- 15 minutes 8 secondsMastering the D’Arce Choke & Sales Strategy // Flexibility, Reps & Business Growth | Wes Schaeffer | The BJJ and Biz Podcast
No plan survives contact with the enemy...yet you still plan.
Today, a white belt wanted to review the D'arce and anaconda choke in our morning BJJ training.
We spent time getting precise on the D'arce, how to finish it, even on larger opponents, and a few ways to enter it/set it up from top or bottom.
Then I get into some sales and business advice.
Takeaways
— Mastering techniques like the Darce choke requires practice and adaptation.
— Having a plan is essential, but flexibility is key when things change.
— Continuous improvement is a journey that takes time and dedication.
— In both Jiu-Jitsu and business, understanding transitions is crucial.
— Building relationships and offering value can lead to success.
— It's important to focus on one thing until you master it.
— Everything is hard until you get thousands of reps in.
— Don't be afraid to ask for help or guidance in your journey.
— Learning from others' mistakes can save you time and effort.
— Clarifying your thoughts through writing can enhance your understanding.
Sound bites
— "Small hinges swing big doors."
— "Don't stay stuck on something."
— "Learn from my pain."
Chapters
00:00 Mastering the Darce Choke
02:27 The Importance of Flexibility in Training
04:53 Strategic Transitions in Jiu-Jitsu
07:21 The Hard Truths of Learning
09:51 The Power of Consistency and Reps
12:14 Offering Value and Building Relationships
Sponsors:
- ActiveCampaign: Get the best all-in-one CRM, email, e-commerce, funnel builder, and more for just $15/mo
- Mindstudio.ai: Try 100+ AI Agents and build your own, completely free. Build and launch custom Agents as low as $16/mo + usage. (1,000X more efficient, effective, and affordable than hiring and training an overseas assistant!)
- 12 Weeks To Peak™: Take control of your faith, family, fitness, and finances once and for all. Choose from my free habit tracker, private coaching, group, or small teams.
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
5 September 2025, 6:39 pm - 12 minutes 5 secondsAssumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer | The BJJ and Biz Podcast
#BJJ #TheBJJandBIZPodcast #Business #SalesTraining
Summary
In this monologue, I get into the importance of avoiding assumptions in both martial arts and sales. (My new ABCs of Selling includes, "Always Be Curious.")
I share personal experiences from a recent training session and draw parallels to decision-making processes in sales, emphasizing the need for curiosity, concise communication, and understanding team dynamics.
Takeaways
- Assuming can lead to misunderstandings and missed opportunities.
- It's essential to remain open-minded and avoid making assumptions about others' skills or roles.
- In sales, decision-making often involves multiple stakeholders, not just the person with the title.
- Always ask who else is involved in the decision-making process.
- Objections in sales can often be anticipated and addressed up front.
- Effective communication requires curiosity and the ability to listen.
- Sales strategies should focus on building consensus among team members.
- Avoid using weak language that invites objections.
- The new ABCs of selling include being curious, concise, and courteous.
- Always be prepared to adapt your approach based on the conversation.
Chapters
00:00 The Dangers of Assumptions
06:03 Understanding Decision-Making in Sales
10:56 The New ABCs of Selling
Sponsors:
- ActiveCampaign: Get the best all-in-one CRM, email, e-commerce, funnel builder, and more for just $15/mo
- Mindstudio.ai: Try 100+ AI Agents and build your own, completely free. Build and launch custom Agents as low as $16/mo + usage. (1,000X more efficient, effective, and affordable than hiring and training an overseas assistant!)
- 12 Weeks To Peak™: Take control of your faith, family, fitness, and finances once and for all. Choose from my free habit tracker, private coaching, group, or small teams.
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
3 September 2025, 7:40 pm - 45 minutes 33 secondsThe Future of Marketing // How AI Content Creation & Automation Boost Sales: Wes Schaeffer & Roger Bauer
#AItools #marketing #automation #salesstrategies #digitalmarketing
Summary
In this conversation, I catch up with my longtime friend and colleague, Roger Bauer, to discuss the significance of AI tools in marketing and sales.
We explore various AI platforms, their capabilities, and how to effectively utilize them for content creation and business growth.
The discussion emphasizes the importance of building trust in AI, understanding its limitations, and the practical applications of AI in enhancing marketing strategies.
We also highlight the need for businesses to embrace AI technology to stay competitive in the evolving digital landscape.
Takeaways
— AI tools are essential for modern marketing strategies.
— Building trust in AI is crucial for effective communication.
— Understanding different AI platforms can enhance content creation.
— Practical applications of AI can streamline business processes.
— Free AI tools provide a great starting point for businesses.
— Embracing AI technology is necessary for staying competitive.
— AI can help create unique content that reflects individual styles.
— Overcoming confusion about AI is key to successful implementation.
— Investing time in learning AI tools pays off in the long run.
— Marketing agencies must adapt to the changing landscape of AI.
Sound bites
"Pick one, run with it."
"It's a brave new world."
Chapters
00:00 Introduction and Background
01:19 The Role of AI in Sales
05:00 Understanding AI Confusion
07:07 Creating Personalized AI Content
10:34 Free Tools for AI Content Creation
13:09 Choosing the Right AI Tool
18:11 Practical AI Implementation
19:08 Introduction to AI and Prompt Engineering
21:23 Analyzing Writing Styles with AI
24:01 Utilizing AI for Content Creation
26:47 Training AI on Personal Voice
29:39 Building Your Unique Voice with AI
31:36 The Future of Content Creation and Marketing
33:44 Custom AI Tools for Writing
Sponsors:
- ActiveCampaign: Get the best all-in-one CRM, email, e-commerce, funnel builder, and more for just $15/mo
- Mindstudio.ai: Try 100+ AI Agents and build your own, completely free. Build and launch custom Agents as low as $16/mo + usage. (1,000X more efficient, effective, and affordable than hiring and training an overseas assistant!)
- 12 Weeks To Peak™: Take control of your faith, family, fitness, and finances once and for all. Choose from my free habit tracker, private coaching, group, or small teams.
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
29 August 2025, 4:13 pm - 59 minutes 26 secondsOutbound Prospecting // How LinkedIn Automation Can Boost Your Sales Fast: HeyReach & Ilija Stojkovski
Takeaways
- The importance of personalization in outreach efforts
- LinkedIn is not just a social platform; it's a data warehouse.
- Inbox saturation is a significant challenge for marketers.
- Hyper-personalization can lead to new forms of saturation.
- Referrals are crucial for building trust and gaining new clients.
- Sales strategies must evolve with changing technology.
- Human connection remains vital in sales processes.
- Businesses should focus on their core metrics, like cash flow.
- The future of sales will likely involve more in-person interactions.
- Adaptability is key in the ever-changing marketing landscape.
Chapters
00:00 Introduction to HeyReach and Outbound Strategies
02:43 Understanding LinkedIn's Data and Automation
05:45 Navigating LinkedIn's Changing Landscape
08:31 The Complexity of Outbound Marketing
11:23 The Role of Personalization in Outreach
14:05 The Impact of AI on Marketing Strategies
16:39 Finding Relevance in Communication
19:48 Cultural Differences in Outreach Approaches
22:37 Best Practices for LinkedIn Engagement
27:46 Exploring Timeliness in Solutions
28:47 The Role of Automation in Outreach
30:02 Evaluating CRM Needs for Different Businesses
32:05 Cleaning and Segmenting CRM Data
34:20 The Importance of Multi-Channel Outreach
37:21 Understanding the Cost of Advertising
37:59 Optimizing Lead Generation Strategies
41:25 Building Trust Through Referrals
44:30 Market Validation and Customer Feedback
Sponsors:
- ActiveCampaign: Get the best all-in-one CRM, email, e-commerce, funnel builder, and more for just $15/mo
- Mindstudio.ai: Try 100+ AI Agents and build your own, completely free. Build and launch custom Agents as low as $16/mo + usage. (1,000X more efficient, effective, and affordable than hiring and training an overseas assistant!)
- 12 Weeks To Peak™: Take control of your faith, family, fitness, and finances once and for all. Choose from my free habit tracker, private coaching, group, or small teams.
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
22 August 2025, 6:41 pm - 1 hour 1 minuteAI In Sales // Chris Daigle, Founder of ChiefAiOfficer.com // Do AI Right To Grow Sales
#12WeeksToPeak #SalesTraining #salesautomation #GrowthMindset
Summary
I sat down with Chris Daigle to discuss the transformative impact of AI on business and everyday life.
We explore how AI is not just a technological advancement but a revolution that is reshaping industries.
Chris shares insights on practical applications of AI, the importance of adapting to this change, and the resources available for individuals and businesses to become proficient in AI.
The discussion emphasizes the urgency of embracing AI to stay competitive and the potential for significant productivity gains.
Takeaways
- AI is a transformative force, akin to the industrial revolution.
- Businesses must adapt quickly to leverage AI for growth.
- AI can significantly increase productivity and efficiency.
- Training and community support are essential for mastering AI.
- Even non-technical professionals can become AI experts.
- AI tools are becoming increasingly accessible and affordable.
- The competitive landscape is shifting rapidly due to AI.
- AI can enhance decision-making and strategic planning.
- Understanding AI's capabilities is crucial for business leaders.
- AI is not a replacement for humans, but a tool to augment their capabilities.
Chapters
00:00 The AI Revolution: A New Era Begins
10:14 Transforming Business with AI: Real-World Applications
18:50 AI in Healthcare: The Future of Medical Practice
22:22 Automating the Mundane: Finding Efficiency with AI
23:41 AI in the Workplace: Love or Loathe?
25:40 The Human-AI Collaboration: Finding Balance
28:53 Transforming Performance with AI
29:38 AI Transformation: Training the Workforce
32:38 Navigating the AI Landscape: Opportunities and Risks
35:14 Sales Strategies: Leveraging AI for Success
38:18 The Future of Work: Adapting to AI Innovations
43:34 AI's Impact on Various Professions
44:53 Building a Community Around AI Learning
Nuggets
"AI is here to stay!"
"AI is shifting what needs to be done."
"You have to do it; it's an arms race."
Market like you mean it. Now go sell something.
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
19 August 2025, 4:26 pm - 54 minutes 21 secondsAI In Sales // Jason Benedict, Founder of Automation Agency // Automate, Integrate, Dominate, Celebrate
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.
We touch on the costs associated with setting up AI systems, the importance of multi-channel communication—multi-media, multi-step—and I get him to give a live demonstration of an AI agent in action.
Connect With Jason to See This In Action:
Text: Agency to 947.777.7332 or call or visit:
Automation.Agency
Takeaways
AI is revolutionizing the sales process.
Automation can save businesses significant time and money.
Voice AI can operate 24/7, enhancing customer service.
Understanding your data is crucial for effective AI implementation.
AI can outperform traditional sales methods by a large margin.
Small businesses can benefit greatly from AI solutions.
The setup of AI agents can be quick and efficient.
AI can capture customer information in real-time.
Multi-channel communication is essential for modern marketing.
Businesses should start with simple tasks to integrate AI.
Chapters
00:00 Introduction to AI in Sales
02:41 The Evolution of AI and Its Impact
05:26 Utilizing AI for Outbound Strategies
08:07 Legal Considerations in AI Communication
10:50 Cost-Effectiveness of AI Solutions
13:38 Building and Training AI Agents
16:14 Subscription Models and Maintenance of AI
18:58 Scalability and Suitability of AI for Businesses
23:28 Managing AI Updates and Knowledge Bases
25:44 The Role of AI in Business Automation
29:01 Multi-Channel AI Communication Strategies
31:45 Live Demo with AI Agent Ava
35:58 Implementing AI for Business Growth
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
9 August 2025, 12:05 am - 52 minutes 30 secondsSelling With AI // Practical AI Tips To Grow Your Sales and Improve Your Marketing With Jeremy Shapiro on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
Jeremy Shapiro is back after many years.
We discuss his new book as well as the intersection of AI and business growth today...which will be different tomorrow!
But you can use technology to enhance your sales and marketing strategies. As usual, automation is important as well as the entrepreneurial mindset, which is probably the toughest component of all of this.
We get into a few more things...but I don't want to spoil it for you.
00:00 Introduction to AI and Business Growth
08:31 The Evolution of Technology in Business
11:08 Sales and Marketing Strategies for Growth
13:58 The Role of Automation in Business Efficiency
16:37 Entrepreneurial Mindset and Problem Solving
19:17 The Importance of Testing and Implementation
21:59 Leveraging AI for Business Optimization
24:43 The Value of Mentorship and Continuous Learning
27:08 Final Thoughts on Business Growth and AI
41:27 Introduction and Context
44:11 Embracing Change and Personal Growth
46:17 The Importance of Focus and Mastery
48:55 Leveraging AI and Automation for Business Success
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
31 July 2025, 4:37 am - 46 minutes 59 secondsEntrepreneurship // Donny Hackett Shares How To Launch Your SaaS Side Hustle...and Keep Salespeople Honest on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
Donny Hackett is the founder of VeriDeal.
He is launching this with a friend/partner because when he got laid off from AWS, he found his job efforts thwarted by other sales reps who had no problem lying about their accomplishments.
So he created a new SaaS platform for sales reps to verify and track their closed deals. We get into Donny's background in sales, the importance of trust and verification in the sales process, and how technology, particularly AI, is changing the landscape of sales.
I grilled Donny pretty hard about how he has developed VeriDeal and how it solves the problem he says it does.
Whether you need the app or not, you will benefit from listening to how he has balanced a growing family, his day job, and entrepreneurship.
He’s excited about the launch as am I, so let’s get this party started.
00:00 Introduction to Truth in Deals
18:23 Donny Hackett's Sales Journey
21:05 The Need for Verideal
24:00 Challenges in Hiring and Verification
26:49 Building Verideal: The Technical Side
29:48 Balancing Day Job and Startup
32:33 Preparing for Launch
35:28 Future of Verideal and Market Impact
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
5 July 2025, 9:29 pm - 1 hour 7 minutesPersuasion Training // The 10 Commandments of Sales With Dr. Persuasion
Dr Persuasion, Yaniv Zaid, joins me on episode 720 of The Sales Podcast to discuss his book, "The 21st Century Sales Bible: Mastering The 10 Commandments of Marketing, Negotiation, & Persuasion."
00:00 Introduction to Dr. Yanniv Zaid
02:59 The Journey from Air Force to Sales Training
06:09 The Evolution of Sales in the Digital Era
09:01 Authenticity in Sales and Marketing
12:11 The Role of AI in Sales
14:59 Dr. Persuasion: The Man Behind the Name
17:51 Sales as a Religion: The 21st Century Sales Bible
26:59 The Value Market vs. Price Market
29:06 Creating Exclusivity and Status in Branding
32:24 The Importance of Authenticity in Sales
35:29 The Role of Social Proof in Decision Making
39:21 The Shift Towards Transparency in Business
42:02 Persuasion Techniques in Sales and Law
44:53 The Art of Listening in Sales Conversations
48:00 Identifying and Quantifying Client Pain Points
50:40 Building Trust Through Authenticity and Social Proof
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
17 June 2025, 4:13 pm - 58 minutes 13 secondsEntrepreneurial Advice // Walked away from the 150-person company he founded to be an entrepreneur // Mike Pritchett shares how to win on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
#12WeeksToPeak #PersonalDevelopment #SelfImprovement #GrowthMindset #LifeLessons
Show notes:
https://thesaleswhisperer.com/blog/mike-pritchett
Guest Site: https://www.buzztrail.ai/
Guest LinkedIn: https://www.linkedin.com/in/mike-pritchett/
Company LinkedIn: https://www.linkedin.com/company/buzztrail-ai/
Take control of your life with 12 Weeks To Peak™.
Need a CRM? Check out this marketing automation tool for $19/mo.
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
12 June 2025, 3:49 am - 28 minutes 13 secondsSales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
#12WeeksToPeak #salestraining #SelfImprovement
I'm going solo today to start year 13 of The Sales Podcast, episode 718.
I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.
Our job in sales is to disqualify prospects, engage them effectively, and ask the right questions.
I share insights from my extensive experience in sales, highlighting the need for curiosity and understanding the prospect's needs.
I had a little mishap with my standing desk...and then get into sales techniques, focusing on how to start the conversation in sales and handle unexpected challenges.
Improve your sales process with these insights and close more sales by having better business conversations.
Get ready for a season of growth via great sales training!
"Our job is to disqualify the prospect, not qualify."
"Your prospects are not you."
"Hearing no early is a win."
"Selling is the transference of a feeling."
"You either win or you learn."
"You prove you're different by being different."
00:00 Introduction to Flipping the Script
03:01 Understanding the Sales Process
06:02 The Importance of Disqualifying Prospects
08:54 Engaging with Prospects Effectively
12:11 The Role of Curiosity in Sales
15:00 Recognizing the Prospect's Needs
18:04 Asking the Right Questions
21:00 Using Control in Conversations
24:00 The Human Element in Sales
26:48 Final Thoughts on Sales StrategiesGet daily tips to get better at sales, business, and BJJ.
Need a $19 CRM?
Connect with me:
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
5 June 2025, 4:27 pm - More Episodes? Get the App