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If you are in B2B complex technical sales, or you manage a team of B2B complex technical sellers, then the Sales Integrity Podcast is for you. This podcast is all about helping sales professionals, leaders and organizations who sell complex technical products, services and solutions to increase sales and earn more money. This is a weekly podcast that airs 3 days per week - Monday, Wednesday and Friday. This podcast is dedicated to helping you become better prepared, more organized and highly ...
 
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Steve Benson is the Founder & CEO of Badger Maps, the #1 app for route planning and scheduling to help outside sales reps save up to 10 hours every week in busy work - so that they can focus on selling more. Prior to launching Badger Maps Steve thrived in outside sales roles for IBM, Autonomy and Google, where he was recognized as Google Enterprise…
 
JV Crum III is the host of the very popular podcast, Conscious Millionaire, which has 12 million listeners in over 190 countries with over 1000 episodes broadcasted. INC Magazine named Conscious Millionaire one of the Top 13 Business Podcasts for 2017. JV is also author of the best-selling book by the same name - Conscious Millionaire. JV is a High…
 
On this episode of the Sales Integrity Podcast we discuss whether or not you are already behind your numbers just midway through the 1st Quarter of 2018 and clarify the cause for why you might struggle to achieve your goals. Furthermore, we discuss how to create a Quarterly Sales Plan (i.e. your Sales Business Plan). More specifically, we walk thro…
 
Scott Ingram's passion lives at the intersection of marketing, sales and technology. As a sales practitioner, Scott is a Strategic Account Manager at Relationship One, a company that empowers organizations to modernize their marketing through strategy, technology and data. In addition to Scott's role at Relationship One, he is the host of two popul…
 
On this episode of the Sales Integrity Podcast we discuss the difference between your Social Profile and your Social Presence. These are two distinctly different, yet related, very important topics. One of these topics has to do with your mere existence as a sales professional in the digital world. The other has to do with your experience, and more…
 
Phill Keene is the Director of Sales at Costello Inc, provider of a Deal Management software platform, and Co-host of the very popular Real Sales Talk Podcast. As an everyday sales practitioner, both from a selling perspective and sales leadership perspective, Phill has recently earned the distinction of "2017 Top 25 Most Influential Inside Sales P…
 
Mike Shelah is the Founder of Mike Shelah Consulting where he works with individuals and companies to help them combine LinkedIn, Emotional Intelligence, Networking, Public Speaking, Leadership and Business Development for the purpose of generating more leads and increasing sales. During this interview Mike and I discuss how emotional intelligence …
 
On this episode of the Sales Integrity Podcast we discuss 5 tips for improving your LinkedIn profile. There are some basic mistakes sales professionals make when it comes to how they handle their LinkedIn profile and during this episode we will review not only what those mistakes are but more importantly how to avoid those mistakes by making some s…
 
On this episode of the Sales Integrity Podcast we discuss the 3 Key aspects of a successful sales game plan and more importantly address how you can apply them to improve your overall sales game. We all lose at some point. Sometimes we lose to competition. Many times we lose to the status quo, meaning your prospects and clients choose to do nothing…
 
On this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between "Use Cases" and "Case Studies" and how both tactics can be used within your prospecting and selling efforts. Many sales professionals would like to leverage Case Studies within their selling efforts because helps demonstrate credibility within the sell…
 
On this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between using Canned Messages versus using Message Templates while prospecting and selling. The differences may seem subtle at first. However, as you will find by listening to this episode the differences are quite vast. Think eating soup out of a can versus o…
 
On today's Sales Integrity Podcast episode we feature our newer "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format so I will answer another question today. Today's question comes from Dave Casey, CEO of Calvus Cloud (www.calvuscloud.com). Dave asks: "What is the single most important qualifying (not cl…
 
Fred Diamond is the Co-founder and Executive Director of the Institute for Excellence in Sales (IES). Fred created the IES to recognize corporate and organizational sales and business development operational excellence, and promote best practices and thought leadership. With the growth of the IES, Fred has also been causing waves in the sales world…
 
On today's Sales Integrity Podcast episode we continue with our new "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format so I will answer another question today. Today's question comes from Les Ehrsam of www.lesehrsam.com and the North Texas Crime Commission. Les aks: "I have received a request from long…
 
On today's Sales Integrity Podcast episode we continue with our new "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format last episode so I will answer another question today. Today's question comes from Jimmy Curtin, Vice President of Sales and Marketing at CK Telephone and Data Services. Jimmy asks: "Se…
 
"A referred customer spends 13.2% more than a non-referred customer." [Source: Journal of Marketing] On today's Sales Integrity Podcast episode we try out a new format - "Ask-the-Coach" Q&A. I receive questions from time-to-time from my listeners and will start answering them on the podcast so all listeners can benefit from the coaching advice. Tod…
 
"Only 25% of leads are legitimate and should advance to sales." [Source: Gleanster Research] We have reached a milestone - this is our 50th episode of the Sales Integrity Podcast! On this episode we focus on The 4 Cornerstones of Lead Generation Success and more importantly, how you can apply each one. During this episode we pull together the previ…
 
From playing on the same college basketball team at LSU as "Pistol" Pete Marovich, to a successful 14-year sales career at IBM, to working alongside Zig Ziglar for 32 years, Bryan Flanagan has some great stories to share. This is definitely one of the more entertaining interviews conducted on the Sales Integrity Podcast. After 3,628,807 miles, 4,67…
 
What is Social Selling? According to LinkedIn, Social Selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. In terms of measuring Social Selling success LinkedIn conducted some research and found that sales reps with the highest Social Selling Index (SSI) …
 
“Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads." [Source: DemandGen Report] Today we start a new podcast theme - Sales & Marketing Integration. Moving forward we will look at the ins and outs, as well as benefits associated to the sales department and marketing department working together as it …
 
“Viewers retain 95% of a message when they watch it in a video compared to 10% when reading it in text." [Source: Insivia Reports] We continue with our theme of “Creating Content” as a sales professional. Today we focus on sending videos within LinkedIn InMails to New Prospects. It’s not as easy as it may sound. People who don’t know you typically …
 
“59% of senior executives prefer video over text." [Source: Brainshark] We continue with our theme of “Creating Content” as a sales professional. Today we focus on how to create videos to send to senior executives within the sales process. Video equals higher viewer attention. We all know senior executives don’t like longwinded emails or conversati…
 
"90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text." [Sources: 3M Corporation and Zabisco] We continue with our theme of “Creating Content” as a sales professional. Today we focus on how to create an InfoGraphic. Visual content drives engagement. In fact, according to research con…
 
"The top salespeople use LinkedIn at least 6 hours per week." [Source: The Sales Management Association] We continue with our new theme of “Creating Content” as a sales professional. Today we focus on how to create and share content on LinkedIn. We have discussed previously how buyers feel more positive about a brand after consuming content from it…
 
“70% of people make purchasing decisions to solve problems. 30% make decisions to gain something.” [Source: Impact Communications] We continue with our new theme of “Creating Content” as a sales professional. Today we focus on the Pain & Pleasure Principle and how you can put it to work for you to improve the way you influence and persuade. We disc…
 
“95% of buyers chose a solution provider that provided them with ample content to help navigate through each stage of the buying process.” [Source: DemandGen Report] We shift our attention to a new theme we will focus on moving forward on the Sales Integrity Podcast, which is “Creating Content”. Given that all of the research points to buyers needi…
 
“73% of executives prefer to work with sales professionals referred by someone they know.” [Source: Sales Benchmark Index] On today’s “Sales Prospecting by the Numbers” discussion we focus on “Referral Selling Uncovered” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to improve your overall approach as it re…
 
"The first viable vendor to reach a decision maker & set the buying vision has an average close ratio of 74%” [Source: Forrester] On today’s “Sales Prospecting by the Numbers” discussion we focus on “The Unfair Advantage of Being First” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to put yourself in the be…
 
“The average user spends 88% more time on a website with video.” [Source: Mist Media] On today’s “Sales Prospecting by the Numbers” discussion we focus on “The Power of Visuals and Using Video” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to use video extensively in your prospecting and selling activities.…
 
“82% of buyers viewed at least 5 pieces of content from the winning vendor.” [Source: Forrester] On today’s “Sales Prospecting by the Numbers” discussion we focus on “Nurturing Your Prospects” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to become systematic in the way your prospect. Additionally, we discu…
 
Rob Rash is the President & CEO of Olympia Consulting, a sales management consulting services provider. Rob has previously built a very successful consulting business which employed over 100 consultants. He ran that business as President/CEO and eventually sold the enterprise to a publicly traded competitor. His background includes deep expertise i…
 
“73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often.” [Source: Aberdeen] On today’s “Sales Prospecting by the Numbers” discussion we focus on Social Selling as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to best approach the t…
 
"91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.” [Source: Dale Carnegie] On today’s “Sales Prospecting by the Numbers” discussion we focus on referral selling as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to ask for and consistently generate a steady flow of customer …
 
Josh Silverstone is the CEO & Pokerpreneur® at Aces Raise, where he trains businesses and salespeople on Poker game theory to help them understand the commonalities between Poker strategy and Sales strategy. As Josh states "“Pokerpreneurship is a way of thinking to evaluate opportunities, assess risks, and make calculated decisions. Sometimes we ma…
 
78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call [Source: DiscoverOrg]. If that is the case then why is there all of this chatter about "Is Cold Calling Dead?" or "Cold Calling vs. Social Selling". Based on this statistic, it should be "Cold Calling AND Social Selling", along with a f…
 
Previously we introduced our Prospecting On Purpose podcast series discussion and reviewed some key research from Hubspot. We discuss why 50% of sales prospecting time is unproductive and review some more mind blowing sales statistics of what average reps are struggling with as it relates to prospecting. We will then look at what to do about the st…
 
As we continue to focus on our Prospecting On Purpose podcast series topic, today we introduce the "Credibility Ladder". We discuss how you can leverage it as a sales professional to ultimately generate more leads. We will discuss the four steps on the Credibility Ladder in detail to help you begin thinking about where you are currently positioned …
 
Prospecting on Purpose includes three parts - 1) Establishing Credibility; 2) Systemizing Sales Campaigns; and 3) Generating More Leads. Today we discuss what it means to Establish Credibility specifically as it relates to conducting research as part of the prospecting process. We discuss the concept of CIGs to put you in a position to understand y…
 
Stu Schlackman is a relationship selling expert, a popular speaker, President of the Dallas Chapter of the National Speakers Association (NSA), and author of the book “Four People You Should Know: How to Connect for Exceptional Sales, Customer Service and Unified Teams”. Stu joined the show to discuss the ins and outs of the four people you should …
 
50% of sales time is wasted on unproductive prospecting according to The B2B Lead. Recently, Hubspot conducted research into sales prospecting and discovered these two shocking facts: 1) 44% of salespeople give up after one follow-up; and 2) 80% of sales require five follow-ups. This means that 44% of salespeople have an 80% probability they won't …
 
Previously we discussed why you want to establish a powerful morning routine (episode #21) and why you always want to make it a great day (episode #24). In continuing with the “positive mental attitude” theme on today’s episode we will discuss the power of positive affirmations and how the concept of “mindfulness” can help position you for sales su…
 
Dean Lindsay is a popular author, speaker, coach and Chief Marketing Officer at Synclab Media. Dean is author of the book “The Progress Challenge: Working and Winning in a World of Change” and the book “Cracking the Networking CODE: Four Steps to Priceless Business Relationships”. Dean is also the host of the new “Dean’s List” web tv show on Youtub…
 
Occasionally I get some who stops me and asks why I always say "Make it a Great Day" instead of "Have a Nice Day" or "Have a Good Day". I even had a client end a call with me yesterday by saying "Make it a Great Day" and then he proceeded to ask me if he owed me a royalty for using that phrase. That is EXACTLY what I like to hear. Not that I am owe…
 
If you are selling your products, services and solutions without mapping them to the 3 primary business outcomes your customers are really seeking through them then you are doing both yourself and your customers a big disservice. Listen to today’s episode of the Sales Integrity Podcast to learn about these 3 primary business outcomes and how you ca…
 
Debbie Mrazek stops by the show to share some sales wisdom with our audience. Debbie is the author of the book "The Field Guide to Sales" and President of The Sales Company, a firm that is helping hundreds of entrepreneurs, individuals and large corporations better assess, understand and engage in practical, purposeful selling. Debbie shares why “t…
 
It is well known that the most successful people in the world, including the top sales professionals, are early risers and have established a very powerful morning routine to get themselves off to a great start to each day. Establishing a powerful morning routine is the focus of today’s podcast as Sean walks you through his morning routine to provi…
 
Today we will talk about the “Power of 3” and how you can put that concept to work for you as it relates to sales messaging. More specifically, we will discuss the psychological advantage the "Power of 3" provides to improve your communication with prospects, customers, partners and anyone (even in your personal life) who you are trying to positive…
 
Today we throw it back to an American self-help author inspired by the New Thought movement, Napoleon Hill. Hill is best known for his book "Think and Grow Rich”, which has sold over 20 million copies and is among the top 10 best selling self-help books of all time. Instead of doing a book review to learn valuable lessons from Hill’s iconic book, w…
 
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