Episodios
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Struggling to balance technology and human connection in your sales leadership? You're not alone.
In this episode of The Sales Machine Podcast, I sit down with Alan Versteeg of Growth Matters, a sales leadership expert whoâs spent over a decade helping CEOs and Sales Directors transform their teams into high-performance engines. Alan breaks down how to simplify communication, coach effectively, and use Socratic leadership to empower your team.
We tackle the tough stuff:
Why most sales leaders fail to turn tech investments into real impact.How to hold your team accountable without killing morale.The secret sauce of sustainable growth: simple, consistent disciplines.Whether youâre a seasoned leader or new to the game, this conversation is packed with actionable advice on mindset, methodology, and making tech work for you, not against you.
If youâre ready to cut through the complexity, simplify your approach, and lead your team to real, lasting success... hit play and letâs get into it!
Episode HighlightsâWe have become so loyal to optics that we've forgotten about impact. Because we have the ability through technology to report on everything.â - Alan Versteeg
âIt comes down to mindset. Psychology, methodology, and then technology is just a tool to make things better, faster, more efficient.â - John Rankins
âThe job of a sales lead is not to grow sales. It's to grow salespeople who grow sales.â - Alan Versteeg
âProfessionals prepare, amateurs wing it. And the salespeople out there that are just looking for that bluebird from the sky are not sales professionals.â - John Rankins
âBe the GPS, not the driver. Just because you know where you're going, don't steal their steering wheel.â - Alan Versteeg
Chapters00:00 Intro
03:03 Simplicity in Complexity: The Art of Effective Communication
12:14 The Evolution of Sales: From Individual Contributor to Leader
17:57 Coaching for Success: The Role of Sales Managers
23:50 Accountability in Coaching: Creating a Supportive Environment
30:35 Socratic Leadership and Empowerment
37:31 Sales as an Ecosystem
43:09 The Force Multiplier Concept
50:15 Value Proposition and Market Adaptation
56:52 The Power of Simple Disciplines
58:17 Outro
Connect with Alan VersteegLinkedIn: https://www.linkedin.com/in/alanversteeg/
Twitter/X: https://x.com/alanversteeg
Instagram: https://www.instagram.com/growth_matters_international/
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
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Think sales automation is too risky or too impersonal? That mindset might be the very thing killing your growth.
In this episode of The Sales Machine, Iâm sitting down with Jeremy Basset â a sales leader whoâs evolved from driving growth at Unilever to helping businesses streamline their sales processes through AI and automation. Weâre diving deep into the challenges of moving from founder-led sales to team-led growth and how AI tools like Super Benji can simplify and supercharge your sales efforts.
We break down why resilience, understanding your client, and adopting smart automation arenât just nice-to-haves, theyâre essential for scaling effectively. Plus, we explore how cultural nuances and relational selling can make or break your sales success.
If youâre ready to stop fearing automation, start empowering your sales team, and unlock growth you didnât think was possibleâŠthis episode is for you.
Letâs get into it!
Episode Highlights"Top of mind is top of funnel. The more they see you and hear from you, the better if youâre bringing value." - John Rankins
"Where methodical in terms of we've identified leads, we researched them, we create a whole bunch of information around that person, we then put that into an email, we then follow it up. So if you start to map out that journey, could you teach an AI to do that for you? That was the big question that we faced. Fast forward a few months, we had a very basic product that is basically the equivalent today of you typing into GPT. That product worked okay, and then we just kept evolving it from there." - Jeremy Basset
"We grew Co-Cubed by 35% last year, while competitors were going backwards or broke. That was because of SuperBenji. We solved a massive problem for ourselves and realized it was a massive problem for the industry. SuperBenji automates the toughest part of sales, the top of the funnel." - Jeremy Basset
âYou need rhino skin in sales â tough enough to handle rejection and keep moving.â - John Rankins
âFounder-led growth can only scale so much. Team empowerment is the real unlock.â - Jeremy Basset
"Sales is about service and solving problems, not pushing products.â - John Rankins
âCultural differences matter. Selling in the US isnât the same as selling in Europe or Asia.â - Jeremy Basset
Chapters(01:00) - Jeremy Basset's Journey in Sales
(12:00) - The Importance of Resilience in Sales
(17:56) - The Evolution of Co-Cube and Super Benji
(23:48) - The Science of Sales Success
(30:24) - Cultural Differences in Sales Approaches
(37:37) - AI and Situational Intelligence in Sales
(45:32) - Creating Irresistible Offers
Connect with Jeremy BassetLinkedIn: https://www.linkedin.com/in/jeremybasset/
Facebook: https://www.facebook.com/profile.php?id=61562008697413
Twitter/X: https://x.com/jeremybasset
Instagram: https://www.instagram.com/superbenjiai/
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:
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Struggling to hit your sales targets or feel like your pipeline is stuck? Youâre not alone. But hereâs the thing â the problem isnât your team, itâs your approach.
In this episode of The Sales Machine, Iâm sitting down with Ken Cheo, the President of Our Sales Coach, whoâs been transforming sales teams for over two decades. Weâre diving into the real reasons why sales teams fail to scale â from unclear sales processes and weak CRM systems, to missing out on strategic partnerships and targeting the wrong decision-makers.
If you're ready to stop wasting time on unqualified leads, stop the finger-pointing between sales and marketing, and start building a sales process that delivers real, sustainable growth...this episode is for you.
Letâs get into it!
Episode Highlights"The biggest challenge for me is when there's a leader who just doesn't want to be involved." â Ken Cheo
"I always tell my team, you've got to be a chameleon when you walk into a room. You have to be able to read the room and adapt." â John Rankins
"Sales leaders are spending all their time selling, not managing. They don't know why theyâre efficient, and they can't replicate it for the rest of the team." â Ken Cheo
"Sales is really about figuring things out, solving the problem, and being strategic, or you're going to keep hitting your head against the wall." â John Rankins
"Weâre in a market where people buy in order to solve pain. The pleasure comes afterward." â Ken Cheo
Chapters00:00 Intro
01:00 The Evolution of Sales Technology
05:49 The Importance of Data in Sales
12:09 Sales as a Service: A New Perspective
18:11 Strategic Selling: Targeting the Right Audience
30:18 Transforming Sales Through Value-Led Solutions
37:32 Understanding Market Dynamics and Customer Needs
46:00 Utilizing AI for Market Research
48:17 Outro
Connect with Ken CheoLinkedIn: https://www.linkedin.com/in/kencheo/
Facebook: https://www.facebook.com/Cheo.Ken
YouTube: https://www.youtube.com/@kencheo9181
Twitter/X: https://x.com/oursalescoach
Website: https://oursalescoach.com/
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
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Want $1billion in new pipeline? Don't miss out on this episode with Joel Graber CEO OF Modern Outbound.
In this episode, weâre diving deep into the art and science of outbound. Joelâs breaking down what most companies get wrong about sales, like underperforming SDR models, weak email deliverability, and the lack of systems that actually scale. But donât worryâheâs got the playbook to fix it.
Weâre also getting into how AI is shaking up prospecting, why discovery is everything before the pitch, and the one thing every sales team should focus on to win big. Plus, Joel shares some killer case studies thatâll have you rethinking how you approach leads and campaigns.
If youâre ready to up your sales game, create predictable growth, and crush your pipeline goals, you donât want to miss this one. Letâs go!
Episode Highlights"If youâre asking leading questions and buyers can feel like theyâre being taken for a ride, youâve already lost them." - Joel Graber
"Nobody cares about your product, your service, how long youâve been in business. They only care about whatâs in it for them." - John Rankins
"The psychology of outbound and sales hasnât really changed, but the tactics have, and they've evolved." - Joel Graber
"You have to ask yourself at the end of every day: How many people now know about me? Even if theyâre not buying yet." - Joel Graber
"The quick and the deadâthatâs business today. You either adapt or get left behind." - John Rankins
Chapters(06:14) - Understanding the Psychology of Outbound
(12:01) - The Importance of Conversational Selling
(17:57) - The Role of Discovery in Sales
(23:59) - Conclusion and Personal Insights
(30:35) - Case Studies: Success Stories in Outbound
(36:47) - Investing in Outbound Strategies
(41:53) - The Role of Marketing in Lead Qualification
(48:29) - The Future of Outbound Sales
Connect with Joel GraberLinkedIn: https://www.linkedin.com/in/joel-graber-/
Facebook: https://www.facebook.com/joel.graber.5/
Website: https://www.modernoutbound.com/
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
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Iâm excited to welcome Kelly Shaw to the show! Kellyâs not just a sales legendâheâs a best-selling author, a dynamic speaker, and someone whoâs been transforming sales teams and careers for over 40 years. You might know him from his incredible book, The Greatest Sale Ever Made, or his talks that have fired up audiences worldwide (yes, even in Forbes).
In this episode, weâre getting into it allâwhat makes great salespeople truly great, the magic of storytelling, and how belief in yourself and your product can change the game. Kellyâs got this way of breaking down sales so itâs not just about hitting numbersâitâs about helping people and designing a life you love through your work.
Weâre also talking about AI in sales, why preparation is everything, and how to build customer relationships that last a lifetime. This isnât just another sales chatâitâs packed with insights thatâll have you rethinking your approach and leveling up your whole mindset.
So, are you ready to take your sales skillsâand your lifeâto the next level? Tune in now!
Episode Highlights"You have to believe in your product. You got to own your product. You have to believe that you're the right person and that you're doing the right thing for the client and that sales is not something you freaking do to somebody. It's something you do for somebody, and so you have to believe in yourself." - Kelly Shaw
"A lot of salespeople, they lose me at hello. They don't read the room. You lost me at hello. A lot of times it's not a no, it's not right now or they don't know enough about the product or they don't trust you yet, especially if they're left brain and, or if they're an engineer and they have the analytical mind, they want to go back and they want to digest. They're not interested in an impulse sale and potentially you still made the sale and they'll get back to you." - John Rankins
"You got to make that greatest sale. You have to believe in whatever product or services you're selling. It's the best thing for a certain type of client. And then you have to believe that you're the person to take care of them after the sale because the sale doesn't stop when you deliver the damn product or the service." - Kelly Shaw
"Sales is communication. I break it down to one thing. Sales is taking the energy and the enthusiasm that you have for a product or service and giving it to the other people." - Kelly Shaw
Chapters(02:59) - The Greatest Sale Ever Made: Inspiration Behind the Book
(05:55) - Fundamentals of Sales: Belief and Client Relationships
(08:46) - The Evolution of a Salesperson: From Insecurity to Success
(12:01) - Sales as Service: The Mindset Shift
(15:12) - The Power of Storytelling in Sales
(17:47) - What Separates Good Salespeople from Great Ones
(20:58) - Designing a Life Through Sales
(23:54) - The Energy of Sales: Passion and Impact
(30:56) - The Joy of Work and Life Balance
(32:34) - Transformative Sales Experiences
(36:04) - The Art of Closing Deals
(38:58) - AI's Role in Sales
(43:30) - The Importance of Preparation
(50:43) - Creating Lifetime Customers
Connect with Kelly ShawLinkedIn: https://www.linkedin.com/in/kellyshawcalif/
Facebook: https://www.facebook.com/people/Kelly-Shaw-Kingdom-Sales-Academy/100085322660077
Instagram: https://www.instagram.com/kellyshaw_kingdomsales/
Connect with John... -
Iâm thrilled to have Oscar Chavez, the brilliant mind behind Growthly Group, joining us. Oscarâs a powerhouse in B2B sales, with $80 million in revenue under his belt and a knack for transforming teams with some seriously sharp sales strategies.
In this episode, heâs here to tackle the biggest pain points we all face in B2B sales: efficiency, demand generation, and yes, those frustrating silos that can slow deals to a crawl. Oscarâs going to break down his EMPOWR methodology, a game-changing approach that digs deep into customer pain points, helping you close deals by truly understanding what your clients need.
From outbound strategies to the power of AI in sales, this episode is packed with ideas to level up your efficiency and build those game-changing relationships. If youâre ready to streamline your sales approach, stick aroundâOscarâs got the roadmap!
Episode Highlights"I fell into sales after studying software development. My first role was commission-only outbound, and every day for two weeks I was getting sworn atâit was rough." - Oscar Chavez
"It's solving a bigger problem. You're saving a lot more money and you're getting to the root cause. I love that because ultimately there's a strategy to do that, right? There's pain, there's pleasure in sales and what drives the sale is really the pain and what it's going to cost the organization." - John Rankins
"Have the best solution, be the most friendly and have more empathy for the customer than anyone else. You really got to be there to support them. You're not there to be salesy. You're there to really support them through the journey. And that's really what builds those relationships." - Oscar Chavez
"You got to read the room. Earlier you said that you kept pitching the cloud and security in the cloud, but you were talking to the hand because you weren't talking to the right people." - John Rankins
Chapters(06:03) - The Role of Inbound and Outbound Sales
(12:09) - The Importance of Demand Generation
(18:10) - Bridging Silos in Large Corporations
(24:14) - Understanding the Risks Framework in Sales
(34:43) - Strategies for Outbound Prospecting
Connect with Oscar Chavez
Website: www.oscar-chavez.com
LinkedIn: https://www.linkedin.com/in/theoscarchavez/
Facebook: https://www.facebook.com/OscarChavezEntrepreneur/
X: https://x.com/theoscarchavez
Instagram: https://www.instagram.com/theoscarchavez/
YouTube: https://www.youtube.com/@GrowthlyGroup
Oscarâs Million Dollar Deals Book: https://www.oscar-chavez.com/mddbook
Connect with John Rankins
Website: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:
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In this special episode, weâre celebrating The Sales Machineâs first anniversary by bringing you a âGreatest Hitsâ on one of the hottest topics in sales: AI. Iâve pulled together some of our best conversations on how AI is transforming salesâfrom boosting productivity to making data-driven decisions.
Think of this as a highlight reel of our top picks. Weâve got insights on using AI as a co-pilot to drive performance, why data-driven strategies matter more than ever, and how AI can revolutionize your time management.
This is one packed episode you donât want to missâletâs dive into our best AI insights yet!
Episode Highlights
"AI is here. And it's amazing how many people don't realize that." - James Skinner
"If you want to be good at sales, you better be organized and be on top of your calendar." - Mafalda Johannsen
"The old principles in effective selling will never change. Principles don't change. But the behavior and mannerism and the instruments and the way you express and the way you sell, they will always change.â - Francis Kong
âThe most important thing for any business is not getting leads but it's getting that content seenâ - Zach Benson
âOnce you start getting into double digits is when you should start considering hiring another manager. And if you time things, if you're trying to figure out the right timing, you would ideally do the split at 12, depending on budget and stuff.â - Kyle Vamvouris
Chapters
00:33 - 09:56 Implementing AI to increase sales and performance
09:57 - 14:37 The Impact of AI on the Sales Industry
14:38 - 18:20 Leveraging TikTok for growth with AI-powered content reposting
18:21 - 22:05 Leveraging AI for Sales Efficiency
22:06 - 26:19 Importance of Data-Driven Sales and Systematizing Processes
Watch/listen to their full episodes at:
đ Apple Podcasts: https://apple.co/4eKZ6lc
đ Spotify: https://spoti.fi/4f4f1Ld
đ YouTube: https://bit.ly/48by43T
Connect with James Skinner
LinkedIn: https://www.linkedin.com/in/james-skinner-988434149/
Twitter: https://twitter.com/twgjames?lang=en
AI SuperHuman Website: https://req.qubo.jp/james/form/AISuperhumanJ
Connect with Francis Kong
Website: http://franciskong.com/
Facebook: https://www.facebook.com/franciskong2
LinkedIn: https://www.linkedin.com/in/franciskong/
X: https://x.com/franciskong
YouTube: https://www.youtube.com/@franciskong6451
Connect with Zach Benson
Website: https://www.assistagram.com/
LinkedIn: https://www.linkedin.com/in/zach-benson-368483119/
Facebook: https://www.facebook.com/zachtbenson/
Instagram: https://www.instagram.com/zachvacay/
Connect with Mafalda Johannsen
LinkedIn: https://www.linkedin.com/in/mafalda-johannsen-007489a4/
Website: https://www.wonderway.io/author/mafalda-johannsen
YouTube: https://www.youtube.com/@wonderwaysales
Connect with Kyle Vamvouris
Website: https://www.vouris.com/team/kyle-vamvouris
TikTok: https://www.tiktok.com/@kylevamvouris
LinkedIn: https://www.linkedin.com/in/kylevamvouris/
Instagram: https://www.instagram.com/kylevamvouris/
YouTube: https://www.youtube.com/channel/UC3rbScTq_4JtQOSZMThFjVQ
Twitter: https://twitter.com/kylevamvouris
Connect with John Rankins
Website: https://thesalesmachine.com/
Facebook:...
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In this anniversary special, weâre celebrating a year of The Sales Machine by spotlighting the marketing experts who delivered invaluable insights and strategies. In this âGreatest Hits in Marketingâ episode, you'll hear from Jeff Hunter on leveraging AI to drive sales, Victoria Hadjar on mastering niche marketing, Matt Clark on avoiding costly LinkedIn mistakes, Gloria Chouâs go-to CPR Pitching Framework, and Ken Okazakiâs powerful video marketing blueprint.
Get ready for a jam-packed episode filled with strategies you can implement today to boost your marketing impact.
Episode Highlights"One of the things that AI can't do is care. It doesn't care about you. It can pretend. But a salesperson can."- Jeff Hunter
"A lot of folks wanna talk to everyone. They wanna capture all the opportunities. But the problem is that you're not actually talking to anyone." - Victoria Hajjar
"I would say that the biggest mistake people make on LinkedIn, they're just putting stuff out there, adding content and not actually solving the needs of their biggest clients." - Matt Clark
âYou are the best spokesperson for your business. You're the best advocate and hero for your business. It's time you own it." - Gloria Chou
âViews turn to followers, followers turn to conversations, conversations turn to clients.â - Ken Okazaki
Chapters(01:00) Leveraging AI to increase sales
(05:00) Narrowing Down and Targeting a Specific Segment
(10:30) The Biggest Mistake Marketers Do on LinkedIn
(13:15) The CPR Pitching Framework
(18:19) The video marketing framework
Watch/listen to their full episodes at:
đ Apple Podcasts: https://apple.co/4eKZ6lc
đ Spotify: https://spoti.fi/4f4f1Ld
đ YouTube: https://bit.ly/48by43T
Connect with Jeff HunterWebsite: https://jeffjhunter.com/
Facebook: https://www.facebook.com/jhunter101
Instagram: https://www.instagram.com/jeffjhunter/
LinkedIn: https://www.linkedin.com/in/jeffjhunter/
X: https://twitter.com/jhunter101
YouTube: https://www.youtube.com/c/jeffjhunter
TikTok: https://www.tiktok.com/@jeffjhunter
Connect with Victoria HajjarWebsite: www.ugliventures.com/resources
LinkedIn: https://www.linkedin.com/in/victoria-hajjar-66211618/
Instagram: https://www.instagram.com/ugliventures/?hl=en
TikTok: https://www.tiktok.com/@ugliventures
Facebook:
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In this special episode, Iâm bringing together some of the sharpest sales minds to share their best strategies: Ian Koniak, Joe Ingram, John Barrows, and Scott Leese. From closing deals with ease to understanding client needs, these pros reveal what it really takes to drive sales success.
Weâll dive into the importance of accountability in sales teams, why ongoing training matters, and how focusing on solving client problems can transform your approach. Plus, youâll hear about the unique challenges of enterprise selling and the power of the 'Addiction Selling Model.'
This is one episode you canât afford to miss!
Episode Highlights"If the rest of the sales cycle is done right, closing should be the easiest part of the sale." - Ian Koniak
"The number one thing that a sales manager has to have is accountability. Backed up right behind it is the attitude. I need somebody who focuses more on accountability and holding people accountable to what we need. Then, massage it with their attitude." - Joe Ingram
"The problem with training is a lot of people look at it as the check the box I've invested in my team, but nobody's willing to do the reinforcement that's necessary to make it actually work." - John Barrows
"As I was learning how to sell, I realized that nobody cared about me at all. They didn't care about my company at all. All they cared about was themselves and specifically like what's broken, what's busted, what's pain." - Scott Leese
Chapters(01:00) Understanding the Sales Process
(09:55) The Role of Accountability in Sales Management
(14:27) Challenges in Enterprise Selling
(20:35) The Addiction Selling Model
Watch/listen to their full episodes at:
đ Apple Podcasts: https://apple.co/4eKZ6lc
đ Spotify: https://spoti.fi/4f4f1Ld
đ YouTube: https://bit.ly/48by43T
Connect with Ian KoniakWebsite: https://iankoniak.com/meet-ian/
X: https://x.com/drivesalesnow?lang=en
Facebook: https://www.facebook.com/iankoniaksalescoaching/
LinkedIn: https://www.linkedin.com/in/iankoniak/
YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ
Connect with Joe Ingram
Website: https://thejoeingram.com/
Facebook: https://www.facebook.com/josephingram/
X: https://twitter.com/JoeIngramSales
LinkedIn: https://www.linkedin.com/in/joeingram/
Instagram: https://www.instagram.com/joe_ingram_sales/
Connect with John Barrows
Website:
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In this special episode, Iâm sharing a collection of the best sales tips from five of the top names in the industry: Richard Harris, Marcus Chan, Mark Roberge, Jeffrey Gitomer, and Keenan. These are powerhouse experts, and each one has dropped incredible insights on The Sales Machine podcast.
From mindset shifts to tactical sales strategies, weâve pulled together their top advice to help you sharpen your skills, close more deals, and take your sales game to the next level.
Donât miss this!
Chapters(01:52) - The Role of Scripts in Conversations
(04:39) - Transforming Dysfunctional Teams into Winners
(08:09) - Common Mistakes Startups Make
(11:10) - The Myth of Closing in Sales
(14:19) - Understanding Product-Market Fit
Watch/listen to their full episodes at:
đ Apple Podcasts: https://apple.co/4eKZ6lc
đ Spotify: https://spoti.fi/4f4f1Ld
đ YouTube: https://bit.ly/48by43T
Connect with Richard Harris
Website: https://theharrisconsultinggroup.com/
Facebook: https://www.facebook.com/harrisconsultingllc/
X: https://twitter.com/rharris415?lang=en
LinkedIn: https://www.linkedin.com/in/rharris415/
Instagram: https://www.instagram.com/rharris415/
Connect with Marcus Chan
Website: https://www.venliconsulting.com/linktree-mc-instagram-s1
TikTok: https://www.tiktok.com/@marcuschanofficial
LinkedIn: https://www.linkedin.com/in/marcuschanmba/
Instagram: https://www.instagram.com/therealmarcuschan/
YouTube: https://www.youtube.com/c/MarcusChanimal
Connect Mark RobergeWebsite: https://www.linkedin.com/in/markroberge
X: https://twitter.com/markroberge?lang=en
LinkedIn: https://www.linkedin.com/in/markroberge
Instagram: https://www.instagram.com/roberge_mark/
Connect with Keenan
Website: https://salesgrowth.com/gap-selling-method/
Facebook:
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In this episode, Jon Alwinson and I will be sharing what it really takes to build a high-performance sales team and why automating your sales process can change the game. Itâs not just about how many calls or emails you sendâitâs about the quality of the activity. Weâll talk about why customizing your sales system for your industry is crucial, and how the right automation can give your team more time to focus on what matters: closing deals.
Donât miss out on these proven methods to elevate your sales teamâs performance!
Episode Highlights"There's three keys to actually driving performance. One is the quantity of the activities, no matter what. But then two is the quality, the quality of the effort put into those activities. And then finally, the consistency." - John Rankins
"The number one thing you could do is basically load up a stack rank with the photos of the people." - Jon Alwinson
"I got into this business to empower ordinary companies to go extraordinary by having an automated sales system." - John Rankins
"Our organization has certain checks and balances with sales ops and manager approval and stuff like that, depending on what contract you're offering." - Jon Alwinson
Chapters(01:12) - Designing the Ultimate Sales System
(04:44) - Automating Sales Performance
(09:56) - Customizable Sales Solutions
(15:08) - Driving Sales Performance
(15:54) - Quality vs Quantity
(19:55) - Retention Strategies in Sales Teams
Connect with Jon AlwinsonWebsite: https://jonalwinson.com/
X: https://twitter.com/relentlesssales
Instagram: https://www.instagram.com/jonalwinson/
LinkedIn: https://www.linkedin.com/in/jon-alwinson-4599ab46/
Facebook: https://www.facebook.com/jon.alwinson
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
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Ever wonder how passion can fuel your business journey? In this episode, I chat with Jorge Fonseca, an inspiring entrepreneur who's turned challenges into stepping stones for success. From overcoming physical obstacles to growing his business globally, Jorge shares how passion, grit, and smart strategies have helped him carve out his path.
We dive into some game-changing sales techniques, explore the power of direct sales and guerrilla marketing, and talk about why building a solid team is key. Jorge also opens up about the lessons heâs learned along the wayâwhether it's about persistence, the psychology of sales, or the importance of mentorship.
If youâre looking for real, down-to-earth advice on how to grow your business, stay motivated, and keep pushing toward your goals, this episode is packed with valuable insights. Whether you're navigating global expansion or just trying to set your next big goal, Jorgeâs story is one you donât want to miss. Tune in for some fresh perspectives and practical tips to help you succeed in a rapidly evolving business landscape!
Episode Highlights"Number one, test market your idea. Number two, systemize it. Then, find great people to partner with so that you can sustainably scale it." - John Rankins
"Sometimes there's a drought and the water is way down there, but you can't stop. And if you stop, you gotta start all over again. And that's why we say to people, don't quit, because if you quit, you're going to have to do whatever you got to do." - Jorge Fonseca
"One thing that's guaranteed is that if you're running a business, you're still going to have challenges. You're still going to have a lack of accountability from people. You're still going to have pissed off customers. You're going to have challenges because ultimately: no problems, no business." - John Rankins
"We're selling their potential that they don't know they have inside them, you know? Because I didn't know I had all this potential inside me until somebody brought it out." - Jorge Fonseca
"Success leaves clues, right? We all make mistakes. And I think mistakes are good, right? Like even when my son makes a mistake, I'm like, it's all good. What did you learn from it?" - John Rankins
Chapters(10:53) - The Power of Persistence
(23:52) - Creating Opportunities for Others
(26:58) - The Role of Mentorship
(30:08) - The Journey of Entrepreneurship
(32:52) - The Value of Hard Work
(36:13) - Learning from Mistakes
(38:59) - The Importance of Goal Setting
(42:00) - The Psychology of Sales
(44:51) - The Art of Selling
Connect with Jorge FonsecaWebsite: https://www.griclub.org/member-profile/real-estate/europe/jorge-fonseca_31511
LinkedIn: https://www.linkedin.com/in/jorge-fonseca-17a544142/
Instagram: https://www.instagram.com/jorgefonseca.bf/
Connect with John RankinsWebsite: https://thesalesmachine.com/
X: https://x.com/TheJohnRankins
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:
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Ever wonder what it really takes to build a killer sales team these days? In this episode, I chat with David Dulany, the CEO of TenBound and host of a top sales development podcast, to get the inside scoop on how AI, automation, and smart pipeline management are changing the game for sales teams everywhere.
David shares his journey, including why he created a sales technology directory to help companies navigate the endless options out there, and why sales training is more important now than ever. Plus, he breaks down the biggest challenges companies are facing and gives some real talk on why, without a great product, even the best sales tactics wonât cut it.
Whether youâre running a sales team or just curious about where sales is headed, this conversation is packed with down-to-earth advice and tips you can actually use. Trust me, you donât want to miss this one! Tune in and get ready to take your sales game to the next level.
Episode HighlightsâNobody cares about you, your company, or your product. They only care about their problems.â - John Rankins
"If you're not open to any new ideas and open to doing things differently, then no one can help you." - John Rankins
"If you're going to get into sales, your product has to be really, really good because you could be the best salesperson and the best marketer on earth, but if your product's a piece of crap, then you're going to have a really hard time because people talk." - David Dulany
Chapters(09:49) - The Importance of Training in Sales
(19:33) - The Evolution of Sales Technology
(34:05) - Sales Development Trends and Challenges
(39:32) - The Future of Sales with AI
(48:04) - Navigating the Current Sales Landscape
(56:07) - Creating a Comprehensive Sales Directory
Connect with David DulanyLinkedin: https://www.linkedin.com/in/davidkdulany/ Facebook: https://www.facebook.com/davidkdulany/ X: https://x.com/DKDINSF Instagram: https://www.instagram.com/dkdinsf/
Connect with John RankinsWebsite: https://thesalesmachine.com/X: https://x.com/TheJohnRankins Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial
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What does it take to succeed in sales today? Join me as I chat with Mafalda Johannsen, Commercial Director at Wonderway and a true sales powerhouse. In this episode, we dive into the exciting world of sales training, the game-changing role AI is playing, and how to stay ahead in the rapidly shifting sales landscape.
Mafalda shares her insights on why time management is key for sales success, how AI tools can act as the perfect co-pilot for sales reps, and why personalized training matters more than ever. Plus, she gives us a sneak peek into her upcoming book, aimed at breaking down the art of selling for everyone.
Whether you're in sales or curious about where the industry is headed, this episode is packed with valuable tips, real-life stories, and forward-thinking strategies to elevate your sales game. Tune in for a fun, insightful conversation that redefines what it means to succeed in sales today!
Episode Highlights"Sales reps and sales managers can use AI to be better at selling or to be focusing on what really matters." - Mafalda Johannsen
"Sales is about helping people, not selling to them." - John Rankins
"If you want to be good at sales, you better be organized and be on top of your calendar." - Mafalda Johannsen
"I'm literally integrating AI in The Sales Machine as well, because it can be a game changer to help companies go from ordinary to extraordinary." - John Rankins
Chapters(03:06) - The Role of AI in Sales Coaching
(05:50) - Personal Experiences in Sales
(09:01) - The Importance of Time Management in Sales
(11:45) - Leveraging AI for Sales Efficiency
(14:56) - Wonderway's AI Coaching Tool
(17:50) - Client Success Stories and Feedback
(21:05) - Future of Sales and AI Integration
(23:58) - Mafalda's Mission and Upcoming Projects
Connect with Mafalda JohannsenLinkedIn: https://www.linkedin.com/in/mafalda-johannsen-007489a4/
Website: https://www.wonderway.io/author/mafalda-johannsen
YouTube: https://www.youtube.com/@wonderwaysales
Connect with John RankinsWebsite: https://thesalesmachine.com/
X: https://x.com/TheJohnRankins
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
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Ready to take your business remote and boost productivity? In this episode, I sit down with Deniero Bartolini, founder of Remote CEO Academy, to explore how businesses can build their own internal marketing agencies and generate leads. Deniero breaks down his proven strategies, including organic outreach, cold email tactics, and podcasting to help you grow your brand and connect with clients.
We also dive into his book Smart Business and a Better You, discussing how to close high-ticket sales and avoid common mistakes when hiring agencies. From using AI tools to streamline your marketing to empowering your sales team through smart branding, this episode is packed with actionable insights.
If youâre looking to scale your business and retain more profit, this is the conversation you donât want to miss!
Episode Highlights"Once you have the system, they can run their own marketing, save money, retain more profit, and be in control of their growth." - Deniero Bartolini
"Sales is a lot easier when you do marketing correctly." - John Rankins
"If you have the right tools, like AI-powered systems, you can have an organic marketing team working for you for less than $600 a month." - Deniero Bartolini
"The key to marketing today, especially with all the false prophets out there, is really to have an agency within your business." - John Rankins
"Profit is what pays the bills, and revenue is for the ego." - Deniero Bartolini
Chapters(03:12) - Empowering Businesses to Build Internal Marketing Agencies
(11:19) - The Power of Organic and Cold Email Outreach
(14:19) - Podcasting as a Brand Building Strategy
(19:23) - Success Stories: Case Studies of Client Results
(22:09) - Smart Business and a Better You: A Guide for Business Owners
(24:03) - Scaling Businesses with the Remote CEO Academy
(26:19) - Empowering Salespeople and Companies through Marketing
(27:43) - Podcast Marketing vs. Webinars: Which is More Effective?
(30:48) - Closing High-Ticket Sales: Adding Value and Retaining Profit
(36:40) - Mistakes to Avoid When Hiring Agencies
(40:41) - Harnessing the Power of AI in Marketing
Connect with Deniero BartoliniInstagram: https://www.instagram.com/denierob
LinkedIn: https://ca.linkedin.com/in/the-business-coach
Facebook: https://www.facebook.com/theremoteceo.denierob
Website: https://www.denierob.com/
Connect with John RankinsWebsite: https://thesalesmachine.com/
X: https://x.com/TheJohnRankins
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:
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Curious about what it takes to build high-performing sales teams and stay ahead in a competitive market? Join me as I sit down with Cory Bray, a powerhouse in sales coaching and the co-founder of Coach CRM.
In this episode, Cory also gives his take on the future of sales, discussing how AI might replace some sales roles while still leaving room for the human touch that gives businesses a competitive edge.
Whether youâre looking to refine your sales strategy or stay ahead in a rapidly evolving market, this conversation with Cory Bray is packed with insights that you wonât want to miss!
Episode HighlightsâYou don't need a bunch of superstar salespeople as long as you have a great product.â - John Rankins
"Sales is an algorithm." - Cory Bray
âThere's a path that you can follow that minimizes risk, maximizes reward and creates the opportunity of repeatability, which is pretty much the holy grail of business.â - John Rankins
âThe only way for people to get better is to identify their own blind spots or have somebody give them feedbackâ - John Rankins
Chapters(08:07) - The Importance of Learning How to Sell
(17:17) - Building a System for Effective Selling
(25:26) - The Evolution of Coach CRM
(37:06) - The Role of AI in Sales
(44:21) - The Competitive Advantage of Salespeople
Connect with Cory BrayInstagram: https://www.instagram.com/corybray40/
LinkedIn: https://www.linkedin.com/in/buy-triangleselling/
X: https://x.com/coryclozeloop
Connect with John RankinsWebsite: https://thesalesmachine.com/
X: https://x.com/TheJohnRankins
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:https://www.youtube.com/@JohnRankinsOfficial
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Ever wondered how to tap into the demand that already exists in the market and turn it into a powerful engine for growth?
In this episode, I sit down with Solomon, a sales and marketing expert, to reveal the secrets of focusing on the 20% of customers who drive 80% of your revenue. We discuss the importance of aligning your marketing efforts with business goals, finding overlooked opportunities, and simplifying the sales process with customizable solutions.
If you're aiming to refine your sales strategy and stand out in a crowded market, this episode is packed with practical insights. Tune in to discover how you can boost your sales by capturing the demand thatâs already out there!
Episode Highlights"Capture the demand that already exists in the marketplace. People that are looking for what you do right now, and that means that all you need to do is let them know you exist." - Solomon Thimothy
"The system should make the call for you, send the SMS for you, send the Everything should be in a dashboard of mission control for the salesperson. That's what we build. Like so stupid simple. My son is building out a demo. He's building out a video demo of our software and he's six." - John Rankins
"20 % of their customer base is what's driving 80 % of our revenue. Then we drive the ICP out of the 20 % that actually makes a difference in their business, because the rest of them, they're only adding up to 20%." - Solomon Thimothy
"My goal is, no matter what, I want to take people to the next level, whether they're my salespeople, they're my marketers, the customer success internally, as well as externally. I want the people that I'm working with to grow." - John Rankins
Chapters(03:00) - The Importance of Lead Generation and Value Proposition
(09:06) - The Growth Formula: Acquisition and Retention Systems
(30:01) - Niche Marketing and Ideal Client Profiles
(36:16) - Focusing on the Right Customers and Standing Out
(38:34) - Simplifying Sales Processes and Providing Customizable Solutions
(43:22) - Building Relationships and Serving as a Partner to Customers
(45:28) - Handling Price Objections and Demonstrating Value
(52:53) - Implementing Risk Reversal to Alleviate Customer Concerns
(56:08) - Driving Demand and Capturing Demand for Exponential Growth
(01:01:34) - Avoiding Commodity Status by Constantly Evolving
Connect with Solomon ThimothyWebsite: https://www.thimothy.com/
Facebook:
Instagram: https://www.instagram.com/sthimothy/?hl=en
LinkedIn: https://www.linkedin.com/in/solomonthimothy/
X: https://x.com/sthimothy
TikTok: https://www.tiktok.com/@sthimothy?lang=en
YouTube: https://www.youtube.com/channel/UCtUlfC7SJV-GG3IbA8_PE5Q
Connect with John RankinsWebsite: https://thesalesmachine.com/
X: https://x.com/TheJohnRankins
Facebook:
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Curious about how technology and perseverance can shape the future of your business? In this episode, I sit down with Francis Kong, a leading business speaker and consultant, to discuss the key principles that have propelled him from starting a garments company to becoming a major influencer in the Philippines.
We delve into the unchanging fundamentals of salesâbuilding trust, delivering value, and showing empathyâthat remain crucial even as technology advances and demographics shift. Francis shares his thoughts on how organizations can tackle the challenges of scaling sales by integrating new technologies and ideas while staying grounded in these timeless principles. We also explore the role of AI in sales, the importance of data-driven decision-making, and the art of maintaining strong client relationships in a fast-evolving market.
If youâre looking to future-proof your sales strategy or navigate the changing sales landscape, Francisâs insights offer practical advice and inspiration. Tune in to learn from one of the top voices in business today!
Episode Highlights"One kind of salespeople suck up to these buyers. That's not the kind of salespeople I want to be. The other kind of salespeople are so composed. They'll leave their stuff there. They'll grab a little bit of their insults and their bullying, but they remain professional. But there's got to be a third choice here, now I'm a risk taker. I am an early adopter." - Francis Kong
"If you don't stand out and or you don't go the extra mile, you're going to get left behind." - John Rankins
"Millennials now are the key people in strategic positions for leadership, but now they're handling Gen Z people." - Francis Kong
"Life's not fair. Life will knock you down, but life's still beautiful." - John Rankins
"The old principles in effective selling will never change. Principles don't change. But the behavior and mannerism and the instruments and the way you express and the way you sell, they will always change. And now, whether you like it or not, in whatever industry we are in, I would say that whatever industry and whatever company we are running, it is to be seen as a tech company." - Francis Kong
Chapters(11:05) - Challenges and Opportunities in Scaling Sales
(18:08) - The Unchanging Principles of Sales
(24:47) - Cross-Pollinating Old Principles with New Ideas for Sales Success
(30:06) - The Three Key Principles That Will Never Change in Sales
(32:56) - The Impact of AI on the Sales Industry
(35:47) - The Importance of Data in Decision-Making
(37:46) - Embracing Technology and Empathy in Sales
(40:44) - The Value of Relationships and Understanding Customer Needs
(45:44) - Serving Clients and Delivering the Best
Connect with Francis KongWebsite: http://franciskong.com/
Facebook: https://www.facebook.com/franciskong2
LinkedIn: https://www.linkedin.com/in/franciskong/
X: https://x.com/franciskong
YouTube: https://www.youtube.com/@franciskong6451
Connect with John RankinsWebsite: https://thesalesmachine.com/
X: https://x.com/TheJohnRankins
Facebook:
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Curious about how outsourcing to the Philippines could save your business millions in overhead? In this episode, I chat with Hariom Khandelwal, the Country Head of Nezda Global, about his journey from recruitment officer to providing workforce solutions for Fortune 100 companies.
Hariom breaks down how Nezda Global makes it easy for foreign companies to set up shop in the Philippines, managing everything from compliance to infrastructure. He also highlights the massive cost savingsâup to 70%âthat businesses can achieve by tapping into the talent pool here.
We also get into the importance of building strong relationships with top talent, the key traits that make a great hire, and why getting to know the local culture is a game-changer for success in the Philippines.
This conversation is packed with practical insights and real-world tips on how outsourcing can fuel your business growth. Donât miss it!
Episode Highlights"Curiosity is one that I always look for. And if I find curiosity in an individual, I know that this is the person that I want to work with." - Hariom Khandelwal
"The quality of the individuals and who they hang out with is the people that you want to recruit, retain." - John Rankins
"You can certainly run big businesses in the Philippines because the talent here is top notch." - Hariom Khandelwal
It's not just getting an office, it's getting the talent that can fill in that office." - Hariom Khandelwal
Chapters(05:05) - The Benefits of Outsourcing to the Philippines
(10:28) - Navigating the Complexities of Setting Up Business in the Philippines
(15:01) - Unlocking Cost Savings and Scalability with Workforce Solutions
(18:13) - Building Sustainable Relationships with Talent
(25:31) - The Traits of Top Talent: Curiosity and Initiative
(28:12) - Embracing the Local Culture for Success in the Philippines
đ Transform your operations with Nezda's innovative workforce solutions:
Website: https://nezdaglobal.comFacebook: https://www.facebook.com/wearenezdaLinkedIn: https://www.linkedin.com/company/wearenezda/Instagram: https://www.instagram.com/wearenezdaEmail: [email protected]
Connect with Hariom KhandelwalX: https://x.com/1988hariomk
Facebook: https://www.facebook.com/hariom.khandelwal1988/
LinkedIn: https://www.linkedin.com/in/hariomkhandelwal1988
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram:https://www.instagram.com/thesalesmachine_official/
LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/
YouTube:
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Ever wondered how weaving a compelling story can revolutionize your sales game? Join me as I sit down with Stephen Steers, a master of story selling, to uncover the secrets behind effective storytelling in sales. Stephen shares his personal journey and how he discovered the power of weaving compelling stories into the sales process.
In this episode, we dive into the essentials of curiosity, problem-solving, and the impact of storytelling on sales success. Stephen reveals his framework for story selling, the challenges heâs tackled with various companies and startups, and the results achieved through his unique approach. We also explore the qualities that set exceptional salespeople apart and discuss strategies for evaluating and enhancing sales performance.
Whether you're looking to refine your sales techniques or integrate storytelling into your approach, Stephenâs insights offer practical advice and inspiration. Donât miss this chance to learn from one of the leading experts in story-driven sales.
Episode HighlightsâSales isn't taught in schools. Most people never learn how to be confident, how to be out in the world, and how to make a way for themselves.â - John Rankins
âAre you where you want to go? Let's start there. If you are not where you want to go, or not yet where you want to go, we need to look at the choices that you made to get there.â - Stephen Steers
âKey to building a proper sales culture: The standard is the standard.â - John Rankins
âDo you have the right ICP? Do you have the right messaging that you're putting out to that ICP? Are you doing enough touches to get in front of this group? And then we got to go back to what it is you believe about your business.â - Stephen Steers
Chapters(07:38) - The Power of Storytelling in Sales
(16:00) - Challenges and Results in Working with Startups
(32:12) - Building a Sales Culture
(40:23) - Looking Forward and Embracing Change
(47:38) - AI as a Tool for Sales
đ Get FREE copy to Stephen's book at stephensteers.com/superpowerbook
Connect with Stephen SteersWebsite: https://www.stephensteers.com/
X: https://x.com/stephensteers_?lang=en
Instagram: https://www.instagram.com/stephensteers_/?hl=en
LinkedIn: https://www.linkedin.com/in/stephen-steers
Connect with John RankinsWebsite: https://thesalesmachine.com/
Facebook: https://www.facebook.com/TheSalesMachineOfficial
Instagram: https://www.instagram.com/thesalesmachine_official/
LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/
YouTube: https://www.youtube.com/@JohnRankinsOfficial
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