Summary In this episode of the Salesman Podcast, Will and Liam delve into the intricacies of sales, focusing on the importance of identifying true champions within organizations, understanding the role of decision makers, and effectively navigating objections from prospects. They emphasize the significance of recognizing pain points in sales conversations and the timing involved in […] The post Q/A: Do “Champions” Matter in 2025? Can You Change Someone’s Mind? appeared first on Salesman.com ..read more

Fred Copestake is a renowned sales expert and author who's revolutionizing the way we think about ethical selling in business. As the author of three books, including his latest “Ethical Selling,” and founder of the Institute of Ethical Selling, Fred is pioneering the movement towards more transparent, integrity-driven sales practices. His practical approach transforms ethical […] The post Fred Copestake: Lead with the flaws – it builds trust! Ethics becomes crucial when pressure is high. appeared first on Salesman.com ..read more

Josh Braun is a renowned sales expert and master copywriter who helps salespeople cut through the noise and connect authentically with their prospects. His unique approach combines deep problem understanding, mindfulness practices, and authentic storytelling to help salespeople stand out in today's crowded marketplace. With nearly a quarter million followers on LinkedIn, Josh's practical, no-nonsense […] The post Josh Braun: The superpower is understanding how your mind works! Do it afraid – then do it again. appeared first on Salesman.com ..read more

The post Simple Change That Doubled My Cold Email Reply Rate appeared first on Salesman.com ..read more

Mark Hunter is a renowned sales expert, bestselling author of “A Mind for Sales,” and a passionate advocate for authentic selling in the digital age. With over 20 years of sales training experience, Mark has established himself as a leading voice in helping sellers prospect with integrity and close with confidence. Known for his practical, […] The post Mark Hunter: In the absence of trust, price becomes everything! Your reputation arrives before you. appeared first on Salesman.com ..read more

Summary In this episode of The Salesman Podcast, Will and Liam delve into the emotional aspects of sales, emphasizing the importance of understanding buyer emotions while maintaining a logical approach. They discuss the strategic use of storytelling in sales conversations, highlighting the need for relevant anecdotes that resonate with prospects. The conversation also explores the […] The post Q/A: Should You Sell on Emotions or Logic? Is Storytelling Still Relevant in Sales? appeared first on Salesman.com ..read more

Summary In this conversation, Tony Hughes discusses the evolving challenges of closing B2B deals, emphasizing that the opening phase is more critical than the closing phase. He highlights the importance of engaging with senior decision-makers and creating a compelling business case that resonates with their needs. The discussion also covers strategies for qualifying prospects based […] The post Sales Expert: Your ROI calculator is worthless to executives! Stop creating your own objections. appeared first on Salesman.com ..read more

Summary In this conversation, Victor Antonio discusses the emergence and implications of AI sales agents, exploring their capabilities, the future of sales, and the evolving relationship between humans and AI. He emphasizes the potential for AI to enhance sales processes while also addressing the challenges and ethical considerations that arise as technology becomes more integrated […] The post Victor Antonio: 80% of sales conversations will be handled by bots! appeared first on Salesman.com ..read more

The post Q/A: Focus on Buyer Emotions or Logic? Questions That Uncover the REAL Pain Points? appeared first on Salesman.com ..read more

Summary In this conversation, Anthony Iannarino emphasizes the critical role of conversations in sales, arguing that technology cannot replace the value of direct communication with clients. He discusses the importance of understanding client needs, creating value through informed discussions, and building confidence in sales professionals. The conversation also touches on the future of sales in […] The post Sales Trainer: Your sales tech is worthless without conversations! AI won’t save bad salespeople. appeared first on Salesman.com ..read more