In sales, as in life, relationships are everything. It's more than just about acquiring customers. It's establishing trust and developing relationships. While many people think of sales as a numbers game, the best salespeople know that success comes from building relationships. But what makes a relationship great? In today's episode, Rusty Jensen, Ron Halbert, and Tony Glick are joined by Chad Rawlings. With 24 years of experience in sales and networking, Chad has many things to teach and share, particularly building relationships. Today, Chad talks about the foundations of building a great relationship, how he protects and nurtures his relationships across all areas of the sales process, and what the best practices are for a great customer experience. Enjoy!

The discovery call is among the most crucial steps in any sales process. It is the call where the salesperson gathers information about the prospect's needs and pain points. It is also an opportunity for the sales rep to build rapport with the customer and establish trust. Since sales professionals are always looking for ways to boost their pipelines and fill them with quality prospects, how can they prepare to be effective during a discovery call? In this episode, Ron Halbert and Rusty Jensen talk about the discovery call. They will discuss how to prepare for a discovery call, the three key components to a successful call, and how to close it. Enjoy!

The best salespeople have a deep understanding of what makes their customers tick, and they use this understanding to shape their selling approach and establish long-term relationships with them. In a complex sale, it isn't enough to know what your product can do or how to position it. You must also understand the buyer's motivations, fears, and concerns. It is only then that you can create an effective sales strategy that takes all of these factors into account. In this episode, Rusty and Ron talk about the psychology of the complex sale. They will discuss the three phases of the sales cycle and the key elements that prospects care about, what to keep in mind when starting a sales process, and how to navigate each phase effectively. Enjoy!

Salespeople need to be proactive in their efforts. These involve understanding the different stages or points of progression a sale goes through. As these stages present unique challenges and opportunities, salespeople must gain a detailed understanding of them in order to anticipate and resolve potential objections and concerns. Knowing how the buyer's journey progresses not only helps sales reps map their own selling process, but also increases their chances of closing the deal. In this episode, Rusty and Ron talk about the six decisions of a complex sale. They will explore the stages or points of progression a sale goes through as well as how salespeople can successfully navigate through each step. Enjoy!

In today's market, the ability to sell effectively requires more than just charm and a silver tongue. The modern salesperson needs to be able to navigate a complex sale. This is because potential customers are no longer interested in just buying a product or service. They want to buy into a solution that meets their specific needs. A complex sale is one that takes time, relationship building, and a deep understanding of the customer’s business. It is not a transaction, but rather a journey in which all members of the buying team are brought on board. This process can be daunting, but with the right tools and strategies in place, it’s a process that can be mastered. In today’s episode, Rusty and Ron talk about complex sales. They will discuss the three different phases of a complex sale, the many factors involved in the process and some tips and techniques on how to master them. Enjoy!

Sales professionals are no strangers to objections. They know very well that these are a natural part of the sales process. However, handling them effectively is what separates the top producers from everyone else. The ability to handle objections can mean the difference between a closed deal and a missed opportunity. What are some of the best practices that sales reps can use to overcome objections and stay in control of the sale? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about how to overcome objections. They will discuss in detail what objections are, why people object, and what the best practices are for handling objections. Enjoy!

Social media has created a new era of marketing. Today, customers can interact with brands through platforms such as LinkedIn. Having become everyone's favorite professional networking site, LinkedIn is a powerful tool for prospecting. It’s a great platform for finding and connecting with potential customers and building relationships with them. But how can professionals use it effectively? What are the best practices? In today's episode, Rusty and Ron are joined for the second time by Tony Glick, Director of Channel Sales at NICE CXone. They will talk about how LinkedIn can be a powerful tool for prospecting, especially for B2B sales, what to keep in mind when getting started with LinkedIn and social media, as well as tips and tricks for getting the most out of LinkedIn connections and engagements. Enjoy!

Email writing can be a powerful tool in a salesperson's arsenal. It’s a great way to nurture leads, establish trust, and build relationships with potential customers. But, like any tool, it’s only useful if you know how to use it properly. It can be tricky to know what to say in an email and even more difficult to make sure your emails get read and responded to. What are some tips and tricks for writing emails that get read and get results? In today’s episode, Rusty and Ron talk about email writing as one of the fundamentals of prospecting and salesmanship. They will discuss in detail the tips and tricks for writing subject lines that draw people to your emails, how to write a solid email body, and how to end an email effectively. Enjoy!

There are a lot of moving parts when it comes to prospecting and marketing, and cadence and sequence are two of them. While there are differing opinions about what the right cadence and sequence for outreach should be, there are some strategies salespeople can utilize to make their outreach more effective. In today’s episode, Rusty and Ron talk about sequence and cadence design. They will walk you through what makes a good sequence, the different tactics employed to make effective cadences and sequencing, as well as the common mistakes salespeople make with their cadences. Enjoy!

Traditional workplaces have evolved, and the rise of remote workers is one of the most noticeable changes. While advances in technology have made it easier for workers to stay connected with colleagues and clients, working with a remote team has its challenges. In what ways can leaders manage a remote team effectively? In today’s episode, Ron and Rusty talk with Brooke Bachesta, Revenue Enablement Manager at Outreach, about how she helps and enables sales developers to be successful, what leaders can do to help their reps adapt to remote work, and what advice Brooke has for salespeople who are just starting out. Brooke Bachesta started her career as an SDR, worked her way up and is now an Enablement Manager at Outreach. Her background is primarily in startups with a focus on high growth and up-market initiatives. In her current role, Brooke partners with the global inbound and outbound development teams (XDR) to attract and retain top talent, accelerate internal mobility, improve conversion rates, enhance buyer experience and increase productivity. She is also passionate about connecting with the next generation of sales professionals and works with students looking to get into SaaS. Enjoy!

Making a career change or advancement can be challenging at times. It isn't just about making a career decision, but it is about making a life decision. While there are a variety of career paths to choose from, doing something that matters, especially when it comes to your work, pays off in dividends. In today’s episode, Ron and Rusty are joined by Zoe Hartsfield, Community Manager at Spekit. They will talk about how Zoe applied the concept of 'enabling' to salespeople and sales developers, the tools she finds useful for her marketing team, and her coaching techniques for setting reps up for success. Zoe is a community & enablement enthusiast. Her career began as a traditional sales representative. But rather than advancing her career as an account executive, she chose the career path she believes she will be good at. A true community architect, Zoe grew Spekit’s social media (LinkedIn & Instagram) presence by 50% in the first 90 days, generated the company’s first ever community influenced pipeline, and successfully executed series B social blitz and PR announcement during the first week on the job. Enjoy!

Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it takes to build a successful business, how Jill has become successful in a male-dominated industry, and what led her to trust others with running her company.

Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market? In today’s episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and what it takes to win the digital market. Randy Littleson is the Chief Marketing Officer of Conga, the global leader in revenue operations transformation, delivering the most scalable revenue lifecycle management solution to help companies crush operational complexity. Randy is a Senior Executive with progressive track record of accomplishments in both public and privately held companies. He has held executive management positions in marketing, business/corporate development, software development, professional services, and product management. At Conga, Randy is responsible for driving market leadership as a strategic catalyst for growth. Enjoy!

When it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It’s the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty’s thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches. Enjoy!

Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation. In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process. Jairus Oliver is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services. Enjoy!

It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep understanding of finance, his wealth-building strategy, and how to break the spending addiction. Enjoy!

It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward. But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, and motivation awakens inner strength and power. Believe it or not, your inner strength is a powerful tool that can help you achieve anything you set your mind to. In today’s episode, Rusty and Ron are joined by Craig Terry, Director of Medicare Sales at GoHealth. They will talk about the many ups and downs of Craig's personal and professional career, how inner strength can accomplish the impossible, and how knowing your motivation can help you reach your full potential. Enjoy!

Is outbound calling dead? This is a question that has been asked a lot lately. With the rise of new technologies and generational changes, many people are turning to other methods of communication, such as email and social media. Outbound calling used to be one of the most popular ways to reach customers, but is it still a viable option? What steps can be taken to maximize success with outbound prospecting? In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Derek Keller. They will dispel the myth that outbound is dead and discuss what premier outbound is as well as how prioritization should be done when prospecting. Derek Keller is the VP Global Business Development at GoTo (formerly LogMeIn), a flexible-work provider of software as a service (SaaS) and cloud-based remote work tools for collaboration and IT management. Derek is a phenomenal sales development leader. Prior to joining LogMeIn, he has worked at great companies like RingCentral and run sales development organizations at Talkdesk and Weave. So, a lot of software companies that have been very successful are due in part to the work Derek has done. Enjoy!

It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport. Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more than just what you say. Today’s episode of The Sales Prescription Podcast features the second part of the topic on communication. As Ron and Rusty continue their conversation on paraverbal communication, they discuss six essential elements - volume, tone, smile, mirroring, silence, and subtext. They will explore how these elements play a crucial role in the success of salespeople. Enjoy!

Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust. Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization. In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the importance of communication in sales, its key components, and how learning this skill can help salespeople succeed. Enjoy!