Today, I sit down with New Zealander St John (pronounced "sin-jin") Craner.

He's a rural sales expert, which means he knows how to sell human-to-human.

We get into the intricacies of sales training, particularly within the rural sector.

St John shares his journey from marketing to sales training, emphasizing the importance of understanding the psychology behind selling.

We chat about the unique challenges faced by rural salespeople and the significance of building genuine relationships with clients in all markets.

We also highlight effective strategies for attracting clients and the necessity of focusing on the basics of sales rather than gimmicks as well as the importance of building relationships in sales, emphasizing the need for consistency and mastering the fundamentals.

And a few more things that will help you sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it.

Guest Site: https://www.ruralsalessuccess.com/

Guest LinkedIn: https://www.linkedin.com/in/stjohncraner/

Guest Facebook Group: https://www.facebook.com/groups/285326399207141/

00:00 Introduction and Personal Stories

03:01 Transitioning to Sales Training

06:08 Understanding the Rural Sales Landscape

09:02 The Psychology of Selling

12:03 Coaching Mindsets and Sales Success

14:53 The Importance of Client Relationships

18:04 Finding and Attracting Clients

21:03 Building a Reputation in Niche Markets

23:56 Effective Referral Strategies

30:53 Building Relationships for Success

33:19 The Importance of Consistency in Sales

35:29 Mastering the Fundamentals

37:41 The First Sale: Selling to Yourself

42:25 Warm Calling vs Cold Calling

45:59 Serving Over Selling

Join The Inner Circle:

https://info.wesschaeffer.com/inner-circle-silver

Market like you mean it.

Now go sell something.

SUBSCRIBE to grow your sales.

https://www.youtube.com/@TheSalesWhispererWes

-----

Connect with me:

Twitter -- https://twitter.com/saleswhisperer

Instagram -- https://instagram.com/saleswhisperer

LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/

Podcast -- https://creators.spotify.com/pod/show/fixerwes

BUSINESS GROWTH TOOLS

https://12WeeksToPeak.com

https://CRMQuiz.com

https://MakeEverySale.com

BEN LYTLE is a self-made serial entrepreneur and CEO known for being ahead of the curve. He has launched seven successful companies to date, creating billions in market value, including NYSE-listed Acordia, Inc., and Anthem (now Elevance Health), with a current market value of more than $120 billion. He is a healthcare policy expert who chaired or served on state and presidential healthcare commissions and a governance leader with extensive public company experience. Ben has identified five change forces converging to create a New Reality and recommends optimal adaptive actions for individuals, businesses, and social institutions. Wisdom is easier to develop than generally assumed and can be accelerated. It has been taught for thousands of years, and literature is abundant. Technology can make wisdom easily accessible to learn and apply in decision-making. A growth mechanism inside everyone awaits to assist and guide. Routine unconscious practices performed consciously and intentionally accelerate wisdom. Adults can develop wisdom regardless of age, educational background, or social standing. Little or no expense and nominal daily time are required. The pursuit of wisdom is personal and private, with no need to disclose to others or join anything. All that is needed is a heartfelt, unwavering commitment to becoming your best while equally serving others. Guest Site: https://potentialistfuture.com

Guest LinkedIn: https://www.linkedin.com/in/ben-lytle-a6a0b914/

Guest YouTube: https://www.youtube.com/@ben.lytle.potentialist

0:00 Introduction to Ben Lytle and His Achievements  03:10 The Interconnection of Wisdom and Potential 06:09 Navigating Change in a Rapidly Evolving World 08:48 The Role of Adversity in Personal Growth 11:49 The Future of Healthcare and AI Integration 14:53 Embracing AI as a Tool for Productivity 18:05 The Importance of Adaptation in a Declining Population 25:50 Embracing AI and Robotics for Progress 28:43 Creating Your Digital Alter Ego 30:35 Revolutionizing Personal Health Records 34:57 Navigating Sales Challenges in a Changing Market 39:42 The Pursuit of Wisdom in Modern Society 43:56 Practical Steps to Achieve Your Goals Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- https://www.linkedin.com/in/thesaleswhisperer/ BUSINESS GROWTH TOOLS https://12WeeksToPeak.com

https://CRMQuiz.com

https://MakeEverySale.com

Takeaways

Parenting can be both joyful and challenging, especially with large families. Entrepreneurship requires a willingness to take risks and learn from failures. The timeline between idea and action can be short for those willing to embrace risk. Failures should be viewed as learning opportunities rather than setbacks. AI is transforming the sales and customer service landscape, making processes more efficient. Understanding when to quit a venture is crucial for long-term success. Building strong teams is essential for scaling businesses effectively. The importance of personal interaction in sales remains, even with the rise of AI. Balancing multiple businesses can lead to stress and pressure on personal life. Success in business often comes from a combination of hard work, resilience, and adaptability. AI is significantly impacting the call center and customer service industries. Old school sales techniques remain effective in today's market. Local events and networking are crucial for business growth. Listening is a vital skill for successful salespeople. Balancing family life with business is essential for fulfillment. Success should be redefined beyond just financial achievements. Understanding personal values is key to true success. AI can enhance sales processes, especially for high-volume products. The emotional connection to family can be more fulfilling than business success. Enjoying the journey of family life is important for overall happiness. titles 00:00 The Joys and Challenges of Parenting 06:10 Navigating Success and Failure in Business 14:04 Understanding When to Quit vs. Persist 19:52 The Future of Customer Service with AI 26:39 Old School Sales Techniques in a Modern World 31:39 Balancing Family Life and Business Success 41:10 The Future of AI in Customer Engagement Guest Site: https://jovee.ai/ Guest Site: https://sales-hub.com/ 

Guest LinkedIn: https://www.linkedin.com/in/titus-jumper-597207162/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. ----- onnect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

"If I don't do it now, I will never go."

"Without clients, I don't have a business."

"I have a 99.3% rate of success."

00:00 Andrei Mincov's Journey: From Russia to Dubai

05:48 Navigating Legal Education in Canada

11:23 The Birth of Trademark Factory

17:22 The Challenges of Leaving Law Behind

22:19 Validation Through Doubt

27:50 Comprehensive Trademark Search and Assessment

37:50 When to Consider Trademarking Your Brand

• Andrei's journey from Russia to Dubai shaped his entrepreneurial spirit.
• Transitioning from lawyer to entrepreneur requires a shift in mindset.
• Trademark Factory was born out of a desire to help entrepreneurs.
• Understanding client needs is crucial for business success.
• A flat fee for trademark registration can prevent unexpected costs.
• The importance of a money-back guarantee in service-based businesses.
• Building a brand is an investment in the future of a business.
• Trademark registration is essential for protecting intellectual property.
• Many businesses underestimate the value of their brand.
• Legal services should be viewed as a service, not a profession.

Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, Bernie Kassar and I delve into the intricacies of sales compensation plans, emphasizing the importance of simplification and alignment with business objectives. Bernie shares insights from his extensive experience in the field, discussing the transition from traditional compensation structures to more effective models that motivate sales teams. The discussion also touches on the role of technology in automating commission calculations and the significance of motivation and inspiration in driving sales performance. We also discuss the challenges of distractions in the digital age, emphasizing the importance of time management and personal accountability. We explore how different generations are motivated and the need for effective leadership in sales teams and we also highlight the role of technology in sales, the necessity of training, and the importance of connecting with potential clients. We wrap up with a light-hearted discussion about personal connections and the influence of media on public perception. GUEST INFO: Guest Site: https://latitude39.com/contact/ Guest LinkedIn: linkedin.com/in/berniekassar Chapters 00:00 Understanding Sales Compensation Plans 03:07 The Importance of Simplification in Comp Plans 05:58 Transitioning Compensation Structures 08:46 The Journey from Employee to Founder 12:02 The Role of Technology in Sales Compensation 15:03 Motivation and Inspiration in Sales Teams 24:04 Navigating Distractions in a Digital Age 25:11 Empowering Individuals Through Time Management 26:40 Understanding Generational Differences in Motivation 28:08 Building Accountability in Sales Teams 30:06 Leveraging Technology for Sales Success 32:39 The Importance of Training and Standardization 33:45 Connecting with Potential Clients 35:25 Offering Value to Startups 36:29 Navigating Personal Connections and Travel 39:01 Staying Positive Amidst Media Frenzy Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhispererInstagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Takeaways Direct mail remains a viable marketing resource. Understanding visitor behavior is crucial for effective marketing. Response attribution helps validate marketing ROI. Audience targeting is essential for successful campaigns. Creative strategies should be informed by data insights. Compliance in marketing data is increasingly important. B2B and B2C marketing strategies can leverage similar data. Technology is reshaping consumer behavior and marketing practices. Effective marketing requires a mix of traditional and digital strategies. Marketers must continuously adapt to changing consumer preferences. 00:00 Introduction to Jim Harenchar and Response Marketing Group 06:07 Data-Driven Marketing: Understanding Visitor Behavior 11:55 The Importance of Audience Targeting in Marketing 18:07 Navigating Compliance in Marketing Data 24:08 The Future of Marketing: Technology and Consumer Behavior 30:03 Conclusion and Resources for Marketers GUEST INFO: Guest Site: rmg-usa.com/thesalespodcast/  Guest LinkedIn: https://www.linkedin.com/in/jharenchar/ Guest YouTube: https://www.youtube.com/@responsemarketinggroup2218/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this episode of the CRM Sushi Podcast, I interview Aurelien Vasinis, a tech entrepreneur with a unique background in political science and finance. https://www.youtube.com/@UCzGYzumNezGjNVcz2cjEk4A https://www.youtube.com/@UCy27aBEnFjXU8kSqGjuropQ Aurelien shares his journey from studying political science to becoming a hands-on product manager and developer in the tech industry. He discusses the importance of distributed teams, the evolution of his current business, Kuration AI, and how it leverages agent workflows to automate lead generation and market research. The conversation also touches on the differences between Kuration AI, Clay, and Zapier, and the significance of targeted lead generation strategies for small businesses. Aurelien concludes with a demonstration of Kuration AI's capabilities, showcasing its user-friendly interface and powerful features. We get into the challenges and solutions in data management, particularly for small businesses and solopreneurs. He emphasizes the importance of automation tools like Zapier, the complexities of data subscriptions, and the need for customizable data filters. Aurelien also shares insights on effective cold emailing strategies, the evolving landscape of platforms like Product Hunt, and the pricing structure of his service, KurationAI, which aims to simplify the research process for users. GUEST INFO: Guest Site: https://www.kurationai.com/ Guest LinkedIn: https://www.linkedin.com/company/kuration-ai/ Guest LinkedIn: https://www.linkedin.com/in/vasinis/ Chapters 00:00 Introduction and Background 03:01 Transitioning from Political Science to Tech 05:56 Building Distributed Teams 08:59 The Evolution of Curation AI 11:51 Understanding Agent Workflows 15:05 Curation AI vs. Clay and Zapier 17:58 Targeting and Lead Generation Strategies 21:01 Demonstration of Curation AI 28:57 Leveraging Automation Tools for Data Management 30:10 Navigating the Complex Landscape of Data Subscriptions 32:09 Customizing Data Filters for Targeted Outreach 34:49 Building a User-Friendly Research Tool 40:45 Creating a Sustainable Business Model 43:35 Effective Cold Email Strategies for Lead Generation 49:02 Evaluating the Impact of Product Hunt 50:24 Understanding Data Point Pricing and Usage Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this conversation, Ken Lundin and I explore the dynamics of sales growth, the impact of technology on communication, and the importance of curiosity in sales. We discuss the myths surrounding product-led growth, emphasizing the need for a client-centric approach. The conversation also touches on the challenges faced by modern salespeople, the role of AI in sales communication, and the necessity of proper sales training and skill development. And Ken shares insights on launching 'Get Sales Fit', a newsletter aimed at helping sales professionals improve their performance while maintaining a healthy work-life balance. Chapters 00:00 The Power of Technology in Sales and Parenting 03:04 Curiosity and Its Impact on Sales 06:06 The Myths of Product-Led Growth 08:52 Client-Centric Selling: Understanding Customer Needs 12:10 The Challenges of Modern Sales 14:57 The Role of AI in Sales Communication 18:03 Sales Training and Skill Development 21:10 The CRM Conundrum 24:03 Understanding Sales Processes 25:56 Testing and Metrics in Sales 28:06 Cold Email Strategies 29:54 Marketing and Client Engagement 31:58 The Role of Sales in Business 34:02 Advertising Strategies and Trends 35:46 Launching 'Get Sales Fit' GUEST INFO: Get his free book: https://drivingtraction.com/ Guest LinkedIn: https://www.linkedin.com/in/kglundin/ Guest Site: https://revheat.com/ Get Sales Fit: https://newsletter.getsalesfit.com/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Meet Gui Costin, founder and CEO of Dakota, an investment services company that has helped clients raise more than $40B since its launch. But Gui's story goes beyond just numbers—he's an innovator who's transforming what it means to build a successful workplace culture in the world of finance. As the author of "Millennials Are Not Aliens" and "The Dakota Way," Gui brings new perspectives to marketing, leadership & sales in the investment world. His people-focused approach has led him to build two companies generating $20 million every year by prioritizing what he believes matters most: people. (A strategy that has had him featured in Forbes, Inc., and appearing on Yahoo Finance's morning show!) His "no-policy policy" fosters autonomy and trust, while his talent for engaging millennial and Gen Z workers challenges traditional management styles. Gui's journey—from his initial career in real estate to founding Dakota—is filled with insights on building strong company cultures, modernizing sales processes, and adapting leadership styles that motivate and inspire teams across generations. —Cultivating a Culture of Calm: How Trust and Autonomy Drive High Performance —The No-Policy Policy: Empowering Employees in The Modern Workplace —Selling in The Digital Age: Leveraging Content and Relationships to Reach RIAs —Bridging The Generational Divide: Leadership Strategies for a Multigenerational Workforce —From Founder to Coach: Guiding Your Sales Team to Success Through Mentorship 00:00 Introduction to Gui Costin and Dakota 02:23 Leveraging Content for Business Growth 04:02 Learning from Failure: The Birth of a New Business 06:09 Generational Perspectives in the Workplace 08:05 Results Over Reasons: A Mindset for Success 08:58 Transitioning from Employee to Entrepreneur 12:19 The Importance of Leadership and Mentorship 15:20 Creating a Positive Work Culture 18:11 Kindness vs. Niceness in Leadership 19:51 The Importance of Continuous Feedback 22:42 Hiring for Culture and Team Dynamics 23:58 Iterating on Existing Ideas 27:30 Identifying and Solving Acute Problems 28:18 Overcoming Excuses and Taking Action 32:32 Learning from Failures and Adjusting Strategies 34:12 The Value of Responsiveness in Business 38:41 Final Thoughts and Resources for Entrepreneurs Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

• Mischa transitioned from a sales career to podcasting after retirement.
• He initially struggled with imposter syndrome in online marketing.
• The importance of video testimonials for businesses is highlighted.
• Mischa's podcast journey began with a focus on storytelling and rebirth.
• He emphasizes the need for a clear strategy when guest speaking on podcasts.
• High-end masterminds can be valuable but often require refined offers to succeed.
• Mischa advocates for starting with guest speaking before launching a podcast.
• Effective networking is crucial for monetizing podcast appearances.
• He shares a simple pitch strategy for reaching out to podcast hosts.
• Mischa believes in serving the audience during interviews to create value. Merging and blending ideas can lead to creative outcomes.
• Follow-up is crucial in podcast guesting; many miss opportunities due to lack of response.
• Maximizing podcast appearances involves strategic follow-up and content repurposing.
• Building an influence army can enhance your reach and authority.
• Pricing strategies should evolve; starting low can create urgency for future increases.
• Podcasting can enhance credibility, even if the content isn't widely listened to.
• It's essential to present oneself professionally during podcast appearances.
• Memorable branding and URLs can significantly impact marketing success.
• Many professionals miss opportunities by not following up or promoting their appearances effectively.
• The podcasting journey is about continuous learning and adapting.

GUEST INFO:

• Guest Site: Chief Influence Officer - TheInfluenceArmy
• Guest Site: The Table Rush Talk Show
• Get his free downloadable podcast guest speaking guide!
• Guest Speaking Masterclass
• Influence Army Membership Trial Offer
• Guest LinkedIn: https://www.linkedin.com/in/mischaz/

Sales Growth Tools Mentioned

• Hire The Best Speaker for your sales meeting or marketing conference
• Take The CRM Quiz: get a free consultation with me
• Get The “Whisper Starter Pack"
• Automate your sales for $15

• Being badass is about owning your identity.
• Confidence is built over years of experience.
• Unique branding can set you apart from competitors.
• Self-promotion is crucial for success in business.
• Navigating social media requires curation and focus.
• Coaching small agencies can lead to significant growth.
• Effective advertising requires a clear understanding of your audience.
• The sale is just the beginning of the relationship.
• Branding should reflect authenticity and uniqueness.
• Ads should enhance an already successful funnel. It's gonna be a problem if you think, oh, I did it.
• The work really truly begins after the initial sale.
• Certain kinds of businesses can benefit from churn.
• Building trust is essential before pitching services.
• Selling a small initial service can lead to bigger sales later.
• Proposals should not be fishing expeditions.
• Empower clients by giving them ownership of their projects.
• Community engagement is key for service providers.
• Free resources can attract potential clients.
• Maintaining a work-life balance is crucial for mental health.

Chapters

GUEST INFO:

• Guest Site: https://www.nobsagencies.com/
• Pia Silva LinkedIn: https://www.linkedin.com/in/piapiasilva
• Free Bonus: Get a free audio version of Pia's book Badass Your Brand: The Impatient Entrepreneur's Guide to Turning Expertise into Profit: nobsagencies.com/the-sales
• Pia Silva Instagram: https://www.instagram.com/pialovesyourbiz/
• Free Blueprint on how to scale your branding agency to $30k+ months without employees
• Use Pia’s FREE calculator to discover the price you must charge to achieve freedom in your branding business
• Grab Pia’s best-selling book Badass Your Brand OR download the first chapter FOR FREE
• Get the free audio book
• Listen to Pia's podcast “No BS Agency Podcast”
• Check out Pia's No BS Agency Owners Free Facebook Group

Sales Growth Tools Mentioned

• Hire The Best Speaker for your sales meeting or marketing conference
• Take The CRM Quiz: get a free consultation with me
• Get The “Whisper Starter Pack"
• Automate your sales for $15