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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/
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If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love this week’s episode of Bulletproof Selling. We sat down with Dailey Tipton, Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and ensur…
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In this insightful episode, we sat down with Bill Parry, Director of Sales Enablement with Privitar and a Coast Guard veteran, to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are other ways to solve sales p…
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Bulletproof Selling
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Harnessing the Power of Storytelling In Sales
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It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it’s done, we sat down with Tom Jackobs, an Impact Pilot at JackobsEffect, Inc., to explore the art of sourcing, developing and delivering stories that connect with our prospects. Whether you're…
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Bulletproof Selling
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Certify Your Success: Systemizing How You Sell Certifications
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Does your company offer a certification or warranty on what you sell? And does it make a difference in whether someone buys from you? In this latest episode of our podcast, we sat down with Robb Clawson, Director of Marketing, Education, Membership, and Events at AMCA International to learn how to systemize the way we sell certifications. Tune in t…
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Bulletproof Selling
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Scaling Emotional Connections Across Prospects
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In this episode of our podcast, we sat down with Ryan Staley, CEO of Wale Boss, to discuss how to systemize our emotional connections in a scalable way. Ryan shared his insights on the importance of researching what our prospects care about so we can show educated and prepared to offer solutions. Tune in to learn how to streamline the way you build…
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Bulletproof Selling
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Systemize Your First Days As A Sales Leader
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If your careers takes you to a leadership position, you don’t want to hope you figure it out as you go. This week, we sat down with John Hoskins, founder of Level Five Selling, to learn what new sales leaders need to know to ensure they’re starting off well. Because we never know when we’ll be tapped to lead a team, this is a must-listen episode of…
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Bulletproof Selling
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Are You Hiring And Firing The Right Salespeople?
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Whether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, we sat down with Chaminda Wijesundera, a sales headhunter and managing partner at Emphire Agency who shared his secrets on how to systemize your hiring process to ensure faster ramp-up and sales performance. During our c…
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Bulletproof Selling
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Keeping Deals From Sticking: The Secret to Faster Revenue and Sustainable Growth
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In the world of sales, keeping your pipeline moving is crucial. That's why we sat down with Steve Gielda, author of the book "Influence Acceleration: How to Get Your Way Faster and with Less Resistance," to discuss his insights on keeping deals from getting stuck. In our podcast, Steve shares his strategies for accelerating pipeline and boosting fu…
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In this episode of our podcast, we sat down with Collin Mitchell, sales expert at Humantic.ai, to discuss how sales professionals can leverage the power of AI and personality types to systemize and streamline their sales process. Collin touched on various topics, including the importance of understanding your ideal customer profile, the role of AI …
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Bulletproof Selling
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Mastering Sales Success Through Controlling The Basics
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Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? We sat down with Steve Heroux, founder and CEO of the Sales Collective, to discuss his insights on how to reclaim our control of sales calls and of our sales careers. In this episode, we dive into the importance of discipline, routine, learning, and role …
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Ever wasted months pursuing a prospect only to discover they’d make a horrible customer? During our latest podcast episode, we sat down with Ian Selbie to discuss the importance of systemizing how we qualify prospects into our pipelines. He shared his insights on how to create a repeatable and measurable system that can help you close more deals an…
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Bulletproof Selling
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Creating Effective Systems for Getting Paid On Time
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Selling is tough enough, but too many of us stop when the sale is made. In this episode, we sit down with Dee Bowden, the founder of BCS Solutions, to uncover the secrets to creating an efficient and effective system for managing accounts receivable, so that we can begin delivering on the value we promised our prospects during the sales process. Tu…
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Bulletproof Selling
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Being The Salesperson Your Prospects Seek Out
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Top salespeople seem to be the ones prospects seek out, and they’re the envy of everyone else on their team. However, what they’re doing isn’t magic – it’s just different than how most salespeople are selling. Instead of focusing on their product or service, top salespeople are focusing on the challenges their prospects face and are fanatical about…
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Bulletproof Selling
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Creating A Customer-Focused Buying Journey
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Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us make buying decisions every day. What is the difference? When salespeople focus on their sales journey, prospects must be led. When prospects are the ones calling the shots, they do the leading. To learn how to construct a cus…
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Bulletproof Selling
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Removing Procrastination From Sales Activity
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We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it’s cold calling or filling the pipeline, what we avoid always comes back to haunt us in sales. To learn how to identify, document and overcome even our toughest sales task, we sat down with Larry Long, Jr., the chief experience officer of LLJR Enterprises, an…
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Being the person our prospects and customers turn to when they have a problem is a great place to be, but there’s an even better place the best salespeople strive for. It’s to be the person with solutions to problems that prospects didn’t even know they had. To learn how we can systemize listening for industry challenges, creating solutions, and le…
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Bulletproof Selling
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Are You Focused On Your Mission Or Theirs?
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Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales conversa…
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Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the call starts to go south. The best salespeople have ways to turn sales calls around mid-stream or decide to cut and run – and we sat down with Kevin Vear, a sales expert from Franklin Covey, to learn how any salesperson can…
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Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers. They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’ To learn how we can incorporate …
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Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they rarely have to overcome objections. Instead, they only deal with people that know, like and trust them. While it used to take decades to develop a book of business like that, it doesn’t have to. We sat down with Trey …
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Bulletproof Selling
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What To Do In The Seconds Before The Sales Call
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It’s go-time. The prospect’s name and number are in front of you, and you’re about to hit ‘dial.’ What did you do to prep? Too many salespeople answer that question with ‘nothing’ or ‘not enough.’ Figuring things out on the call isn’t the best time to help customers solve problems, which is why the best performers always have a pre-game system they…
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Bulletproof Selling
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Ensuring Discovery Is Not A One Time Event
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Discovery is one of the most critical jobs of a salesperson, because we need to know if we can help the people we’re speaking with! Unfortunately, many salespeople make discovery a one-time event in their sales process and then get frustrated when interest wanes, objections arise and priorities shift. Salespeople that ensure discovery continues thr…
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‘Pitching’ has a bad rap in the sales industry, because too many salespeople ‘spray and pray’ when it comes to showing prospects what their products and services can do. If we could make our demos and pitches prospect-focused and actually provide them with something they couldn’t get anywhere else before they purchase from us, how much more likely …
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If you knew you could make progress on any account you called on, would you pick up the phone more? Instead of being a fantasy, delivering on that is exactly what we’re covering in this week’s podcast. We sat down with Gerry Hill, vice president at ConnectAndSell, to learn how salespeople can set and leverage micro-objectives to ensure they’re maki…
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One of the easiest places to experience loss in a pipeline has nothing to do with pricing or competitors – it’s because we let a prospect slip through the cracks. To ensure we never lose a prospect during a handoff between team members, we sat down with Sebastien Van Heyningen, president of Central Metric, to learn how the best salespeople systemiz…
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If our prospects don’t know how much we care about them, then we can’t expect them to care about what we’re selling. That’s why it’s imperative we add more value to their lives even before they become customers. But how do we identify their pain points and build resources that will ensure they see us as people they want to take another call from? T…
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Bulletproof Selling
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Leveraging Data Your Prospects Care About
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Have you ever tried to convince a prospect to care about the features or benefits of what you sell? And how did that go? It’s true that prospects only care about the things that could affect them, and if they don’t understand how what you sell does that, you’ll struggle to sell. To understand how to research and communicate the information prospect…
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Bulletproof Selling
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Linking Profits With The Moods Of Prospects
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Unhappy people don’t tend to do well in sales, and there’s a reason: People want to have conversations, relationships, and buying experiences that leave them feeling good about their choices. To learn how we can positively elevate our prospects in every conversation, we sat down with Mark Bowden, an international expert in leveraging body language.…
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Salespeople often struggle through sales scripts and pre-built ‘pitches’ their companies provide them, wondering why the highest performers in their organization often go off-script. To learn how we can make any sales pitch our own, we sat down with Caelan Huntress, creative director of Stellar Platforms and author of the book Marketing Yourself. H…
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Bulletproof Selling
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Systemizing How You Maintain Or Regain Control Of Your Sales
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Sales is a tough job if we think we’re responsible for controlling the actions of others. Often, however, top salespeople place their focus on the things in their schedules, outreach and day that are within their control. This mindset shift can make the difference during times when prospects aren’t picking up the phone despite our best efforts. To …
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Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in the natural world, they’re looking for things that reliably repeat – a lesson salespeople can benefit from. To learn how to apply science to systemize our way out of losing sales, we sat down with David Hoffeld, author of The Scien…
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A famous saying is ‘Knowing is half the battle,’ and it’s a saying that the best salespeople take seriously. Showing up to a sales meeting already knowing about your prospect, their goals and their challenges positions you ahead of every other salesperson who has to build their prospect’s profile on the fly. To learn how it’s done, we sat down with…
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Bulletproof Selling
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Serving Rather Than Being Subservient In Sales
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Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have both and be seen as an equal partners. That’s why we sat down with Leon McCowan, creator of The Sales Dojo, to learn how to keep ourselves out of the friend zone with our clients. It’s a great system that ensures we’re seen…
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When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it shuts down more sales opportunities than it creates. To learn how we can overcome the need to be likeable in how we sell while still serving our prospects, we sat down with Douglas Cole, author of The Sales MBA. He shared a simple sy…
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Bulletproof Selling
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Systemizing Sales Even When You Are Senior
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There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople never stop learning and growing. He’s foun…
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If you sell long enough, you’ll find yourself in a sales plateau. It might be in how you prospect, drive meetings or ask for the sale, but as we become comfortable in any process, we become complacent. To learn how to identify where we might be in a comfort zone in how we sell and break out if it, we sat down with David Schlosberg, a sales expert w…
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If you’ve ever been nervous to reach out to a stranger and try to sell them something, you’re not alone. It’s natural to be nervous when we’re in a new environment, whether we’re selling something or kicking down a door with a military team. Where military teams get it right is having a plan before they step into the unknown. To learn how to plan o…
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Bulletproof Selling
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Predicting Where Your Sale Will Stall And Getting It Moving Again!
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Sales stall for thousands of different reasons, and most salespeople chalk it up to bad luck, inflation, or a stagnant economy. However, there is a group of high performers out there who never settle for sales stalls. They’re constantly examining what they could do differently next time, effectively ‘sprinting’ as they try new methods scripts and t…
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The time between when we meet with a buyer and when they say yes can be frustrating for a salesperson who’s always hearing, ‘We’ll check with our folks and get back to you.’ To help us overcome this sticking point in the sales cycle, we sat down with Brandon Bornancin, CEO of seamless.ai, to learn how he’s systemized ensuring that his sales move fr…
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Bulletproof Selling
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Being Prospect-Focused In Your Sales Systems
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We all know that our favorite topic is ourselves, but how many times do we apply that to how we sell? We sat down with Chris Dawson to learn how to ensure everything we do as salespeople places the spotlight where it belongs: On our prospects. It’s all in this week’s Bulletproof Selling podcast!
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Bulletproof Selling
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Save Time By Up-Leveling With Training Systems
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If you’ve ever found yourself having to spend time training the same topic twice on your sales team, you’re going to love this week’s podcast. We sat down with a former Israeli Paratrooper Zach Selch, CEO of @global sales mentor, to learn how the highest perfor mers in militaries around the world develop training to become force multipliers in thei…
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Bulletproof Selling
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Shortening Sales Cycles By Changing Focus
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Salespeople around the world are always looking at ways to shorten their sales cycles, but according to Adir Ben-Yehuda, most of them are focusing on the wrong thing. Instead of investing more in a tech stack or sexier marketing, Adir sat down and shared a simple sales system that refocuses our attention where it belongs – on the prospect and their…
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Bulletproof Selling
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Softening Targets With Prospecting Videos
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There’s a phrase in the military called ‘softening the target’. It means prepping your target for the main effort so you have a better chance of success. In sales, there’s no better way to prep a prospect for a conversation than to allow them to get to know you ahead of time and show them you’re competent and bring relevant solutions. Fortunately, …
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Bulletproof Selling
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Improving What And Why You Train In Sales
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Most salespeople would rather be selling than training, and it’s because few can connect training with revenue and serving customers. That’s why we wanted to sit down with George Hamilton, a former Army artillery officer who applies what he learned on the battlefield with his sales team. He outlined how he determines what they need training in most…
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Bulletproof Selling
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Leveraging The Power Of Psychology To Drive Better Conversations
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If you’ve ever felt like your prospects were waiting for you to stop talking so they could hang up on you, you’re not incorrect. Our brains have evolved to quickly sort new stimulus into categories and if you’re not surprising them or piquing a prospect’s interest, you won’t make the sale. That’s why we sat down with Moeed Amin, a student of neuros…
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Customer feedback isn’t just for improving customer experience. Properly systemized, it can actually be used to help us sell better to our current prospects. That’s why we sat down with Ross Tramper, VP of sales for Teslio. He shared with us how he encourages his salespeople to gather information from current customers that allows us to customize m…
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Bulletproof Selling
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The Power Of Leveraging Sales Intelligence
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Whether we’re on an actual battlefield of on the battlefield of business, intelligence can determine whether we win or crawl away in defeat. Salespeople understand the value of ‘market intelligence’, but few are taking the time to really leverage it before they begin prospecting to ensure they’re setting themselves up for success. That’s why we sat…
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Mindset is a term thrown around a lot, but few salespeople understand how to actually build it. Whether you’ve been selling for decades of for a few days, you know mindset is the difference between loving what you do or dreading every sales call. That’s why we sat down with Jim Cathcart, a hall of fame speaker who has been teaching personal develop…
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Sales team meetings usually produce eye-rolls, and for good reason: Most are a waste of time. That’s why we sat down with Jeff Bajorek and learned how he advises his clients to sell their sales teams on the value of meetings the same way they sell clients on the value of their products and services. It gives sales leaders a chance to step into the …
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It’s a fact that most prospects feel ambushed when a salesperson calls them out of the blue, and it’s a major hurdle that stops sales cold in their tracks. Yet, there has to be a way to call a stranger and establish a connection, build trust and demonstrate empathy, and that’s what we sat down with Chris Beall to learn. He shares the same system hi…
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