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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Jason Bay. Jason is a sales mastermind who helped to develop Blissful prospecting, a sales training company designed to help sales teams by providing the systems, coaching, and accountability to grow their outbound sales.
This week we dive into Cold Outreach and what you should be doing to cut through the clutter to reach your prospects.
Where you can find Jason:
https://blissfulprospecting.com (https://blissfulprospecting.com)
https://www.linkedin.com/in/jasondbay/ (https://www.linkedin.com/in/jasondbay/)
The REPLY Methodology:
https://blissfulprospecting.com/luigi (https://blissfulprospecting.com/luigi)
Timestamps:
[04:05] - Jason’s journey into the world of sales
[06:35] - The early learnings Jason took which he still uses today
[09:10] - Developing content from a cadence perspective
[13:50] - The importance of understanding your buyer persona and doing your homework
[18:20] - The REPLY Methodology
[29:40] - Tips on starting cold outreach
[31:30] - Using an account based or lead based approach
[33:15] - The importance of building a cadence when doing cold outreach
[37:15] - Would you get stuck in a sea of sameness
[42:10] - Sales: Science or Art
[43:15] - Biggest influence in Jason’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we invite Kyle Coleman. Kyle is an expert who has spent most of his life in the sales industry and is here today to offer some of his tips and tricks when it comes to sending killer emails to your prospects and how you can improve your email open rates.
Where you can find Kyle:
https://www.linkedin.com/in/kyletcoleman/
https://www.sdrdefenders.com
Timestamps:
[03:30]- Kyle's journey into the world of sales
[05:30] - The key learnings Kyle had at his startup company
[08:50] - Kyle's to-do list before talking to his prospects
[15:30] - What a great email should look like
[20:05] - The performance metric you should aim to achieve on open rate
[22:25] - The channels you should be using to reach your prospect
[26:40] - How many calls you should be making a week to drive pipeline velocity
[31:35] - What a high quality emails should look like
[37:50] - Sales: an art or science
[39:30] - Biggest influence in Kyle’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome special guest Lee Rozins.
Born and raised in New York Lee now lives in San Fransico working as the head of sales for Cheetah, the leading e-commerce solution for Small-Medium Business supplies. Lee has an astounding sales career and has done some incredible things ranging from being the #1 highest performing salesperson company-wide at Singleplatform to scaling his sales to by 11X from 4 to 45 people and their revenue by 10X to about 170 million in annualised sales.
This week we talk about the mindset and the mentality that Lee discovered enabling him to become a master of his craft and how you can go about implementing this mentality in your own life to achieve success and take the next step in your career.
Where you can find Lee:
https://www.linkedin.com/in/lee-rozins-40275723/ (https://www.linkedin.com/in/lee-rozins-40275723/)
Timestamps:
[04:30] - How Lee entered into the world of sales
[08:20] - Understanding the need for self improvement
[10:10] - The struggle of not meeting personal expectations
[11:45] - Lee’s current role at Cheetah
[14:50] - The mindset you should implement in your life to achieve success
[18:20] - What Lee looks for in an employee
[23:30] - The data behind why you should be calling people more than once
[28:20] - The biggest influence in Lee’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Jake Dunlap! Jake is a B2B leader with more than 7 years of sales leadership experience Jake has developed an incredible theory around outbound selling and how you can increase your ability to sell effectively using Linkedin.
Where you can find Jake:
https://www.linkedin.com/in/jakedunlap/
Email: Jakes@skaled.com
Timestamps:
[2:30] - How Jake started in the world of sales
[4:10] - The leap from consistent income to the world of consulting
[5:35] - the key areas Jake helps business with
[7:30] - The strategies Jake uses to help his clients modernize their selling process
[14:20] - The steps you should develop in your cadence for LinkedIn
[22:30] - The importance of mindset compared to the tactical component
[27:40] - Implement your training!
[28:40] - The Calls to action you need to be using
[30:20] - The reasons you should be posting on LinkedIn and how you should start
[36:25] - How would Jake would start a business today
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Sarah Davidson. Sarah is the host of the ‘Seize the Yay’ podcast and an expert on the entrepreneurial lifestyle. This week we are exploring the things you need to know before you start your next passion project and how you could be one idea away from success.
Where you can find Sarah:
https://www.linkedin.com/in/sarah-davidson-8276899a/?originalSubdomain=au (https://www.linkedin.com/in/sarah-davidson-8276899a/)
Timestamps:
[3:05] - Sarah Davids journey into the world of Business and entrepreneurship
[8:40] - Advice for starting your next passion project
[17:50] - The challenges of starting an entrepreneurial business
[21:30] - Why social profiles are not accurate
[25:10 - Finding your core support group
[30:00] - The most important lesson that Sarah learnt moving from a corporate mindset to an entrepreneurial one
[34:50] - The biggest influence in Sarah’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Rana Kordahi! Rana is a sales coach and mentor alongside being the genius behind ‘The Reverse Marketing Strategy.’ With so much knowledge on the sales and marketing process.
This episode is action packed and full of small takeaways which will help you during this difficult time.
Where you can find Rana:
http://www.linkedin.com/in/ranakordahi (www.linkedin.com/in/ranakordahi)
Timestamps:
[03:20] - Rana’s journey into the world of sales
[06:30] - Rana’s thoughts on Sales
[08:00] - Working for Employment Services.
[11:30] - How having an understanding of acting and drama helps with sales
[12:30] - The Reverse Marketing Strategy
[15:15] - Rana’s sales methodology
[17:25] - The biggest barriers sales people have that stop them from taking action
[19:30] - Where sales people struggle in the sales process
[20:30] - The characteristics of high performers
[24:00] - The times that Rana has found it difficult to sell
[27:10] - You need to make outreach a habit
[28:40] - Taking that first step after realising you aren’t achieving your goals
[33:40] - Sales: Art or Science?
[34:20] - What Rana would do differently
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Brad Lea! Brad is the leading authority on web-based training. With 25 years of sales management and web-based training experience Brad understands the value of a growth mindset and has helped guide some of today’s most effective and productive sales professionals worldwide.
With his new book ‘The hard way’ being released soon Brad is the perfect guest to help guide us through the current struggles faced by sales professionals around the world… This week we delve into Brad’s mindset and what you should be doing right now to be successful in the world of sales.
Where you can find Brad:
https://www.bradlea.com/real (https://www.bradlea.com/real)
https://www.linkedin.com/in/bradlea (https://www.linkedin.com/in/bradlea)
Timestamps:
[04:20] - Brad’s journey into the world of sales
[06:20] - Brad’s motivation for starting a technology business during the dotcom crash
[14:30] - What you should be doing to sell during a downturn
[17:02] - The million-dollar morning philosophy
[22:50] - The guide to driving intensity and performance
[25:30] - The power of a growth mindset
[27:50] - The ultimate strategy for continued growth
[33:10] - The biggest influence in Brad’s career
[35:40] - Brad’s take on whether sales is a science or art.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we bring in a new type of podcast episode to help kickstart your Monday! We would love to know your thoughts so please leave us a like and comment with your opinions!
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Bob Burg! Bob is a true legend when it comes to the personal and professional development industry. Alongside hosting the Go-Giver podcast, Bob wrote the amazing book ‘Endless Referrals’ and co-authored ‘The Go-Giver’.
This week we explore the Go-Giver theory alongside the differences between authenticity and transparency...
Make sure you have your notepads ready because this episode is full of information you can use to enhance your own selling ability.
Where you can find Bob:
https://thegogiver.com (https://thegogiver.com)
burg.com
[03:50] - Bob Burg's journey into selling
[04:30] - Books that had a massive impact on Luigi and Bob
[07:50] - Opening for Zig Ziglar
[12:20] - Bob's belief in the truth of is selling
[14:20] - The Go-Giver theory
[19:20] - The importance of being authentic
[23:20] - Authenticity vs transparency
[28:20] - When leading with value goes wrong
[30:55] - The times where Bob has been really challenged in business
[34:10] - The biggest influence in Bob’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Alice Heiman! Founder and Chief Sales Officer at ‘Alice Heiman LLC’, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff.
This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis.
Where you can find Alice:
https://www.linkedin.com/in/aliceheiman (https://www.linkedin.com/in/aliceheiman)
https://aliceheiman.com (https://aliceheiman.com)
Timestamps:
[04:15] - Alice's journeyinto the sales industry
[05:34] - “How do I keep my kids glued to that screen?” (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/ (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/))
[07:00] - Growing up in a family of sales pros
[08:30] - Has selling changed? Sure, but the key principles are still the same!
[11:30] - Prospecting in a pandemic: The obligations you have as sales professional
[14:30] - The importance of the ICP (Ideal Customer Profile) and the effects that a global pandemic has on your customers!
[17:20] - The messages and process that work and gets people connected and talking to you
[22:00] - Social…just a means to an end or is there something more to it?
[24:30] - Overcoming the problems prospects have so you can get that first meeting
[30:40] - The biggest influence on Alice’s sales career
[32:20] - Sales: science or an art?
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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