show episodes
 
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.bulletproof-selling.com or follow us at https://www.linkedin.com/in/shawnrhodes/
 
A Podcast To Help Your Dramatically Improve Your Results in Your Business. Bill Caskey has been a sales trainer, leader and experimenter for over 25 years. His sales philosophies have been adopted by some of America’s most successful sales teams. Now, he takes his work of helping sales teams double their output, and shares strategies and tactics with the audience. You can weigh in at Facebook.com/billcaskeyfan
 
90 Days To 8 Types of Better Business Habits. New Business Coaching & Accountability Program For Business, Fitness & Mindset. All In One. Visit https://BestBusinessCoach.ca/vip for details. Tested on 168 people already. It works for online and offline businesses. You can work from home or in an office. Your business can be product-based or services. What you will get are marketing systems, sales systems, operations systems, automation tools plus coaching on HABITS to overcome the major biz & ...
 
Selling is an interactive activity and successful results will be determined by being prepared for all opportunities. The market is constantly changing and how people buy evolves as more options are available. Learn how to generate greater revenue, memorable experiences, and create client advocates by subscribing and applying relevant selling skills.
 
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show series
 
As a consumer, we are battling with price increases on our essentials; food, gas, housing. We explore options, but don’t find relief. Is it possible, as salespeople, we must impose a price increase on our customers? Are they exploring options? How will we know? How can we keep our customer after a price hike? Lower your expectations, as Bill and I …
 
Ed Chaffin is the king of modern leadership content. He’s an author that I was blessed to have time to interview for this week’s episode. His new book is called "Uncommon Leadership for the New Reality." And, I was immediately drawn to it when I got a copy of it. In our interview, Ed addresses the most modern psychological and technological advance…
 
In this episode of the Startup Selling Podcast, I interviewed Jarrod Best-Mitchell. Jarrod is recognized for three things. - His passion for Sales and sharing that knowledge with his community. - His expert understanding of the B2B platform LinkedIn - His undying love for the color yellow. Jarrod is recognized as of one the top content creators and…
 
Business people need a guide to help them along their entrepreneurial journey. It’s similar to when people used maps before smartphones to locate their destination. They need to know the fundamental rules to pitch a product and close a deal. But with the vast amount of information available today, scouring the tried-and-true frameworks for generati…
 
Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Se…
 
There's no doubt that we are on the brink of a recession. But, we think it's possible that you can avoid the adverse effects. In this episode, Bill gives you 3 tips on how to start pivoting your business and ultimately make it recession-proof to withstand anything that happens in the market. He also shares his 2022 marketing secret that you must st…
 
Multiple factors come into play when you’re building your business to success. One of these is how you promote and offer your products and services. That can be the key to converting potential clients into your buyers. There’s a plethora of advice you can see online — where do you even begin to make your marketing more effective? Jack Born joins us…
 
The time between when we meet with a buyer and when they say yes can be frustrating for a salesperson who’s always hearing, ‘We’ll check with our folks and get back to you.’ To help us overcome this sticking point in the sales cycle, we sat down with Brandon Bornancin, CEO of seamless.ai, to learn how he’s systemized ensuring that his sales move fr…
 
That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 …
 
A special guest joins Bill on this episode of the Podcast, Brynne Tillman. Brynne is a LinkedIn expert and CEO of Social Sales Link. As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. They discuss the power of using LinkedIn as a resource vs. a sales too…
 
Salespeople are busy! Contacting, prospecting, networking, appointments, creating proposals, following up and hopefully closing a deal will keep the best salespeople busy for 40, 50 or even 60 hours each week. But is all of that time productive and could we get just as much done in less time if we were better organized and efficient? So, if you can…
 
In this episode, Bill shares a clip from one of my clients who has completely shortened his selling cycles and eliminated price resistance in the sales process by making one big change, his brand. He started focusing on his personal brand and people now seek him out as the go-to person in his industry. Bill shares how you can do the same and gives …
 
In this episode of the Startup Selling Podcast, I interviewed Amy Hrehovcik. Amy Hrehovcik is a revenue human for life and card-carrying member of #TeamHuman. After selling enterprise tech for a decade, Amy pivoted to Sales Enablement where she built out two sales enablement departments. These days, Amy helps sales leaders launch their first intern…
 
Some businesses may resort to marketing techniques that are not only costly but also ineffective in establishing their brand. While investing in promotion is good, marketing your services does not always have to be expensive and bizarre. It only needs to be in-system. In today’s episode of The Best Business Podcast, Daryl welcomes Craig Jacobson. C…
 
If you’ve ever found yourself having to spend time training the same topic twice on your sales team, you’re going to love this week’s podcast. We sat down with a former Israeli Paratrooper Zach Selch, CEO of @global sales mentor, to learn how the highest perfor mers in militaries around the world develop training to become force multipliers in thei…
 
Negotiating is not just cutting the price and giving up all your profits. It is an exchange of value within a conversation with the people involved, and the process they follow. Is this a strategy or a game prospect’s play with salespeople? Learn how to play the game and win, as Bill and I welcome our guest – Dr. Reed Holden: Author of Negotiating …
 
The guest on this episode is Alan Allard, author of ‘Seven Secrets to Enlightened Happiness.’ Alan is an expert in elite sales performance and he shares some incredible insights on how to find fulfillment in your life and career. Alan takes on a few listener questions regarding fulfillment and happiness and he gives you some ways to find yours. To …
 
When people google your brand or name, people should be able to immediately see that you’re trustworthy and knowledgeable in your field. Modern technology has enabled us to control how other people perceive our business. We must leverage quality content and our knowledge of the customer experience to build brand loyalty in our customers. In this ep…
 
Salespeople around the world are always looking at ways to shorten their sales cycles, but according to Adir Ben-Yehuda, most of them are focusing on the wrong thing. Instead of investing more in a tech stack or sexier marketing, Adir sat down and shared a simple sales system that refocuses our attention where it belongs – on the prospect and their…
 
Many people start their selling careers by accident, believing it to be a way to make a little money until they get a “real” job, only to find that it’s an exciting and rewarding profession. Once you have determined to dedicate your life to selling, you find out that it is also complex and challenging. That’s when the real learning begins. If you h…
 
I received a great question from a client last week regarding being the guide and how explicit we should be with our potential clients about that guidance. As you know, on this podcast I talk a lot about changing the mindset that we operate within. *Being the guide* is one of those mindsets. In this episode, I'll answer his question directly with s…
 
In this episode of the Startup Selling Podcast, I interviewed Leslie Venetz. After 15 years as a top-performing B2B sales professional and people leader, Leslie is an expert in building elite sales organizations. As the founder of Sales Team Builder, Leslie uses her expertise to partner with organizations that want to build inclusive, buyer-centric…
 
Everything that has a beginning has an ending. Sometimes you pick the timing, sometimes someone else makes the decision. This axiom goes for your home, job, car and people you meet on life’s journey. Keep in mind, you always have options. The question is, “What’s the best option?” Let’s explore all of life’s options as Bill and I discuss The Great …
 
My guest this week is Dacia Coffey. She's the author of a new book called "Corporate Caffeine" where she explains how to align sales and marketing so that sales professionals can get more value out of the marketing function. This is part 2 of a two-part series. Today we discuss some tactical ways you can use digital tech to improve your sales proce…
 
There is no doubt that the quality and value of your product or service is of paramount importance to you customers and prospects. But the quality of the salesperson is highly important as well. As a matter of fact, many customers buy into the salesperson FIRST – then into the product. With that in mind it may be a good idea to promote yourself int…
 
My guest this week is Dacia Coffey. She's the author of a new book called "Corporate Caffeine" where she explains how to align sales and marketing so that sales professionals can get more value out of the marketing function. This is the first of a two-part series. Today we talk about alignment and next episode we dive into tactical ways to use digi…
 
In this episode of the Startup Selling Podcast, I interviewed Jen Spencer. Jen Spencer is the CEO of SmartBug Media®, a leading Intelligent Inbound® marketing agency that assists both B2B and B2C e-commerce businesses in growing revenue by generating leads, scaling revenue operations, and building market awareness through digital content, design, a…
 
The secret ingredient to a company’s long-term success is in the community it has built. However, before creating a community, certain foundational blocks must be in place in the company. Anyone can make a fantastic product to sell or advertise. But it takes core values, clear and focused strategizing, and independent teams to create products or se…
 
There’s a phrase in the military called ‘softening the target’. It means prepping your target for the main effort so you have a better chance of success. In sales, there’s no better way to prep a prospect for a conversation than to allow them to get to know you ahead of time and show them you’re competent and bring relevant solutions. Fortunately, …
 
Salespeople set the buying criteria when they first approach the prospect. “I can save you money!” “We’re different on how we help companies, like yours.” Or, “We do the same, but for cheaper.” Does this approach create interest and curiosity – or turn the prospect off? If I piqued your interest and curiosity, stay tuned as Bill and I discuss Same,…
 
Why do we spend so much time on how to handle prospect objections and resistance? I think it's a fool's game. It's a losing mentality. I prefer to handle any and all objections upfront, prior to them being a problem. Show Notes: How to be the guide that your prospects WANT to follow. Why we are afraid to bring up objections upfront. One simple-to-e…
 
As an entrepreneur, it’s important to do what you love. But it’s also important to love what you do — and do what you love in service of others. You’ll create a healthy and successful business through growth and abundance that align with love-based decisions. In this episode, Christopher Friend, the founder of Growth Through Love, joins Daryl to sh…
 
Most salespeople would rather be selling than training, and it’s because few can connect training with revenue and serving customers. That’s why we wanted to sit down with George Hamilton, a former Army artillery officer who applies what he learned on the battlefield with his sales team. He outlined how he determines what they need training in most…
 
When a prospect or customer agrees to meet with you, agrees to give you 30 or 45 minutes of their time, what is it that they expect to get from this investment? We do know that 2/3 of the buying journey is done on-line, so it isn’t basic product knowledge that the prospect is looking for And based on surveys, the top 5 words that are used to descri…
 
The fact is that today, you want to create conditions in the market where you are in demand. This avoids the burden of you doing all of the outreach. With digital tech, there's no reason you can't make the phone ring. This episode tells you how to start thinking differently about your sales process. Show Notes: Why most sellers don't think about th…
 
As salespeople interaction with prospects, market relevance, is constantly being tested. The profession of sales and sales leadership is continuously evolving and if you are not practicing the most current trends – you will struggle with great frustration. Mark this episode as “Saved” as Bill and I welcome guests Dave Meyer and Trygve Olsen to epis…
 
Recently Bill was on a sales training webinar led by a marketing program that he is enrolled in. He was shocked when he heard the techniques that the supposed "sales expert" was teaching. In this episode, Bill shares some of these outdated methods that you should stop using immediately. He also gives you 5 ways you can modernize your sales process.…
 
In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd Caponi is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd…
 
Have you ever slammed down the phone after speaking with an unreasonable customer and wished you could be rid of them forever? Perhaps you could! Not every customer is of value to your company and you might want to consider firing them. So let’s reflect on our worst customers as Scott and I discuss Should I Fire My Client? and other great ideas on …
 
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