Best Bulletproof Veteran Podcasts (2024)

1
Embracing Ownership In Buyer Conversations 30:06

4d ago30:06

30:06

Ownership is a popular topic, but how do we implement it in every sales conversation? That is the question we posed to Matt Rose, executive vice president of sales of H-Wave and US Army veteran. He shared the same process he trains his sales team to use to ensure that they never give up the next step of their sales conversations, ensuring that they…

1
Revive, Refresh And Re-Sell To Previous Customers 25:59

14d ago25:59

25:59

One of the easiest sales to make is to someone who already bought from you. But what happens if you don’t have any new products or services to offer? That is a challenge that we brought to Justin Parke, national sales manager with Trader Interactive and veteran of the US Army. He shared exactly how his salespeople develop and communicate the type o…

1
Attracting Customers Who Embrace Your Mission 31:41

21d ago31:41

31:41

We all want to do business with more great customers, but how do we find them, and how do we attract them into our orbit? To answer that question, we sat down with Luke Cox, CEO of Hunt Lift Eat, and former infantry captain in the US Army. He walked us through the same system he used to establish his company while still on active duty and ensure th…

1
Using Your Selling Style To Win Customers 35:05

25d ago35:05

35:05

Salespeople are always on the hunt for ways to differentiate themselves, but many overlook one of the easiest things they can leverage in any sales conversation: their selling style. To learn how to systemize the way we leverage our own sales style as a differentiator, we sat down with Tim Kuehn, vice president of global sales and supply chain with…

1
Standing Up Great Outbound Sales 21:52

1M ago21:52

21:52

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…

1
Appreciate Your Way Into More Sales 31:51

1M ago31:51

31:51

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…

1
Not Assuming In Sales 32:30

2M ago32:30

32:30

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 …

1
Selling To Solve Problems 30:31

2M ago30:31

30:31

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…

1
Servicing While Selling 26:35

2M ago26:35

26:35

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 …

1
Mastering the Art of Qualification 26:35

2M ago26:35

26:35

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…

1
Partnering for Success In Sales 31:59

3M ago31:59

31:59

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 …

1
Treasuring Transparency In Sales 32:34

3M ago32:34

32:34

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…

1
Taking The Initiative On Change In Sales 29:46

3M ago29:46

29:46

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…

1
Are You Validating Value In Conversations? 35:18

3M ago35:18

35:18

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…

1
The Process Of High Performance Meetings 29:46

4M ago29:46

29:46

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…

1
The Power Of Selling Ideas 30:13

4M ago30:13

30:13

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…

1
Turning A Solo Act Into A Sales Symphony 23:33

4M ago23:33

23:33

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…

1
Relentless Selling At Scale 27:47

4M ago27:47

27:47

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…

1
Systemizing Ninja Negotiating Skills 25:31

4M ago25:31

25:31

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…

1
Mastering Purpose In Sales 35:48

5M ago35:48

35:48

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.…

1
Crafting Budgets With Your Prospects 26:58

5M ago26:58

26:58

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 …

1
Networking For A Fuller Pipeline 30:40

5M ago30:40

30:40

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…

1
Reshaping From Commodity Into Collaborative Sale 42:42

5M ago42:42

42:42

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…

1
Don’t Leave Rapport To Chance 30:59

6M ago30:59

30:59

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…

1
Unlocking Sustainable Sales Success 38:20

6M ago38:20

38:20

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…

1
Choose Prospects Instead Of Them Choosing You 32:14

6M ago32:14

32:14

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…

1
Increase Sales With A Better Qualification Process 33:21

6M ago33:21

33:21

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,…

1
Sustainable people, profit, planet 29:47

6M ago29:47

29:47

In the 21st century, it seems that shareholders are the top priority for corporations. But is this true? Is this smart? And is this sustainable? In this thought-provoking episode, we explore the many nuances of capitalism, business, sustainability, profitability, and sanity. You'll learn: The two key lies that we've been told about profits and mone…

1
Do less, do better 28:31

7M ago28:31

28:31

Every business owner I speak with nowadays is overwhelmed, a little weary or downright burnt out, and ready to simplify, streamline, and work fewer hours. In fact, that's the number one reason why owners seek me out for business coaching: because they want to work fewer hours while increasing their business profits and take-home pay. So let's do le…

1
Prescribing Success In The Complex Sale 33:55

7M ago33:55

33:55

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…

1
5 invaluable strategies to get paid to grow your leads & email list 25:23

7M ago25:23

25:23

Every business needs a consistent stream of leads and email subscribers if they're to create steady, or growing, revenue. Leads are the lifeblood of business. Most lead generation strategies are expensive and inefficient, and don't necessarily solve the problem of generating trust in the business. In this episode, we discuss five invaluable strateg…

1
Cure A Sales Slump With An Injection Of Leads 32:52

7M ago32:52

32:52

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 …

1
Improve Skillset By Improving Your Mindset 32:52

7M ago32:52

32:52

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…

1
Is Your Sale And Marketing In Harmony? 38:19

7M ago38:19

38:19

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…

1
Special Interview with James Hodgman of Team RWB Solano 37:25

8M ago37:25

37:25

We break into our regularly scheduled programming to bring you a special interview...This week we welcome friend of the show James Hodgman, United States Air Force Technical Sergeant and spokesman for Team RWB Solano. James talks about the upcoming 9/11 Stair Climb in Mill Valley, California, to honor the first responders who responded to the terro…

1
Co-creating your group program with your audience 27:32

8M ago27:32

27:32

Spending far too much time, energy and money fully developing and building out a comprehensive group program that nobody buys is the biggest mistake that business owners make. Because, I’m the worst case scenario? The owner decides online launches and group programs are not for them, and buries their dream of having a flagship group program to leve…

1
The Secret To A Packed Calendar 30:23

8M ago30:23

30:23

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…

1
Bulletproof: how to cultivate an unshakeable launch mindset 21:26

8M ago21:26

21:26

Mindset can make or break our business, especially in the wild, wild world of online launches. Not only are there 6,834 decisions to make, but the need to increase your reach and visibility, plus the potential to earn a lot of money, or lose money, in a short amount of time, frequently leads to launch burnout. Which looks like an owner scrapping a …

1
Arming Your Salespeople With Technology 34:16

8M ago34:16

34:16

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…

1
Your personal sustainability as an owner 18:29

8M ago18:29

18:29

Burnout is real, it's common, and it's not talked about nearly enough. In this episode, Brook shares having two babies under two, while running a business, working from home, with her partner who is also self-employed. Losing her business mojo for about 18 months was an experience that Brook is keen to share, to help normalise burnout, and to stop …

1
Systemizing for Consistent Success 34:53

8M ago34:53

34:53

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…

1
Creating a sustainable business for the long-term 19:52

8M ago19:52

19:52

Sustainable businesses are healthy, profitable, resilient, and future-focused. If you've looked at other businesses and tried to reverse engineer how they work, in order to replicate their success, then you're going to love this episode. We discuss: The many and varied disasters of other businesses that we don't see – and why you can't reverse engi…

1
Episode 99: Jason Herrick, Author of the Life Long Learners Series 53:26

8M ago53:26

53:26

This week we welcome Jason Herrick, author of the Life Long Learners series. Jason's first book My Jesus Song is a bedtime lullaby that will remind your child of Jesus's love throughout all the stages of their life. My Jesus Song started as a private story Jason created for his boys, but soon blossomed in to a fully illustrated launching point for …

1
The Sale Of Building Sales Teams 30:27

8M ago30:27

30:27

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…

1
Getting paid to raise your visibility 18:26

9M ago18:26

18:26

As a business owner, raising your visibility, growing your audience, attracting publicity, growing your email list: these are all part and parcel of our work. This can be a huge challenge for many owners - not only because there are many ways to build our audience, but because not all visibility works to our communication strengths. (We can't all b…

1
Episode 98: Dustin Baker, President of BioProtein Technology 58:21

9M ago58:21

58:21

This week we welcome Dustin Baker, President of BioProtein Technology. Humans have been searching for the secret to longevity since the beginning of time. So, it’s no surprise that synthetic HGH treatments made their way onto the market and promised aging adults and athletes alike the fountain of youth. But, in addition to being costly and injectab…

1
Creating assets to leverage 19:29

9M ago19:29

19:29

Most business owners are busybusybusy trading their hours for dollars. This gets repetitious and can easily lead to burn out. After all, there's only so many times you can say the same thing with enthusiasm, right? There's a better way to work: instead of sitting at your desk servicing one client at a time, instead create assets in your business to…

1
Be Negative To Positively Sell More 36:34

9M ago36:34

36:34

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…

1
Redefining your relationship with your business 13:33

9M ago13:33

13:33

Many of us have a complicated relationship with our business. Sometimes, this is an abusive relationship – where we give everything, and get very little in return. If you're feeling burnt out, anxious, or overwhelmed by constantly thinking about your business, even when you're trying to relax, then this episode is for you. We discuss: Creating heal…

1
Achieving Balance By Doing More? 36:25

9M ago36:25

36:25

‘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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