Ravi Rajani helps B2B sales teams captivate their customers, build trust, and sell more by unlocking the power of story. Ravi is here to help you craft stories that sell and deliver sales presentations that convert.

Most salespeople have terrible definitions of what it means to succeed and what it means to fail. The lack of perspective sets the bar way too high for most people to see exactly how well they’re actually doing.

Harriet Mellor is a sales coach for small to medium sized businesses and individuals. She’s also the host of the Sell Like You Podcast.

Selling is necessarily not a tangible “thing.” There are so many right ways to do it, that what is wrong for someone might be perfect for someone else.

The sales process is rigid, as I’ve mentioned before. That’s the science of selling. Your sales methods are fluid, and they represent the artistry behind what we do. Art is subjective, therefore so is selling.

I want you to stop trying to follow the rules, and realize that you can make them up.

That’s a wrap on Season 3!

I’ve put together a quarter’s worth of prospecting episodes all in one place, which coincidentally is how long you should stay engaged with a prospect before you move on to another one.

This season discussed the frameworks I use with my clients to help them become more effective opportunity creators, and I hope it’s been helpful for you.

“Alright, Jeff, 25 episodes of prospecting theory. Would you please just tell me what to say?”

Content is not just for marketers anymore. On today’s episode, I’m going to show you how I’ve used content in the past as well as how I’m using it today. I think it’s going to reaffirm your belief and give you a couple of different spins on what you’re already doing.

I’ve laid out a pretty solid strategy for you thus far. You might be thinking, “Great, Jeff, but how do I act on this? How do I ask so many questions, so often, through so many channels, of so many people?”

Well, I’m glad you asked…

Most salespeople give up before they give themselves a chance at gaining any momentum. Prospecting isn’t a one-time event. You have to give up on the idea that success looks like saying the right thing to the right person at the right time. Think of it like a campaign. It’s a process you commit to. You build on each call, and you win the meeting as the result of your cumulative efforts.

The inimitable Mark Hunter is my guest today on the show to discuss why sales reps spend so much time talking about themselves and their products instead of their prospects and their problems.

Nobody cares as much about your product as you do. As fascinating as you think it is, your prospects just don’t care. They don’t have the context (yet) for why they should be so enamored with it. You’re going to need their attention in order to create that context, and you’re certainly not going to get it by talking about yourself.

Tension is my term for the group of emotions that has tone present in every sales process. It’s pretty simple. No tension means no emotion, which means no sale.

In your prospect’s eyes, your marketplace is a sea of sameness. You’re not the only that provides a solution to the problem they’re stuck on. There are very few companies that have truly groundbreaking technology, and a lot of your competitors’ products look pretty similar to yours.

Today, I’ve got the incomparable Samantha McKenna on the show with me to talk about personalization with your outreach. Sam calls it Show Me You Know Me.

I know something you don’t know, and you’d probably be better off if you knew it too.

Think about it. Nobody ever reads your email, returns your call, or accepts your connection request unless they think there is value that you can provide them. Your job when you’re prospecting, especially early on in the campaign, is not to make a sales or even book a meeting. Your job is to build credibility with your buyer.

How do you build that credibility? Present them with insights that will help them. Not just data, but intelligence around that data. You’re trying to demonstrate that you bring something powerful to the table- you.

First things first, these are the table stakes for professional prospecting. They often get taken for granted, but I’ve been doing this long enough to know that you need to be reminded of them. You can’t afford to miss any of these if you expect your best results.

On today’s episode, I welcome the one and only King of Sales, Jeffrey Gitomer.

His is the voice I consistently hear in my head when I think about salespeople and their belief systems, and I’m thrilled to bring that voice to you today.

Your belief in yourself is what drives you when the going gets tough. It’s a rudder in turbulent waters. If you don’t have a clear understanding of why you want to help the people you’re helping with the solution you have, then you have to ask yourself if you’re in the right place.

“Sales management is the fine art of balancing encouraging the heart and kicking the ass.” -Donnie Williams