Welcome to The Sales Process Podcast. The show for high performers who demand more wins, more deals, and more profit.
In this episode, host Shawn Derrick, founder of Legacy Sales Engineering, dives into one of the most overlooked fundamentals in sales: knowing your product inside and out.
When you truly understand what you’re selling, the specs, the competition, and the unique value your solution brings, your confidence skyrockets and so does your close rate. Shawn breaks down:
Why technical product knowledge creates trust and credibility
How to research competitor specs and warranties effectively
The right way to balance enthusiasm with clarity (and avoid information overload)
How honesty about your product’s limits can increase sales and referrals
Why you should actually use the products you sell
If you want to go deeper, join Shawn and other top performers inside the Legacy Builders Mastermind Group at JoinTheLB.com featuring weekly live calls, in-depth training, and real community.
Ready to level up your sales systems and automate your growth?
Visit www.LegacySalesEng.com/Contact to connect with the Legacy Sales Engineering team today.
In this episode of The Sales Process Podcast, Shawn Derrick, founder of Legacy Sales Engineering reveals the pricing strategies top sales pros use to close more deals and grow their businesses. From using the Good, Better, Best method to anchoring high, to leading with value, to offering financing options that make buying easier, Shawn walks you through real-world tactics that drive results.
Whether you’re a seasoned business owner or a sales professional looking to sharpen your skills, this episode delivers actionable insights you can apply today.
Ready to take your sales process to the next level? Visit www.legacysaleseng.com to learn how we help businesses win more deals and grow.
Sales Process Podcast Episode PR: “Sales Harmony: The Art and Science of Success with Chris Wallace”
In this must-listen episode of the Sales Process Podcast, host Shawn Derrick sits down with Chris Wallace of Digi Security to dive deep into one of the most compelling sales journeys out there—from door-to-door challenges to becoming a sought-after leader in digital security.
Episode Highlights:
From Rocking Stages to Knocking Doors:
Chris shares his unlikely transition from pursuing a record deal and rocking large venues to braving the hardships of straight-commission door-to-door sales after a life-changing house fire. His raw, honest storytelling reveals how necessity and resilience can forge a new path when the spotlight fades.
The Ultimate Sales Mentor – His Wife:
Discover how Chris’s wife became the best sales manager he ever had. With tough love and unwavering support, she pushed him out of his comfort zone, proving that a strong personal foundation can turn rejection into a breakthrough and transform a bad day into a winning streak.
Mindset Mastery and the Power of Gratitude:
Learn how a serendipitous encounter with a motivational cassette and timeless insights from Zig Ziglar, Tony Robbins, and other thought leaders revolutionized Chris’s approach. He explains his signature “Ziegler Performance Formula”—where attitude, effort, and skill combine to deliver peak performance—and why starting each day by listing three things you’re grateful for can reset your entire perspective.
Building Relationships the Artful Way:
Chris reveals his creative approach to prospecting and relationship building—from leaving a bag of candy at a receptionist’s desk week after week to nurturing trust with potential clients. His philosophy is simple: if you invest in genuine relationships, sales will follow naturally. His stories of transforming a reluctant prospect into a multi-million-dollar account underscore the power of being a true partner rather than just chasing commissions.
Sales as a Symphony:
Blending his passion for music and sales, Chris introduces the concept of “Sales Harmony.” He compares crafting a sales process to writing a hit song—where mastering the fundamentals allows you to improvise, adapt, and ultimately deliver a performance that resonates with every client.
Leadership, Learning, and Legacy:
Transitioning from managing a team to forging his own path as a director of business development, Chris opens up about the leadership lessons learned along the way. With recommendations likeHow to Win Friends and Influence People,Think and Grow Rich, and insights from John C. Maxwell, he shows that continuous learning isn’t just for personal growth—it’s the key to building a lasting legacy.
Why You Should Listen:
If you’re a budding salesperson looking to break through barriers or a seasoned pro striving to refine your craft, this episode offers actionable insights, heartfelt anecdotes, and a fresh perspective on sales as both an art and a science. Chris Wallace’s journey proves that with the right mindset, mentorship, and a little creative flair, success is not only attainable—it’s inevitable.
Connect with Chris Wallace:
For more insights and to continue the conversation, find Chris on LinkedIn—look for the unmistakable big white beard, glasses, and a smile that says he’s always ready to share a story.
Tune in now and let the harmony of passion, perseverance, and preparation transform the way you see sales!
In this episode of The Sales Process Podcast, Shawn Derrick dives deep into the critical steps of securing referrals and repeat business. These two actions are the lifeblood of scaling your sales process and turning your business into a self-sustaining growth machine.
Learn why the sales process doesn’t end until your client refers a friend or buys again. Shawn breaks down strategies to calculate your cost per acquisition (CAC) and how to leverage that number to incentivize referrals and second purchases. Plus, discover practical tips for re-engaging past clients, including the art of asking for referrals during consultations, after fulfilling a service, and through ongoing touchpoints.
Whether you're a sales pro or business owner, this episode is packed with actionable insights to help you maximize every customer interaction. And don’t miss Shawn’s tips on crafting effective re-engagement campaigns and upselling products to existing clients.
Subscribe, share, and join us as we explore how to make your sales process unstoppable!
👉 Ready to be a guest? Visit salesprocesspodcast.com
👉 Learn more about re-engagement campaigns at legacysaleseng.com
The Sales Process Podcast – Helping you sell great products with a great process.
In Episode 6 of The Sales Process Podcast, host Shawn Derrick dives deep into step five of the sales process: Follow-Up. This often-overlooked step is where most sales professionals miss out on massive opportunities. Shawn breaks down why 80% of all sales are closed between the fifth and ninth interaction, yet only 8% of salespeople follow up more than five times.
Shawn shares actionable strategies to optimize your follow-up game, from automating touchpoints with CRM systems to maintaining personal notes for a tailored approach. He emphasizes how consistent follow-up can transform missed opportunities into a steady flow of closed deals. Whether you’re a seasoned sales pro or a business owner looking to boost your team's performance, this episode is packed with tips to help you build better systems, follow up effectively, and ultimately close more sales.
If you’re tired of leaving money on the table, this episode is for you. Tune in now and start turning your follow-up game into a money-making machine!
Brought to you by: Legacy Sales Engineering – helping you sell great products with great processes. Visit legacysaleseng.com to learn more.
🎧 Listen, subscribe, and share to help us reach more sales professionals and business owners looking to improve their process and grow their profits.
In Episode 7 of The Sales Process Podcast, host Shawn Derrick tackles step six of the sales process: Do the Work (DTW). This episode is all about following through on your promises, delivering exceptional results, and building a career rooted in integrity. Shawn dives into why doing what you say you're going to do is non-negotiable for long-term success and how over-delivering can create raving fans that fuel your business with referrals and repeat customers.
Drawing on his own experiences, Shawn shares the importance of selling products you believe in, maintaining trust with clients, and creating a communication plan that keeps customers informed and satisfied throughout the fulfillment process. Whether you’re in sales or running your own business, this episode will inspire you to go the extra mile and make every client interaction a standout experience.
Episode highlights include:
Why integrity and follow-through are essential for sustainable success.
How to build trust and loyalty through intentional communication.
The power of over-delivering and finding opportunities to wow your clients.
Sponsored by:Legacy Sales Engineering – helping you sell great products with great processes. Need help refining your sales system? Visit legacysaleseng.com.
🎧 Don’t forget to subscribe and share the podcast with your network. Tune in next week for more actionable insights to take your sales process to the next level!
In this episode of The Sales Process Podcast, hosted by Shawn Derrick, founder of Legacy Sales Engineering, we dive into the art of the problem-solving consultation. Shawn explores the powerful impact of putting client needs first and using structured processes to build trust and credibility. He breaks down each phase of a successful sales consultation—from building rapport to identifying pain points, managing objections, and confidently closing with solutions that fit. Shawn’s insights highlight how focusing on solving problems rather than simply closing deals creates lasting client relationships and fuels long-term success.
Whether you're new to sales or a seasoned pro, this episode is packed with actionable strategies, relatable anecdotes, and the mindset shift that every high-performing sales professional needs. Don’t miss it if you're serious about elevating your sales game and closing more deals with integrity!
Plus, get tips on how to overcome client objections, build trust even before you meet, and the power of the "this or that" close to keep prospects engaged.
In this episode, Shawn Derrick dives into the often-overlooked but crucial step in the sales process: Getting Permission to Sell. This simple yet transformative technique can significantly impact your closing rates and overall sales success. Drawing from lessons learned from the legendary Zig Ziglar, Shawn explains how seeking a prospect’s permission to move forward in the sales process builds trust, enhances the client relationship, and sets you up for a smoother consultation.
Tune in as Shawn shares practical strategies for seamlessly transitioning from rapport-building to the consultation phase, while ensuring your prospect feels engaged and ready to proceed. This episode also covers tips on how to position yourself as the trusted expert, navigate objections, and create a meaningful connection with potential clients. Whether you're a seasoned sales professional or just starting, integrating this approach into your sales strategy can make all the difference.
Listen in, share this episode, and don’t forget to subscribe for more actionable insights. Sponsored by Legacy Sales Engineering, helping you sell great products with a great sales process.
In this episode of The Sales Process Podcast, we dive into the essential steps to build trust and establish authority with your prospects. Trust is the backbone of any successful sales process, and today, we’ll break down practical ways to make it part of your approach. From investing in specialized training and certifications that elevate your credibility to managing an online reputation that speaks to your reliability, we cover it all. We’ll also explore the power of video content in creating a transparent connection with your audience and discuss a few additional tactics to solidify trust at every touchpoint. Join us to learn how a trust-focused approach can transform your sales process, increase conversions, and build lasting client relationships.
In Episode 2 of The Sales Process Podcast, host Shawn Derrick explores the critical role branding and online reputation play in making a powerful first impression. Long before a prospect picks up the phone, your online presence is already shaping their perception of your business.
Shawn discusses the common mistakes that can ruin your credibility—such as inconsistent branding, negative reviews, and outdated websites—and shares practical tips to ensure your brand makes a strong and trustworthy first impression.
If you want to know how to create a positive impact before the first call, this episode is for you.
This episode is brought to you by Legacy Sales Engineering. Visit us at www.legacysaleseng.com.
Don’t miss our upcoming Sales Process Workshop—register today at fixyourprocess.com and elevate your sales game!
In the debut episode of The Sales Process Podcast, host Shawn Derrick breaks down the fundamentals of a sales process—what it is, why it’s crucial for success, and how it impacts your bottom line. Whether you’re just starting out or refining your existing system, this episode will show you how a structured sales process can lead to consistent results, better customer experiences, and ultimately, higher profits.
Shawn walks you through the key stages every sales process should include and shares insights on how to optimize each step for maximum efficiency and success.
Tune in to learn how you can start improving your process today!
This episode is brought to you by Legacy Sales Engineering. Visit us at www.legacysaleseng.com.
Register for our next Sales Process Workshop at fixyourprocess.com to take your business to the next level.
In this exciting trailer for The Sales Process Podcast, host Shawn Derrick, Founder of Legacy Sales Engineering, gives you a sneak peek into what’s to come. Whether you're a business owner or a sales professional, this podcast is designed to help you elevate your sales process and drive serious profits. Each episode will cover bold strategies, practical tactics, and the latest in sales technology, with insights from top industry experts who know how to dominate the market.
If you’re ready to refine your process and take your business to the next level, this is the podcast for you.
