Explorez tous les épisodes de All Things Telesales
Plongez dans la liste complète des épisodes de All Things Telesales. Chaque épisode est catalogué accompagné de descriptions détaillées, ce qui facilite la recherche et l'exploration de sujets spécifiques. Suivez tous les épisodes de votre podcast préféré et ne manquez aucun contenu pertinent.
Rows per page:
50
1–50 of 93
Date
Titre
Durée
17 Dec 2019
EP 01 - Scott Leese - No Success Like Failure
00:29:22
Scott Leese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author, Strategic Advisor to many.
Join Jake Lynn as he sits down with Scott Leese and talks about harnessing past failure for future success.
Scott also mentions why you should join him at the Surf and Sales this year.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT SCOTT Author of Amazon Best Seller, Addicted to the Process and Former SVP of Sales at Qualia, Scott Leese shares what he's currently doing helping sales organizations scale from $0 to $25m ARR.
Kevin Dorsey is InsideSales.com Top 10 Sales Leader, Sales Dev. Exec of the Year and the VP of Sales @ PatientPop Inc.
In this episode of All Things Telesales, Kevin tells a hilarious story of a sales rep who used Justin Timberlake and NSYNC references throughout a discovery call. Kevin shares his insight about significance, "I can't define that. It's too broad. It's too big for me." Success for KD is impacting the life of one person.
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT KEVIN Kevin Dorsey believes in focusing on the "person" in "salesperson"
As he's grown as a leader he has a better understanding of what truly drives behavior, motivation, and long term success. Kevin's motto, "if we can make better people, the sales will follow."
Kevin has built teams from 0-150+ reps, revenues from 0-$75M (and counting). He believes in processes and systems, paired with skill development, as the code to success.
Tom Jenkins is the VP of Marketing at CloudTask, where he's currently leading the Marketing Team during a period of 450% growth over 2.5 years.
In this episode of All Things Telesales, Tom talks about how important omnichannel communication is to get people on the phone because, at the end of the day, the phone is still king if you want to win deals.
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT TOM Tom is an experienced marketing professional with a track record of delivering results in commercial, social and not-for-profit organizations. Tom can help you:
★ Increase revenue: by designing and implementing sales and marketing strategies ★ Generate more leads: with paid-for marketing campaigns ★ Engage with more people: through long and short-form content creation ★ Increase your network and brand presence: by implementing social media and email strategies ★ Celebrate and showcase your organization: through full-cycle website creation
Jake Dunlap is the CEO of Skaled Consulting, C-level sales leader and highly sought after industry thought leader, quoted by Forbes, Inc. and Huff Post. First VP of Sales at Glassdoor (1.2 billion dollar acquisition - May 2018). A first sales leader at NoWait (acquired by Yelp - March 2017)
In this episode of All Things Telesales, about how leaders are soft like Charmin these days, and of course, the man is a marketing genius, so we had to talk about personal branding.
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT JAKE DUNLAP As a C-level sales leader and entrepreneur with more than a decade of experience, Jake Dunlap has developed and led high-performing sales and operational functions, specializing in building out repeatable, sustainable processes.
John Barrows is one of the most highly sought after sales trainers in the world. In this episode, we talk about how leadership starts at home and we touch on how companies should start embracing personal brands.
A lot of great content jam-packed into this episode:
When you’re present, you’re present.
Making sure you’re on the same page and having a shared goal.
Where do you want to be in 5 years?
What are your core values and make sure they’re the same shared values.
When sales is done right, it’s the greatest profession in the world. When it’s done wrong, it’s the worst.
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT JOHN BARROWS It’s amazing to me that sales is the No. 1 profession in the world and yet none of us were formally taught how to do it. Very few of us have a degree in sales or were given any initial training or direction beyond “Here’s your territory, good luck.” That’s why we need to find ways to educate ourselves and get better every day.
I’ve been fortunate enough to experience a fantastic sales education at every level throughout my career via the people I meet and the opportunities that arise. Sharing those experiences while constantly learning from others is why I continue to do what I do.
EP 06 - Liston Witherill - Building Trust on the Phone
00:36:19
Liston Witherill is a sales trainer and consultant with a top-shelf podcast, "Modern Sales," on this episode, Jake & Liston discuss, "Building Trust on the Phone,"
With Liston's tips:
Be disarming right off the bat
Get their attention, pique their interest
Empathize, be honest, compassionate
Use video when you can
Tell the truth even when it doesn’t directly benefit you
Put your prospect in control:
Don’t just talk at your prospect but engage with your prospect
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
ABOUT LISTON WITHERILL Liston is sales trainer and consultant who helps client services professionals sell more services to big companies. He does it by providing remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
- Trained 50+ consultants at a $7B+ public company - Sold a $1M+ contract to a government buyer - Built marketing and selling strategies for 40+ private clients - Interviewed top thought leaders and professionals on my podcast - Worked with hundreds of independent consultants to help improve their selling
Lila Smith is a messaging consultant that empowers entrepreneurs and brands to make money faster and more sustainably by clarifying their message so the right people know what to pay them for and why.
In this episode, you'll learn how to, "Verb Your Values- how to connect for real instead of just “watching your tone” or using tricks.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT LILA SMITH Growing up a theater kid in NYC (even going pro for 10+ years while she built an e-commerce career), she used to think acting was the best way to connect and tell stories that matter. Now she does it without fiction!
As a trainer and speaker, she improves people’s ability to #SayThingsBetter (and listen better) using a 5-step theater-based method of Intentional Communication.
As a messaging consultant, she empowers entrepreneurs and brands to make money faster and more sustainably by clarifying their message so the right people know what to pay them for and why.
As a Certified YouMap® Coach, she shows people who they are so they can communicate and take action informed by self-awareness.
Her LinkedIn Livestream show, #LIVEwithLila, shares real life and real business examples of Intentional Communication.
Accurately predicted by Crystal Knows, Jake and Lila both tend to be outgoing, enthusiastic, and spontaneous. They like building personal connections with other people and tend to prioritize casual conversation. So connect with Jake & Lila on LinkedIn!
In this episode, you'll learn that being authentic and real isn't a sign of weakness, it's actually a way of, "finding your voice."
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT AMBER KLEINE Energized executive with a unique balance of technical and sales skills who leverages global experience to engage, navigate, and execute enterprise transactions. An established business strategist who delivers solutions in SaaS sales management, marketing, ARR; an achiever who knows optimization and thrives on the delivery of innovative marketing solutions in competitive markets.
Steve Brown is the CEO of Matchstick Ignite -Consulting Firm for Customer Service and Phone Sales.
In this episode, Steve Brown discusses affiliate marketing, how to understand the customer's journey, and how to navigate the Affiliate Summit West show.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT STEVE BROWN "I am an open, passionate and ambitious individual; I love to watch professional baseball, grilling on the BBQ, and spending time with my family. I am the owner of Matchstick Ignite LLC and my favorite quote is John Cena's Hustle, Loyalty, and Respect." - Steve Brown.
Accurately predicted by Crystal Knows, Steven tends to speak directly and make decisions quickly. He is likely to take charge in a situation and explore worthwhile, effective solutions. His determination and confidence can make him a strong leader.
EP 10 - Amy Volas - The Grass is Greener Where You Water It
00:31:08
Amy Volas is a Founder • CEO • Keynote Speaker, she helps startups hire the right sales leaders while taking the cringe out of the process
In this episode, Amy gives practical sales career advice, to help you decide if you should water your own lawn or go find another lawn, in whatever you do just be true to yourself, sometimes what we have in our head and what we say to ourselves isn’t always the real deal.
Can you fix it, is it even fixable, is there really even a problem?
The people we surround ourselves with can make or break what happens in our lives personally or professionally
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Accurately predicted by Crystal Knows, both Jake and Amy may appreciate emails that are concise, upfront and highlight an exciting, important bottom line.
Marcus Chan has sold Speedos to 7-Figure Contracts: he teaches the #1 skill in the world to get anything you want in life.
In this episode, Marcus shares his vivid vision as a way of starving his doubts.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
ABOUT MARCUS CHAN 📈Promoted 10x in 10 years with two Fortune 500 organizations that are #1 in their respective industries! 📈Ranked in the top percentile in every role he has been in! 📈Hired, trained, and developed teams that have sold $700M+ over the last 10 years! 📈Performed at level of creating double-digit YOY sales growth in every single year! 📈Sent 50+ employees to President's Club/Diamond Level (Top 15%+ Rankings) 📈Promoted 30+ employees to leadership roles (Sales Manager, GM, Director, Senior Sales Roles)
For any company or person building a personal brand
struggling with whether or not Podcasting is a time suck...
Zachary Babcock of the Underdog Empowerment Podcast and I discuss how it's a Lead Generator and so much more.
We also discuss fake influencers and how the real influential can overcome impostor syndrome
RUNS UNDERDOG EMPOWERMENT, A RESOURCE DESIGNED FOR UNDERDOG ENTREPRENEURS, LIKE YOU, TO HELP YOU WIN BY BUILDING ONLINE PASSIVE INCOME AND YOUR PERSONAL BRAND.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Sales Director at Natterbox, Ian Moyse shares with us 3 Powerful Pillars of Servant Leadership - Yearning, Earning, Learning.
Ian drops wisdom bombs left and right in this episode mostly because he’s the type of leader who never stops learning and growing
He doesn’t have an ego that keeps his sales reps from working with other sales coaches or training systems, we’ve all been on different journeys
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Judi Glova says as an intuitive leader, connection is currency. Are you connected with yourself? How are you connected with others? "The time is now for you to stop DOING leadership and start BEING a leader from the inside out!"
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
KC Chohan joins and talks about how businesses struggle to develop a structure for sustainable financial success. KC says, "By the time I left, Flowserve was doing $4.7 Billion in annual sales. I got bored with corporate America as the focus was on maximizing everything instead of optimizing, perception over results, I’m all about results over perception."
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Cauveé is an Inspiration Engineer - imagine if Tony Robbins and Michael Jackson had a baby, Cauveé would be that baby.
We talk about motivation music, being on the phone can get rough and boring so having a motivational playlist can help you be more productive throughout the day.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 17 - The Outbound Sales Guy - Celebrating the Dips
00:18:07
Martin MacArthur The Outbound Sales Guy joins the show and shares his amazing story of resilience and how he continues to give to the sales community on LinkedIn. #theoutboundsalesguy
About Martin, The Outbound Sales Guy At the age of seven, I was diagnosed with Retinitis Pigmentosa causing me to become completely blind. I am fluent in braille and I am able to use technology thanks to companies like Apple who recognize users with disabilities and include a screen reader called Voice Over in their operating software.
I have over 10 years of experience filling the top of funnel activities in sales development, managed service space, digital marketing, and technology. I'm passionate about driving top of funnel sales by helping companies fill their pipeline with qualified leads.
If I am not hunting for new business I can be found in the gym or on my 40’ Sea Ray boat enjoying a cold craft brew or fine scotch. Feel free to connect with me if you feel I can provide value to your network.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Shawn Channell and I recently connected on LinkedIn, we decided to hop on a call and learn more about each other. We hit the record button for an awesome mutual fit discovery call. Come to find out...Shawn is an experienced Telesales Leader with a demonstrated history of success.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Get your reps involved in playbook development and let them see the smudges that prove their hard work and impact.
Is your sales team adopting your playbook, influencing, and taking ownership of the playbook? Encourage them to get, "fingerprints on the trophy!"
Inside Sales a.k.a. Telesales - sales development, people who front end the process, AE’s who take close to won all the way to Customer Success.
A proper qualification from AE and handoff to the Customer Success team.
A collaborative relationship with SDR, AE’s, & CSM’s that focuses on the overall customer experience.
Sales operations have up-leveled 10 fold. Sales strategy from beginning to end. Executing the process and making it easier. The efficiency of information exchange.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Are you dialing for dollars or are you dialing for DIALogue?
Victory loves preparation, we have a compelling conversation on pre-call prep, Ken Baldo breaks it down on this call.
Ken Baldo says, "don’t dial and hope, dial for dialogue!"
Give your prospects a reason to stay on the line and not hang up
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Joey Yak asked me how I was doing mentally after a career transition. I let him know that no one else had even asked me that, it meant a lot. He then hit me back with 3 powerful Facebook Messenger audio clips that lifted me out of a dark funk I was in. I share those clips for you here in this episode, in hopes, it will impact your life as much as it did mine.
Joey Yak is a creative consultant who creates custom theme music and video for entrepreneurs to increase brand awareness and Revenue. Before Joey became a branding consultant, he was on a nationwide tour with Bone Thugs N Harmony and had a record deal through Universal Republic.
Joey Yak has done theme music for Grant Cardone, Billy Gene, Ryan Stewman, Zachary Babcock, and many more.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 22 - James Buckley - Being a Practitioner of the Phone
00:28:49
James "SayWhatSales" Buckley of J Barrows Training (John Barrows, James Buckley, Morgan J. Ingram) I call those guys JBallers :)
Someone complimented James’ enthusiasm on a video that he had made, he responded with, it’s happening off-camera too! Haha and I believe it, this guy's energy is infectious!
Anyways, we talk about a lot of things in the episode but it all boils down to being a practitioner of the phone, let’s get dialed in!
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 23 - Jason Bay - Growing Outbound Engagement Faster
00:25:45
Jason Bay talks about overcoming imposter syndrome, building social proof, and gaining recognition. Jason delves into his experience with imposter syndrome and how he was able to overcome it by stepping out to gaining social proof. By validating what he was feeling, taking action and pushing the barriers provided mistakes to become learning opportunities. Which landed him his first feature on a podcast with Jeffery and Jennifer Gitomer’s Podcast, someone whom he idolized throughout his career.
Jason also talks about Outbound 3.0, in short, the process of taking versus teaching, or how to give value versus taking. He talks about consulting, tips on how to price for your services, utilizing LinkedIn, cold calling, and fixing the common issues prospects are experiencing by teaching. With that said, join Jason Bay as he gives insight into Blissful Prospecting, the company he started back in 2017 helping B2B sales teams and nonprofits grow their outbound sales faster, with more consistency, and much more.
KEY POINTS: • Building social proof • Gaining social recognition • Imposter syndrome • Blissful Prospects • Taking versus Teaching • Giving value instead of taking • LinkedIn and Cold Calls • Repurposing or Creating content • How do I charge? • Figuring out the ‘why’
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Follow Jason Bay • Online: https://blissfulprospecting.com • LinkedIn: https://www.linkedin.com/in/jasondbay/
RECOMMENDED READS: • Little Red Book of Selling by Jeffery Gitomer • Million Dollar Consulting by Alan Weiss • The Irresistible Consultants Guide to Winning Clients by David A. Fields
EP 24 - David Schlesinger - The Individual Contributor Role
00:28:21
Our guest David Schlesinger is going to teach us about the individual contributor role.
What this means is the role an individual salesperson can hold for a company by being the best of themselves.
David’s most experienced in B2B sales where he was involved in almost all domains of work like prospecting, pitching, product messaging & value proposition.
David teaches us how by minding things that are in your control, having patience, being consistent and taking accountability will make us get a better role as an individual and make us better at the sales skill. Beyourbestself.
David also encourages us by helping us understand why we should not compare with other people since all of us have different sales experiences that we might not be good at nor they might be good at.
EP 25 - Sahil Mansuri - A Place for the Person in Salesperson
00:29:20
SHOW NOTES Join Sahil Mansuri, Bravado CEO, as he talks about Product Market Fit and building Bravado. Sahil Mansuri, CEO of Bravado, speaks on the ebb and flow of sales and the impact it has on sales professionals. Sahil and his team at Bravado help sales professionals build portfolios to showcase their work accomplishments and build their brand.
Are you looking to build a community as a sales professional? Well, Bravado is a place where sales professionals can build community, establish a tribe to share their experiences and collaborate. Sahil gives a walkthrough about “the fluff,” original content and credibility on LinkedIn, mental health and sales, females sales and diversity, the myth of “the lone wolf salesperson,” and much more.
QUOTES • “If you have any suspicion you have product-market fit, you don’t have product-market fit.” – Sahil Mansuri • “When you have product-market fit, you product it breaking in every place you can imagine it because people are using it so much more…” – Sahil Mansuri
KEY POINTS • Bravado.co • Building a community amongst sales professionals • “The Fluff” • SDR & AE • Mental Health and sales • Girls Club and Lauren Bailey • Bravado Team
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
SHOW NOTES Join Patrick Tierney, sales performance coach and founder of Stop Selling Now. As a sales performance coach, Patrick coaches’ new hires coming into sales, and prepare them for the sales process by providing the tools on how to close. He gives a walkthrough on how to cut through the noise and challenge the stigmas of selling. He also talks about his company Stop Selling Now, and sales how to answer the two most important questions; ‘What motivates people to buy,’ and, ‘What motivates people to buy now.’ Patrick delves into the complexities that hide under the simplicities of sales, the most fun he’s had on a sales call, his end goals as a performance coach, the headspace app, and so much more. Tune in to find out more about Patrick Tierney and Stop Selling Now.
QUOTES • “The only approach to sales in 2020 are consultative sales.” – Patrick Tierney • “The basic premise is; if you understand the ‘WHY,’ everything else becomes so much easier. – Patrick Tierney • In sales, there’s only ever two sales you’re going to make, it’s either and immediate sale, …or it’s a delayed sale.” – Patrick Tierney
KEY POINTS • Stop Selling Now • The two questions every salesperson wants to ask. o What motivates people to buy? o What motivates people to buy now? • The secret sauce • Consultative Sales • Understanding the ‘WHY’ and getting down to the true motivations of a buying decision. • Cold Calling and Old School Cold Calling • Chasing Referrals • The Long Game in Sales
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Follow Patrick Tierney • Website: https://www.stopsellingnow.com/about-1
SHOW NOTES Join Gina Gardiner, an author, speaker, and coach. Gina works with people all around personal empowerment and transformational leadership and stepping into genuine power. Gina delves into the process of how she assists others with tapping into genuine power. She also discusses the importance of leadership and the power of communication. She talks about the role of body language, words, and tone during face-to-face and over-the-phone communication. She goes into the concept of learning to fail better by reflecting on what success is and finding solutions. She asks thought-provoking questions around understanding the importance of ‘WHY,’ is it money? Is it happiness? Tune in to hear more about personal empowerment and transformation, Gina’s online Enlightened Leadership Program, tips on how to tap into genuine power, and much more.
QUOTES • “Just because we say the words doesn’t mean that that’s how they landed on the other person.” – Gina Gardiner
• “But if you think about each leader, whether they're leading their family, their organization, their team, their society, they like a stone in a pond, it ripples out.” – Gina Gardiner
KEY POINTS • Tapping into genuine power • Leadership and communication • Body language, tone, words, and communication • Learning to fail better by taking ownership of emotions • Self-Sabotage • Fear of failure and fear of success • Making a positive difference • The power of silence when making a sale • Toxic leadership
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales." His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers.
SHOW NOTES Join John Malott as he talks about navigating outside of societal norms and expectations by capitalizing on lessons learned from past experiences. John also talks about the foundational principle of mentorship, which is reciprocity, or teamwork. He goes into how mentorship isn’t give-and-take, but a mutually beneficial partnership. John also talks about intentional gratitude and its importance in his marriage. John delves into using the past as a motivator, moving forward instead of backward, and having mentors who told him the truth instead of what he wanted to hear. He gives insight into new endeavors as an entrepreneur, such as DNA based custom nutrition supplements and more.
QUOTES • “Everything rises and falls on leadership.” – John Malott • “Great Leaders are culture builders.” – John Malott • “The truth is going to set you free, but it’s going to piss you off first.” – John Malott • “Gratitude is a seed for more.” – Jake Lynn
KEY POINTS • Social norms • Mentorship • Overcoming the “Loser” mindset • The hardships of entrepreneurship • Intentional gratitude • DNA Based Custom Nutrition • Prioritizing time • Legacy
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Follow John Malott • Instagram: @johnmalott https://www.instagram.com/john.malott/?hl=en • Build Your Empire Instagram: @buildyourempire https://www.instagram.com/buildyourempire/?hl=en
EP 29 - Scott Aaron - Turning Failures into Successes
00:27:23
Scott Aaron discusses how he answered the question: “If you got sick or injured to where you could not train people anymore, you were physically unable, and you fell ill, what would you do for money?”
Scott talks about the dichotomous struggle of amateur and professional entrepreneurs, network marketing, creating human connections, and how human connection translates over Instagram, Facebook, and LinkedIn. Scott gives tips on how to take action, which turns into progress. How progress leads to multiple income streams while being intentional with your time promotes productivity. Structuring your day and being conscious of your most valuable asset, TIME.
Scott Aaron is an author, speaker, business coach, and consultant. A true entrepreneur at heart.
Join Scott Aaron as he delves into going from one million dollars in debt to capitalizing on his failures and turning them into successes.
QUOTES:
• “You have two choices: you can live by your excuses, or you can buy your reasons.” – Scott Aaron
• “Action looks different each day; it could be moving the needle forward a millimeter… or a mile.” – Scott Aaron
• “Multitasking is a myth, you’re not doing everything great, you’re doing everything awful.” –Jake Lynn
KEY POINTS: • Entrepreneurial Backstory and becoming a father • Network Marketing • The Question: What if… you fell ill? • Turning failures into successes • Creating human connections • Striking oil in LinkedIn • Building connections • Structure • Multiple income streams • Science of Getting Rich by Wallace D. Wattles • How do you define success?
KEY POINTS: • Entrepreneurial Backstory and becoming a father • Network Marketing • The Question: What if… you fell ill? • Turning failures into successes • Creating human connections • Striking oil in LinkedIn • Building connections • Structure • Multiple income streams • Science of Getting Rich by Wallace D. Wattles • How do you define success?
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 30 - Kendra Lee of KLA Group - Doing Business During Challenging Times
00:25:31
SUMMARY SHORT VERSION
As the founder of KLA Group, a lead generation organization, Kendra and her team train and coach their client on how to prospect more effectively. Kendra gives tips and insight as to how to adjust to the current economic downturn. Kendra talks about how to track remote performance, why she started KLA Group, and how to stay motivated during these uncertain times.
QUOTES
Our job when prospecting isn’t just to leverage or take advantage of fear… it’s to show there’s a light at the end of the tunnel, and how we can help them now… - Kendra Lee
KEY POINTS
How Kendra would help client’s prospect during a challenging time
What Kendra is excited about right now
The shift “doing business during challenging times
Communication with your staff is important
How Kendra helps track remote performance and challenges during transitions
A walkthrough on lead generation and sales
Why Kendra started her sales business
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 32 - Morgan J. Ingram - Top 3 Best Prospecting Practices
00:25:11
SUMMARY SHORT VERSION
The SDR Chronicles Podcast host Morgan J. Ingram started as a Sales Development Rep (SDR). He was promoted to SDR Manager and is now working with John Barrows of JBarrows Sales Training and is crushing it when it comes to the top of the funnel prospecting. Morgan delves into how he defines success, tips on how to be referable, and finding a group of influence. Get dialed in to find out more about cold calling, tracking fulfillment and asking how to get referrals.
KEY POINTS
Morgan’s top 3 best practices and tips on prospecting
LinkedIn Voice Messages
Video and LinkedIn Video best practices
Asking for referrals
Morgan tips on how to be referable
How Morgan stays inspired
The Anti-Why
How Morgan defines success
Why you can’t be money motivated
Advice on how to get on track to fulfillment
What Morgan is most excited about right now?
Advice on finding your group of influence
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 33 - Justin Welsh - The Impact of Storytelling & Culture
00:27:14
As an Advisor for high growth SAAS Companies and 16 years of sales experience, Justin Welsh talks about his transition from office culture. Through experience and passion for sales, Justin provides companies with tools to drive scalable growth. By building community within sales, he can share his knowledge through tips on productivity tools, communicating and networking remotely, and transitioning into working from home.
QUOTES
Storytelling is just natural human stuff… people should learn to do it well because it has significant career benefits – Justin Welsh
KEY POINTS
What Justin is most excited about right now?
The work from home movement
No code movement
New horizons as an advisor and consultant
The work from home transition & Tips
The Office Culture and Time-blocking
Working with Peer and Investing Time
Holistic Connection & Concrete Structure
Proactive communication when working from home
Communication and feedback when in a funk
Efficiently managing knowledge sharing and knowledge drop off
Effective ways to communicate and use productivity tools working from home
Gong.io
Peer Review and Skill Review
The impact of storytelling and culture
The world of Jordan Welsh
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
As the CEO of Sports 1 Marketing and The Playbook podcast host, David Melzer shares his passion for life lessons of love, having good energy, and tapping into your higher frequency. David delves into the philosophies of sales, distinguishing yourself in the future, the power of tying emotions to words, and why toughness is required when cold calling. Join David Meltzer as he shares tips on how to create a baseline and take the ego out of sales.
QUOTES
Just because people love you, doesn’t mean they have the best advice – David Melzter
Never cheat the gatekeeper – David Meltzer
Commission is the outcome; compassion is the journey – David Meltzer
KEY POINTS
Consistent persistent pursuit of your potential
How to Distinguish yourself in the future
How to take the ego out of the sale
The alter ego affects
What’s a good KPI (Key Performance Indicator) outcome
Why you can’t see telesales as work
Life lessons of love
Daily Routine and having a baseline
David Melzer’s mentors
The two series of questions to rule the world
Advice on using attaching emotions during a sales call
Why it’s not what you say, but how you’re saying
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
This 4-minute message was heavy on my heart and I had to share.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
SUMMARY SHORT VERSION With 11-years of experience in the post-sales world, Juan Rivera shares his insight into the world of the customer support managers (CSM). He shares his passion for sales, tips, and strategies for building customer relationships and encouraging CSM’s to sell after the sale. Juan Rivera is the Senior Customer Success Manager at Telesign.
QUOTES As a CSM, you also want to start adopting this idea that it's not enough to understand the product, you also have to understand their business logic – Juan Rivera Sell or be sold – Juan Rivera There's no stigma behind selling somebody or reaching out to somebody to see if there's generated interest in your business – Juan Rivera Impact equals revenue – Jake Lynn
KEY POINTS Being a student of sales Collaborative relationships, diverse thinking, and productivity in sales. Selling after the sale, removing the stigma, and empowering the customer Building consumer success and expanding beyond you comfort zone as a salesperson Bonding and building rapport with the customer How to clear out the head trash (mental roadblocks) Empowering a customer success manager in a perfect world Most common challenges and head trash customer success managers experience Evolving a relationship and taking action to move that relationship to the next level Being genuine when selling, helping before selling Find where you can make an impact Checks and balances between departments
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Class action Defense Lawyer, known for his work on Telephone Consumer Protection Act Litigation and Compliant, Eric Troutman talks best practice for following up with leads and minding the laws in place to protect client’s rights. He delves into attending TCPA summits and adjusting to the changes the workforce is seeing in light of COVID-19
QUOTES
Just because you are small, doesn’t mean you are immune from liability. – Eric Troutman
Get yourself a lawyer, make sure that you understood everything before you start making phone calls - Eric Troutman
KEY POINTS
The impact of laws and regulations on tele-sales and (TCPS, FCC)
Express written consent, following up with leads, and staying within TCPA & TSR requirement and restrictions
When to worry about TSR 90 days customer contact window
DNC, Scrub technology, and Blacklist Alliance
Time as a TCPA Attorney
The Stoops Case
What are the proper actions to take in tele-sales?
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Billy Alsbrooks hears the sound of a comeback for Telesales Beasts! Billy shares his past fears and anxiety and anyone dealing with those feelings can overcome. Billy shares key insights in clarity. Billy Alsbrooks has become a powerful and passionate motivational speaker, top-selling author, thought surgeon, and successful engineer. His viral inspirational videos have currently been viewed more than 25 MILLION times on Youtube
RELEVANT LINKS
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
2 minutes of motivation to awaken that inner Telesales Beast
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 39 - Chris Von Huene - Figure It Out and Move Forward
00:25:10
SUMMARY Figure it out and move forwards. Chris talks about making sales, doing his job, and also being human while doing it. During this time skipping the sales script, have a conversation, get to the point and is the best way to not waste the prospects time. Chris Von Huene delves into the reset sales is experiencing during Corona (COVID-19) and tailoring scripts and the process of sales more towards being human.
QUOTES
If you want to get better, you need to get people involved that are smarter than you and have been where you want to go. – Chris Von Huene
It’s the experience that you create, it’s the relationships that you build, and it’s showing that you’re treating them like a human and valuing them over your commission check. That’s how you win. – Chris Von Huene
Connection is currency, but first you have to learn to connect with yourself. – Jake Lynn
KEY POINTS
People over product and the sales rebellion
Hiring a coach and leveling up. Teaching over scripts
How to stay effective during Corona (COVID-19)
The outbound opening conversation
Building rapport with the client.
Supporting the client and understanding their needs.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Taking time to follow the process, asking good questions, and understanding how to best prospect can better assist in reaching the outcome of a call. Michael Gordon talks about how he helps his clients integrate concepts and set goals to build a structure in their business. Join Michael Gordon as he talks Sandler Training the downside to straight-line selling, and practicing pay time/no paid time. Michael Gordon is a Sandler Sales Trainer Franchise Owner.
KEY POINTS
Three Foot Rule
Time blocking, call blocking, and time management
How to gravitate toward structure
Power of affirmations and I am statements
Sandler Selling
The downside to straight line selling
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
SUMMARY Neal Kent talks about the rules and regulations of using call lists, auto-dialers, landlines, and texting and calling mobile devices when contacting prospects. Understanding the nature of the platform you are using to dials can prevent a lawsuit and keep you and your business compliant. Join Neal Kent as he delves into the state of call centers during Corona (COVID-19) and helping call centers stay compliant during this time. Neal Kent is the Director of Consulting and Compliance Solutions for Contact Center Compliance.
QUOTES
When you place a prospecting call, you know you have good intentions, but does the consumer, does that prospect on the other side understand who you are. – Neal Kent
Compliance cost a little bit of money, non-compliance will cost you a lot of money and could be game over – Neal Kent
KEY POINTS
The dos and DON’Ts of engaging in customer contact. Call the people you can, don’t call the people you shouldn’t.
Buying leads to inquiry expirations.
The benefits of having a compliance system in place and the documents of proof.
Known risks and unknown risks.
The state of call centers during Corona (COVID-19)
Adding TCPA language to prospects who opt-in.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Sometimes all’s it takes is stepping out of your comfort zone and going all in. Tony Whatley talks about the benefits of expanding your skillset and letting go of surface-level excuses to not get started. He delves into the shortcuts he found along the way and applying lessons learned to scale up. Understanding your purpose, taking action, and defining your passion can help you niche down and get focused. Tony Whatley is a Business coach and the author of The Side Hustle Millionaire
QUOTES
When you start working in your zones of passion, it’s never going to feel like work because you are going to enjoy being in the vertical, that niche, that industry. – Tony Whatley
If you treat things like a hobby you'll get hobby results – Tony Whatley
KEYPOINTS
The sunken cost fallacy and multiple streams of income
Discovering your purpose, your passion, and your profession
Working on your personal brand
Working through self-doubt of gaining focus
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
The world needs you! Find your purpose, don't be afraid to live for it and go and get it! I'd rather you fail at something you're passionate about then to fail at some job you don't care about! Failure is the motivation to get up and try again!
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
A true Telesales Beast is disciplined, they emotionally detach themselves from an outcome, they are relentless at assuming the sale, they don't do callbacks, they are one call closers with the heart of compassion before commission.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Maximizing time and finding the right cadence is key to stabilizing and balancing as an entrepreneur. Through his passion for startups and starting new companies, Jeff Fenster is bringing people together to achieve remarkable results. Jeff delves into the benefits of setting goals, disrupting the business market, and building relationships. Jeff is a Serial Entrepreneur and Instructor with the Forbes School of Business Technology.
QUOTES
You lose sight of the path if you focus too broad – Jeff Fenster
A good leader understands their limitations and weaknesses – Jeff Fenster
If you are fearful of your industry hitting rough patches, what are some industries that excite you that aren’t going to be hitting rough patches tomorrow and start learning that now. – Jeff Fenster
KEY POINTS
The benefits of setting goals.
Measuring success as an entrepreneur.
Building a culture within an organization.
Acquiring new skill sets.
Organizing and setting priorities
Work-life balance. Being an entrepreneur and a father.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 43 - Ryan Stewman - The Only 2 Things You Need to Close More Deals
00:33:32
Taking control and putting in the work will pay off in the long run. Ryan Stewman delves into the importance of empathy in sales. He talks about knowing the difference between force and power in sales. Ryan’s passion for selling effectively and empathically shows true through thinking powerfully over thinking forcefully. Ryan Stewman is a Sales and Marketing Expert.
QUOTES
You may not win overnight, you may not win over a month, but in the long run, you’ll win. – Ryan Stewman
All’s you need to do is be able to listen and have the product knowledge and you can close as many sales as you want. – Ryan Stewman
KEY POINTS
Transitions on sales
Empathy and competence.
Building a referral network.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. You can learn more about Balto HERE Read a case study HERE Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 44 - Stephen Pronechen - Doing Small Things Right
00:29:48
You have not because you ask not, Stephen Pronechen’s career started on this belief, he charmed his company’s VP in giving him an opportunity in the sales team, during a softball game.
Stephen worked through all the levels and now is at the top, started in the mailroom, and then moved on as a researcher, lead gen, STR, enterprise AE, head of global STR’s. He has seen everything in sales. His story is the perfect example of how doing small things right every day will get you there.
Key points:
Doing the little things right.
Luck is preparation meets opportunity
Driven and coachable most important
Main KPI is to track how many times we make come one laugh
Analyze, strategize, execution.
Quotes:
Every no that I get is getting me one step closer to a yes - Stephen Pronchen
Fear can definitely be a powerful motivator when you harness it appropriately cause if you let it out of control then it can eat your life - Stephen Pronechen
Finding people who are internally driven and coachable is the most important character trait for anyone
Success for Stephen is leaving behind a legacy where we are able to pass along things to other people I come in contact with this world and help them rise up.
At the enterprise level do research about your clients to build credibility
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
A fresh MBA graduate wearing a clean White Shirt and black shoes who aimed to become a Sales Guy in a country where sales were never considered a profession. 20 years later he is closing deals no smaller than a Million $. This is Praveen the founder of sales Adda and a superstar salesman who sells IT products all over the world.
Praveen Shares his story of how an ADDA(a tea stall) where all salespeople gathered and helped each other to improve and how he learned the skills in a place where there was one phone for 300 people.
Praveen’s Story tells us that if you have the will to learn and are patient then you can achieve anything you want no matter what the circumstances are.
Key points:
The primary difference between B2B and enterprise here is a mindset
Gatekeepers can be more valuable than the actual boss so don't trick your gatekeeper and make them an ally.
Make it about each department in the company and you will get into a huge enterprise.
Trained by customers cause they are the best ones to give you advice on why they didn't buy from you
Mindset is the most important thing that you can have in your sales life(the shift in Paradigm).
There are 2 parts in a complaint
The emotional part which is the most important
The actual problem
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 47 - Travis Huff - Compassion, Persistence, Patience, & Personal Development
00:34:49
Compassion, persistence, patience, and personal development has helped Travis Huff to create the sales career of the superstars.
PS. He is also known as 2Tallin as the artist
He shares his story and his learnings with us today in this podcast episode. Like using a podcast to find clients and how face to face is better than zoom or a video call
Key points:
The best ideas happen when you listen.
Don't be desperate while selling, listen to the customer and talk to them like a friend, and don't sound too pushy.
If someone says no it might mean they don't have the money or its not the right time and don't burn the bridge
Just do for you first, and make yourself better first then you can do better for others.
If you stop the momentum is going to stop and then how are you going to move forward motivate yourself
3 challenges
1. He was emotionally needy 300 pounds 6'8 foot tall sad for himself used to tape down his chest and got a great augmentation surgery
2.started a business in recession got himself in serious credit crunch issues, finances need to be strong in business. What do you have to do to get yourself out of this?
3. cooking changed his life
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 52 - Judi Glova - 3 Habits to Reduce Stress and Increase Productivity
00:26:24
Judi Glova is a speaker, trainer, and executive coach who helps people to unlock their potential by using mindful connections and help them to achieve their goals.
Judi has dedicated her life to helping other high-achieving professionals tune into their intuition in business and leadership.
She teaches us about how we can reduce stress and change it into good stress, let go of our emotions to unlock our potential
3 habits that we can leave to reduce stress from our brain and be really productive
Resist change lot of us hold on to the past
Inner criticism
Trying to please everyone
Key points:
We never truly have enough control about changing things
Thoughts and feelings change but your conscious awareness is who you are, you are the awareness of your thoughts.
Detach yourself from the outcome to get there.
Learn to let go of things in terms of self-criticism
3 hooks that keep us stuck in this pattern
We tell ourselves a story and we believe it
We are just staying in our head
We take it personally
QUOTES:
Superpowers become kryptonite when we overuse them
learn your leadership style -Judi Glova
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 46 - Jason Galardi - Even the Crumbs are Delicious
00:34:28
Realtor and coach Jason Galardi trains new realtors to get their first listing and how to have a successful sales career.
Jason teaches us about the importance of practicing sales skills, when we need to and how much and teaches scripts, rebuttals, and objections.
He also does high-level management, a regional manager, a director for a large company based in Beverly Hills, and runs 2 offices in San Fernando valley. also owns a mortgage company.
Key points:
Scripts, rebuttals, objections are the foundations of sales
Being humble had helped Jason take his business to the next level. Check your ego at the door.
The most fun call is to have a good conversation in a cold call.
Turn step swing
Leveraging social media to get your business up and going after the pandemic
QUOTES:
Victory loves preparation - Jake Lynn
The pie is so huge that even the crumbs are delicious - Jason Galardi
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Storytelling! Nikki Ivey’s childhood habit has helped her to become a B2B sales and marketing leader and a personal branding master for salespeople and she aims to use her skills of communication to curb racism.
Salespeople didn’t believe a lot about personal branding before COVID-19 but Nikki knew the importance of it and is now helping people set up their own personal brand for selling more.
SDR’s should make a personal brand about the product they are selling too cause if people come to your LinkedIn and look at it and see only about how a good salesperson you are it turns them off.
Key points:
Podcasting had helped to improve her network more.
Creating a personal brand for Salespeople is very fruitful
Ask the right questions
Storytelling is the most underrated thing in Sales, stories help to connect.
Quotes:
Facts Tell Stories Sell - Jake Lynn
People want to go where they are celebrated not tolerated- Jake Lynn
If you are thinking about a problem that can be solved in your lifetime then you are not thinking big enough- Nikki Ivey
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Bob Perkins is an Inside Sales innovator who started as a teacher and got into sales because he fell in love with it. Bob helps advance scales of individual professionals and leaders that spend all their time selling remotely and virtually inside the sale.
He created unique inside Sales Systems and Structures, including team selling models, compensation plans, rewards, and recognition programs which have been adopted by many of the nation’s largest companies.
Bob talks about the advantages of inside sales and how we can talk to anybody anywhere in the world and teaches us from his 25-year sales experience.
Key points:
COVID 19 has pushed everyone to learn about inside sales.
With so many variations available its the buyer who can choose the communication method.
More call time and more dials may not always mean a better result
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 48 - Michael Altshuler - ASE - Analyze, Strategize, Execute
00:41:40
Being one of the people who got paid by Donald Trump after he filed for bankruptcy was one of the reasons for his fame. In this episode, we have Micheal Altshuler.
Micheal started his first business at 21 after he was fired for the wrong reasons. He made millions of dollars since and has clients like Donald Trump and also Competed with XEROX.
He now is a motivational speaker and a sales consultant.
Key points:
Growth Mindset- knowing that your life is going to be built upon how much work you are going to put in and constantly learning.
How a person sees you is how they feel about you
Practice Drill and rehearse
Don't go to life and Business alone get people around you who can help you and are smarter than you.
Position yourself as an ally, a partner to your client, not opposition
You don't look at how to play a shot 1000 times and become a pro, you look practice that shot a 1000 times to become a pro
Quotes:
Inch by inch anything’s a sinch yard by yard anything is hard -Micheal Altshuler
Micheal teaches us how to close sales by building rapport and why building relationships are the most important thing in sales.
To close sales remember!
FILI - first one in last one in, by being the first one you plant the seeds and being the last one you create the emotional impact.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
You can learn more about Balto HERE Read a case study HERE Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 51 - Brian Kurtz - How to Overdeliver over the Phone
00:40:52
Overdeliver author, a phone pro, and the Titan of Direct marketing is here today, Brian Kurtz. Brian teaches us on how to treat a customer and overdeliver and how to improve your phone sales game.
Brian tells us about how his 95-year-old mother uses telemarketing
Key points:
The customer is always right and at the end of a complaint make sure they are happy.
It is a lot harder to get a new customer than to keep an old customer
If you get a call late at night it's usually the customer complaining
Don't spill out too much info or it gives them a feeling of a stalker
You should never need to pretend to be authentic
Personal development should be in place to be a great marketer
Quotes:
The telephone is an offline medium that is not used much as it should be or could be but it is overused and abused by some people too -Brian Kurtz
Two rules of customer service:
1. The customer is always right
2. Look at rule no 1
Developing your knowledge base whom you want to learn from
The mentor you are looking for is you in terms of values and things you want in your life
The five ways we get paid
Your mentors choose you and you don't choose your mentors
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Traffic Traffic Traffic! Is one thing Neil Patel loves, Neil is a digital marketing expert who runs his own company called Neil Patel Digital and has a marketing software called Ubersuggest.
Neil is passionate about helping to improve sales of a company using digital marketing and SEO and teaches us the importance of being patient and building an SEO rating of your company.
What pushes Neil is the feeling of joy when someone calls up and tells him that because of his help in improving a business SEO their life has changed and they no longer have to worry about their child’s college and everything and believes that one should only do things that they love and helps us to identify that.
Key points:
Qualified leads are the most important measurement of SEO.
The quick and easy wins are not always going to get you there.
Only do things that you love even if it doesn’t make the most money because happiness and fulfillment are more important.
Surround yourself with the people who feel content and are satisfied not miserable all the time.
Crank and don't look back.
Quotes:
Just go out there, learn and execute - Neil Patel
“The average person dies at the age of 25 but isn’t buried till the age of 75”- Theodore Rosevelt
Go to youtube with whatever your needs are and that’s your mentor - Neil Patel
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
From finding real estate with no money down, fixing cars and selling them, tow trucks, had 20 apartments and a couple of houses for flipping to becoming one of the biggest educators who teach millions of people to unlock their potential. From dreaming of Tony Robbins to actually making him his business partner he tell us all. This is Dean Graziosi.
In this episode, he teaches us the importance of loving your product which you sell, unlocking your potential, how to dig deep into your business and fail until you succeed and creating a beautiful experience for your customer to gain more business.
You will need your writing tools for this one too because it's so valuable.
Key points:
Keep failing until you succeed.
Life is when everything is failing and using that we can move forward when you have everything it's boring.
Systematic sales using a process to replicate the sales.
The best calls are the ones where you listen and comprehend. Listen more.
Sell something you love. Love your product.
Sales is about service and not selling
Important is how the customer feels when going through your system deliver a great feeling
The most important lesson was when he paid 15k extra cause he thought the seller was not responding to the low price.
Quotes:
The only limit you have is when you are ready to give up -Dean Graziosi
If you won't sell that product to your own family then don't sell it to your customer - Dean Graziosi
"Yes gets you out of Egypt no gets you to the promised land." -Dean Graziosi
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Using AA as a catalyst to self-growth at age 21. Brodie Kern's niche of helping people change their mindset and entrepreneurship came together and helped him create a business that will allow him to fulfill his goal
Key points:
Time is the universal currency, not the dollar.
Sometimes we need to lose ourselves to find ourselves.
Hardwire positive ones and leave out negative thoughts.
Accessing reality using meditation --many people are unable to be with their own thoughts and believe the first thought they get to be true, they get angry, turn to drugs, etc and meditation causes you to observe your thoughts.
Chase fulfillment in your work, it will fill that hole.
The opportunity cost of not going out is loosing and wasting your life.
Mind, body, spirit, and business and business is the sum of the first 3 and all of them work in harmony.
Quotes:
Networking is just making friends and having fun -Jake Lynn
Neurons that wire together fire together -Brodie
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
I have heard so many people talk about what they're gonna do, how big they're gonna become, how much money they're gonna get but when it's all said and done they don't have the work ethic to match their vision.
I don't have time for ideas people and those who don't honor their commitments. I choose to surround myself around the ones who execute, the entrepreneurs who commit first and figure it out later, the leaders who choose people over everything, and the sales professionals who put compassion before commission.
We all have the tools and resources to become successful
Your hustle has to match your vision.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Nathan Hirsch - an Amazon seller who was frustrated with not getting proper people to work, discovered virtual assistants when he was in college. He then went on to build FreeeUp a VA operated firm that was also a platform for creators to find work. Sold it to one of his clients and created a new company called outsource school where people can buy courses on how to hire VA for specific things and how to build Standard Operating Procedures for business.
Key points:
Create an organic blueprint with your business
Come up a way to add value to people
Rolan Fraiser -Epic challenge: - teaches us about Buying Businesses
Nathan’s Tips on Expanding Business
Having an affiliate
Get on a podcast
Partnership with people with the same community
Networking with new entrepreneur every day
Going after influencers
Linked in
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 57 - Mike “C-Roc” Ciorrocco - What Are You Made Of?
00:24:52
C-Roc is the CEO of People Building, Inc. He is a performance coach, author, dynamic public speaker, visionary, and thought leader. He has been featured by Yahoo! Finance as one of theTop Business Leaders to Follow in 2020 and is on a mission to build people.
As Founder of the What Are You Made Of? Movement and host of the hit podcast, What Are You Made Of? with Mike C-Roc, he has inspired hundreds of thousands of people to use setbacks as rocket fuel for their comeback.
He teaches business professionals, showing them how to grow their business starting with a foundation based on culture and accountability, to building their people to unimaginable levels.
Both in person and on air, C-Roc dives deep into his past during these talks to show how you can feed off good and bad experiences. His forthcoming book is titled, “What Are You Made Of? The Art of People Building.”
Mike is also a division manager at Nations Lending, a residential mortgage company. He and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up, assisting home buyers finance the purchase of their dream homes. His passion is truly helping others. Whether it’s his employees, partners, clients, or anyone else looking to better their business, personal life, or mental game, C-Roc always is up for the challenge.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Cody Loughlin, the host of Money Talkers, talks about the importance of being quiet after asking the questions in the sales process and the impact that this discipline made in his career.
Money Talkers is bringing financial education to young people
Check out the Money Talkers episode where Cody and I talked about, "Where There's a Why There's a Way."
https://podcasts.apple.com/us/podcast/money-talkers/id1492764753?i=1000484656068 This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 59 - Nick Bradley - 6 Characteristics of a Highly Valuable Business
00:25:15
Nick Bradley is the Co-Founder of the global consultancy www.fielding.global and he also hosts the podcast Scale Up Your Business which is a top business and investing podcast in the UK. Also, he has just launched a new partnership here in the US with Rock Thomas.
Today, Nick Bradley delves into 6 Characteristics of a Highly Valuable Business:
1. Purpose - Clear Vision 2. Focus on Profitability and Cash Runway 3. Very Clear Proposition - Solves a problem in the market 4. The predictable flow of the right customers coming into your business, generating reoccurring revenue. 5. Have Great Processes and Systems that allow them to scale 6. High Caliber People
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 60 - Aaron Walker - Growing from Success to Significance
00:25:16
His good friend, financial guru Dave Ramsey, invited him to join his Mastermind group, and from there Aaron Walker, set out on a journey into Masterminds.
Growing from Success to Significance is a big theme of Aaron Walker's. It's important for everyone in all areas of life: Business, Personal, and Spiritual. Some of the ways Aaron empowers men in this journey is with 1 on 1 coaching, the Iron Sharpens Iron Mastermind groups and teaching others how to start, run and scale their own Mastermind group through "The Mastermind Playbook"
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 61 - Coach Michael Burt - Does Your Coach Have a Coach?
00:48:40
If your coach doesn't have a coach, then they're probably a hypocrite. Vince Spampinato was once a coach of mine and Coach Burt was his Coach. Even great Coaches have a Coach.
“Everybody needs a good coach in life.” Those that have great coaches outperform those that don’t 3-4X and out-earn those that don’t 3-4X.
Burt is both INTENSE and POSITIVE and many like his authentic nature and pure coaching skills of packaging and delivering content in ways that get people to take action and get results.
Coach Micheal Burt is considered “America’s Coach,” a unique blend of a former championship basketball coach combined with a deep methodology of inner-engineering people to produce at a higher level in the business world. Coach Burt found his unique voice early in life at the age of 15 by starting his basketball coaching career with a junior pro basketball team.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 62 - Jeroen Corthout - Treating Your Customers as Friends
00:25:00
Jeroen Corthout is the Co-Founder and CEO of Salesflare, a simply powerful CRM that automates your data to build better relationships and make more sales. It's a fast, visual, and easy-to-use sales machine. Built on happiness with the latest tech, by humans for humans. Salesflare is the most popular CRM ever on both Product Hunt and AppSumo. It also got featured on TechCrunch and Entrepreneur.com.
QUOTES
If you treat your customers as numbers instead of keeping them as friends, you'll be losing out on something - Jeroen Corthout
Remote selling is so much more efficient - Jeroen Corthout
KEY POINTS
Build your products and services
Selling the services
Make sure the service is valuable to your customers
No barriers
Customer support is important
Treat customers as friends
Do stand up meetings
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
EP 63 - Kilian Markert - Combining Macro and Micro Motivation
00:26:20
Kilian Markert is helping entrepreneurs optimize their days and performance to grow their business without neglecting other life areas. For spending more time with friends, loved ones, family, or personal projects and hobbies.For taking better care of their health. Improving your sleep, diet, nutrition, and energy levels, while being more consistent with their exercise protocol. To bring out the enormous potential to perform at a higher level and be more efficient.
QUOTES
The mind is in the body and the body is the vehicle - Kilian Markert
Combining Macro and Micro motivation, this is where the magic happens - Kilian Markert
KEY POINTS
Optimize their energy and productivity.
Take care of your health, have enough sleep, and eat good food
Manage your energy
Optimize daily habits
Got to become aware of what is your belief
Macro motivation is all about your purpose, your mission, and your why
Micro motivation is all about your good habits
Start with some values that are very important to you
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Nate Bailey is a natural leader and a speaker who knows how to impact and reach an audience.
He is a best-selling author with three books as well as an entrepreneur. He has built multiple successful businesses in the areas of Insurance and Real Estate. He recently fulfilled his long-time dream of selling his insurance agency to follow his dream of being a full-time coach.
Nate's mission in life to impact men and women who are ready to truly have the life they have always desired.
QUOTES
We all are great leaders inside of us and sometimes you just need the right person to come along to unleash it - Nate Bailey
It feels good to help others and to help them impact other people's lives. It's so rewarding - Nate Bailey
You're not as bad as your worst or as good as your great - Nate Bailey
KEY POINTS
A unique perspective in life
Always stay open
Bring certainty to others
Don't go stagnant in life
Be proactive, not reactive
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Amanda Farris helped SaaS & Tech companies grow their LinkedIn networks by helping them reach the right businesses and connections within the LinkedIn global network, bringing warm leads and new revenue.
QUOTES
Just because you can't work with somebody now, doesn't mean in 6 months they're not going to do something relevant - Amanda Farris
You have to have a goal and know what it is that you're looking to do - Amanda Farris
It may not be the change that you wanted but it's the change that you needed to help you grow - Amanda Farris
People are my passion - Amanda Farris
KEY POINTS
LinkedIn is a cold outreach but is not a sale
Branding and authority building
Shiny object syndrome
Sit down and make a list
Find your reset, to allow you a break from work
Practice gratitude
Engage with people
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Or partner with Balto and make some side cash HERE
ABOUT JAKE LYNN Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."
His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.
Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission.
Evan Carmichael #Believes in entrepreneurs. Gary Vaynerchuck called him the DJ who inspires people and Ed Mylett called him the modern-day Napoleon Hill. At 19, he built then sold a biotech software company. At 22, he was a venture capitalist raising $500k to $15M. He now runs a YouTube channel for entrepreneurs with over 2 million subscribers and 300 million views, wrote 4 books, and speaks globally. He wants to solve the world's biggest problem, people don't #Believe in themselves enough.
QUOTES
Belief is the core, #believe in yourself - Evan Carmichael
If you are not actually using the product and service, then don't sell it - Evan Carmichael
If you are doing sales, whoever is more confident wins - Evan Carmichael
You are the Michael Jordan of something - Evan Carmichael
You gotta love it to get good at it - Evan Carmichael
If you don't care about your team and you only care about the results they're doing. You're ultimately gonna lose - Evan Carmichael
KEY POINTS
6,000 videos later, here we are!
Believing in what you are selling, helps the client
You'll never win if you are only chasing money
Money is important but it can't be number one
If your mind is strong, it makes customers buy from you
Remind yourself of the things that make you bold, confident, powerful & alive
You have to connect to the "Why?"
Love of work
Give them structure
Your job as a leader is to help train better humans
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
If you're like most businesses, you lose about half of your clients every 4 years and the COVID crisis has dramatically accelerated the rate of loss for many of us.
The good news is that these past clients represent your single best opportunity to rapidly generate significant new sales at an extremely low cost.
Here's why ...
1. Easier to Engage You can engage a past client with only 1 - 3 touches while it takes at least 7 times that number to engage a regular prospect. (Fanatical Prospecting)
2. Easier to Convert Past clients convert up to 8 times better than regular prospects. (Marketing Metrics)
3. More Valuable Reactivated clients buy more, refer more and are more loyal than first time clients.
And reactivating clients generates serious revenue.
The average WinBack Campaign generates $485K for small businesses, and millions for larger organizations. (Client WinBack Benchmark Study)
Also, the cost of winning back past clients is extremely low which means the ROI is very high, 32x, or more is common.
That’s why companies like Netflix include WinBack in their sales playbook.
Unfortunately, they are the exception. Relatively few companies have a structured WinBack strategy and that means a lot of money is being left on the table.
A little about Dan the Winback Man…
I’ve been a marketer for over 20 years and have spent thousands of hours testing and implementing a wide variety of strategies.
In total, they’ve generated over 50,000 customers and have allowed me to work with brands like Fidelity Investments and Tony Robbins.
The most effective strategy in terms of ROI and sales I’ve ever implemented is WinBack. I see WinBack as our reward for all the blood, sweat, and tears we’ve put out into growing our customer bases.
That’s why I’ve made it my mission to spread the word about this overlooked and under-appreciated sales opportunity.
It’s also the reason why I conducted the Client WinBack Benchmark Study. (Marketers needed up to date benchmarks on the value of WinBack and now we have them.)
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 68 - Blake Nubar - Clickfunnels and Kevin Harrington
00:22:49
Blake Nubar started out completely broke working 70 hour weeks at his dead-end operations job. In a few short years, Blake built several wildly profitable online businesses and has helped thousands of entrepreneurs do the same with his unique approach to launching sales funnels. Having collaborated with legends like Bob Proctor and Kevin Harrington, Blake shares his journey with us on this podcast.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 69 - Joe Frankie III - Your LinkedIn profile is like giving virtual handshakes
00:26:15
Joe Frankie III is a West Point graduate, combat veteran, award-winning author and knows the power of a team. As CEO at JFIII Associates, he help companies build better teams. He brings 40 years of leading and untangling multiple business projects up to $8 billion worldwide and as many as 53,000 associates where he has a track record of building teams, deploying technology and mitigating risk. These include technology integrations, software, start-ups and heavy logistics moves in the private and public sectors—Asia, China, South Korea, Mideast, Germany, Spain, Portugal, Egypt, Israel, Saudi Arabia, and Iraq.
He is a mentor and coach; finds and assess top tier talent who lead and flourish in their organizational culture-- one size does not fit all. On an individual basis, he coached civil and military leaders on how to build a LinkedIn bridge from where they are to where they want to go.
QUOTES
LinkedIn profile is like giving virtual handshakes - Joe Frankie III
If you don't have what you bring to the table out there, then you are under-merchandising yourself - Joe Frankie III
KEY POINTS
Take charge
Wrap yourself up in a pretty box
Delegate authority, not responsibility
Listen Intently
Understand what people are saying
Encourage
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Mike Acker is an executive & communication coach, bestselling author, and speaker. He helped over a hundred clients from companies like Microsoft, ADOBE, INOAPPS, Diace Designs, E-Bay, QTE, and others, develop confidence in their leadership and deliver incredible presentations in three months.
QUOTES
We don't wanna do something that we don't believe in - Mike Acker
The choice that we make, makes us - Mike Acker
When you speak, it's not just what you say. It's actually who you are that matters - Mike Acker
No means next - Mike Acker
KEY POINTS
You gotta know it's possible
Survivor not victim
Follow the breadcrumbs
You got to keep on following the breadcrumbs
Think about your gifts
Understand who you are as a speaker
You are your message
Messaging - understand what you are saying
Understanding how they're hearing what you are saying
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 71 - Bob Burg - Give more in value than you take in payment
00:31:16
Bob Burg is a Hall of Famer Keynote Speaker and Bestselling Coauthor of “The Go-Giver” and Go-Giver Book Series that shifts one’s focus from GETTING to GIVING (creating value for others) is the simplest, most fulfilling and most effective path to success in business and in life.
QUOTES
I had the motivation, I didn't have the information - Bob Burg
Give more in value than you take in payment - Bob Burg
Understand what value really means - Bob Burg
Value is always in the eyes of the beholder - Bob Burg
Just listening is the best selling we can do - Bob Burg
Make sure we are understanding what they mean by what they say - Bob Burg
Make sure we are getting to the correct objection - Bob Burg
KEY POINTS
Have a methodology
Have a system
How to principles
Target is serving others
Excellence
Consistency
Attention
Empathy
Appreciation
Focus on having fun
Smart calling not cold calling
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 72 - Marc Bernstein - Real-time is where everything trends
00:27:03
Marc Bernstein is the CEO of Balto, a tech company that helps contact centers close more revenue from their phone calls than humanly possible.
QUOTES
Real-time is where everything trends - Marc Bernstein
Everything eventually is immediate - Marc Bernstein
It gets more fun as time goes on - Marc Bernstein
Focus on what's most important - Marc Bernstein
If your company has 107 values, you have no values - Marc Bernstein
KEY POINTS
Listening
Empathy
Asking good questions
Used Excel Macro
Focus on one goal not 10 at the same time
Smart, Driven and Good communicator
Gratitude is a seed for more
What is motivating you?
Impact over income
Above and beyond
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 73 - Results Over Reasons Interview with Jamal English
00:57:32
B.E.A.S.T. = Bold, Empathetic, Assumptive, Servant, Teachable. Jamal English interviews Jake Lynn live with his Telesales team.
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Tim Garry is a sales professional that knows how to make a sure sale and how follow up on leads via phone and email.
QUOTES
There's no golden nugget in sales, we are always searching - Tim Garry
One thing about sales coaches/mentors is you don't need just one - Tim Garry
What I am looking for are meaningful conversations - Tim Garry
Always be audible ready - Tim Garry
I always use the K.I.S.S "Keep it Simple Stupid" - Tim Garry
You never want to talk to somebody that is not in a good mood or doesn't have time - Tim Garry
Every call you have to learn something - Tim Garry
KEY POINTS
Theory of pipeline
You got to find the problem
Make sure they understand that they have a problem
Believe in your product
List your objections
Be brief as possible
Be consistent
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 76 - Matt Pennetti and Brian Brown - Predictable Wealth Advocates
00:26:32
Matt Pennetti and Brian Brown help teach millennials how to get ahead financially by thinking outside the box. By using what they call the Wealth Multiplier Strategy™, millennials are able to spend their hard-earned money and save it at the same time! As implementers of this strategy, they are focused entirely on education and connecting individuals with qualified professionals who can help them get ahead financially.
QUOTES
Our goal is just simply connect - Matt Pennetti
I found something that I can finally sleep well at night - Brian Brown
You don't have to be wealthy to start using it - Brian Brown
Your number #1 investment is your business - Matt Pennetti
This is not just a cookbook recipe, not everybody get's the same policy - Matt Pennetti
KEY POINTS
Wealth comes easy and predictably
Start finding these hidden gems
Make sure this is worth your time
Structure you out for future growth
Focus on your business and put your money someplace where it can grow
Having an agent that knows what they're doing is important
Structure a policy the right way for the client
Backend support to show you how to utilize it
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Joe Semaan #Sales Coach and Mentor of 400 companies now. Started his coaching career January of 2006 coaching and mentoring thousands of people. He believes about success in the form of money. What makes him more passionate about being a coach was his curiosity about human behavior and his goal to create more top performers in the business world..
QUOTES
The underlying factor of serving people is to first completely understand them - Joe Semaan
If you treat your customer like a transaction and then it treat you like a quote - Joe Semaan
If the customer can tell that you are convincing them that you're the best option for them then you're done - Joe Semaan
When you tell somebody "you need more confidence", you're actually destroying their confidence, because you're applying that they are not a confident person - Joe Semaan
If you can't use com skills to get your customer to a point of clarity or a decision making state, or if you arrive before them, then you'll lose your business - Joe Semaan
The only thing that the customer should be feeling from your conversation is that you're helping them to make the right decision whether it's including you or not - Joe Semaan
KEY POINTS
Creating awareness for customers
Improve your client communication
Help your customer make a decision, not a closer
Getting to know your customer
Build respect and establish emotional progression
Respectfully ask if the customer understands after explaining your decision
Conditioning behavior
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
EP 75 - Steve Reck - In Telesales, you can be anywhere these days
00:33:54
Steve Reck is doing Telesales from New Zealand, he's an experienced sales and marketing leader with a demonstrated history of driving growth in the B to C financial services industry. Skilled in TeleSales, Customer Relationship Management (CRM), Contact Centers, and Strategy.
QUOTES
In Telesales, you can be anywhere these days - Steve Reck
The best way to get through the Trust Barrier is on the phone - Steve Reck
If they don't answer the phone, they've done you a favor - Steve Reck
Worry about what they say, not what you say - Steve Reck
Nobody's interested if you're not interesting - Steve Reck
KEY POINTS
First 7 seconds to build some trust
Build some intrigue
Take your time
Know your list
Change your approach
You have to have a system
Be different
Got to have fun
This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level. Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.
Jayson Waller is the CEO, founder, and spokesperson of POWERHOME Solar and host of his top 5 Apple Entrepreneur podcast and YouTube channel “TrueUnderdog”
Jayson has successfully created 3 profitable companies from the ground up. Jayson did not finish traditional high school and never went to college.
Jayson is currently the founder and CEO of Powerhome Solar. Powerhome has over a billion in revenue and over 1800 employees.
Powerhome is one of the largest American made solar installers in the country. Powerhome Solar and Jayson Waller have won several awards. To name a few: 4x Entrepreneur of the year. -Jayson won the Southeast EY Entrepreneur of the year award in 2019 -7-Globee awards for professional business and entrepreneur of the year. -13-Stevie awards also “CEO of the year” -DM-2019 champion of new economy -CBJ-Business leader of the year —Top 30 under 30 in security 2009 —Top 40 under 40 in solar 2018 — Most Admired CEO 2020 —Inc500 5x —Best places to work 2018-2019-2020
Powerhome was ranked as the No. 6 in residential rooftop solar installer in the U.S. by Solar Power World in 2020
Under Waller’s leadership, POWERHOME has developed partnerships with five pro football franchises (Carolina Panthers, Cleveland Browns, Detroit Lions, Indianapolis Colts and Pittsburgh Steelers), one pro baseball franchise (Cleveland Indians), and North Carolina State Athletics.
Waller is the host of the Top 5 Entrepreneur podcast “True Underdog”, which is a motivational podcast about business, life, adversity, and hard work. Guests range from shark tank hosts, influencers, entrepreneurs, motivational speakers, and athletes.
Listen and watch Jayson Waller share his story from the trailer park with no education and teen dad to becoming a CEO of a billion dollar company.
A few years ago Adam was tired of working so many hours to make his current income. In the midst of making more money than he ever had, he was unhappy and unfulfilled. He had to go back to his past experience and hire a coach. Through coaching and self-discovery he earned not only how to 4x his income, but also work half the hours and more fulfilling life.
If you are working more hours than you are willing, not making the income you want, you owe it to yourself, your family, your legacy to make BOLD changes.
What if nothing changes for you and your business in the next year, 5 years, 10 years? How will that impact your life, your happiness, and your options?
Limited Risks=Limited Income
Are you willing to take the risk to:
-Be Vulnerable -Be Coachable -Try a new way -Invest money
The truth is ONLY 10% of where you want to be and where you can scale, is in the X's and O's (tactics)-Your TRUE earning potential, impact and happiness lies within the 1 or 2 layers of discovery that is NOT allowing your best self rise to the forefront.
Do you want to DOUBLE your income AND reduce your hours? It IS possible!
Download Adam's free 12 Week Business Transformation Playbook at: HiresCoaching.com
EP 82 - Brian Bogert - Joy, Freedom, & Fulfillment
00:23:51
Brian Bogert is a human behavior and performance coach who teaches clients to leverage self-awareness and intentionality to become the most authentic version of themselves: who they already are. Brian helps executives, entrepreneurs, athletes, and growth-minded individuals learn this transformative approach that cultivates perspective, motivation and direction to help them align their life with their true purpose and defy their own expectations. He teaches not just to accept change, but to embrace pain in order to avoid suffering.
Brian learned the wisdom of resiliency through his own early experiences with pain. When he was just seven years old, his left arm was detached in a vehicle accident. Throughout his childhood people often asked, “What happened to your arm?” They expected a sports injury or playground mishap—not the raw, painful truth that a truck tore it off. But instead of succumbing to suffering because of the injury, Brian fully recovered and flourished with a reattached arm, thanks to his persistent and proactive focus. He learned early how to move beyond what happened to him by creating an intentional mindset.
Brian has continued to develop mindful and actionable tools for growth in his personal and professional endeavors. Before moving full time to coaching peak performers and public speaking, he and his business partners led the Phoenix location of a global insurance brokerage firm, where in just a decade they grew the revenue from $250,000 to $15 million. Before that, he was a top earner as a sales professional and mentored new producers nationwide at a publicly traded brokerage firm. Brian has earned accolades as a top performer in the Southwest, and was named as one of “40 Under 40” in the Phoenix Business Journal for his innovative and dynamic leadership.
EP 80 - Richard Brooke - The Power of Visualization
00:31:03
Richard Bliss Brooke provides entrepreneurs with proven tools and mindsets to grow their teams and businesses. He's been the owner of multiple companies, including direct selling, traditional business, and ontological coaching. Richard's personal development book Mach2: How to Master Self-Motivation & Stay on Fire for Lifehas helped thousands of people break the chains of self-sabotage and create new, empowering Visions for their lives and businesses. As a speaker, he's known for having a fun, no-BS, tell-it-like-it-is style, reaching audiences of more than 10,000 and sharing the stage with greats like Tony Robbins, Sir Richard Branson, and many more.
Mario Nawfal, the Founder of the Athena Group of Companies, a business conglomerate of 15+ companies that operates in more than 40 countries.
Mario started his first business with $300 in the bank selling blenders door to door which led to Froothie Australia
Through unconventional marketing techniques, efficient logistical systems, and a team of global contractors, he propelled Froothie to $1m in year one and over $10m in year two, all bootstrapped. Since then Mario launched multiple ventures into the millions, all bootstrapped, including an events business, a FinTech consulting firm, a marketing agency, and multiple ecom businesses all while surviving a massive scam, various black swan events, and all the ups and downs of entrepreneurship.
He continues to launch new companies, is a partner at a law firm, and the founder of a VC fund. In 2020, Mario decided to begin documenting his journey and helping other entrepreneurs at no cost, all while traveling the world pursuing his hobby dancing Bachata. He also launched the world’s largest growth hacking agency, WeAreGrowthHackers.com, and became a partner at NorthEquities.com.
In 2021, Mario stepped up as CEO of NFT Technologies, one of the first companies focusing on NFTs going public, and have the ticker symbol NFT reserved in North America. They are backed by leading personalities in the crypto and business world as well as celebrities and thought leaders.
EP 83 - Chaz Wolfe - Getting Rid of Lack in Your Life
00:29:59
Chaz Wolfe is a Sales Expert - Top Producer - former Sales Manager & Director for names like Frank Kern, Grant Cardone & HomeAdvisor. He has coached sales professionals and business owners for 12 + years getting unbelievable results, changing the lives of his clients and mentees dramatically. In addition, he has been a multi-unit franchise owner for a decade with locations in multiple cities and states.
EP 86 - Ari Galper - Trust-Based Selling Over the Phone
00:40:32
Ari Galper is the World's #1 Authority on Trust-Based Selling | Author of "Unlock The Sales Game" & "The One Call Sale" | Featured in CEO Magazine, Forbes, CNN, SkyNews, Australian Financial Review
Ari Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Australian Financial Review.
As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in the timeless values of integrity and trust through Trust-Based Selling.
In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable.
His new book launching soon, "The One Call Sale", is set to completely disrupt the entire sales industry as we know it today.
“The One Call Sale” provides a simple road map for how to make the sale in one trust-based conversation.
No more chasing, no pressure and no closing.
Everything you learned about selling will be turned upside down.
If you're sales cycle forces you into multiple steps, having to "chase" your prospects by "following up", you've lost the sale at the beginning of your sales process, due to a lack of deep trust.
Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact in Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com.
Join Ari on his next "Stump The Guru" live streaming show (UnlockTheGame.com/StumpTheGuru) and ask him your toughest sales challenges (anything at all!).
Learn more at Unlockthegame.com. For media/podcast interview requests, contact Ari's assistant elisa@unlockthegame.com.
EP 87 - Jason Cutter - From Order Taker to Quota Breaker
00:42:51
Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker.
From Jason “Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.”
That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems.
To me, it was simple but wouldn’t be easy.
They were a B2C enrollment company helping consumers mitigate their debt.
When I began, we had 2 sales offices with 40 reps total.
Each office had a trainer that taught what they thought was best. One even made up his own script.
For every 10 people hired, maybe 2 were still there after 60 days.
Inbound leads went to whoever was available, independent of performance.
Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers – want more deals? Buy more leads)
Reps were promoted to Team Leads (assuming they knew how to help their team win)
No performance improvement process, structured coaching, support, documented accountability or consequences were in place.
My job became building systems, processes, and structures for each part of the sales operation.
Within 12 months, the sales team had: • 100+ reps, across 4 offices (2 were offshore) • Results-based recruiting process • Revised compensation & accountability plan • Structured New hire training program (built into an LMS), complete with testing • Real-time performance-based inbound lead distribution • Structured gamification program • Progression plan for reps, based on results • Structured sales rep skills coaching program • Ongoing education program • Leadership/management mentoring program
All this = Scalable Sales Operation
There were bumps along the way. I learned a lot about how to build scalable sales ops.
One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change)
Now as a consultant, this is what I help guide companies to create.
Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level.
Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist - DM, email (jason@cutterconsultinggroup.com) or call/text me – (206) 234-1848
EP 84 - Kris Ward - Business Should Support Your Life - Not Consume It
00:34:47
Kris Ward helps entrepreneurs stop working so hard! Create your W.I.N Team, (what is next) team using our signature 'Super Toolkits' to get you out of admin and more into creation. Learn her 60/40 WIN Formula!
From Kris Ward ➡️ 𝐖𝐇𝐀𝐓 𝐈 𝐃𝐎: When I started as a marketing strategist 12 years ago, I worked INSANE hours. I was always in a rush. One day I almost electrocuted myself because I was going so fast. That’s when I realized something had to change. So I feverishly started to examine how I was running my business. Eventually, I went from 16-hour workdays today to 6! And the real big shock was how much more I got done!!!
I had turned it around and the results were amazing! And luckily I did because a few years after I have pulled away from my business when my husband was diagnosed with colon cancer. When I returned, after his passing, my business had not only survived but was thriving.
When the news about my husband became public, my clients were shocked. They had no idea of my absence. They kept asking me how I managed that? So they asked me to work with them under the capacity of team building and productivity. I had a new appreciation for the fragility of life and I believed your business should support your life not consume it.
And that’s how Win The Hour Win The Day was born.
➡️ 𝐖𝐇𝐎 𝐈 𝐖𝐎𝐑𝐊 𝐖𝐈𝐓𝐇: -entrepreneurs -coaches and trainers -service-based industries who… have been in business for 5 plus years and want to get more ideas to execution.
➡️ 𝐖𝐇𝐘 𝐈𝐓 𝐖𝐎𝐑𝐊𝐒: Getting ideas to execution is what makes an entrepreneur successful. Most entrepreneurs spend most of their time trapped in the web of admin. When they should be in creation mode 60% of the time and in the admin mode 40% of the time.
We provide an easy-to-follow roadmap. We help you prioritize for the fastest results. We offer a step by step, NO FAIL process
Big Results, No fluff.
It’s a mixture of done with you and for you!
“You saved my life” Jenny Clark
“Got 25 hours back a week, within the first month” Michelle Abraham
“I instantly felt the relief” Stephanie Gunther
➡️ 𝐇𝐎𝐖 𝐈𝐓 𝐖𝐎𝐑𝐊𝐒: Reach out...and I’ll happily gift you a FREE Strategy Call! (You’ll leave inspired and excited!)
☎️ READY TO TALK? Reach out to me directly here on LinkedIn, email me at krisward@winthehourwintheday.com or visit us at https://www.winthehourwintheday.com or call me direct at 905-231-1986
Josh Cary is the Co-Founder of PodMAX | Podcast Host and Founder of Hidden Entrepreneur
From Josh F That Noise! I help you remove that NOISE in your head through the same 5-step process (N.O.I.S.E.) I used to adjust the score; Fear: Zero. You: Won.
Mission: helping entrepreneurs 'unmask' themselves, and reach the level of success they so desperately crave.
GET TO KNOW ME AND MY STORY:
Today I am the Hidden Entrepreneur. That is because I spent 4 decades (yep, 40 years) hiding the best parts of myself. I showed up in every situation of life, personal, social, and business as the person I thought others expected me to be (good ol’ fashioned seeking approval).
I would HIDE my power. While also ignoring and resisting my skill, talent and ability that was desperately trying to surface. I wasn’t strong enough to allow it into the world. (Yet, ironically, I used all my strength to keep true ability at bay!)
So it remained hidden for years.
I allowed all others to help me perpetuate the false story and belief that I held as truth: That I am not valuable or capable, and nobody cares what I have to say or contribute.
That was my public persona. My private persona, alone and behind closed doors, secretly knew a different story.
I knew deep within myself that Josh Cary was very capable, very valuable, and had a great deal of power and skill to contribute.
But because I sold myself that false story for so long, I had no choice but to keep that version alive and continue to hide my power.
This dynamic created an ever-present emotion of anger, confusion, and frustration. I saw others doing the very things that I wanted to be doing. That I could be doing. That I should be doing. But I wasn’t doing.
Relationships suffered as I spiraled into despair and depression. I felt continually more and more isolated and disconnected from the world around me. And more disconnected from my true self.
Today, I work as a digital media and creative consultant, with the uncanny ability to bring the human side out of each person. And life now works a whole lot better.
Having an ego is all about wanting to be perceived as the best.
Ego is the inability to listen, act, or take direction because of pride.
Wanting to crush your goals and be great at what you do doesn’t have to come at the expense of everyone else. The ego-centric way of getting there is to put yourself on a pedestal and ignore everyone else and their opinions.
But the truth is this:
An unchecked ego can leave a career dead in its tracks.
Améliorez votre compréhension de All Things Telesales avec My Podcast Data
Chez My Podcast Data, nous nous efforçons de fournir des analyses approfondies et basées sur des données tangibles. Que vous soyez auditeur passionné, créateur de podcast ou un annonceur, les statistiques et analyses détaillées que nous proposons peuvent vous aider à mieux comprendre les performances et les tendances de All Things Telesales. De la fréquence des épisodes aux liens partagés en passant par la santé des flux RSS, notre objectif est de vous fournir les connaissances dont vous avez besoin pour vous tenir à jour. Explorez plus d'émissions et découvrez les données qui font avancer l'industrie du podcast.
