220: How To Convince Anyone ANYTHING In 90 Seconds Or Less… With Nick Boothman

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.

Q/A – Sales Skills VS Emotional Intelligence and Why The SalesMAN Podcast?

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?

216: What Can We DEMAND From Marketing? (They Exist To Support You!) With Matt Heinz

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.

215: The Podcast Is Changing! (And I Share My Biggest Failures…)

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

213: How To Break Through The Noise (And Why Sales Is Changing) With Yoav Dembak

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”.

209: How To Land A EXTREMELY Lucrative Sales Job With Mark Tanner

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!).

204: Who Should Be In Control Of The Sale? With Claude Diamond

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.

203: How To Become A Unsackable Sales Professional With Jamie Shanks

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.

201: How To Double Your Mental Toughness With Gavin Ingham

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.

200: I Share How I Make My Money, The Sales School And The Future Of The Salesman Podcast

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.

198: Get Passionate Or GTFO! With Jim Keenan

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 :).

196: Success Secrets (From a BILLIONAIRE Mentor) With Geoff Woods

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…

195: Why Personal Brand = MONEY With Jack Kosakowski

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.

194: From Network Zero To Networking Hero (Step By Step Guide) With David Fisher

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.

193: How To Close A Deal Like Warren Buffett… With Tom Searcy

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.

192: Are We Overcomplicating Sales? With Bridget Gleason

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.

191: Why “The ONE Thing” Is The Quickest Way To Crushing Quota With Jay Papasan

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.

186: How To Talk ANYONE Into Doing ANYTHING (Seriously!) With Chris Voss

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.

185: What Is The Best Way To Learn How To Sell? With Conner Burt

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.

184: How To Uncover Your WHY (And Improve Your Ability To Sell) With Peter Gold

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.

182: Why EVERYTHING you know about sales is wrong! With Bob Urichuck

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.

180: Account Based Selling 101 With Brandon Redlinger

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.

178: Why Your Products Biggest Differentiator is YOU! With Dave Brock

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.

177: Maximise Each Touch With The Buyer (And Do Less Work?!) With Andy Paul

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!

172: Personality Types, Artificial Intelligence and Building Strong Relationships With Key Accounts With Jim Cathcart

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.

171: How To Deepen And Differentiate Customer Relationships With Jermaine Edwards

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.

The Sales Confidence Formula With Jim Wolfe

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.

A Life Of Sales Productivity With Chris Bailey

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.

How To Master Sales Charisma With Marcus Oakey

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.

How To Get Motivated For Sales Success With Mark Tewart

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.