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

How often have you heard this – “Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and […]

A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery, you’ll get some powerful takeaways to better qualify leads, drive enthusiasm, and boost your chances of closing. In today’s post, I’m breaking down five of the most powerful sales questions to ask potential buyers. And […]

It is common for sales managers to say that sales is a numbers game. If this is what you have been told you may be wondering what this statement means. The simple explanation of what this statement means is that more activity leads to more sales. But this still leaves you with questions like: What […]

Cold email is one of the best tools in your sales rep toolbox. But there’s just one problem—if your emails aren’t getting opened in the first place, then all of your efforts (the clever copy, the personalization, the research) will all be for nothing. THAT’S the importance of a great subject line So, what’s the […]

One of the absolute best ways to scale your sales earnings is by speeding up your sales cycle. You know this. But how often do you still get hit with “maybes” and “I’ll think about its” when you’re trying to close? The problem—they don’t feel the urgency. And sorry to say, that’s on you. Here’s […]

Believe it or not, there wasn’t a whole lot of data out there on sales techniques in the past. A lot of the industry was based on “feel”, “intuition”, and “charisma”. That is until one revolutionary book came along and turned the business of selling on its head in 1988. And the research-driven techniques this […]

Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of the top 30 social sellers in the world by Forbes. In this episode of The Salesman Podcast, Keenan is explaining what “GAP Selling” is and why relationships, objections, and closing in sales are dead. Resources: […]

As a sales professional, you’ll often find yourself working on more than one deal at once. You’ll hold conversations with different people with different needs and viewpoints. You want to close each of these effectively to ensure you keep smashing your sales quotas. Staying on top of all this can leave you overwhelmed, confused, and […]

Do you feel that? You can practically smell it in the air. *Sniff* *sniff*—a recession is coming. Are YOU prepared? If you want to come out of this economic dip intact, you need to start preparing. Like NOW. And one of the best ways to do that is by setting MORE meetings and begin the […]

Anthony Iannarino is an international speaker, author, and experienced sales leader. In this episode of The Salesman Podcast, Anthony shares how we can take business from our competitors and essentially “eat their lunch”. Resources: Book: Eat Their Lunch: Winning Customers Away from Your Competition TheSalesBlog.com @Iannarino Book: The Lost Art of Closing: Winning the Ten […]

Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes”! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re covering how to respond to […]

Look, “selling” gets a bad rap these days. But after reading this monumental book, I realized that EVERYONE sells, especially in the modern workplace. To sell is to be human. And when you do it with the right approach, it’ll make you proud to be in sales, just like I am. Today we’re talking about […]

Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike. On this episode of The Salesman Podcast Tom shares 4 ways you can deal with a potential customer saying “no” to your sales pitch. Resources: TomHopkins.com […]

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 […]