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~ whisper ~

Sales + Inbound Marketing + HubSpot

The Key To Identifying Opportunities To Scale Fast, Mike Volpe & Ryan Ball

Posted by Wes Schaeffer | August 06

Develop Discipline To Dominate 

Click here to download the episode. 


Sales Tips you'll learn today on The Sales Podcast...

  • Started by the founder of Kayak
  • Started as B2C but most active users were business people
  • Gene from HubSpot is running marketing
  • Third round of funding
  • Was slow recognizing the opportunity
  • They did a great job democratizing access to information to the public
  • Corporate travel booking was a pain
  • Serve three personas
    • Road warrior
    • Admin/Assistant
    • Finance teams (who dislike salespeople who don't submit expenses)
  • The most under-valued virtue is discipline
  • You need to work and build to your future self

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  • Discipline is key...while balancing/avoiding paralysis by analysis
  • Remember the humans behind the titles
  • Treat people like people to drive word-of-mouth
  • Set proper expectations to reduce the emotions of the business interaction
  • The lines between business and personal have merged so business is more flexible and personable and casual
  • Millennials get a bad rap
  • Find the hard workers in the interview process
  • Newer brand with high-velocity sales cycle (5-7 per month)
  • To make any sale you must make every sale
  • The three C's of Selling
    • Confidence
    • Competence
    • Credibility
  • Find the pain
  • Know the why for the buyer
  • Know the playbook so well that you can bend the rules
  • Do cold calls still exist?
  • The rules of three for your research
    • 3 minutes research
    • 3 compelling events/interesting facts
  • Is rapport over-rated
  • The hardest thing to do in sales is to get a response
  • The chili recipe
    • We know 80% of the ingredients
    • But the winner has a secret ingredient and process
  • Be curious. Be a lifelong learner
  • The three questions for on-boarding new salespeople by Andrew Quinn
    • How do they make money?
    • Do they want to make more money?
    • Can I help them make more money?

Links Mentioned In The Sales Podcast

Build your sales dream team with Rainmakers.

Topics: The Sales Podcast, Podcast, Inbound Marketing, Outbound Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


Listen to Wes Schaeffer host The Sales Podcast on iTunes   stitcher-white-300x65   Listen to Wes Schaeffer host The Sales Podcast on TuneIn.   Listen to Wes Schaeffer host The Sales Podcast on CastBox.

Subscribe to The Sales Podcast with Wes Schaeffer, The Sales Whisperer® on iHeart Radio.   Subscribe to The Sales Podcast with Wes Schaeffer, The Sales Whisperer® on Google Play.  Subscribe to The Sales Podcast with Wes Schaeffer, The Sales Whisperer® on Spotify.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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