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Titre
Date
Durée
EP 90 - Jake Lynn - Ego Vs. Higher Self in Sales
30 Nov 2021
00:06:47
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.
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
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.
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 76 - Matt Pennetti and Brian Brown - Predictable Wealth Advocates
19 Jan 2021
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.
EP 75 - Steve Reck - In Telesales, you can be anywhere these days
19 Jan 2021
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.
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 73 - Results Over Reasons Interview with Jamal English
07 Nov 2020
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.
EP 72 - Marc Bernstein - Real-time is where everything trends
02 Nov 2020
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 71 - Bob Burg - Give more in value than you take in payment
31 Oct 2020
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.
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 87 - Jason Cutter - From Order Taker to Quota Breaker
12 Oct 2021
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 69 - Joe Frankie III - Your LinkedIn profile is like giving virtual handshakes
27 Oct 2020
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.
EP 68 - Blake Nubar - Clickfunnels and Kevin Harrington
26 Oct 2020
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.
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.
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.
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.
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.
EP 63 - Kilian Markert - Combining Macro and Micro Motivation
02 Oct 2020
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.
EP 62 - Jeroen Corthout - Treating Your Customers as Friends
29 Sep 2020
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 61 - Coach Michael Burt - Does Your Coach Have a Coach?
17 Aug 2020
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 60 - Aaron Walker - Growing from Success to Significance
17 Aug 2020
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 86 - Ari Galper - Trust-Based Selling Over the Phone
20 Sep 2021
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 59 - Nick Bradley - 6 Characteristics of a Highly Valuable Business
17 Aug 2020
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.
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."
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?
04 Aug 2020
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.
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.
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.
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.
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 52 - Judi Glova - 3 Habits to Reduce Stress and Increase Productivity
27 Jun 2020
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 51 - Brian Kurtz - How to Overdeliver over the Phone
26 Jun 2020
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.
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.
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.
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
18 Jun 2020
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 47 - Travis Huff - Compassion, Persistence, Patience, & Personal Development
16 Jun 2020
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 46 - Jason Galardi - Even the Crumbs are Delicious
15 Jun 2020
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.
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 44 - Stephen Pronechen - Doing Small Things Right
05 Jun 2020
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.
EP 43 - Ryan Stewman - The Only 2 Things You Need to Close More Deals
16 May 2020
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.
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.
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.
EP 84 - Kris Ward - Business Should Support Your Life - Not Consume It
15 Jul 2021
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
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.
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.
EP 39 - Chris Von Huene - Figure It Out and Move Forward
28 Apr 2020
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.