Lead Generation 31:27 Challenges of Modern Prospecting Methods 36:03 Sales and Marketing Alignment in the Digital Landscape The conversation revolves around the challenges of achieving sales and marketing alignment to drive B2B growth, as discussed by Kelly Hopping and John Eitel of Demandbase.  They explore the importance of collaboration, shared metrics, and leadership in fostering alignment. The use of AI in marketing and sales strategies is also highlighted, along with the impact of remote work on alignment and communication. The conversation delves into the practical aspects of account-based marketing and the role of technology in targeting the right audience. The conversation covers topics related to advertising, lead generation, personalized outreach, and the changing landscape of sales and marketing.  It delves into the impact of brand advertising, the effectiveness of targeted ads, the importance of personalized outreach, and the challenges of modern prospecting methods. The conversation also explores the evolution of sales and marketing alignment, the role of account-based marketing, and the need for human connection in a digital world. Takeaways Success in entrepreneurship requires discipline, perseverance, and the ability to learn from failures. Pivoting and adapting to market needs is crucial for the growth and success of a business. Transparency and open communication are essential in building trust with customers and employees. Imposter syndrome is common among entrepreneurs, but pushing through the hard days is what separates successful entrepreneurs from others. Focus on small, incremental steps to build a business from scratch Provide just enough help to overcome obstacles Be willing to do the boring tasks that are necessary for success Hire a virtual assistant to free up time for strategic work Outsource tasks to maximize efficiency Enjoy the journey and celebrate milestones along the way   Market like you mean it. Now go sell something.   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/

In this conversation, Wes and Michael Hudlow discuss the use of AI in CRM systems.  https://blog.thesaleswhisperer.com/p/michael-hudlow-2 They talk about Michael's experience writing a book on AI and how he used AI tools in the process.  They also discuss the importance of human interaction in business and the potential risks and benefits of AI.  Michael explains how AI can be used in CRM systems for the automation of emails, live account insights, lead conversion, lead scoring, and customer retention.  He also emphasizes the need for companies to have a policy on the proper use of AI.  The conversation explores the role of AI in business and the importance of asking the right questions when implementing AI tools.  It emphasizes the value of human intelligence, ethics, and proper problem-solving processes in conjunction with AI.  The discussion also touches on the misuse of AI in spamming and the need for responsible AI practices.  The guest shares insights from his books on AI and offers practical advice for companies and individuals navigating the AI landscape. Takeaways AI can be used in CRM systems for automation of emails, live account insights, lead conversion, lead scoring, and customer retention. Companies should have a policy on the proper use of AI to avoid potential risks and ensure responsible use. Human interaction and personalization are still important in business, and AI should be used to enhance these aspects rather than replace them. AI tools can help clean and standardize data in CRM systems, improving data quality and accuracy.  AI is a powerful tool, but it should be used in conjunction with human intelligence, ethics, and proper problem-solving processes. The value of AI lies in asking the right questions and understanding the actual problems that need to be solved. Misuse of AI, such as spamming, can have negative consequences and should be avoided. Companies and individuals should approach AI implementation with caution and ensure proper policies and protections are in place. Human oversight is crucial in reviewing AI-generated outputs and ensuring responsible practices. Market like you mean it. Now go sell something. Name your price for the Make Every Sale Program here: https://saleswhisperer.gumroad.com/l/OiXZk   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa

Overcoming Imposter Syndrome: Pushing Through the Hard Days00:00 Introduction and Background02:00 Starting and Selling Companies07:03 Discovering the Boring Side of Software09:09 Acquiring and Turning Around an E-commerce Company20:00 Overcoming Imposter Syndrome24:25 From Zero to Six: The Value of Incremental Progress28:23 Getting into the Nitty-Gritty: The Importance of Doing the Boring Tasks33:48 Building a Million-Dollar Business: Taking the Audience Along for the Ride 36:29 The Power of a Virtual Assistant: Outsourcing to Maximize Efficiency43:48 Headsets and Mountain Biking: A Lighthearted ConclusionTakeaways Success in entrepreneurship requires discipline, perseverance, and the ability to learn from failures. Pivoting and adapting to market needs is crucial for the growth and success of a business. Transparency and open communication are essential in building trust with customers and employees. Imposter syndrome is common among entrepreneurs, but pushing through the hard days is what separates successful entrepreneurs from others. Focus on small, incremental steps to build a business from scratch Provide just enough help to overcome obstacles Be willing to do the boring tasks that are necessary for success Hire a virtual assistant to free up time for strategic work Outsource tasks to maximize efficiency Enjoy the journey and celebrate milestones along the wayMarket like you mean it.Now go sell something. 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

Professional Sales Tipsfrom today's episode of The Sales PodcastIs sales dead?Is closing dead?For higher-ticket sales, you need great salespeople.Sales RolesMDR (Marketing Development Reps) → Reach out after someone opts inSDR (Sales Development Reps) → Reach out coldAE (Account Executives) → The closersThe 7 Beliefs a Prospect Must Have to BuyPainPain = move away from (avoidance)Unfulfilled desire = move towards (aspiration)Business is fundamentally about solving problemsPeople exchange money when you clearly show valueYou must start with painDoubtThey must doubt they can do it themselvesWhy not just DIY?CostIt's more costly to stay where they areReference: Tony Robbins' Dickens Process — imagine years from now if nothing changes; bring that future pain/cost/value into the presentSet up these questions carefullyIt must sound naturalDesireThe payoff if they fix the problemPaint the compelling futureSupportTheir partners/team will support the decisionMoneyThey must have the budgetThey must have the willingness to investTrustTrust in you and your companyTrust in your methodologySell them simultaneously on: Why their current world won't change (and it's too painful)Why your system will workWhen you break down their limiting beliefs properly, prospects often close themselves.There are a lot of soft salespeople today.Sometimes you must hold people accountable to align their actions with their words.Scaling & LeadershipTo really scale your business, you must learn sales management.Ad costs are rising → you need strong internal sales teams.The business owner must be the leader.Salespeople can't perform if they're not inspired.Culture matters.Prospecting & Lead GenerationCold calling still works great when: Targeted to a specific industryReaching high up the org chart (decision-makers)Target: Founders of $1M–$4M companiesUsually gets emails fairly easilyGets decent answer rates on callsData is the biggest factor → you need good listsHe manually builds his own listsTools & TacticsSeamless.ai (but he can't rely on their search function — needs a launch point)BuiltWith → find software they useFind relevant Facebook GroupsHard to find people who truly self-identifyExample: Realtors self-identify, but use Zillow to see who's actually advertising (instead of calling every realtor)Use Seamless to pull contact infoResearch team customizes the first line of outreachClean the list for good deliverabilityFinal Call-to-ActionIf you want to get into sales, reach out.If you're not making great money in sales, reach out.If you have a service, course, or online-delivered offering, reach out.You need a real way to generate leads.You can't just hire a salesperson, cut them loose, and expect them to "make it work."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

Feras Alhlou shares his journey from being laid off in a dry market to launching his own successful business. He emphasizes the importance of adaptability and readiness to pivot in the face of unexpected challenges. Feras also discusses the role of personal responsibility and the need to take proactive action to achieve success. He highlights the significance of surrounding oneself with the right people and constantly learning and improving. Feras shares his experiences in the early days of web design and online marketing, and how he navigated the evolving landscape of technology and AI. Feras shares his journey of starting and growing a successful analytics business, emphasizing the importance of specialization and finding the right business partners. He discusses the challenges of selling to Fortune 500 companies and the importance of continuous learning and improvement. Feras also advises young entrepreneurs and emphasizes the need for hard work and building a strong network. He cautions against following shady gurus and encourages authenticity and listening to the customer. Feras shares his resources, including his YouTube channel and newsletter, Startup with Ferris.Chapters00:00 Introduction and Background02:57 Adaptability and Pivoting in Entrepreneurship05:40 Surrounding Yourself with the Right People and Constant Learning10:15 Personal Responsibility and Proactive Action26:44 Challenges and Lessons in Selling to Fortune 500 Companies28:28 The Importance of Continuous Learning and Improvement36:59 Hard Work and Building a Strong Network for Career Advancement48:07 Beware of Shady Gurus and Seek Advice from Successful Individuals53:14 Authenticity and Listening to the Customer in Business 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

Gabe Lullo, CEO of Alleyoop.io, discusses the effectiveness of phone calls in sales prospecting and the challenges of reaching decision-makers.  Description: In this episode of The Sales Podcast, I sit down with Gabe Lullo, CEO of Alleyoop.io, to dive deep into how his innovative platform is transforming the way businesses approach sales engagement and productivity. Gabe shares insights into the challenges sales teams face today, how Alleyoop is tackling them with cutting-edge solutions, and his journey from startup founder to successful tech CEO. He emphasizes the importance of personalization and relevance in all prospecting channels, including phone calls, emails, and LinkedIn messages.  Gabe also highlights the need for training and skill development in sales teams to improve closing rates. He shares insights on the gamification of the sales process and the basketball-themed branding of Alleyoop.io. We discuss: • The power of automation in streamlining sales processes • How AI and data are shaping the future of sales • Strategies for scaling sales teams efficiently  • Gabe’s vision for the next big thing in sales technology We wrap up the interview with Gabe by discussing the challenges of cold email and the importance of being direct and human in all communication channels. If you’re a sales leader or a sales rep looking to optimize your workflow and boost results, this is a must-watch! 00:00 Introduction and Welcome 08:16 The Importance of Personalization and Relevance in Prospecting Channels 12:59 Training and Skill Development for Improved Closing Rates 23:28 Challenges and Strategies in Cold Email 30:12 Being Direct and Human in Communication Channels 35:19 Conclusion Don’t forget to like, comment, and subscribe for more insightful interviews and sales tips! Listen on: 🎙️ Apple Podcasts | Spotify | Google Podcasts #Sales #SaaS #SalesEngagement #SalesAutomation #Alleyoop #Startup #SalesPodcast #TheSalesWhisperer Market like you mean it. Now go sell something. SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes

https://www.thesaleswhisperer.com/p/michael-falato   00:00 Introduction and Air Force Stories 11:33 Sales as a Service: Full Throttle Falato Leads 24:27 Lead Generation Strategies 29:22 Pricing and Comparisons 36:17 Aim High and Provide Value Takeaways Michael Falato transitioned from a career in sales and real estate to starting his own company, Full Throttle Falato Leads, which offers sales as a service using software automation. Personalization and value are key in outreach. Michael invites prospects to be featured guests on his podcast or roundtable as a way to start a conversation. Tools like Apollo can be effective for lead generation, but it's important to understand how to use them properly and avoid spamming or breaking email deliverability rules. The future of cold email outreach is uncertain, as platforms like Google may implement stricter measures to prevent spam. Building relationships and providing value are essential in sales, regardless of the industry or approach. Attending conferences and events can be a valuable way to meet potential clients and generate leads. Social media platforms like Twitter and LinkedIn can be used to connect with prospects and set up meetings. Personalization and finding common ground with prospects can help make outreach more effective. Having a strong mindset and being persistent are important qualities in sales. Building relationships and providing value to clients are key to long-term success in lead generation. Market like you mean it. Now go sell something. SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa