Nick Boothman is the author of Convince Them in 90 Seconds or Less and that’s exactly what we’re talking about on today’s episode.
When decision makers are busier than ever, the level of distractions, beeps and vibrations are on the rise, the first 90 seconds you spend with them is becoming increasingly important.
Bob Urichuck is an explosive sales expert who has a counter-intuitive sales system that gets results.
As you will hear, I didn’t agree with everything Bob said in this episode but the show did produced a tonne of practical sales advice for #SalesNation to test for themselves.
Jeffrey Lipsius is a sales expert who turns traditional sales training on it’s head.
Most sales trainers are telling you to take control of the conversation, to push it in a direction that makes you commissions. Jeffrey takes a different approach and in the internet age, when buyers have more control than ever, it makes total sense.
On this Q/A episode of the Salesman Podcast I answer the following questions –
What is the most common question you get asked by the audience?
Why is it the SalesMAN Podcast rather than the SalesPERSON Podcast?
Which is more important in B2B sales, sales skills or emotional intelligence?
I want to start an industry specific podcast like yours, where do I start?
Dan Waldschmidt returns to the Salesman Podcast but this time not for our usual sales hustle and motivation conversation.
On this episode we’re getting strategic about the skill set B2B sales professionals need to develop to thrive in the modern, increasingly complex sales environment.
Matt Heinz is the president of Heinz Marketing and on this episode he shares what you should be expecting from your marketing department and who to go to if this isn’t happening.
Matt is one of the few guests I’ve had on the show that pushes not just for “sales and marketing alignment” which is talked about often but the fact marketing is there to support sales which is where we start the show.
Very simply I’ve discovered my mission in life. To help sales professionals thrive!
We’re not taught how to sell, more importantly we’re not taught how to communicate, how to cope with the stresses that sales jobs put on us and we’re not taught how to not just hit target but thrive.
In this short episode I share my my mission, why it’s so motivating and how it’s going to effect the Salesman Podcast moving forward
Dave Brock is the author of the Sales Management Survival Guide and so the perfect person to ask if sales management is the best next step for tenured sales professionals
However as Dave shares in this episode, management is not for everyone…
Yoav is the CEO & Co-Founder at Colabo a complete platform for the modern sales stack.
With a background in sales and a company pushing forward into the future of the sales stack, Yoav is the perfect guest to share how we can break through the biggest barrier facing most B2B sales professionals right now -“noise”.
Paul Avins is a business growth coach and he joins me on today’s episode to share how you can leverage your personality (rather than fight it) to get more done.
Steli Efti is the founder of Close.io and is an expert in demoing products to close deals.
I ask Steli why every product demo I’m given is unengaging, boring and anything but interactive and then I share some thoughts on physical product demos too.
Mark Hunter is the author of High Profit Prospecting and joins me on today’s episode of the show to share why prospecting is the most important sales activity to get right.
Mark Tanner is the COO of Qwilr which is a hot tech start up based out of Australia. Just the company that B2B sales professionals would love to work for.
In today’s show I ask Mark how we should go about pitching him for a sales position and if we need experience for the role (hint: you don’t!).
Bob Burg, best selling author of The Go Giver joins me on today’s episode of the podcast to share his feelings about giving first and building relationships before committing to an ask.
Steve Richard is the king of conversations as he’s the CRO of ExecVision. A company that pulls data out of real life sales conversations.
Steve shares that data with us on this episode so we can improve our engagement levels with prospects.
John Barrows is an expert sales trainer with a foot in the door of the world of technology.
I start the show by asking him “what jobs can sales professionals do that computers simply can’t” and we continued the conversation from there.
Ian Brodie is a marketing consultant who know how to write emails that get opened. There’s way more to it than click bait subject lines and that’s exactly what we get into in this episode of the podcast.
Claude Diamond isn’t like most sales trainers. He’s funny, charismatic and has some unconventional ways to grab a prospects attention and close the deal.
He’s a fantastic guy to interview and even though I didn’t agree with everything he said in the show (as you’ll see), there is a tonne of great knowledge to learn from this episode.
Personal brand is what makes you unsackable. It enables prospects to come to you already knowing, liking and trusting you personally.
Jamie Shanks is author of Social Selling Mastery and shared his journey of personal branding on today’s show. What he got right, what he did wrong and the path that lead him to the title of industry leader today.
37% of the way through the sales cycle is where prospects are drawing conclusions and painting themselves into a box.
Jake Reni is a true sales practitioner and he joins me to today’s show to further explain the rule of 37% and share the best practices to dealing with sales situations with more than one decision maker.
Gavin Ingham is a keynote speaker and an expert in the field of mental toughness. What makes him unique as a guest for us though is his background in sales training.
In this episode we look at what mental toughness actually means and how we can use it as a tool to get more stuff done.
This episode of the Salesman Podcast is a special one. There’s no guests, there’s no actionable insights.
You’re going to enjoy it even more than the usual shows!
To celebrate the milestone of 200 episodes of the Salesman Podcast being published I’m sharing with you-
The journey of having to move in with a friend to keep costs down to having a full studio set up
How I make my income and keep the show growing
The Sales School is unveiled
I also wanted to take a breath and thank you, Sales Nation for watching and listening to each of these episodes.
Without you there would be no show, I wouldn’t be living my dream as a content creator and together we wouldn’t have the impact that we do in the sales industry.
Deb Calvert is an expert in uncovering what your buyer actually wants by asking great questions.
In this episode we go step by step in a very practical guide through the process of uncovering the buyers needs.
Sales expert Jim Keenan comes on today’s show to give us all the kick in the ass that we need.
I wanted to discuss the idea that passion helps close deals but Keenan took it one step further.
He’s amendment that if you’re not passionate about sales, your product and the difference you’re making in the world then you need to get the f$$k out.
We spend too much time in our jobs not to be passionate about the impact where having. Cliche I know but life is just too short.
PS. Being passionate does make closing deals easier :).
Nick Morgan is the author of Power Cues and an influence expert. In this show he gives us a step by step guide to influencing people that starts way before any weird handshakes…
Geoff Woods is an ex medical sales rep that is mentored by a billionaire.
In this episode I ask Geoff what makes people with such substantial wealth different and the success secrets he’s gleaned from spending time with them.
Some of the insights truly blew my mind…
Jack Kosakowski has made the shift from sales professional to industry expert and is reaping the rewards. His current role is Global Head Of B2B Social Sales Execution.
He’s the perfect role model of the effect personal branding can have on the B2B sales professional because you can literally see the shifts that he’s been able to make in his career over the past 18 months.
Once you’ve watched this episode I invite you to check out Jack’s first appearance on the Salesman Podcast to see how far both he and the show have come in a relatively little amount of time.
Networking is one of, if not the most underestimated elements of sales The top 1% salespeople that I’ve spent time with in the past were so successful because of their networks rather than any great ability to influence others.
David Fisher is a networking expert who comes on this episode of the Salesman Podcast to plot the journey of “Bill” from networking zero to networking hero over a 4-5 period.
Warren Buffett is widely regarded as one of the worlds top deal markers. Yet he works within a very concise and actionable set of rules.
Tom Searcy is a big/key account selling expert and has literally written the book on how Warren Buffett closes deals. This is what we’re diving into on today’s episode of the show.
Bridget Gleason is a VP of sales and so a true sales practitioner. We started the show with the question “are we over-complicating sales?” and ended with a discussion about discipline.
Discipline is the underestimated cousin of hustle. If you have the correct processes it’s even more useful and Bridget shares her insights on why I’ve more discipline than what I give myself credit for.
Jay Papasan is the author of one of the two books that I can honestly say has changed my life and that is The One Thing (the other is Tony Robbins – Awaken the Giant Within if you were wondering).
The concept is simple, when you’re not sure what you should be doing ask yourself this one, focusing question – What’s the ONE Thing I can do such that by doing it everything else will be easier or unnecessary?
For me that is simply to increase the number of listeners of the podcast. With enough listeners I don’t have to worry about money, securing great guests or the impact I’m having on the industry.
Not sure what your One Thing is? Then you have to check out today’s episode.
Kerry Sullivan is a sales expert who is also a fan of Tony Robbins like myself.
We dive into how self-help can improve the performance of sales professionals and he shares a bunch of resources too.
Tony Hughes is an author and sales expert who join’s me on this episode of the Salesman Podcast to look at the importance of having a story and how we, as individuals should sell it.
Jon Ferrara essentially single-handedly created the CRM. His newest company Nimble is the only company doing CRM right in the social age.
He’s decades of knowledge of the sales industry and so on today’s show I asked him, “will sales exist in another 20 years time…”.
Dylan Baskind is the CEO of Qwilr a hot tech start up and he’s being pitched constantly.
In today’s episode he shares what works to get him on the phone and how best to close a deal with him.
Chris Voss is an ex FBI hostage negotiator that knows how to get people to do what he says.
In this episode Chris shares some seemingly counter intuitive techniques to talk anyone into doing anything.
Come into this one with your moral compass in hand as you’ll be needing it.
Conner Burt joins me on today’s show to share his thoughts on the best ways to learn how to sell.
Lots of sales trainers know great sales techniques, tools and tricks but not all of them know how to get this from their brain into yours and that’s what we cover on today’s episode.
Peter Gold quizzed me on this episode to uncover my why for creating the podcast, my why for working so hard to put out great content and the underlying why of the pain or pleasure I’m trying to move from or towards.
All of this comes back to sales as it’s the same process that #SalesNation should be using to uncover the real truths behind their prospects buying decisions and then to share their story.
Max Altschuler joins me on this episode to share what exactly a sales stack is, how we should be leveraging it and also the tools themselves.
This interview with Bob Urichuck was one of the most involving and rewarding episodes of the Salesman Podcast I’ve ever put out.
Bob’s philosophy of sales is very counter intuitive at first and I don’t think it’s perfect for all sales situations, but used at the correct time it’s very powerful.
We go back and forth and you’ll hear Bob quizzing my sales skills too.
Dave Kurlan is one of the smartest guys I’ve had on the podcast. I got a bunch out of this interview and so I’m certain there’s value for you too.
We dive into the DNA of the perfect sales professional, what can be changed/what can’t and how we should go about improving ourselves for the best bang for buck performance increase.
Brandon Redlinger is a fellow sales podcast host and the man charged with growing SAAS startup PersistIQ.
In this episode we dive into account based selling, why smart sales teams are shifting to this model and if it’s right for everyone.
Mark Goulston is an ex FBI/police hostage negotiator and so if anyone can show us how to change someones mind it’s him.
He was also a UCLA professor of psychiatry for 25 years and so knows the science to back up his advice.
Dave Brock is a world leading sales expert and today he’s explaining why it’s not your products features, benefits or pricing that closes deals, it’s you.
In a world of constant commodification, where most products look and behave similar to the competition. the biggest differentiation is the sales professional who is selling it.
Fellow sales podcaster Andy Paul is a well respected sales leader and author. On this episode we’re looking at strategies to improve the value we can add to the prospect each time we engage with them.
This extra bit of effort in the front end leads to less touches needed to close the deal, stronger relationships and actually less work overall!
Dale Thomas Vaughn joins me on today’s show to look how masculinity, leadership and confidence can lead to more closed deals.
Additionally we discuss that thin gap between being a alpha, content male and that jerky, overconfident sales stereotype and which is more effective.
Dan Smith is a SAAS sales expert and on today’s show we cover both what SAAS is, why it’s taking over the world of both B2B and B2C and the best approaches to sell it.
Gene McNaughton is a persuasion and business growth expert. On this show we touch on language patterns ,Tony Robbins and a whole lot more.
Patricia Ryan Madson, is the author of Improv Wisdom the best book on improvisation skills that I’ve ever read.
On today’s episode we look at what we can do to control the situation and improvise our way out of it when shit hits the fan and the importance of not scripting everything in sales.
Jim Cathcart is a world renowned keynote speaker and one of the most motivating individuals I’ve ever met. Every questions I’ve ever asked him both on and off air has been given a actionable response.
At this point I have him back on the show regularly to both add value to Sales Nation and to also ask my own business questions to either side of us recording.
On today’s show we’re diving into the topic of deepening relationships with prospects however what Jim shares can be used with friends, lovers, enemies and anyone in-between.
Jermaine Edwards, is a customer relationship and Key Account growth specialist based out of London. He joined me on today’s episode of the show to look at how we can focus our energies to really grow our influence in big accounts.
Jermaine is also hosting the Customer Growth Summit. If you’re in the UK this is a great opportunity to see a bunch of our regular guests speak live.
Andy Lopata joins Will Barron on this episode of the Salesman Podcast to discuss networking to get referrals.
Tony Hughes joins Will Barron on this episode of the Salesman Podcast to explain what strategic social selling is and how evolving your sales process is necessary if you want to remain relevant (and keep your job).
Owen Marcus joins Will Barron on this episode of the Salesman Podcast to dive into masculine emotional intelligence.
Norman Behar joins Will Barron on this episode of the Salesman Podcast to share the traits that make a high performing sales professional.
Nelson Dellis, world memory champion joins Will Barron on this episode of the Salesman Podcast to share how we can all memorise customer names, product details and a whole lot more quickly and simply with a few techniques.
Michelle Gielan joins Will Barron on his episode of the show to share why happy, optimistic sales professionals outsell their pessimistic counterparts.
Mark Schaefer joins Will Barron on this episode of the Salesman Podcast to discuss why sales professionals should be creating content and how this content can build a powerful personal brand.
Craig Wortmann joins Will Barron on this episode of the Salesman Podcast to share what entrepreneurial selling is and how we can leverage the tools and tactics it requires.
Kendra Lee joins Will Barron on this episode of the Salesman Podcast to share how sales professionals can become more magnetic to sales leads.
Joe Serio joins Will Barron on this episode of the Salesman Podcast to discuss what sales fear is and show we can overcome it.
James Pember joins Will Barron on this episode of the Salesman Podcast to discuss sales gamification and the software tools sales professionals need to be using to succeed in the internet age.
Tucker Max joins Will Barron on this episode of the Salesman Podcast to share his thoughts on why the loud, shouty salesperson stereotype is dead.
Jim Wolfe joins Will Barron on this episode of the Salesman Podcast to discuss confidence, how it effects you in business and how we can increase it to ultimately close more deals.
Craig Ballantyne joins Will Barron on the Salesman Podcast to discuss the process of creating the perfect day of productivity.
Aaron Marino joins Will Barron on this episode of the Salesman Podcast to discuss suits, confidence and why ‘salesperson’ is not a dirty word.
Chris Voss joins Will Barron on this episode of the Salesman Podcast to discuss negotiation tips and tactics straight from the FBI.
Trish Bertuzzi joins Will Barron on this episode of the Salesman Podcast to take a peak into the future of the world of sales.
Andy Paul joins Will Barron on this episode of the Salesman Podcast to discuss one of the most important parts of becoming a successful salesperson, having the skill to reduce your sales cycle time.
Chris Bailey joins Will Barron on this episode of the Salesman Podcast to discuss how we can become more productive, what being productive actually means and a bunch of ‘rabbit hole’ topics as well.
Tom Schreiter joins Will Barron on this episode of the Salesman Podcast to discuss the importance of building rapport quickly and how to go about doing just that.
Grand Master of Memory Mark Channon joins Will Barron on this episode of the Salesman Podcast to discuss how we can learn to remember customers faces, names and the little details that build massive rapport over time.
Kyle Porter joins Will Barron on this episode of the Salesman Podcast to share why and how account based selling is as effective as it is and if it’s a completely new way to sell or if it’s always been here.
Deb Calvert joins Will Barron on this episode of the Salesman Podcast to share the power of sales questions and how the ability to ask them well positions you as a leader rather than yet another ‘seller’.
Geoff Woods joins Will Barron on this episode of the Salesman Podcast to discuss the importance of mentors and how to go about finding one. Geoff and Will go down many rabbit holes and also cover confidence, life success and the advice of billionaires.
Marcus Oakey joins Will Barron on this episode of the Salesman Podcast to discuss the steps to becoming more charismatic, the importance of adjusting your status during an interactions with prospects and finally the benefits of having confidence in yourself.
Mark Tewart joins Will Barron on the Salesman Podcast to discuss the process of becoming motivated for sales success. From the art to the science of motivation, Mark shares his insights from over 20 years of sales training and coaching so that #SalesNation can motivate themselves to succeed.
Melonie Dodaro joins Will Barron on the Salesman Podcast to share some tips on how to crack the LinkedIn code for sales professionals.
Mike Weinberg joins Will Barron on the Salesman Podcast to discuss the process of creating your own high performance sales environment so you […]
Dr Mark Goulston joins Will Barron on the Salesman Podcast to share the psychology behind and the techniques to getting through to someone […]
Jamie Shanks joins Will Barron on the Salesman Podcast to discuss what salespeople get wrong when they social sell so we can work […]
Jim Cathcart joins Will Barron on the Salesman Podcast to share his insights as to what mindset shifts sales professionals need to make before they […]
In this episode of the #AskWillShow I discuss Ask your question Join the Salesman Podcast Facebook Group to ask […]
Carole Mahoney joins Will Barron on the Salesman Podcast to discuss why people are the answer to closing more deals, scaling businesses and […]
Matt Heinz joins Will Barron on the Salesman Podcast to discuss how salespeople can become more efficient with their time and from that […]
George Siedel joins Will Barron on the Salesman Podcast to share the tactics of the worlds best negotiators so we too can learn […]
John Barrows joins Will Barron on the Salesman Podcast to discuss the future of selling in the internet age and what we sales […]
Julie Hansen joins Will Barron on the Salesman Podcast to discuss how to put together the perfect online sales demo that closes deals […]
Gavin Preston joins Will Barron on the Salesman Podcast to discuss how (and if it’s even possible) we can double the amount of […]
In this episode of the #AskWillShow I discuss whether I’d take on a sponsor that was crappy, scammy or just […]
Carol Dweck joins Will Barron on the Salesman Podcast to discuss the difference between having a fixed VS a growth mindset and how […]
David Brock comes on the Salesman Podcast to discuss the power of a strong value proposition. Dave however turns the whole show […]
Shane Gibson joins Will Barron on the Salesman Podcast to discuss what we need to do differently and the new skill-sets we need to […]
Craig Rosenberg comes on the Salesman Podcast to discuss the huge benefits in taking an account based approach in B2B sales. This […]
Max Altschuler joins Will Barron on the Salesman Podcast to discuss hacking the sales process. How to close more deals, faster with less […]
In this episode of the #AskWillShow I discuss whether men can outsell women and why it doesn’t matter. All that […]
Steve Andersen and Dave Stein join Will Barron on the Salesman Podcast to discuss the ways that the modern B2B sales professional can go […]
Jim Keenan comes on the Salesman Podcast to discuss why in the internet age, where a prospects first reaction is to ‘google […]
Tibor Shanto comes on the Salesman Podcast to discuss the concept of proactive prospecting and if in the internet age, with marketing […]
Kurt Shaver comes on the Salesman Podcast to discuss social selling and if it’s really for every sales professional or just a […]