• Salesology® - Conversations with Sales Leaders

  • By: Wendy Weiss
  • Podcast

Salesology® - Conversations with Sales Leaders

By: Wendy Weiss
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  • Summary

  • When you are ready to transform your sales for today’s transforming market, this is the show for you. In the Salesology®️ podcast, you’re going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
    2023
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Economics Marketing Marketing & Sales Personal Development Personal Success
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Episodes
  • 126: Kimberly Weitkamp – The Audience Converter

    126: Kimberly Weitkamp – The Audience Converter
    Feb 17 2025
    Guest: Kimberly Weitkamp Guest Bio: Kimberly Weitkamp is a coach, marketing strategist, and podcaster. As owner of the Audience Converter and host of the More Conversations, Clients and Cash Podcasts, she helps coaches create marketing that makes money and aligns with their values, goals, and calendar. Kimberly works with her clients to put the right message in front of the right person at the right time (especially in emails!). She’s helped people hit their first-ever 6-figure launch, fill their beta in less than 60 days, and 4x sign-ups to their webinars and so much more. She loves talking marketing, travel, and all things sci-fi. Guest Links: The Stranger to Subscriber Checklist Key Points: Definition of "Audience Converter": Kimberly defines "audience" as potential clients and "converter" as moving them through the various steps of the sales process. She emphasizes that conversion is an ongoing process, not just about getting someone to pay, but also building loyalty and referrals. Importance of Tracking Conversion Touchpoints: Conversion involves multiple steps like getting to your website, signing up for a lead magnet, engaging with emails, and ultimately showing up for a sales call. Every touchpoint should be tracked to see what's working and where issues lie in the sales funnel. Building a Conversion Process: It’s essential to define your own conversion process and track each step. From the first interaction to booking a sales call, understanding where prospects drop off helps refine the process. Qualification of Leads: To avoid wasting time with unqualified leads, Kimberly advises adding qualification steps early in the funnel. This could include self-selection during sign-up or using qualifying questions when booking a sales call. Understanding the Audience's Needs: Researching the target market’s challenges is key. Kimberly recommends using online platforms like LinkedIn, Reddit, and Quora to find out what prospects are asking. Direct interviews with current clients can also provide valuable insights into their pain points. The Role of Emotion in the Sales Process: Kimberly highlights the importance of understanding the emotional aspect of your prospects' challenges. Asking follow-up questions about how they feel about their problems and how they affect their life helps tailor marketing to their true needs. Market Research Tools: Kimberly uses a simple one-question survey on the "Thank You" page after someone downloads a lead magnet to gather real-time insights about their challenges. This method helps refine her marketing content. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    26 mins
  • 125: Mitch Lewandowski – Selling with Generosity

    125: Mitch Lewandowski – Selling with Generosity
    Feb 10 2025
    Guest: Mitch Lewandowski Guest Bio: I was recently asked, "What’s your passion?" That made me think about who I am as a person, husband, father and contributor. As I considered my 35-plus years of leadership, it wasn’t about the deals I’d done or the places I’d gone. What made me tick and come alive was something so much more meaningful. It came down to the sense of purpose and fulfillment I’ve gotten through making a difference in the lives of the people and companies I've impacted. Helping an individual come alive and gain freedom to be a better person. Assisting a company to break free from costly and/or ineffective habits. Working with a customer that has given me passport into their lives and business and trusting me along the way of change that forever improves them. You can’t put a price on that. It’s priceless and it has no number. That’s my passion. Key Points: Genesis of Cymbionic: Founded a consulting firm to help businesses achieve health and wholeness. Focusing on investing knowledge gained from past experiences to support others. Concept of Healthy Organizations: Healthy organizations foster collaboration and shared beliefs among leadership teams. Emphasizing the importance of collective growth rather than individual gain. Engaging Teams in Vision Creation: Encourages inclusive brainstorming to develop a shared vision and destination. "If there’s no way in, there’s no buy-in": team involvement leads to greater commitment. Overcoming Resistance to Change: Leaders must inspire and equip teams rather than dictate actions. Leaders should be open to team input to find a mutually agreeable direction. Addressing Self-Limiting Beliefs: Look for candidates willing to take risks and learn from failures. Use motivational examples (like the “death crawl” from Facing the Giants) to challenge and inspire. Fostering Coachability and Teachability: Use the FAITH acronym (Faithful, Available, Interdependent, Teachable, Hungry) to screen candidates. Emphasize teamwork and the importance of interdependence for success. Behavioral Change Approach: Focus on capturing team members’ hearts to inspire behavioral change. Promote an environment where mistakes are viewed as learning opportunities. Continuous Improvement: Encourage ongoing dialogue and teamwork to refine strategies and maintain engagement. Highlight the importance of shared goals to drive collective success. Team-Oriented Mindset: Emphasis on collaboration and recognizing team contributions over individual achievements. The speaker values “we” over “me.” Look for individuals who are driven to help the team succeed rather than those focused solely on personal gain or material rewards. Learning from Others: Importance of understanding how candidates have successfully worked with various teams (like pre-sales and onboarding) to achieve goals. Community Engagement: Suggesting that salespeople participate in volunteer activities to cultivate a mindset of service and generosity, which can translate to better performance in the workplace. Client-Centered Approach: Emphasizing the need for salespeople to be genuinely interested in their clients, as building relationships leads to better outcomes. Awareness and Attunement: Encouraging salespeople to "raise their antenna" to be more receptive to client needs and signals, enhancing communication and relationship-building. Guest Links: cymbionic.com mitch@cymbionic.com About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    35 mins
  • 124: Andy Culligan – Aligning Sales & Marketing

    124: Andy Culligan – Aligning Sales & Marketing
    Feb 3 2025
    Guest: Andy Culligan Guest Bio: Andy is a marketing leader with a sales mindset. Andy excels in aligning marketing and sales teams to drive revenue growth. At AndyCulligan.com, he helps fast-growing SaaS startups achieve commercial success through strategic alignment. With nearly a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost. He is also the Founder & CEO of Purple Path, purplepath.io. Key Points: Sales Foundation: Need to have a strong foundation in sales and cold calling. Andy shared insights from his experiences. Career Journey: Andy discusses his transition from sales to marketing, focusing on digital marketing and marketing automation, eventually working in the tech and SaaS space for over a decade. Gaining insights from working in European markets and the US. Team Building: Building a team of fractional experts to provide cost-effective marketing and sales support, addressing a gap in expertise, particularly in SaaS. Sales and Marketing Alignment: Open communication is key. It’s essential to define what a lead is and establish clear expectations for nurturing those leads to avoid disconnects. Expectation Setting: Key to aligning sales and marketing is defining what a lead means and establishing clear expectations on how to nurture those leads. Success Stories: Andy shared an example of integrating SDR and marketing teams to improve pipeline creation, aligning compensation structures to incentivize collaboration. Scaling Strategies: Starting with company-level targets, calculating backward to determine necessary actions, and documenting plans to guide progress. Goal-Setting Importance: Stressed the significance of having clear, written goals and strategies, particularly for small to medium-sized businesses. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology.
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    29 mins

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