Bulletproof Selling

As salespeople, we may understand how to educate and provide value to prospects, but finding and hiring top sales talent to join our team can seem like speaking a different language. To solve this problem, we sat down with Dan Fantasia, president of tree line Inc. he has helped more than 3500 salespeople find their next opportunity, and he shared the same system that he recommends sales teams use to turn their sales funnel into a talent acquisition funnel. It’s all on this week’s episode of Bulletproof selling!

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 can sell more and serve more! It’s all in this week’s episode of Bulletproof Selling!

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 of value that gets previous customers excited about purchasing again. It’s all on this week’s episode of Bulletproof Selling!

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 that he was attracting customers that had a strong alignment with his values. To learn how to do this in your own sales process, check out this week’s episode of Bulletproof Selling!

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 ITS. He shared the same method he trains his team to use to ensure that they are leaning into what makes them different in every conversation. It’s all in this week’s episode of Bulletproof Selling!

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 outbound sales process, we sat down with former Marine and current Vice President of sales Daniel O’Briant. He walked us through the same process he uses his new sales teams to ensure our outbound sales activity serves more and sells more!

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 followers on business, and I’m sure they are selling more and serving more. It’s all in this week’s episode of Bulletproof Selling!

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 of Aggregate Insights. He shared a system any salesperson can use to map out our assumptions, test them, and ensure that we are better aligned in every conversation! It’s all in this week’s episode of Bulletproof Selling!

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 simple system that any salesperson can use to ensure we are engaging our prospects emotions and developing customized solutions for the problems being solved. It’s all in this week’s episode of bulletproof Selling.

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 revealed the same strategy he coaches his sales team to use to ensure that they can sell more while serving more!

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 qualification, we sat down with Paul Butterfield, founder of Revenue Flywheel Group. He showed us exactly how he guides clients through better qualifying their deals so they can sell more and serve more! It’s all in this week’s Bulletproof Selling podcast!

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 command, we sat down with Shawn Breaux, a sales manager with Central Spine and former Navy Corpsman. He showed us the same system he uses to ensure that our sales partners see us as essential elements of their success so they’ll want to be part of ours. It’s all in this week’s episode of Bulletproof Selling!

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 is transparent with each other, and how to use transparency as a value-driver throughout the sales cycle. It’s all in this week’s Bulletproof Selling podcast!

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 reach this level of performance – but the best salespeople know how to take the initiative on change. To learn how we can assess what’s working and what isn’t in our sales process and stay ahead of the rate of change in our industry, we sat down with Kyle Sharpe, president of Healthcare Logistics and former sergeant in the US Marines. He shared a system he used in the military and now deploys into his sales team, and it’s all in this week’s episode of Bulletproof Selling!

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 learn how to build it into every sales conversation, we sat down with Bocar Dia, a partner at Forum Ventures. His job is to be pitched to, so he understands how to ensure each of us are clearly communicating value in every conversation. It’s all in this week’s episode of Bulletproof Selling!

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 process, we sat down with Gabe Lullo, CEO of Alleyoop, a company that’s responsible for setting almost half a million sales meetings. He shared the exact process he walks his clients through to ensure their sales meetings get results, and it’s all on this week’s episode of Bulletproof Selling!

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 Nadeau, professional writers and small business coaches. They shared the techniques they’ve honed over careers of selling ideas and helped us build a system that any salesperson can use to show prospects why they should care about what we’re selling. It’s all in this week’s Bulletproof Selling podcast!

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 from the same sheet of music, we sat down with Luis Baez, a revenue enablement strategist who has worked for some of the largest companies on the planet. He showed us how to turn a solo sales act into a sales symphony, and it’s all in this week’s Bulletproof Selling podcast!

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 sales for the QPS employment group. She showed us how any salesperson can plan their work and work their plan in a way that doesn’t just sell more but allows us to serve more prospects and clients along the way! It’s all in this week’s Bulletproof Selling podcast!

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 Negotiations Ninja. Raffan shared his expertise, unveiling the strategies that transform negotiations into a system any salesperson can use. Whether you're a seasoned professional or a budding sales enthusiast, you’ll learn how to ensure your deals don’t stall at the most critical stage!