The Salesman.com Podcast
The Salesman.com Podcast feed delivers top sales content, featuring the award-winning Salesman Podcast and the concise Selling Made Simple series. The Salesman Podcast is the world's most downloaded B2B sales show, helping professionals find buyers and win business ethically, with guests including NASA astronauts and Olympic athletes. Selling Made Simple offers practical 10-minute episodes for busy salespeople.
Episodes
Why Small Business Owners Keep Losing Sales
What Most Small Business Owners Get Wrong About Leads
Watch This Before You Follow Up With Your Prospec
The Trap Small Business Owners Fall Into When Hiring Salespeople
The Real Reason Your Small Business Keeps Losing Deals
The Only Sales System Small Businesses Need Under $5M Year
The Silent Revenue Leak in Service Businesses Most Owners Miss
All Small Business Owners Should Do This In 2026
The NEW Way to Start a Sales Discovery Call
Do you know the best way to start a sales discovery call?
Now, this is important because if you don’t grab control of the conversation right at the beginning of it, then you lose control of the entire sales process from that point onward.
So, in this video I’m going to share exactly what you should say at the beginning of your discovery calls and what do to straight after that.
The Quickest Way to Hit Quota in 2026
Attacked in a Sales Meeting? Do This To Take Your Power Back
https://youtu.be/FCNyareCgXM
The DARK Psychology That Makes Buyers Close Themselves
There is a dark psychology tick that you can start using today to make your buyers close themselves and rapidly increase the amount of revenue you’re bringing in.
And if you’re cold calling your prospects, relentlessly following up, or trying to apply pressure to them then you’re using the exact opposite psychology which leads to prospects saying, “let me think about it” and then disappear, never
REPROGRAM your mind to be better at selling in 15 minutes
The Best Sales Strategy YOU MUST KNOW
The best sales strategy is to break your buyer’s journey down into its fundamental steps and then help prospects move across them.
I recently explained this to a student inside Salesman.com Academy who owns a business that sells physical goods into the fortune 100 and it blew her mind.
Before the consulting call where I ran through fundamental steps of her buyer’s journey, she was using a
How to Get Ahead of 99% of Salespeople
Most salespeople think their role is to complete a bunch of semi-random activities to “hopefully” get a deal over the line.
They set targets to complete a specific number of cold calls, business cases, sent proposals, discovery calls…
And this is not how high performing salespeople operate.
Having our focus spread across lots of non-connected activities each day leads to overwhelm.
This is
Learn This Sales Skill If You Want To Be Relevant In 10 Years
There is a sales skill that you probably aren’t very good at. And I’ve got data to back this up.
The lack of this skill is a problem for you because in sales no cash exchanges hands until a person says “yes”.
And people are all a little crazy…
We all think that we're rational but we're not.
And so, even when the right offer, at the right price is put in front of prospects, they
The Fastest Way to Get Rich Quick (With ZERO Risk)
5 Things Broke Sales People Do, That High Performers Have Worked Out
The Real Reason Salespeople Burn Out & How To Fix It
Feeling completely drained by your sales job?
That constant rejection, endless objections, and quarterly quota increases can break even the strongest salespeople. I've watched it happen countless times over the past decade.
Burnout isn't about being weak, it's about running around like a headless chicken without a clear path forward.
After working in medical device sales for years I've discovered
Answering Objection Questions Is Shockingly Uncomplicated
Most salespeople struggle with objections because they’ve been taught to fight them head-on.
But what if there was a smarter way to handle them—one that feels natural and actually works better?
In this video you’ll learn a counterintuitive approach to sales objections that might change the way you sell forever.
Backed by real sales experience and thousands of calls this method helps you stay in c
I Trained 2,500+ Sales Pros — Most People Are Stuck At Level 5…
Discover the 4 critical sales mistakes costing you thousands or even millions in lost revenue.
After training 2,500+ salespeople through my Salesman.com Academy, I've identified the fundamental errors everyone makes.
In this video, I reveal why sales success isn't luck but a strategic game with measurable inputs, the reality gap method that transforms how buyers see your value, how to overcome li
I Analyzed 20,000 Sales Pros. 95% Make The Same Mistakes
Discover why some salespeople struggle while others consistently smash their targets.
After training 2,500+ sales professionals and analyzing data from over 20,000 assessments at Salesman.com Academy, I've identified the exact mistakes that keep most salespeople broke.
Are you wasting precious time without a defined sales process? Do you understand what actually makes your prospects buy?
The bold
Sales Becomes Dead Easy Once You Understand THIS
Are you sabotaging your own sales success without even realizing it?
I've trained over 2,500 sellers through my Salesman.com Academy, and I've noticed these five critical mistakes killing deals left and right.
The truth is, most salespeople are unknowingly tanking their sales all the time.
In this quick 10-minute video, I break down exactly how to recognize when you're killing your own deals and
The MOST IMPORTANT Thing I Learned After 10 Years In Sales
Transform your closing rate with my proven 3C Rule that I've developed after reviewing thousands of sales calls from my Salesman.com Academy members.
I've discovered that waiting until the end to close is killing your success rate.
In my experience coaching 2,000+ sales professionals, I've seen that every top performer uses “micro-closing” at least three times per call.
I personally u
The Only Way To Get Rich Without Being Lucky
Tired of fake gurus selling you dreams of fast money with no effort?
This video breaks down the truth behind all those get-rich-quick schemes and explains why almost all of them are setting you up to fail.
But there’s one path that consistently works for people who want to build real wealth without gambling everything—B2B sales.
No fluff no hype just a brutally honest look at why sales is the mos
Why Trump Tariffs Are ACTUALLY a Good Thing (for salespeople)
Looking for a massive sales opportunity hiding in plain sight? In this video, I'll show you why Trump's tariffs could be your biggest revenue booster this year, regardless of your political views.
I'm sharing the exact strategies my 2,500+ sales coaching students are using right now to turn economic chaos into meetings and deals.
You'll learn how to use these tariffs as a powerful “trigger
My Cold Email Strategy Has 43% Open Rate (copy it)
Stop settling for industry average cold email metrics (15% open rate, 2% reply rate).
At Salesman.com, we achieve 43% open rates and 9% replies by focusing on one goal: booking meetings.
This video reveals how to stand out in prospects' inboxes by avoiding generic templates that every sales blog pushes.
I explain why understanding your ideal customer profile deeply is crucial – their desire
How To Get Clients With Cold Email (Proven Cold Email Process)
Stop chasing the “perfect” cold email formula – they don't work because you're selling to emotional humans, not robots.
In this podcast, I reveal why generic templates fail in today's zero-sum sales game and share my proven approach that's booked countless meetings across industries.
Learn why timing matters more than perfection, why specificity drives responses, and how to leve
Fatal Cold Email Mistake That’s DESTROYING Your Sales
Want more meetings from cold emails? Stop triggering the “salesperson alarm” that makes prospects instantly reject you.
In this podcast, I reveal why your emails aren't converting and how to fix them. Most salespeople make emails about themselves, send obnoxious bumps, and follow up without adding value – all triggering resistance.
Instead, build authority through social proof,
Cold Outreach MASTERCLASS: From Ignored to Booked in 15 minutes
Obsessing over perfect emails is usually just procrastination – salespeople afraid of rejection who hide behind formatting instead of doing real outreach.
When you have genuine value to offer, you don't need fancy formatting or perfect structure.
This podcast explains why “ugly” emails actually perform better: they have improved deliverability (fewer images/links means less spam
Q/A: Get Deals Done Quicker Without Pressure Tactics? What is “Framing”?
Q/A: Do “Champions” Matter in 2025? Can You Change Someone’s Mind?
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 changing a pros
Fred Copestake: Lead with the flaws – it builds trust! Ethics becomes crucial when pressure is high.
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 selling
Josh Braun: The superpower is understanding how your mind works! Do it afraid – then do it again.
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-nons
Simple Change That Doubled My Cold Email Reply Rate
Mark Hunter: In the absence of trust, price becomes everything! Your reputation arrives before you.
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, no-nonsense approach to sales, Mark challenge
Q/A: Should You Sell on Emotions or Logic? Is Storytelling Still Relevant in Sales?
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 impact of AI on
Sales Expert: Your ROI calculator is worthless to executives! Stop creating your own objections.
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 on their inten
Victor Antonio: 80% of sales conversations will be handled by bots!
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 into our lives
Q/A: Focus on Buyer Emotions or Logic? Questions That Uncover the REAL Pain Points?
Sales Trainer: Your sales tech is worthless without conversations! AI won’t save bad salespeople.
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 Psychology Behind Cold Emails That Convert
Q/A: Standing Out in a Crazy Marketplace and the Simple Way to Defeat Objections
Sales Expert: Being Human Matters More Than Ever In Sales! Sell Like YOU!
Summary
In this engaging conversation, Will and Jeff explore the importance of authenticity in sales, emphasizing that individuals sell best when they embrace their true selves. They discuss the impact of AI on sales and the necessity of becoming a ‘market of one' to stand out.
The duo highlights the irreplaceable human element in sales, advocating for intuition and personality over formu
Q/A: Sales AI is Going to Take Your Job. THIS is What to Do!
Q/A: Best Response When a Prospect Ghosts You and Booking Meetings With the C-Suite
Q/A: The Perfect Sales Demo and Getting Deals Over the Line
Q/A: Bouncing Back From Rejections and Booking Meetings With Cold Email
Q/A: How to Get Out of a Sales Slump and How to Negotiate Any Deal
Q/A With Will and Special Guest...
SPIN Selling Explained (Does It Work In 2024?)
Close BIGGER Deals FASTER With This Simple Change to Your Sales Process
Do THIS to Eliminate the Risk of SALES REJECTION (29/36)
Sales Mindset: How 3,000 Top Performers Think
How to Get Over the Fear of Cold Calling: A Step-by-Step Method
How To Give Product Demos That Sell EVERY TIME
How to Run a Sales Discovery Call (80% Close Rate)
The SIMPLE Process I Use to Close EVERY Sale
7 POWER Strategies to Increase Sales
Are you struggling to hit your targets this month? You're not alone. Let's face it: just “talking up” a product isn't enough anymore. You need strategies to increase sales that actually work. But where do you even begin? Good news, you don't have to wing it. This video will reveal the 7 POWER Strategies that'll have you closing deals left and right.
Step #1: Focus on “desires”
Ev
Making Selling Simple Without Being Too “Sale-sy”!
4 Effective Responses When a Prospect Asks for a Discount
“Look, we really love your product, but it’s outside of our price range. Can you offer any discount?”
Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and to your product.
Instead of caving right away, there are four tried-and-true responses you can give to turn the con
5 Sales Questions To Uncover The Buyer’s Pain
Are you stuck asking sales questions that take your prospects round in circles?
Prospects mention issues, but they're vague – surface problems that don't reveal the real challenges they're facing. Well, there's a goldmine of valuable information hidden just beneath the surface, and the key to unlocking it lies in asking the right questions.
This video will equip you with 5 powerful sales questi
The Secret Formula to Ask Effective Sales Questions
Ever feel like your sales questions are hitting a dead end? You ask, they answer “yes” or “no,” and the conversation goes nowhere. What if there was a formula to ask questions that get your customers talking and expose their real needs? That's exactly what we'll crack the code on in this video. We'll break down the L.E.T.S. framework, a powerful tool to understand your cus
Sales development representative? DO THIS!
As a Sales Development Representative, your role is to generate inbound opportunities and optimize sales channels. Without a solid prospecting strategy, you might struggle to identify and capitalize on valuable leads. This could result in missed opportunities and stagnant sales growth. But to truly excel in your role, you need to master the four steps outlined in this video. Without these steps,
Ultimate Cold Email Tutorial - Book More Meetings in 2024
There are many Cold Email Tutorials on YouTube but this is the most effective process that I know.
If you've ever wondered why some cold emails set up meetings like clockwork while others vanish into the abyss, you're not alone.
Every day, professionals spend an average of 2.5 hours checking their inboxes, sifting through a mix of potential opportunities and, let's face it, spam.
The truth is, e
Unlocking the Secrets to Closing the Sale
Closing the sales is tough, I get it. You do all the work building rapport and qualifying the lead, only to choke when it's time to seal the deal. Sound familiar?
Many reps leave money on the table because they wait until the very end before asking the big “will you buy?” question.
Talk about awkward! No wonder we avoid it. My buddy Sam would sweat bullets trying to close at the final
How To Sell A Product: 2024 Step-by-Step Guide
In today's fast-paced market, knowing how to sell a product is crucial for business success,. he truth is, the art of selling has evolved, and staying ahead means adapting. The good news? I’m here to guide you through this transformation. To sell a product effectively, you need to navigate through six essential steps we'll uncover in this video. These steps are designed to not only grab attention
5 Strategies to Increase Sales in 2024
In this video we cover 5 strategies to increase sales no matter what you sell or the industry you sell within.
Strategy number one is to make your value proposition more specific.
1: Specific Value Proposition
The more specific your value proposition is, to the needs of your specific buyer the more meetings you’ll book from your prospecting and the higher your closing percentage rate will be.
Mos
Creating Urgency in Sales (Obliterate the Status Quo)
If your buyers don’t have a reason to move forward in their buyer’s journey, then they will stand still.
This leads to 26% of all deals that are forecasted as a likely win, to turn into a “no decision” according to CSO insights.
That is a massive amount of revenue that you’re leaving on the table every quarter. It could be the difference between hitting quota or not.
So, let's take a look at why
How to Weed Out Bad Clients – 9 Discovery Call Questions
Want to find better buyers and weed out the crappy leads that only end up wasting your time? Then be sure to ask the 9 qualification questions we’re talking about in this video on each of your discovery calls.
Diagnosis calls are slightly different to traditional discovery calls because they cover discovery, qualification, product positioning and micro-closing in a single call rather than spreadi
Winning at Selling: The 3 Best Sales Strategies
If you want to consistently win at sales then you need to be strategic in your approach.
It’s not good enough to randomly be connecting with prospects and hoping that they will buy from you. You need to implement step-by-step systems that allow you to find and close business like clockwork.
And that’s where the three sales strategies that I’m going to cover in this post come in.
Right Message, Pe
Sales Techniques: 4 Ways to Boost Your Income
Ever feel like your sales strategy hit a wall? You're not alone. Many struggle with methods that just don't cut it anymore, leaving you frustrated and questioning what's missing.
But what if you could turn it all around? Today, we're breaking down the ‘4 Rules of Sales' that'll transform your approach and skyrocket your results.
Whether you're a seasoned pro or just starting out, these insi
This is How You Start a Sales Discovery Call (Perfect Agenda)
The best way to start a sales discovery call is with a “pre-frame”.
A pre-frame is an influence technique used to limit the scope of a conversation to drive it towards a specific outcome.
I start all my pre-framing on calls with:
“The way these calls usually go is…”
And then outline the quickest process to get through qualification, discovery and the close.
The best way to think about pre-framin
Adjusting Your "Wealth Thermostat" (29/36)
From Loser to Rich: How to Like Doing Hard Things
Want to go from loser to rich?
Then you need to learn how to like, heck, even love doing things that other people find hard.
I used to avoid doing hard stuff. I’d procrastinate on everything. I used this 4 tricks to get over it and since built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever.
How did I start liking doing hard stuff?
I killed my liz
Developing Bulletproof Levels of Optimism (28/36)
How to Rapidly Increase Your levels of Self-Esteem (27/36)
The Two-Sale Process: How to Succeed in Sales in 2024
If you don’t make this shift in your sales process, you’re going to close fewer deals, they’re going to take longer to close and you’re never really going to be sure what will close and what won’t…
You need to start implementing the “two-sale process”.
The two-sale process is where you prospect both the decision maker and the end user of your product.
You used to be able to get away with p
How To Be An Extrovert When You're An Introvert (26/36)
How To Beat Your Sales Quota in 2024
The main thing that holds salespeople back from hitting their quota is that they are not the person that is capable of hitting their quota.
Let me say that again, to hit your sales quota you need to become the person who is capable of hitting your quota.
If your personality and skill set only has X value in the marketplace and your quota is Y. Then you’re going to hit X.
Now, this isn't some woo
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