The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

TakeawaysFrank Saunders is on a mission to educate sales professionals about the importance of automation.AI can help identify whether a message is automated or personalized.Sales strategies differ significantly between the US and Europe, with the US being more process-driven.The integration of AI in sales is essential for reducing costs and increasing efficiency.Cultural attitudes towards sales vary, with many Europeans being risk-averse.AI agents can assist in reaching out to potential clients without replacing human salespeople.The sales landscape is becoming increasingly competitive and saturated with emails.Sales processes often remain chaotic due to a lack of training and proper tools.Automation can help manage lower-value accounts that are not cost-effective for human sales reps.The future of sales will likely see more reliance on AI and automation, but human skills will still be necessary. AI can facilitate communication between buyers and sellers.Automation in sales can save time and improve efficiency.Quick responses are crucial for closing deals.The evolution of CRM systems is essential for modern sales.Sales teams need to adapt to new technologies.Building a startup requires resilience and adaptability.Validating an idea before coding is a smart strategy.The sales landscape is fragmented and needs innovation.Machine learning can enhance sales decision-making.Investing in technology is key to future success.Welcome to the last hard quarter of your life. Join 12 Weeks To Peak™ today:https://wesschaeffer.com/12wNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

Welcome to the last hard quarter of your life. Join 12 Weeks To Peak™ today for free: https://wesschaeffer.com/12wNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

Sales methodologies are often overly complicated with too many acronyms, which is usually by design because goo-roos and high-dollar consultants want to prove how savvy they are by confusing you.Technology alone will not solve your sales challenges, and neither will a new, multi-step sales methodology or new CRM, ERP, etc.Let's see how to create sales success today, which includes redefining the old school ABCs of Selling.Not for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

I get Brian to share his journey through e-commerce, highlighting his transition into the AI space and the development of deepm.ai, a tool for competitive ranking intelligence on Amazon. We get into the importance of understanding Amazon's A9 algorithm, recognizing personal strengths and weaknesses, and the role of pain in personal and professional growth. Brian reflects on his experiences as an employee in Fortune 500 companies and emphasizes the need for preparation and resilience in the face of challenges. We wrap it up with insights into targeting the right audience and the services offered by his new venture. 00:00 Introduction and Personal Updates02:55 Brian's E-commerce Journey and AI Integration05:53 Understanding Amazon's A9 Algorithm08:56 Identifying Personal Strengths and Weaknesses12:08 The Importance of Pain in Growth15:03 Transitioning from Employee to Entrepreneur18:05 The Role of Preparation in Success20:50 Handling Opportunities and Challenges23:47 Target Audience and Service Offerings29:30 Understanding Competitive Intelligence and the A9 Algorithm36:19 The Importance of Brand Visibility and Marketing Strategies39:59 Identifying Target Audience and Brand Owners42:36 Amazon's Business Model and Market Dynamics49:40 The Future of Warehousing and Automation51:50 Innovations in 3D Printing and Marketing StrategiesNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

In this monologue, I discuss the importance of starting small in business and sales, emphasizing that while many aim for grand goals, the foundational work is often neglected. I share insights on using CRM tools effectively, streamlining workflows, and maximizing productivity through automation. TakeawaysEveryone wants to boil the ocean, but nobody wants to collect the firewood.Switching tools is usually not the answer; often, it's about using what you have effectively.Document your processes and automate them where possible.Start small and show quick wins to build momentum.A 95% increase in productivity can be achieved with better processes.Understanding your workflows is crucial for efficiency.You must make every sale to make any sale.Gather small successes before aiming for larger goals.Investing time in processes can lead to significant financial gains.Automation can save time and increase productivity.Chapters00:00 The Importance of Starting Small05:52 Streamlining Workflows for Efficiency12:14 Building a Fire: The Metaphor for Business SuccessNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

In this conversation, Nichole Lucas and I discuss Nichole's transition from residential to commercial insurance, her experiences as a broker, and the importance of networking and marketing strategies in the insurance industry.Nichole shares her unique approaches to marketing and building relationships, emphasizing the value of trust and respect in business.We discuss effective strategies for building trust with prospects, targeting the right clients, and innovative marketing techniques with an emphasis on the importance of networking, especially through personal connections and events, and share creative ideas for standing out in a competitive market.The discussion also covers maximizing opportunities at trade shows and the significance of follow-up in sales.00:00 Introduction and Background03:02 Transitioning to Commercial Insurance05:54 Navigating the Broker Landscape09:07 Effective Networking Strategies 12:05 Unique Marketing Approaches15:00 Understanding Insurance Discounts17:53 The Role of HOAs in Insurance21:03 Building Trust Through Education 29:53 Building Trust with Prospects35:05 Targeting and Networking Strategies 41:45 Innovative Marketing Techniques 52:33 Maximizing Trade Show Opportunities23 years in insurance.Went out on her own into commercial insurance as a broker three years ago after a headhunter reached out.Good agents earn broker credits to pass on to their clients.Carriers also give credits for longevity, so review your policies regularly.Hired two part-time people to help with business development, and one was for maintaining the back office.Lead with education to ideal prospects.Help your customers help their customers.Take prospects golfing!Do 3D mailing for direct mail."Go for no. That's my thing.”Get a good list.The coolest thing she has seen in 23 years of sales...a vendor at a tradeshow had a magician at their booth.GUEST INFO:Guest Cell: (240) 319–951nineGuest LinkedInNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople. Salespeople are coin-operated...and a little bit...strange.There. I said it.We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!)And why you can't treat salespeople like everyone else in the company.We get into how to evaluate resumes, the significance of clear job descriptions, and the dynamics of sales teams. We may have some gray hair...but this interview can save your bacon!00:00 Introduction and Background02:55 The Unique Nature of Salespeople05:54 Hiring Challenges in Sales09:01 Defining the Ideal Candidate11:57 The Importance of Job Descriptions14:54 Evaluating Resumes and Experience17:55 Sales Team Dynamics and Loyalty20:48 The Hiring Process and Coaching23:48 Long-Term Engagement and Support26:50 Identifying the Right Clients29:53 Conclusion and Key Takeaways32:25 Navigating Career Transitions34:18 The Importance of Team Dynamics38:04 Sales Performance and Compensation Structures41:15 Building a Healthy Sales Culture46:14 Lessons from Sports and Coaching55:35 Closing Thoughts and Future ConnectionsWalter Crosby is a proud alum of the University of Michigan and holds an advanced degree from the school of hard-won wisdom.He spent the majority of his career as a salesperson who was frequently promoted into sales manager positions.He sold a variety of products with complex B2B sales cycles, including LED luminaries, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems.He’s sold to K-12 educators, colleges/universities, contractors, and manufacturing and commercial/retail firms.Frustrated by the lack of training he received each time he was promoted to sales management roles, Walter sought his own training and mentors to help him grow as a leader.After training himself and surrounding himself with strong mentors, he saw a need to share his hard-earned knowledge with others to develop successful sales teams.This led to the creation of his own firm, Helix Sales Development. Here, Walter coaches, trains, and supports successful sales teams using evidence-based sales evaluation and assessment tools by the Objective Management Group and sales-enablement technology through Membrain.Walter’s rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible.Conservatively, his clients see a 37-43% increase in revenue after their engagement.Guest Site: https://helixsalesdevelopment.com/Guest Facebook: https://www.facebook.com/helixsalesdevelopment/Guest LinkedIn: https://www.linkedin.com/in/walterlcrosby/Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

In this conversation, I interview Maxwell Nee, the co-founder of Score App, a quiz marketing software that helps businesses engage customers through personalized quizzes. *Check out ScoreApp via my link: https://share.scoreapp.com/951d60ee*See how I'm using ScoreApp at CRMQuiz.com Maxwell shares insights into the creation and evolution of Score App, the importance of building a business with enterprise value, and how they leverage AI to enhance marketing efforts. He discusses the competitive landscape, customer retention strategies, and the journey that led him to invest in ScoreApp and in building a successful coaching business, emphasizing the importance of teamwork, innovative strategies, and the often-overlooked value of podcasts in marketing. We get into effective quiz strategies for engagement and lead generation, as well as the significance of maintaining a steady approach to business growth. We wrap things up with insights on maximizing the use of ScoreApp and available resources for users.00:00 Introduction to Score App and Maxwell Nee10:40 Building a Business with Enterprise Value16:43 Understanding Competition and Market Positioning23:36 Maxwell's Journey to Success29:14 Effective Strategies for Quizzes and Engagement37:13 Leveraging Podcasts for GrowthGuest Site: https://www.scoreapp.com/bookGuest LinkedIn: https://www.linkedin.com/in/maxwellnee/Get daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset

Today, I sit down with New Zealander St John (pronounced "sin-jin") Craner.He's a rural sales expert, which means he knows how to sell human-to-human.We get into the intricacies of sales training, particularly within the rural sector. St John shares his journey from marketing to sales training, emphasizing the importance of understanding the psychology behind selling. We chat about the unique challenges faced by rural salespeople and the significance of building genuine relationships with clients in all markets. We also highlight effective strategies for attracting clients and the necessity of focusing on the basics of sales rather than gimmicks as well as the importance of building relationships in sales, emphasizing the need for consistency and mastering the fundamentals. And a few more things that will help you sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it.Guest Site: https://www.ruralsalessuccess.com/Guest LinkedIn: https://www.linkedin.com/in/stjohncraner/Guest Facebook Group: https://www.facebook.com/groups/285326399207141/00:00 Introduction and Personal Stories03:01 Transitioning to Sales Training06:08 Understanding the Rural Sales Landscape09:02 The Psychology of Selling12:03 Coaching Mindsets and Sales Success14:53 The Importance of Client Relationships18:04 Finding and Attracting Clients21:03 Building a Reputation in Niche Markets23:56 Effective Referral Strategies30:53 Building Relationships for Success33:19 The Importance of Consistency in Sales35:29 Mastering the Fundamentals37:41 The First Sale: Selling to Yourself42:25 Warm Calling vs Cold Calling45:59 Serving Over SellingGet daily tips on sales, marketing, entrepreneurship...and a little Brazilian Jiu-Jitsu for free at https://wesschaeffer.com/dailyNot for the mediocre majority: Learn how I get more done in a quarter than most achieve in a decade in 12 Weeks To Peak™ https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #LifeAdvice #GrowthMindset