The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

In this conversation, Wes and Phillip Swan discuss various topics, including their love for Scotland, the importance of customer-centricity in business, the role of AI in marketing, and the need for critical thinking in the age of AI. Phillip shares his journey in sales and marketing, emphasizing the value of understanding the customer and creating simple, impactful experiences. He also provides insights on leveraging AI tools to enhance marketing efforts and the importance of avoiding hallucination in AI-generated content. The conversation highlights the need for businesses to adapt to changing buyer behaviors and the potential of AI to automate and scale processes. In this conversation, Phillip Swan and Wes discuss various topics related to business, technology, and sales. They touch on their experiences at the Air Force Academy, the importance of trust in sales, the role of data in decision-making, and the need for reason-driven decisions. Phillip emphasizes the significance of creating a seamless customer experience and the importance of culture in building a successful brand. He also shares that his company works with C-suite executives and helps companies unlock revenue growth and scale. Overall, the conversation highlights the need for critical thinking, effective communication, and a customer-centric approach in business. 00:00 Introduction and Love for Scotland 03:08 Creating Impactful Experiences and Understanding the Customer 08:22 The Power of Customer-Centricity in Driving Business Growth 13:30 Leveraging AI Tools for Marketing Success 17:57 Avoiding Hallucination in AI-Generated Content 24:22 The Importance of Critical Thinking in the Age of AI 26:25 Adapting to Changing Buyer Behaviors and Building Digital Relationships 30:08 Reason-Driven Decisions vs. Data-Driven Decisions 33:58 Creating a Seamless Customer Experience 39:22 The Role of Culture in Building a Successful Brand 45:18 Unlocking Revenue Growth and Scaling a Business 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

Nathan and I discuss the importance of bridging the gap between school and real-life experiences. Nathan shares his experience as a guest lecturer at various universities and colleges, where he aims to provide students with practical knowledge and new perspectives. We also get into the challenges of being an entrepreneur and the need for resilience and a redefinition of normality. We touch on the fear of starting over, the importance of taking action, and the discomfort that comes with growth and progress. We also get into: Personal growth Consumer psychology, The challenges of scaling a business, Continuous learning, How to achieve your goals, and Nathan’s upcoming book on consumer psychology and how understanding human laziness can inform marketing strategies. 00:00 Introduction and Nathan's Experience as a Guest Lecturer 04:18 The Challenges of Being an Entrepreneur 07:13 Redefining Normality: A Key to Success 11:28 Taking Action for Growth and Progress 16:16 Getting Comfortable with Discomfort 2:13 Continuous Learning and Taking Action 27:10 Understanding Human Laziness 30:07 Challenging Beliefs and Seeking New Experiences   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

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/solomon-thimothy 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 Value 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/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 Days https://blog.thesaleswhisperer.com/p/eli-rubel 00:00 Introduction and Background 02:00 Starting and Selling Companies 07:03 Discovering the Boring Side of Software 09:09 Acquiring and Turning Around an E-commerce Company 20:00 Overcoming Imposter Syndrome 24:25 From Zero to Six: The Value of Incremental Progress 28:23 Getting into the Nitty-Gritty: The Importance of Doing the Boring Tasks 33:48 Building a Million-Dollar Business: Taking the Audience Along for the Ride  36:29 The Power of a Virtual Assistant: Outsourcing to Maximize Efficiency 43:48 Headsets and Mountain Biking: A Lighthearted Conclusion 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.   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

Professional Sales Tips you'll learn today on The Sales Podcast... Is sales dead? Is closing dead? For higher ticket sales, you need great salespeople MDR, SDR, Account Executives SDRs are reaching out cold (Sales Development Reps) MDRs reach out after you opt-in for something (Marketing Development Reps) AEs are the closers Seven beliefs the prospect must have to buy Pain Pain—move away from Unfulfilled desire—move towards Business is about solving problems People exchange money when you show them value But we must start with pain Doubt They must doubt they can do it themselves Why not DIY? Cost It's more costly to stay where they are Tony Robbins and the Dickens process, imagine years from now if nothing changes, and bring it to the present cost/value You must set up these questions It must sound natural Desire The payoff if they fix the problem The compelling future Support Your partners/team will support you in the decision Money They must have the money/budget to invest They must have the willingness to invest the funds Trust Trust in you and the company They must trust your methodology So you must sell them simultaneously on why their current world won't change and it too painful and that your system will work Break down their limiting beliefs Prospects will close themselves when you do this right There are a lot of soft salespeople today Related episodes and posts Close More Sales With the Hardcore Closer Open Relationships Instead of Close Sales With Jeffrey Gitomer There are times to hold people accountable to be in alignment with their words You must learn sales management to really scale your business Ad costs are rising, etc. so you need internal sales teams The business owner must be the leader Salespeople can't perform if they are not inspired Your culture matters Cold calling works great in a targeted industry and you have to reach high up the food chain He goes after founders of $1-$4 million companies He usually gets emails rather easily He gets decent answer rates on calls Data is the biggest thing You need good lists He manually builds his own lists Uses Seamless.ai He can't use their search function He needs a launch point Use BuiltWith to find software they use Find a Facebook Group It's hard to find these people who self-identify Realtors self-identify but use Zillow to see who is advertising so you're not just calling all Realtors Use Seamless to get all of their info Research team customizes the first line to complete the list Then clean the list to have good deliverability If you want to get into sales, reach out If you're not making great money in sales, reach out If you have a service or course or online delivered service, reach out You need to have a way to generate leads You can't just hire a salesperson and cut them loose and tell them to make it work