Salesman Podcast - The World's Biggest B2b Sales And Business Show

The everyday sales pitch is boring. Running through features, hitting on target metrics, going through product slide after product slide after produ… Truth be told, the everyday sales pitch sucks. And your buyers think so too. But it doesn’t have to be this way. You can deliver a powerful, effective message while driving engagement, stirring […]

Times have changed for B2B salespeople. Not too long ago, buyers used to do light research on a solution before reaching out to a sales rep for more detailed information. These interactions helped educate buyers about the product. But they also gave salespeople all the power when it came to controlling the buyer’s journey. These […]

You’ve got a job interview for your dream sales job. You have the experience and a track record of success. The only thing between you and your offer letter is your (hopefully) future sales manager. Impress them with your exceptional selling skills and expertise, and you’ve got the job. But the question is: how? This […]

Chris Smith is a sales and marketing expert, USA Today bestselling author and co-founder of Curaytor. On this episode of the Salesman Podcast Chris shares how software and what tools modern, internet based B2B sales professionals really need to close business in their marketplaces. Resources: Curaytor.com Book: Chris on Linkedin @Chris_Smth Book: The Conversion Code: […]

Most people think the best sales reps are selfish, that they only think about closing a deal from THEIR side, not the buyer’s. They’re focused on the sales funnel, not the buying process. But it turns out the most successful reps put 90% of their energy into understanding WHY buyers make a purchase. They focus […]

Let’s face it—most cold emails suck. Cheesy openers, misleading subject lines, body copy that drawls on and on. It’s no wonder why the response rate for them is often less than 2%. But the most frustrating thing about it is cold emails don’t HAVE to suck! Because there’s a simple, 4-step structure you can follow […]

Many businesses organize their sales teams into territories based on geography, demographics, or other criteria. Your company has also decided to jump on the sales territory management bandwagon to ensure better outcomes. But how can you ensure you continue hitting your monthly sales quota under this new arrangement? Your experience and your prospect’s willingness to […]

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb also leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. In this episode of The Salesman Podcast, Deb explains how we can use selling questions to remain in control of the […]

In just seven years, the SaaS industry has grown from $31.5 billion to an astounding $171.9 billion. And by 2024, it’s on track to reach $369.4 billion! For sales reps like you, the writing on the walls is this—no matter what you sell today, you’ll be selling SaaS in your next sales role. And that […]

We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn’t about tricking people into buying. Instead, it’s about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a […]

Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life […]

Not all prospects are a good fit for your product or service. That's why you need to recognize your prospects' buying signals.

In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales. Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale Resources: Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale Andy on LinkedIn MEDDICC.com Book: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Book: The Challenger Sale: Taking Control of the Customer Conversation Transcript Will Barron: Coming up on today’s episode of the Salesman Podcast.   Andy Whyte: I think the thing is this, a lot of… MEDDICC is probably the most widely used methodology or framework or whatever you want to call it, in enterprise sales. What you find is that everyone has a different word for it. As a salesperson, you really only have one thing, one asset that really is going to dictate how successf

Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear comes from? A lack of control. The more control we have over any situation, the less afraid we’ll be. Same goes for cold calling. So if you want to eliminate cold calling fears FOR GOOD, […]

Do you want to become a legend in your industry? How would that affect your sales performance? What would your day look like if you had inbound leads hitting your inbox rather than having to cold call until your fingers bleed from dialing? On this episode of The Salesman Podcast, Shama Hyder shares a bunch […]

“What’s my motivation?” Clichéd as it is, this question still resonates today. And not just with actors. But with retail workers, executives, laborers—with everyone. For sales reps, in particular, keeping up their sales motivation day after day is often a struggle. Boredom, anxiety, hopelessness, and downright depression can all be expected in the face of a […]

A lot of sales reps I work with have been caught in the time/money trap – what they make is DIRECTLY tied to how much they work. But the great thing about sales is you can create a “flywheel” system that SCALES UP your ability to earn without requiring more of your time. And if […]

​In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter and get to the heart of what a client wants. The best way to do this is by asking the right questions—questions that help salespeople build a strong rapport with sales prospects. Following the SPIN […]

Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out all the time. But today I run a 7-figure sales training company, produce TONS of quality content, and still have time for coaching calls, hobbies, and a family life. How? I’m tyrannical about how I […]

In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed in the brain, regardless if it’s positive such as happiness, or negative, such as remorse. We cover some sales training nonsense on the topic of influence and Lisa debunks a few more sales myths in […]