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Hope isn't a strategy on the battlefield or in the boardroom, yet so many salespeople hope they'll make the next sale. In Bulletproof Selling, we're bringing the best minds and selling systems together each week so you can create more impact and more income in your sales! For more free sales systems, make sure you visit www.bulletproofselling.us or follow us at https://www.linkedin.com/in/shawnrhodes/
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Have you got a tricky sales situation that you can't solve on your own... your chasing a potential client who isn't calling you back? You're hearing "I'd like to think about it" or "I'll get back to you when I'm ready"?Whatever sales challenge you are experience right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that's h ...
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Nail The Sale

nancy@nailthesales.com, Nancy Monsipapa

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Rick and Nancy developed Nail the Sale sales training for entrepreneurs that struggle with making enough sales to sustain their business. We provide training, tools and resources to help anyone gain the skills necessary to succeed in selling. The podcast is broken down into ten to twenty minutes segments on topics that you can apply right away. One on one sales consulting is available for the entrepreneur or their sales team that would like personalized consulting.
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If you are in B2B complex technical sales, or you manage a team of B2B complex technical sellers, then the Sales Integrity Podcast is for you. This podcast is all about helping sales professionals, leaders and organizations who sell complex technical products, services and solutions to increase sales and earn more money. This is a weekly podcast that airs 3 days per week - Monday, Wednesday and Friday. This podcast is dedicated to helping you become better prepared, more organized and highly ...
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Whether we are standing up a new team or up leveling up an existing team of sellers, outbound sales are where we can always take the initiative. Unfortunately, too many sales teams hope their salespeople understand how to conduct great outbound, and fewer are aligned on what success looks like. To learn how to establish (or reestablish) a great out…
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Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client. If you eavesdropped inside a typical initial conversation between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges. The problem …
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Many salespeople earn a great living from customers who keep coming back. But for those of us just a building that type of pipeline, how do we achieve it faster? That is the question we post to Curtis Lewsey, author of Appreciation Marketing and founder of AM Cards. He shared with us the same system he advised his client to use to gain more followe…
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One of the toughest parts about selling are the assumptions we make. As we have more and more conversations, we tend to carry what we hear from one prospect to another. That works, until it doesn’t. To learn how we can stop assuming in sales and better test our assumptions before they cost us revenue, we sat down with Brady Jensen, founder and CEO …
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Many salespeople are focused on understanding every aspect of the features and benefits of what they sell. The problem is prospects and customers don’t care. They do care about the problems they need solved. To learn how to systemize our discovery in a solution-oriented way, we sat down with Steve Schmidt, CEO of Magnetic. He walked us through a si…
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Many salespeople are responsible for servicing existing customers while developing new business. It can be tough to juggle this type of role, but with the proper systems, it becomes not only possible but also enjoyable! To learn how it’s done, we sat down with Josh Patton, a former Navy aviation ordinance specialist and vice president of sales. He …
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When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity. But if you allow yourself to become commodit…
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Too many salespeople spend time on accounts that go nowhere, and too many sales leaders struggle to get their salespeople to accurately qualify their deals. Instead of using subjective data to build our piplelines, we can remove hope from systemizing how we qualify deals – even before we’ve called on them. To learn how to master the art of qualific…
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Success isn’t a one-person show in sales. We each have a team and partners that ensure we have the resources we need to sell, and serve, our customers. Yet many salespeople hope they’ll be able to hold the line all by themselves. To learn how we can better partner with the other teams in our own companies or even with partners outside our chain of …
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The more honest we are, the better our conversations tend to be – but to many salespeople leave their transparency to chance. In this action-packed episode, we sat down with an expert in sales transparency, Shane Wingo, VP of sales in employee benefits with BKS Partners. He shared the exact process he uses to ensure everyone in a sales conversation…
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If you’d like to be the salesperson that your prospects can’t wait to hear from, it means you need to be more than an order taker or even an order maker. You’ll have to be the one with solutions they can’t get anywhere else and deliver an experience that differentiates you from your competition. Too many salespeople wait around, hoping they’ll reac…
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When we meet a prospect who ‘gets’ us, what we sell, and immediately see how it could benefit them, sales happen on their own. Unfortunately, most of the folks we’re selling to are inundated with offers and don’t have the time to figure out how your unique product or service can help them. That’s where validating your value becomes critical, and to…
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The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you? You’ve done everything “by the book”. You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then …
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Too many salespeople wait until they’re in a meeting or in a conversation before they start performing, and it results in delayed sales and prospect attrition. The best salespeople, however, put the same amount of prep into their meetings as they do their research and outreach. To learn how we can turn prospect meetings into a high-performance proc…
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Salespeople’s biggest struggle isn’t caring about what they sell, it’s convincing prospects why THEY should care. There’s a group of salespeople who are expert at selling ideas before anything tangible appears – and you’ve seen their work. To learn how to apply this expertise to our own sales process, we sat down with Julie Barlow and Jean-Benoit N…
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Too many salespeople and sales teams think they’re operating on their own in their companies, with little support or understanding from marketing, operations, and delivery. This leads to high customer turnover and fewer referrals as customers don’t feel like they’re being valued by a cohesive team. To learn how we can get every department singing f…
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We all know that the more prospects we’re pursuing, the more potential revenue we have, but how do we manage great outreach and awesome conversations at scale? To learn the secret of relentless selling at scale, we sat down with Nicole Williams, a former intelligence analyst with the US Army, and now the regional vice president of operations and sa…
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If you’re spending time driving deals only to get stuck in negotiations, you’re going to love this week’s episode of Bulletproof Selling! We delve into the art of deal-making, exploring strategic approaches that elevate sales professionals to new heights. To learn how the very best negotiate better deals, we sat down with Mark Raffan, CEO of Negoti…
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Most salespeople wouldn’t consider ‘purpose’ as one of their most powerful selling tools, but in study after study, those with purpose out-performed those without. To learn how we can systemize more purpose into our conversations, we sat down with Lisa McLeod, founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose.…
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Are you overcompensating by going heavy on relationship-building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them. That's a BOMB in the entire traditional selling industry. If you have a very clear process on how to create trust in your sales process, based o…
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Money is one of toughest subjects in any relationship, and it’s often the one that stalls or destroys even the best sale. Top-performing salespeople don’t fight with prospects to justify their prices – instead, they work with prospects to develop the right budget to solve their problems. To learn how we can build this process into every one of our …
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Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline full of folks who already know, like and trust us? To find the answer, we sat down with Michael Lange, the VP of Sales at Ferrara Logistics Services and former Navy Seabee. He showed us how to systemize and scale building and leveraging a person…
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If you’re in an industry where buyers are shopping you on price, you’re not alone. Even if what you sell is like what a buyer can get somewhere else, it doesn’t mean you should revert to discounts and concessions to make the deal. To learn how to reshape our products and services from a commodity into a collaborative sales process, we sat down with…
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Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution. Tradit…
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For many salespeople, the ability to quickly build rapport is something they either have, or don’t. Because rapport is one of the most critical elements for establishing trust and driving engagement, every salesperson should be working on ways to increase their ability to build rapport, but there are few processes to do so. Until now. We sat down w…
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Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the time to ensure every customer’s sales journey maximizes future sales. To learn how we can systemize recurring revenue, we sat down with Troy Small, a former Marine Corps Drill Instructor and current VP of Sales at Skyway Acquisition. He showe…
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Senior salespeople often seem like they only deal with the best prospects: The folks who are most responsive, engaged, and qualified. What many don’t realize is that the same book of business can be consciously created by salespeople of any experience level, if they know what they are looking for. To help us create a way to choose our best prospect…
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Whether you’re drowning in new leads or scraping the barrel for business, there’s one process you can’t ignore if you want to increase sales: how you qualify, and disqualify, your prospects. It’s an area a lot of salespeople try to ‘wing’, and their pipeline suffers the consequences. To learn how the best salespeople are qualifying their prospects,…
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You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well. You’ve invested time with them to understand their issues and provided information and education to address their needs. But as the conversation naturally closes, there’s an awkward moment, an empty space, where you and your prosp…
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If you think your sales process is complicated, welcome to the complex sale. You’re juggling decision makers, conflicting goals, shifting delivery timelines and budgets. It’s almost too much for a salesperson to manage – which is why you’re going to love this week’s episode. We sat down with Gavin West, vice president of sales and marketing at Smil…
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Leads are the fuel that powers our pipelines, but too many salespeople forget to top off the tank. To avoid sales slumps, we sat down with Chet Lovegren, founder and ‘Head Sales RX’er’ at the Sales Doctor. He showed us exactly how to mine our existing databases, personal network and those of our teammates to ensure we were consistently putting new …
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We know that if we’re not growing as salespeople, we will be left behind. But how do we identify and prioritize the improvements we need to make, and then create an action plan to ensure those changes are made? To learn the answer, we sat down with Alan Versteeg, the CEO of Growth Matters. He showed us a simple system any salesperson can use to reg…
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Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt out and disheartened. But here's the thing: what if I told you that some prospects may be giving you a "smoke screen" – a misleading impression that th…
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Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together, magic happens, but there’s often misalignment that slows down sales and increases attrition. To learn how to ensure sales and marketing are in a harmonious relationship, we sat down with Tim Butler, CEO of Innovation Visual, to learn…
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The more meetings we book, the more conversations we can have, and the more chances we have of making sales. However, most salespeople approach their sales cycle from the wrong end and wonder why they’re not seeing results! To learn how to construct a calendar that provides value to prospects at every meeting, we sat down with Bill George, VP of Sa…
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In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can’t see how it serves their prospects, and sales leaders are rarely able to pinpoint where their CRMs are most valua…
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It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – we sat down with Skip Vish, VP of Sales at Upland Software, and a former Chinook P…
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The life blood of your business is your ability to bring in new clients, consistently. Why is it that so many new client opportunities end up disappearing? You’ve done everything “by the book.” You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone. Why d…
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When it comes time for us to scale our teams, we’ll want to make sure we’re not caught off guard. Hoping we stumble across great candidates isn’t a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. We sat down with George Fisher, Vice President Channel Sales at Seceon Inc…
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Most salespeople are focused on why someone should buy from them, and then they’re surprised when the deal stalls or objections appear. You may be convinced, but that doesn’t mean your prospects are! To learn how to look at all the reasons someone isn’t buying and leverage them, we sat down with Jakub Hon, CEO of SALESDOCK. He showed us how the bes…
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‘Doing more with less’ is a phrase that drives most of us up a wall, but in this week’s podcast, we found a way to actually apply it and achieve better balance in the process. We sat down with Dr. Travis Parry, PhD, an expert in both sales and life balance, to learn how we can spend more time in the areas of sales that we enjoy the most – so that w…
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Relationship selling’ is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma works. To remove hope from how we develop relationships with prospects and clients, we sat down with Scott Hubble, CEO of Nucamp, and learned how we can be more intentional about building relationships durin…
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What could be worse than having a qualified prospect slip through your fingers and vanish? You did everything right in the initial conversation. You were friendly, gave them great information, and you didn’t pressure them to move forward. But at the end they said: Thank you so much for your time. Let me think about it, and if I’m interested, I’ll g…
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It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to admitting defeat and failure. But let me tell you, that's far from the truth. The real objective should be getting to the truth if you …
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If you want to know how to get prospects into conversation, this episode is for you. This week, we sat down with David Kurkjian, the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just to sell comes across clear as day. Find out how t…
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The problems that stop our sales are rarely a surprise, but they are always annoying. They’re annoying because we see them again and again! Instead of letting the same objections, challenges and problems stop our sales, we can use the same process that keeps troops one step ahead in their planning and performance. To learn how it works for salespeo…
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If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love this week’s episode of Bulletproof Selling. We sat down with Dailey Tipton, Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and ensur…
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In this insightful episode, we sat down with Bill Parry, Director of Sales Enablement with Privitar and a Coast Guard veteran, to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are other ways to solve sales p…
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With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus. The problem with that is if they’re giving you an objection that they believe is true and you try to overcome it with them, you break trust with them instantly. The sale is over right at that moment because you’re trying …
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It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it’s done, we sat down with Tom Jackobs, an Impact Pilot at JackobsEffect, Inc., to explore the art of sourcing, developing and delivering stories that connect with our prospects. Whether you're…
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