PODCAST · business
The Prospecting Expert
by Steve Kloyda
Instant Sales Podcast is THE podcast about sales and prospecting strategies for the 21st Century. It doesn't matter if you are brand new to sales or you have been in sales for many years this podcast will help take your sales skills to the next level. Each week you will hear ideas that will INSPIRE, ENCOURAGE and EMPOWER you to attract more prospects, retain more clients and drive more sales.
Episodes
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#504: Difference between Sales and Marketing [Podcast]
How would you define the difference between sales and marketing? Yes, both generate top line revenue. But how can you leverage and maximize the return of time, money, and talent on both to generate even more revenue. This could be a debate or a discussion, as Bill and Scott discuss the Difference...
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#487: 5 Behaviors of Achievement [Podcast]
What are the greatest contributors of success? I will stress your behavior has the greatest impact on your results. When we improve our behaviors, the outcome improves. We welcome your feedback as Bill and Scott discuss 5 (or maybe 10) Behaviors of Achievement and other great ideas on episode 487...
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#486: Sales Jiu-Jitsu with Elliot Bayev and Daniel Moskowitz [Podcast]
Is there any way that selling is similar to martial arts? The moves, the countermoves, strategies and tactics. It’s an interesting idea and one that has been played out by our guests. But you will have to determine if it’s a meaningful analogy and one that will help you sell more effectively. So,...
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#486: Should You Be in Sales? [Podcast]
I’ve heard it a thousand times: “She’s a great talker, she should be in sales!” But is that really true? Is being a good talker an indicator of a successful salesperson, or are there other traits you should be looking for? Are you frustrated with your own level of success and not sure if selling…
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#484: How to Project Confidence [Podcast]
If you don’t buy it, how can you expect others to. Evidence of your behavior is found in your beliefs. Knowing is not doing and doing what you know is a demonstration of commitment. Commitment breeds confidence. Zoom in and tune the world out as Bill and Scott discuss How to Project Confidence…
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#483: Top 5 Ways to Screw Up Your Sale [Podcast]
When I messed up my Dad used to tell me that I had just “shot myself in the foot”. But then he was a military man. Some of his more colorful aphorisms might slip out later in the show so stay tuned. In any event we have all been our own worst enemy on a sales call and done or said something that...
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#482: Gamification of Training with Kristen Taraszewski
Good or bad. Technology is here to stay. The impact on the role of a salespeople will be determined by how company leadership uses it. It could create greater barriers for customers, we have all experienced that, or aid in the development of selling skills. Probably not as common. How can...
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#481: Are You Too Money Motivated? [Podcast]
A common myth and reputation of salespeople is they are motivated by money, and they don’t care where is comes from. This is simply not true. More money will solve a lot of problems, however, success from a different type of motivation can bring more joy than money. Hold on to your wallets, as…
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#480: Dealing with Difficult People [Podcast]
In business you try to be polite, thoughtful, and agreeable; knowing that it’s important to get along with people and build a respectful relationship. But no matter how hard you try, sometimes you run into people that are just plain difficult to deal with. It could be your boss, a co-worker or…
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#479: Answer Listener Questions [Podcast]
Selling can be a challenging profession. Customers make difficult demands and so does your boss. Sales cycles can be long and confusing and all of us deal with the feast or famine of being on commission. Wouldn’t it be nice if you had someone to turn to who could help you over those rough spots?...
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#478: Mastering the Upsell [Podcast] with Victor Antonio
How can we increase revenue from existing accounts? We’ve talked about referrals, and increasing the price, however, we may have left out some important techniques and strategies. Which is why we are joined today with another special guest, Victor Antonio. Join us as, Bill, Scott and Victor…
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#477: Managing Conflict [Podcast]
Having a conversation with someone that disagrees with you could be the beginning of a difficult situation. At the same time, it could be a relationship builder. I know that is hard to believe, which is why Bill and Scott have dedicated a complete episode to Managing Conflict and other great…
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#476: Referrals [Podcast]
The very first step in any selling process is to find someone to tell about your product or service. Cold calling is fine and has an important place in sales, but it can be frustrating and usually has a low contact and acceptance rate. You can do much better if you can get a referral, if someone...
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#475: After Sales Issues – Implementation [Podcast]
You won the deal, now it’s time to execute on the agreement. Implementation and onboarding come with matching all the clients’ problems with your solutions. Is it possible for there to be misunderstanding and change orders? Does this sound familiar? If so, stay tuned, as Bill and Scott discuss –...
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#474: Do You Fear Change? Guest Speaker Rob Jolles [Podcast]
What do you fear? In the words of our guest, “There is another fear that is a stumbling block for us all. What’s more, it is a far more personally destructive fear. I’m referring to the fear of change.” Do you fear change? Well, you are about to find out as Scott and Bill welcome Author and Sales...
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#473: Follow Up [Podcast]
We demonstrate value and commitment in our follow-up of emails, proposals and when the prospect goes silent. We can still maintain control in the conversation and win the sale based on our actions. If you have experienced any of these situations, stay tuned, as Bill and Scott discuss – After…
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#472: Closing the Sale [Podcast]
Just about every salesperson has heard this Alec Baldwin clip from the movie Glengarry, Glenn Ross. But is the hard close really the way to go in sales and is successful selling all about the close as some sales gurus would have you believe? Well, I guarantee you that Scott and Bill will have…
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#471: Presenting your Solution [Podcast]
7 Tips to presenting to win clients, 15 tips for great proposals, How to present proposals in 15 steps (with pictures). There is no shortage of tips of presenting proposals but are they effective. Remember, proposals don’t sell, people do! Thanks for joining us today, as Bill and Scott discuss –...
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#470: Uncovering Budget [Podcast]
Studies have shown that many sales professionals are hesitant to talk about price with their client. And when the client final brings it up, the salesperson lacks the confidence to be credible. So, hold on to your wallets as Scott and Bill discuss Sales Process Part 8: Budget and other great…
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#469: Decision Making Process [Podcast]
What goes into the process of making decisions? How do people decide? Often it is the criteria, the context and the contrast. Do you know the process your prospect goes through in making decisions? Join Bill and Scott as we discuss the decision-making process and other great ideas on episode 469…
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#468: Working Smarter with Anthony Iannarino [Podcast]
What is the difference between working smarter vs, harder? Do you want to be efficient or effective? How is value determined? How hard should you pressure the prospect to close the sale? Bill and I are pleased, lucky, blessed, however you want to express a strong sincere appreciation to welcome...
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#467: Sales Process Part 6: Questioning Techniques [Podcast]
We’ve all heard it before, people buy emotionally and justify it intellectually. And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs. They make decisions on Problems. Even more important, when changing a...
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#466: Negotiating Closure with Michael Gregory [Podcast]
Think back to the last time you negotiated with a customer. How did it go? Were you disappointed with the results? Did you feel like the customer won, and you lost? Or did you feel like you got the better side of the deal? Could you have done better, and is there a way that both, you and the...
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#465: Sales Process Part 5: Setting Expectations [Podcast]
Have you ever been in a client meeting and had to stop because the prospect ran out of time? Bummer, right? How about those meetings where you and the prospect can’t seem to get on the same page and you leave feeling confused? Double bummer! Many salespeople have disappointing meetings because…
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#464: Sales Process Part 4: Creating Rapport [Podcast]
We all know, as a salesperson, we ask more questions than deliver statements, but do we know the answers are truthful? Some say the first step in the sales process defines the relationship and the mutual exchange of information. So, gather around as we as Bill and Scott discuss Sales Process Part…
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#463: Sales Process Part 3 – Prospecting [Podcast]
SHOW NOTES: In coaching and training salespeople I often ask them what they dislike most about their job. The #1 answer: Cold Calling or prospecting. I will be the first to admit that it can be hard and frustrating work. But if you don’t learn to do it well, you will never succeed as a…
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#462: Sales Process Part 2 – Qualifying [Podcast]
When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect. If you feel...
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#461: Sales Process Part 1 – Strategy
Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that...
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#460: Delivering on the Customer Experience [Podcast]
Too often salespeople position their products and services as commodities. Leading with price, discounting value, and selling out their reputation. This is all done before the prospect answers one question. The marketplace has changed. Have you?! If you are in sales leadership, gather your team…
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#459: Our Top Tips for Selling More [Podcast]
Between us, Scott and Bill have over 60 years of experience in selling and 50 years training others to sell. Needless to say, when we offer to tell you our most important selling ideas, you might want to pay attention! So, get out your notepads and sharpen your pencils as Scott and I discuss Our...
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#458: Sales Compensation Plans [Podcast]
Compensation is the reward for work and risk. Sales leadership has a standing goal of rewarding the behavior you want to instill and inspire. And strategy will determine the greatest profit margin and market domination. How can we align strategy, compensation, and revenue projections? Look into…
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#457: The Challenge of Procurement [Podcast]
So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability. A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”. Don’t let that purchasing agent get...
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#456: What is your Motivation? [Podcast]
The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects. Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of...
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#455: Sales Management That Works [Podcast]
A career as a sales professional is peppered with constant decisions in behaviors and responses. Answers can contradict themselves on the same topic. Making the source questionable. Today we have the authority of sales process, sales management, and contributors to achieving sales goals. Be...
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#454: Dealing with Customers Who Delay
Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs.…
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#453: How is Sales Changing? [Podcast]
It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true. The customer’s buying process has changed and so must the way that we sell. So buckle up you buckaroos as Scott and Bill discuss How is sales changing? and much more on episode 453 of...
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#452: What is a Perfect Fit Prospect? [Podcast]
It has been said; the riches are in the niches. How would you describe your niche? List three attributes of your perfect fit prospect. Each salesperson runs their own company and everyone sells against time. How can you run efficiently and effectively, to close the most amount of business, at the...
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#451: Should You Be in Sales? [Podcast]
So, you think you want to be a sales person? But do you have what it takes? And can you overcome some of the challenges that have thwarted others who thought they wanted a career in sales as well? “So think big, think positive and never show any sign of weakness” as Scott and Bill discuss Should...
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#450: Technology, Friend or Foe [Podcast]
There is a strong wave of technology infiltrating the sales roles. Both in being more efficient in our daily behavior and by the prospect in limiting the interaction with a salesperson. This direction will not go away; however, we can use technology to improve and increase our results and overall...
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#449: Your Company Pitch [Podcast]
Ah, the company pitch! The chance for the salesperson to tell the prospect how wonderful their company is, whether they want to hear it or not. With that in mind, does your company pitch positively affect the client or does it turn them away? So clear the mechanism as Scott and Bill discuss Your...
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#448: Successful Onboarding [Podcast]
The last step in hiring salespeople is the onboarding process. Screening, interviewing, and selecting the best candidate can be wasted when integrating a new salesperson into a company culture, if setting the expectation, creating accountability, and enforcing consequences are need established…
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#447: Becoming an Industry Expert [Podcast]
We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about. But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable...
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#446: Customer Contact During Lockdown [Podcast]
The COVID-19 lockdown has changed the way we do business. Many of our methods for staying in contact with our customers have gone by the wayside. We are a full year into the problem and waiting for it to go away is a losing strategy. It’s time to develop new approaches and processes for building...
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#445: Stop Helping People [Podcast]
Which is better? Give something to someone – or teach them how to find it themselves? There is a parable about a fish in this question. And why does this story upset and enable prospects. So, grab your fishing rod and tackle box as Bill and Scott discuss Stop Helping People and much more on…
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#444: LinkedIn – Your 24/7 Sales Tool
Social media is a juggernaut in the personal and business landscapes. Twitter, Facebook, Instagram and numerous others are a part of most people’s everyday lives. But as a purely business platform, none of these are as important as LinkedIn. Chances are you have a LinkedIn account, but are you...
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#443: Creating a Strong Value Proposition [Podcast]
What makes you different and better? Different does not mean better. It just means, not the same as. Could be better. Could be worst. Why should someone buy from You, and buy Now? So open your mind up to wonder and imagination as Bill and Scott discuss Creating a Strong Value Proposition and much...
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#442: Personal Branding [Podcast]
Who are you and what do you stand for? What is the exceptional and important value that you bring to the marketplace? The sales model is changing, and customers are looking for more from their relationships with a company and its representatives. More depth and more trust. Can you give that to...
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#441: Building Rapport with Prospects [Podcast]
Often I ask salespeople what is the most important step in the sales process. I usually hear multiple answers. My answer is the first step. Without it nothing else happens. Gather around the campfire as Bill and Scott discuss Building Rapport with Prospects and much more on episode 441 of the Get...
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#440: Staying Mentally Strong [Podcast]
It’s tough out there, you know. Client’s won’t take my calls and when I do get hold of someone, I can’t get the appointment. Sales are slow because of the lockdown and I don’t know if I can hang on. The weather is terrible too and when it gets like this my leg hurts… Well, I don’t need to go on,...
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#439: Why the Brain Buys [Podcast]
Ever scratch your head and ask yourself, why did I do that OR what was I thinking? Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious. These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager.…
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ABOUT THIS SHOW
Instant Sales Podcast is THE podcast about sales and prospecting strategies for the 21st Century. It doesn't matter if you are brand new to sales or you have been in sales for many years this podcast will help take your sales skills to the next level. Each week you will hear ideas that will INSPIRE, ENCOURAGE and EMPOWER you to attract more prospects, retain more clients and drive more sales.
HOSTED BY
Steve Kloyda
CATEGORIES
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Frequently Asked Questions
How many episodes does The Prospecting Expert have?
The Prospecting Expert currently has 86 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Prospecting Expert about?
Instant Sales Podcast is THE podcast about sales and prospecting strategies for the 21st Century. It doesn't matter if you are brand new to sales or you have been in sales for many years this podcast will help take your sales skills to the next level. Each week you will hear ideas that will...
How often does The Prospecting Expert release new episodes?
The Prospecting Expert has 86 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to The Prospecting Expert?
You can listen to The Prospecting Expert on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Prospecting Expert?
The Prospecting Expert is created and hosted by Steve Kloyda.
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