Sales Secrets

On this episode of the Sales Secrets Podcast, Brandon defines coachability being open to take in advice and improve yourself. To be coachable, one must maintain a hunger to improve and satiate that hunger by taking in advice and applying it. However, Brandon says that people need to be careful where they take advice from. Always make sure that you are listening to experts and people who have produced top results. Look for people who are faster, better, and smarter than you. This way, you can create an environment full of improvement opportunities that will take you to the next level.

Welcome to another episode of the Sales Secrets Podcast. Today, author and sales mentor Andy Paul joins the show to talk about the challenges of creating a distributed workforce, especially in lieu of the COVID-19 pandemic. Hiring sales people in the remote workplace entails finding people who can not only work independently, but also those who are willing to do everything it takes to produce results. Andy and Brandon acknowledge the difficulties of remaining productive with the world in quarantine, but challenge everyone to push the boundaries because that is how you achieve greatness.

Today's Sales Secrets Podcast brings you Marketing Secrets. In this episode, Brandon talks to sales and marketing expert Darryl Praill about picking yourself up after experiencing a setback. Brandon says it’s best to take ownership for every failure that one might encounter in sales, and do everything you can to address whatever it was that caused you to fail in the first place. Brandon says that adopting a victim’s mindset and blaming others is very counterproductive. Often, the only thing that’s really holding you back is yourself. The sooner you can take ownership of your failures, the more time you can spend on taking the steps to ensure success.

In today’s Management Secrets of the Sales Secrets Podcast, Brandon talks about how real estate agents can use Seamless.ai to find phone numbers, email addresses and other contact information of people they want to represent, or sell properties to. Brandon’s sales-focused search engine helps real estate agents get back into creating business opportunities with a click of a button, instead of being stuck trying to secure contact information.

Welcome to another episode of the Sales Secrets Podcast. Today, Andy Paul talks about how salespeople should always be pitching a solution, not a product. Andy says the best salespeople know how to uncover whatever the real problem that the customer has, and gearing their solutions and sales pitch towards solving that issue. Andy and Brandon agree that instead of simply presenting your product’s features, your proposal should be laser-focused on solving your customer’s central problem. This is how you get the sale.

Welcome to another SDR Secrets episode of the Sales Secrets Podcast. Brandon tells Wes Shaeffer how he created his own search engine for his sales team while working in Google. Now called Seamless.ai, his sales-focused search engine catalogs contact information of prospect clients in a matter of seconds. Brandon promotes a multi-channel approach and reaches out to clients wherever they are. However, despite the availability of other mediums such as email and social media, Wes says phones and direct dials still work. In fact, Wes says he’s been able to close multimillion dollar deals over the phone and via Zoom without ever having to meet his clients in person.

On this episode of the Sales Secrets Podcast, Trenten Spilman shares the objections he hears during Q4, the most common being clients don't want to add too much to their team's plate during this time and instead just have the call in Q1 of the next year. Trenten responds by relating to his client's lives to translate into a good, qualified conversation. An example is that he empathizes with how slumped it's been as it's the same for him, but that the way he's able to help his reps and sales teams cut down on time is to actually use the software he's offering. If clients take up 15 hours a week to prospect, Trenten offers to solve this time issue with just 5 minutes of his clients' time to showcase the amazing value of Seamless.

On this episode of the Sales Secrets Podcast, Sam Tibebe and Anthony Balestras join the show to share that biggest objections they hear during Q4. Sam shares that he sees the biggest push to get everything wrapped up in preparation for the coming year in Q4. Everyone is stretched thin and the most common objection during this period is that we might need to wat until Q1 before getting the ball rolling. What Sam replies is that whether you're teeing it up now or closing it now, there is no Q5 to speak of and things have to happen anyway. For Anthony, the biggest objection he gets is that there's simply no time right now to sit down and see what Seamless can do for them. But once he gets to show them the value, they open up 20 to 30 minutes of their time for Anthony to come in and show them the real power that Seamless brings to the table. He shares that goal-setting is important to hold yourself accountable, but he also sets activity goals like the certain amount of dials, emails and the numbers that he wants to hit, and manifests them.

Welcome to another episode of the Sales Secrets Podcast. Today, Ryan Cavezza, Account Executive at Seamless.ai, shares the biggest objections he hears during Q4. In his experience, the best way to overcome this hurdle is to remind them of their problems. As many people, when they don't see the results they want immediately, leave after a few months, Ryan finds it critical to bring them back to the issues which brought you together in the first place. He suggests the ROI pitch, the time and money savings, and invite them to reach out to you in the Q1 of the next year to get that started. He reminds everyone to stay positive and stay hungry!

Today's Sales Secrets Podcast brings you Marketing Secrets. Today, Mary Grothe, CEO and Founder of Sales BQ, sales keynote speaker, and a top sales trainer. Though you have your own sales process, there is nothing more effective than adhering to your buyer's buying criteria and listening to them. Mary then shares her top 1 sales secret—you shouldn't walk past the sale. Once you get the yes, that's your cue to stop, and allow your other offers to come naturally as part of the conversation.

In today’s Management Secrets of the Sales Secrets Podcast, DeeAnna Hart, Outbound Sales Manager for Seamless.ai shares why she sells from everyone from middle management all the way to C-suite level. DeeAnna explains to clients that their opinion matters to her so it's definitely worth it to get their deal set up. It makes clients feel good about their role, and on DeeAnna's end, she says that she is prospecting them on purpose instead of just an entry-level SDR or CEO. The targeted approach is done with intention and it works for any sales team in any industry. DeeAnna also shares that listening to people is what drove her success, even as she wasn't very experienced yet.

Welcome to another episode of the Sales Secrets Podcast. Today, Austin Staropoli joins the show to teach how to overcome sales objections and blow-offs. A common blow-off clients say is that they'd rather just receive and email regarding your proposal. What Austin says in response is that whatever the email will state is pretty what he just explained to them and that he'd love to just show from a visual standpoint how he can really help out their business, increase revenue, and get them more quality leads. All this happens in just a 10 to 15 minute walk-through.

Welcome to another SDR Secrets episode of the Sales Secrets Podcast. Brandon shares one simple step to jump from $50,000 in income to $100,000. If your salary is $50,000, then you just need another $50,000 to make the goal. What you do is divide that $50,000 by the appointment commissions that you get. If you get $100 per meeting, that simply means you need to generate 500 appointments. If there are 265 sales days in a year, that tells you need to set 1.886 (rounded up to 2) meetings per day!

On this episode of the Sales Secrets Podcast, Zach Dulla, CEO at Indoor Drone Tours, shares how they went from zero to 1 million in revenue is just 19 months. Their secret? They leveraged Seamless to its fullest potential. Zach installed the Chrome extension Sales Navigator to create the perfect lead list, then shoot the whole list into Seamless, export it, put it into bulk email campaigns, and hand it off to outbound sales. What you get is sales and prospecting that's on steroids. When you export the list you get tons of data like multiple phone numbers, URLs, that you can then use for hyper targeted prospecting that's up-to-date in real time.

On this episode of the Sales Secrets Podcast, Jay Thankappan, Director of Sales at Seamless.ai, joins the show to share his ultimate 3 G's for sales and life: Gratitude, Growth, and Greatness. Gratitude is appreciation, you want your life and bank account to appreciate, so you have to be grateful for what you have. When you're grateful, you maximize what you have, and you do this by Growing. Growth means you put in everything that you need to do professionally, personally, physically, spiritually, and mentally to improve yourself. This could mean setting SMART (specific, measurable, attainable, reachable, and time-bound) goals, and then keeping yourself accountable. Lastly, remember that you were born for Greatness. So live up to it. It touches every aspect of your life, whether as a parent, child, friend, employee, partner, whatever the case may be, always strive to be the best that you can be.