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Articles by Wes Schaeffer
The Sales Podcast 723
Listen on Spotify. I've known Jason Benedict for over a decade. He's a smart entrepreneur and marketing agency owner who understands the transformative impact of AI on sales and business operations. We get into the evolution of AI tools, the benefits of automation, and how you can implement AI solutions to streamline processes and make mo' money.
The New Sales Bible by Dr. Persuasion, Yaniv Zaid
Wes Schaeffer (00:00.77) Dr. Yaniv Zaid, all the way from Tel Aviv, author of the 21st Century Sales Bible. Welcome to the sales podcast. How the heck are you? Dr. Yaniv Zaid (00:11.62) Thanks, Wes. It's perfect to be here. I heard a few episodes from your podcast and I enjoyed it very much. So I'm very happy to be here. Wes Schaeffer (00:19.742) I like what you've got going on. Mastering the Ten Commandments of Marketing, Negotiation, and Persuasion. But you've written quite a few. What did you say?
How a Selling Professional Builds Trust: Bill Rice
Wes Schaeffer (00:01.24) Bill Rice, fellow True Blue 92. Welcome to the sales podcast, man. How the heck are you? Bill Rice (00:07.113) I'm doing awesome and I can't believe how small this world is as we said. Wes Schaeffer (00:12.942) Man, years ago I had a '93 grad on and I've had, I don't know, Waldo Waldman, was, I don't know, late 80s. But 90, I get this email, like, Bill Rice, what, what? Goodness gracious.
Get Good Negotiation Training or Else! Andres Lares
Wes Schaeffer (00:01.644) I'm gonna do my best Comedy Central. Andres Lez. A-ron? Cause you know, I will never roll those words. Andres? Lares? Decent? All right. All the way from Venezuela through Canada to Baltimore. Welcome to The Sales Podcast, man, how the heck are you? Andres Lares (00:12.929) That was perfect. Andres Lares (00:17.796) Pretty good. Pretty good. Andres Lares (00:27.255) Great, how you doing? Wes Schaeffer (00:28.628) I'm good. I love that. Those guys, Key and Peele, I'm so bombed.
Write a book. Get on the NYT Bestseller List. Get rich. Die famous.
Wes Schaeffer (00:01.581) Michael Drew, Crazy Hair Day, all the way from Lehigh, Utah. Welcome to the Sales Podcast, man. How the heck are you? I'm good. Man, I'm not lying. I told you this. I tell for a decade at least, I've been telling, I've been talking about this book. When did this come out? Let me see. Let's find out exactly. 2012. So yeah, over a decade. Michael R. Drew (00:11.724) I'm great. Wes, how are you? It's great to be here. Wes Schaeffer (00:28.971) And I got it, think right when it came out.
Integrating Marketing Automation Tools With Sales Message
Wes Schaeffer (00:00.896) Chris Brisson after 8 years returns to show us sales message. Welcome back to the CRM Sushi Podcast. Chris Brisson (00:12.059) Yeah, I'm good. I'm good. Look, I've got a couple of gray hairs that are growing in. Yep. Yep. Wes Schaeffer (00:15.566) I know dude, welcome. Look at that dude, I got them here, got them here. Yeah, so we caught up last week, had you on episode 713 of the sales podcast and realized your software probably changed a little bit in eight years.
Chicken Strips, Gravy, & Sales Lessons From The Deep South
Sam Payton knew trailers. He also knew how to deliver great sales training to a hungry, motivated husband and father of two. In that little Oakwood Homes doublewide trailer we used as an office I got live, real time sales training that turned into exactly $100,000 in earnings my first 12 months between April 1998 and April 1999.
The ABCDEs of Sales and Marketing: Bonding
Inbound Marketing In the continuing series on The A.B.C.D.E. Sales & Marketing System™, let's look at step two: Bonding. (Go here to review A: Attract.) Sidebar: Yes, the AI image above is supposed to show "bonding" in the form of a happy customer hugging the salesman, which is very non-PC, but I don't care. What I do care about is how AI gives her weird arms along her back...but I digress.) Speaking of images, here's a better one that provides an overview of the five steps.
Discipline Over Motivation: Chris Brisson, SMS SaaS Founder
"Perfectionism can hinder progress; taking action is more important." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast...
Keap Tutorial: Quote Generation and Collecting Payments
Stop chasing prospects for money. Collect payments from your quotes. In this Keap Tutorial, let's look at the whole reason you do marketing automation: making more money! Here's a cool Keap CRM feature that enables you to collect payments from your quotes. First, you need to enable this feature by accessing the E-Commerce > Settings.
Keap CRM Is MORE Than Most Small Businesses Need?
Keap vs. ClickFunnels (Update: 4/9/25) It's the Monday after Infusionsoft's ICON17, and here I am, minding my own business, sipping a little coffee, getting ready for the live weekly Inner Circle, and I run across a Facebook post on "Infusionsoft vs. ClickFunnels" and here we go... The link takes me to a page with a YouTube video of a nice-looking couple that I do not know who is pitching ClickFunnels. Okay, fine.
Rejection Therapy: How To Handle Rejection In Sales
Selling is hard. Not making the sale is hard. Growing a business is hard. Getting a college degree is hard. Learning to ride a bike is hard. So is learning how to hit a golf ball where you want it to go... And raising kids to be decent human beings... And being married... And being single... And Brazilian Jiu-Jitsu... And making the spoon stay on your nose while juggling a tray of glasses filled with water that you can't spill during the relay race at the family reunion.
Listen Your Way Into More Sales With Gene Slade, the Sales Ninja
"Listen your way into sales." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... Gene Slade shares his journey from working in HVAC to becoming a sales trainer, emphasizing the importance of adapting sales techniques in a rapidly changing industry. We get into the role of technology, particularly AI, in modern sales processes and the challenges faced by tradespeople today.
Spend Two Days With Your Keap CRM Consultant To Really Grow
Dan Kennedy told us in a small group training to "embrace complexity." This flies in the face of the KISS principle, which tells us to Keep It Simple, Stupid. They are both right. Your follow-up, deliver/delight, testimonial/referral process should be complex. It should have many, many steps. It should have many "if/then" statements and checks. It should include multimedia. It should run for weeks if not months, maybe even years. In this way, it should be complex.
Capsule CRM vs. Keap
(First created 10/23/19. Updated 4/12/25) A comparison of Capsule CRM vs. Infusionsoft—now, CRM vs. Keap—was requested by my Infusionsoft Certified Consultant peers back in 2019. I must admit I hadn't heard of Capsule CRM until this request was made, and I have not really followed the platform.
HubSpot vs. Keap: Total Cost of Ownership
HubSpot vs. Keap CRM Contents The Price of a Free Pony Which CRM should I buy? Don't Be Monkey See, Monkey Do Should You Switch From Keap to HubSpot? Accessorizing Your CRM Look Beyond The Sticker Price CRM Speed Setup Price: HubSpot vs. Keap Contracts Partner Community Support and Education Conclusion What’s The Price of a Free Pony? Sounds like a silly question, doesn’t it? A free pony is free. It costs nothing. Take it home and enjoy.
Keap CRM Tutorials: Using Note Templates To Print Money On Demand
Clients use my Keap CRM Services to get the most out of their Keap CRM.
Unlock Your Sales Team's Full Potential: Geoff Ketterer
"Good leadership is the cornerstone of everything." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast...
Maximize Your Profit Margins When Selling Online | David Schomer
"Good help is hard to find...so make more money online!" [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... David Schomer and I discuss the evolving landscape of e-commerce, focusing on the competition between Amazon and Shopify. (One is much better than the other, and it's not even close.) We explore the importance of data-driven decisions, profit margins, and customer relationships in building a successful online business.
Dr. Cindy McGovern Returns
"Everything is sales." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast...
The Best Cold Calling Strategy For Prospecting In The AI Age
Cold Calling Never Cold Call Again Goodbye Prospecting Topics Covered Cold calling is dead Fake objections to cold calling The real issue with cold calling The truth about prospecting and sales How to tell if you're about to make a really bad prospecting call The power of a good phone script Why did we cover prospecting over the phone?
Leadpages' Drip vs. Keap CRM vs. Ontraport Marketing Automation
Is It Really "Drip vs. Keap vs. Ontraport"? I first wrote this a couple of years ago when Leadpages, which I have used extensively over the years and really loved, announced that they had purchased their "favorite marketing automation tool," Drip. Naturally, my friends and associates in the online community asked me if I had a "Drip vs. Infusionsoft" writeup, so I dove right in to create that, and since I was already plugging away, I figured I'd add Ontraport to the mix as well.
Why Do Celebrities Do Drugs and Salespeople Need Hugs?
Humility in Leadership Selling Is The Transference of Confidence Why do those who "have it all," i.e. athletes, movie stars, musicians, and other celebrities do drugs and why do so many salespeople hobble along in their careers barely scraping by despite Forbes and Glassdoor listing "business development" as one of the top 5 most promising jobs of last year. (I first wrote this on 2/1/10 when a celebrity died of an overdose. I updated it on 2/2/14, 7/20/17, and...and...and.
Double Your SMB Profit, Guaranteed, With Andrew Stotz
"I help people win." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... "How To Build Your Wealth Investing In The Stock Market" Owned CoffeeWORKS for 30 years Went to W. Edward Deming seminars in the 90s when he was with Pepsi. Visited and got stuck in Thailand in 1989 for a couple of weeks and loved it. Finished his MBA, quit Pepsi, and moved to Thailand to teach finance at an 80% pay cut.
Lift Yourself Up By Doing Hard Things, With Ed Latimore
"Selling is really important. It's how you eat." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... Returning guest from Oct 2022 (Listen to Ed Latimore's first interview.) Rough upbringing. Born below the poverty line. Former professional boxer. Had his first child right after his appearance. He and his wife have become more effective and productive and profitable since having their child.
Stop learning. Start Doing. Matthew Stafford on The Sales Podcast.
"Stop learning. Start doing." [ LISTEN NOW ON ITUNES ] Listen to this episode of The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... Stop learning. Do more. You're afraid but shouldn't be. Do it. Iterate. You're not starting over. Failure is feedback. Constantly test. A "failed" test is still a win. Motion beats meditation. No battle plan survives contact with the enemy...but you still plan.
703: How To Define, Create, & Live a Life of Freedom: Jermane Cheathem
"Goals are for losers." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... Moves around the world every few months. Freedom was the plan and goal. Create leverage to create freedom. Been traveling since 2016. In 2019, he started traveling full-time. Goal-setting puts you on a hamster wheel. Goals are for losers; winners apply processes and habits.” He was in massive fear as a kid.
Zoho vs. Keap CRM
(This was first created way back in 2013 at the request of my fellow Keap Certified Consultants, who asked me to do a review of Zoho vs. Keap to go along with my many other reviews of platforms such as Ontraport, HubSpot, etc. To see live demos of platforms by their founders, check out The CRM Sushi Podcast.) (Related: Zoho CRM support issues.) CRMs Are Dead! Ha. Don't you love headlines like that?
Navigate Sales Saturation and Personalization With Frank Sondors
"Nobody's really doing a really good job." [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... How do you stay lean and mean? AI can help you scale affordably. You can never fully replace humans in sales. InMails are basically spam. Europeans are more risk-averse. Americans just get it. People want to make money in the U.S.” Americans have the financial pressure so we work harder to make our sales goals.
The Power of a Personal Brand: Jason Moss
"" [ LISTEN NOW ON ITUNES ] Listen to The Sales Podcast on Spotify Sales Tips you'll learn today on The Sales Podcast... Grew up as a computer nerd. Started making money online by age 12. How-to content was fine in 2016. Tell stories now so the market connects with you. 'You've made a sale!'” How do you build intimacy into the sales process? SMS works. He does a lot of live training. Is SEO dead? It's certainly changing. Things like Perplexity and ChatGPT are changing things.
Swing the club. Build a business.
So you can, you must first realize you can't... teach a kid to ride a bike at a seminar. learn Brazilian Jiu-Jitsu by watching YouTube videos. (I wish you could...my body would be much more appreciative.) learn to golf by reading a bunch of books. Likewise, to succeed in business, you must jump in and DO BUSINESS. STOP learning (for a little while) and START doing.
Tractors, Training, and Tactics With New Zealand's St John Craner
"Get curious about people to thrive in sales." [ LISTEN NOW ON ITUNES ] Sales Tips you'll learn today on The Sales Podcast... St John Craner of New Zealand and I delve into the intricacies of sales training, particularly within the rural sector. St John shares his journey from marketing to sales training, emphasizing the importance of understanding the psychology behind selling.
SURGE To Success, With GTM Expert Holly Rollo
How to create momentum and thrive in competitive markets [ LISTEN NOW ON ITUNES ] GTM Tips you'll learn today on The Sales Podcast... Strategic GTM Advisor You must get your foundation right before you pile on more technology Author of "The Power of SURGE—Strategy, Unity, Reputation, Gains, and Efficiency" There is so much chaos in the space now with this "digital transformation." 70-80% of her B2B tech clients don't have the fundamentals nailed down. Focus on a market segment vs. activities.
How To Have Tough Conversations, With Gene Hammett
Professional Sales Tips you'll learn today on The Sales Podcast ...
Opening Is The New Closing Says Sales Expert Justin Michael
Human to Human selling is how you stand out today. [ LISTEN NOW ON ITUNES ] Sales Tips you'll learn today on The Sales Podcast ...
Let Your Prospects Tell You The Full Extent of Their Pain
Are you an aspirin or a vitamin? One brings relief immediately but can create long-term damage, while the other takes a long time to work but creates long-term benefits. Everyone will pay top dollar for one but will look for deals or skip the other in order to make room for instant gratification. You know why. We live in the nation of Procrasta. (Some call it “Procrasti.” I think it depends if you’re Italian or Polish.
Partner. Pivot. Prosper. Feras Alhlou
Entrepreneurial Toughness Tips you'll learn today on The Sales Podcast ...
The Business Fixer®
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Money Makes Life Easier Says Copywriter Ben Settle
Paul argued that mail would never go away Ben wanted to have a physical newsletter, and now he does Send Free was a free autoresponder back in the day They put you on a list called the “Send Free Roundtable.” It was great for newbies Ben dabbled in MLM Gary Halbert wrote a letter called “Why network marketing sucks” Ben sent a cold offer to the roundtable list to write for free but get 5% of their sales…he didn’t get paid, but he learned and had work product to show to land new customers Now...
How to Reach Decision-Makers and Close Them Today, With Adam Rosen
“The old days of cold email” refers to 2023 AI has changed cold email Squarespace acquired Google Domains in September 2023 Bounce rates skyrocketed Instantly.ai is a great cold email tool Do not do cold email from your primary domain Create multiple domains with many email addresses He’s using “spintax” to bypass the spam filters Apollo is more for warm emails, while Instantly is more for cold email Email is proactive, targeted, and affordable He got MasterCard as a client from a cold email...
Everything Is Getting Worse and More Expensive
Amazon really knows how to harsh my mellow during Christmas. Nothing says “I got you by the short and curlies” like a one-month notice of a wonderful choice of a shittier experience or a 26% price hike. But Amazon is not alone. Back on 3/27/19, Tyler Perry was bent that the hotel was trying to jam him up for $9/bottle, so he made this Instagram post. ❝ I’m in hotel in Minneapolis on Madea's Farewell Tour!! I saw this and got mad as hell.
How to Do LinkedIn Messaging Mo Better!
So I got this message today from a new connection on LinkedIn. We've been connected since July 26. He cold DM'd me on July 21 with a humble brag to preorder his book. **** Hi Wes, Thanks for accepting my invitation. I wanted to share a bit about what we do at ACME, INC to see if it makes sense to connect further.
Affiliate Marketing For Dummies
You only need "affiliate marketing for dummies" if you're NOT doing some sort of affiliate marketing. (You can become an affiliate of mine here for free and earn up to 50% or more on various programs I offer and up to $500 when you refer Infusionsoft clients to me.) 3 Keys To Running Your Own Affiliate Program In a moment, I'll dive into the fundamentals of being an affiliate of others. (It's a breeze.) But let's take a look at what you need to run your own affiliate program.
20 Ways To Get Ahead In Sales
Success in business and life is simple when you follow these 20 pointers: Plan for Imperfection If your office is 30 minutes away, and it takes 8 minutes to park, ride the elevator up, and get to the conference room, do not leave 37 minutes before the meeting and think you'll find a magical minute on the commute.
Why it's good to be punched in the face.
(First written 11/5/18) Last night I went to my first MMA fight. It was an HOUR from my house...(way past this old man's bedtime)...in a converted garage...with a dirt parking lot...basically in a field...on a 60-degree Sunday night...I didn't bring a jacket...and my podnuh (that's Cajun for buddy) had his fight pushed back TWO DOGGONE HOURS!...so I got to watch a lot of guys get punched in the face. This brings me to the picture above.
The Value In Niching Down To Grow With Jakub Hon
As a frustrated AE, Jakub set out to help tech companies grow their sales [ LISTEN NOW ON ITUNES ] Professional Sales Tips you'll learn today on The Sales Podcast ...
To Sell a Lot More, Guarantee Like Denzel
Here's what your competition says (I know you do, too, but you're reading this, which means you'll never make these mistakes again, so congratulations!): Here's what your prospects hear: Strong guarantees help you DOUBLE or even TRIPLE your sales. Want to grow your sales and beat the competition even if they are bigger, better-funded, and have a larger staff? Take away any perceived risk of buying from you.
How to Sell on Price
In 2023, More than 1,400 stores are closing across the US in 2023. Here's the full list. Most of these stores are "middle-of-the-road" retailers, and you know what happens if you stand in the middle of the road. You can make good money by selling on price in only two instances: You're the low-cost provider. You're the highest-priced provider.
How To Choose the Best CRM For Your E-Commerce Store
Without fail I am pitched daily by people wanting me to evaluate their business, get my opinion on their new idea that will "revolutionize their industry," host them on The Sales Podcast or The CRM Sushi Podcast, publish their blog post, link back to an article they wrote, share their infographic and/or just give them free advice. Today is no different. However, today I was asked this question about how to choose the best CRM for an E-commerce business.
7 Reasons Social Media Marketing GooRoos Are Broke
Social Media Marketing Today: Who is actually making money with it? Nine years after I originally wrote this post, the question remains: who is actually CASHING MORE CHECKS because of Social media marketing?
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