141: Tom Wardach – Building a Sales Team from Zero

Guest: Kendra Lee Guest Bio: Sales and marketing expert, Kendra Lee started her sales career in accounting, failed IBM’s entry-level sales exam, and was told she would be a sales failure without an engineering background. Despite that demotivating start, Kendra Lee entered sales and proved those nay-sayers wrong. She turned her knowledge of numbers into a lead generation approach that has propelled SMB companies to their own success. She is the founder of KLA Group, a sales and marketing agency that helps B2B SMB companies get more customers and is the author of Selling Against the Goal and The Sales Magnet.   Guest Links: https://resources.klagroup.com/worksheet-12-steps-to-create-marketing-messages/   Books: Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need The Sales Magnet: How to Get More Customers Without Cold Calling   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

26 Sep 202235min

Guest: Lori Richardson, Founder & CEO of Score More Sales, President of Women Sales Pros Guest Bio: Lori Richardson is a sales strategist helping leaders at midsized companies hire better sellers and evaluate the true potential of their existing sales team. In 2915 Lori started Women Sales Pros - a community to inspire more women into sales and sales leadership. Lori is the author of She Sells and is the host of the award-winning podcast, Conversations with Women in Sales.   Guest Links: https://womensalespros.com/podcast/ ScoreMoreSales - More of What Works, Now Women Sales Pros to Hire and Retain More Women in B2B Business   Books: SHE SELLS: Attract, Promote About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

19 Sep 202226min

Guest: Tom Hopkins Guest Bio: World-renowned as THE Builder of Sales Champions, Tom Hopkins’ practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today’s top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom’s training? Because they get the results they want—closed sales and happy clients!   Guest Links: Free trial of my online training at www.tomhopkinsvt.com/trial Books: How to Master the Art of Selling How to Master the Art of Selling Financial Services  Selling For Dummies Selling in Tough Times: Secrets to Selling When No One Is Buying Book Marketing That Drives Up Book Sales: Sell via Bookstores, Book Tours, Radio, Exchanges & More Sell it Today, Sell it Now: Mastering the Art of the One-Call Close When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward The Official Guide to Success  Fill Your Funnel: Selling with Social Media The Smart Start Up: Fundamental Strategies for Beating the Odds When Starting a Business Low Profile Selling Mastering the Art of Selling Real Estate: Fully Revised and Updated In It To Win It How to Master the Art of Selling by Tom Hopkins Sales Closing For Dummies Selling for Dummies, Second Edition    A About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

12 Sep 202233min

Guest: Sky Cassidy Guest Bio: Sky Cassidy is the CEO of MountainTop Data a provider of marketing database services for B2B companies. As CEO Sky oversees the daily operations as well as marketing and product development. He is also the host of the If You Market Podcast.   Guest Links: Free TopData Search account with 200 free download credits: https://tds.mountaintopdata.com/login/register/?promocode=WendyWeiss200 Information on our TopFunnel email as a service product: https://www.mountaintopdata.com/resources/#1648655829561-50b2be23-8bba     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

5 Sep 202250min

- Guest: Jake Butzer Guest Bio: Jake Butzer is a Partner and the Chief Revenue Officer at Rocket55 - A digital marketing agency headquartered in Minneapolis. Jake has been at Rocket55 since 2015 and in the digital marketing industry for over 10 years. He has served in numerous roles with Business Development being the core focus of most of his career. Jake takes a pragmatic approach when it comes to sales and has contributed to Rocket55s growth of over 30% for two consecutive years.    Guest Links: rocket55.com     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

29 Aug 202230min

Guest: Bob Howard Guest Bio: Contact Science helps MSPs with inbound and outbound strategies to fill the pipeline by setting more initial appointments. Before founding Contact Science, Bob’s background with business process included running product development and marketing teams which focused on using technology for strategic marketplace advantage.   Guest Links: www.contactscience.com     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

22 Aug 202237min

Guest: Tibor Shanto Guest Bio: I started in B2B sales in the 1980’s, around the same time faxes were the height of communications. I started off on the phone and have held almost every possible role in sales over the years, with companies of all sizes, helping them achieve and improve their revenue goals. People have called me “a brilliant sales tactician”, which is fine by me, as I truly believe that success in sales is all about Execution, everything else is just talk; and there is no shortage of talk in sales. My work is focused on helping sales teams and organizations better execute their sales process. With a focus on metrics and process, I help clients improve critical aspects of their sales cycle, including aligning to buyer process, remove redundancies to shorten their cycles, increase close ratios, and create double digit growth through the execution of their strategy with through tactical execution. With a focus on adoption and behavioral change required for ongoing improvement in execution and results.   Guest Links: Voicemail - https://www.tiborshanto.com/7-day-voicemail-challenge/ Calculator - https://www.tiborshanto.com/whats-your-number/ Books: Shift!: Harness the Trigger Events That Turn Prospects into Customers Sales & Consequences Objection Handling Handbook: A Proactive Prospector's Guide To Overcoming Objections Report On Sales: A collection of articles about B2B selling from the Globe and Mail's Report On Small Business   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

15 Aug 202246min

Guest: Jim Mitte Guest Bio: Jim Mitte is an industry leading Internet Marketing expert with over 23 years of experience. His digital agency focuses on generating leads and making phones ring.   Guest Links: https://www.turtlehut.com/free-consultation     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

8 Aug 202233min