Sean Piket - Podcast Details

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$ALL ABOUT START-UP\'S$ ALL ABOUT START-UP'SSean Piket - CEO of RevXsellAI and the buyers journey 2025-02-0449 min

The Inside ScoopScaling Revenue Growth with Sean Piket - The Inside Scoop EP 3Episode SummaryIn this episode of The Inside Scoop, Sean Piket, a veteran in the B2B tech industry, shares his journey of 27 years in sales leadership and revenue growth. From his early days as an account executive to leading SaaS companies to funding milestones, Sean has built a career helping organizations scale from founder-led sales to structured team selling.About Sean PiketSean Piket is the founder of RevXsell and a fractional Chief Revenue Officer (CRO) with over 27 years of experience in the B2...2025-01-2343 min

Closing Time: quick insights from sales & marketing expertsEntering the Buyer-Led Growth Era (& How it Impacts Your Go-to-Market Motions) -- with Sean PiketYou’ve heard of the six go-to-market motions, but there's a new kid on the block...buyer-led growth. Meet Sean Piket, a fractional CRO and founder of RevXsell. Sean is passionate about buyer-first, customer-centric B2B selling, and he coined buyer-led growth to help sellers recognize the way today’s buyer wants to buy. This isn't a new motion but rather a driver that influences all six current motions—removing friction, teaching your sellers to be facilitators of the buying process, and redeploying your SDRs are all on the table. Learn more in this episode of Closing Time.2024-09-0219 min

The Data Insights PodcastSales Analytics with Sean Piket, SVP of Sales & Marketing at ConverSightCo-Founder and CEO Ganesh Gandhieswaran welcomes SVP of Sales & Marketing Sean Piket to the podcast. The pair discuss Sean's immense background in Sales and Marketing, how companies are addressing analytic shortages today, and how AI fills the gap.Sponsored by ConverSight 2023-06-2920 min

Sales Integrity66: Steve Benson Interview - Sell Like a BadgerSteve Benson is the Founder & CEO of Badger Maps, the #1 app for route planning and scheduling to help outside sales reps save up to 10 hours every week in busy work - so that they can focus on selling more. Prior to launching Badger Maps Steve thrived in outside sales roles for IBM, Autonomy and Google, where he was recognized as Google Enterprise's Top Performing Sales Rep in the World for 2009 (227% of quota for the year). So Steve knows a thing or two about selling like a badger in an outside sales role. Throughout this interview Steve shares valuable insights...2018-04-0538 min

Sales Integrity65: JV Crum III Interview - Conscious Millionaire MindsetJV Crum III is the host of the very popular podcast, Conscious Millionaire, which has 12 million listeners in over 190 countries with over 1000 episodes broadcasted. INC Magazine named Conscious Millionaire one of the Top 13 Business Podcasts for 2017. JV is also author of the best-selling book by the same name - Conscious Millionaire. JV is a High Performance coach and has come on the Sales Integrity Podcast to discuss the power of Mindset and Prosperity Thinking to help our audience achieve High Performance. On this episode you will find out why setting goals doesn't work and what you should do instead. T...2018-03-0736 min

Sales Integrity64: The 3 Pillars of Prospecting On PurposeOn this episode of the Sales Integrity Podcast we discuss whether or not you are already behind your numbers just midway through the 1st Quarter of 2018 and clarify the cause for why you might struggle to achieve your goals. Furthermore, we discuss how to create a Quarterly Sales Plan (i.e. your Sales Business Plan). More specifically, we walk through a high level overview of The 3 Pillars of Prospecting On Purpose and how you can leverage these pillars for creating your customized sales plan. Most importantly, we discuss executing your plan on a consistent weekly basis through the lens...2018-02-2117 min

Sales Integrity63: Scott Ingram Interview - Sales Success StoriesScott Ingram's passion lives at the intersection of marketing, sales and technology. As a sales practitioner, Scott is a Strategic Account Manager at Relationship One, a company that empowers organizations to modernize their marketing through strategy, technology and data. In addition to Scott's role at Relationship One, he is the host of two popular podcasts - "Sales Success Stories", where he deconstructs world class sales performers (individual contributors) to understand the habits, mindsets, routines, tools and techniques that get and keep them at the top; and "Inspired Marketing", where he focuses exclusively on inspiring stories of success, triumph and t...2017-11-1551 min

Modern Marketing PodcastSelling and Scaling with Integrity and Strategy w/ Sean Piket | #061In this episode, the Modern Marketing Podcast welcomes the ‘Modern Sales Guy,’ Sean Piket. Sean is founder and CEO of two successful businesses, Sales Integrity and MyCoachSite, and has over 24 years of experience in “selling the invisible” in the B2B world. He’s participated in the scaling of several companies as a doer and leader and has watched businesses scale from single-digit millions to multimillions. How do you achieve growth like that? According to Sean, certainly not by ‘winging it.’ Join Adam and Sean as they explain why effectively scaling your business comes down to strategy and...2017-11-1240 min

Sales Integrity62: Social Profile vs. Social PresenceOn this episode of the Sales Integrity Podcast we discuss the difference between your Social Profile and your Social Presence. These are two distinctly different, yet related, very important topics. One of these topics has to do with your mere existence as a sales professional in the digital world. The other has to do with your experience, and more importantly how you convey that experience to the world so you are seen as a go-to specialist in your field. Together these two topics, if mastered, can provide you a distinct competitive advantage to help you stand out in a...2017-11-0814 min

Sales Integrity61: Phill Keene Interview - Real Sales TalkPhill Keene is the Director of Sales at Costello Inc, provider of a Deal Management software platform, and Co-host of the very popular Real Sales Talk Podcast. As an everyday sales practitioner, both from a selling perspective and sales leadership perspective, Phill has recently earned the distinction of "2017 Top 25 Most Influential Inside Sales Professionals" by AA-ISP and "Top 50 Sales Development Leaders You Should Know" by Engagio. Being from Indianapolis, we discuss how Phill incorporated the Indy 500 into the sales culture at Costello to encourage higher activity levels of prospecting and lead generation. Phill shares his philosophy on cold calling...2017-10-0453 min

Sales Integrity60: Mike Shelah Interview - Connect and CultivateMike Shelah is the Founder of Mike Shelah Consulting where he works with individuals and companies to help them combine LinkedIn, Emotional Intelligence, Networking, Public Speaking, Leadership and Business Development for the purpose of generating more leads and increasing sales. During this interview Mike and I discuss how emotional intelligence affects your selling success, the difference between a "sales funnel" and "sales pipeline", Mike's definition of what "LinkedIn Gold" is and how you can leverage it to "connect and cultivate" the right relationships to open up more doors of opportunity, and much more. If you want to learn creative...2017-09-2747 min

Sales Integrity59: 5 Tips for Improving Your LinkedIn ProfileOn this episode of the Sales Integrity Podcast we discuss 5 tips for improving your LinkedIn profile. There are some basic mistakes sales professionals make when it comes to how they handle their LinkedIn profile and during this episode we will review not only what those mistakes are but more importantly how to avoid those mistakes by making some subtle edits to various sections of your LinkedIn profile. They key is you want to make it easy for the right target audience to find you, connect with you and contact you after they connect with you. You want to make...2017-09-1319 min

Sales Integrity58: 3 Key Aspects of a Successful Sales Game PlanOn this episode of the Sales Integrity Podcast we discuss the 3 Key aspects of a successful sales game plan and more importantly address how you can apply them to improve your overall sales game. We all lose at some point. Sometimes we lose to competition. Many times we lose to the status quo, meaning your prospects and clients choose to do nothing after evaluating your solution. It is your duty and obligation to yourself to put yourself in the best position to win at all times. At the end of the day, he or she who masters these 3 key a...2017-08-3117 min

Sales Integrity57: Difference between Use Cases and Case StudiesOn this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between "Use Cases" and "Case Studies" and how both tactics can be used within your prospecting and selling efforts. Many sales professionals would like to leverage Case Studies within their selling efforts because helps demonstrate credibility within the selling process. Case Studies make it easier to convince prospects and customers you have "been there; done that" as it relates to the solution you are selling. However, many companies lock down the process of creating formal Case Studies and only allow for the use of formally...2017-08-1714 min

Sales Integrity56: Difference between Canned Messages and Message TemplatesOn this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between using Canned Messages versus using Message Templates while prospecting and selling. The differences may seem subtle at first. However, as you will find by listening to this episode the differences are quite vast. Think eating soup out of a can versus ordering steak off of a menu at a nice restaurant. We discuss the differences especially as it relates to using canned messages on LinkedIn. We also walk through other possible uses of Message Templates while leveraging the "4 Cornerstones of Lead Generation Success"...2017-08-0319 min

Sales Integrity55: "Ask-the-Coach" Q&A: What is the Best Qualifying Question to Ask a Prospect?On today's Sales Integrity Podcast episode we feature our newer "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format so I will answer another question today. Today's question comes from Dave Casey, CEO of Calvus Cloud (www.calvuscloud.com). Dave asks: "What is the single most important qualifying (not closing) question you can ask a prospective client?" Dave goes on to say "Expected answers are: "Do you have a budget for this?", "Do you feel our solution solves your business problem?", and the real $64,000 question; "Can we win this business?" If you are...2017-07-2612 min

Sales Integrity54: Fred Diamond Interview - Achieving Sales ExcellenceFred Diamond is the Co-founder and Executive Director of the Institute for Excellence in Sales (IES). Fred created the IES to recognize corporate and organizational sales and business development operational excellence, and promote best practices and thought leadership. With the growth of the IES, Fred has also been causing waves in the sales world as well. Well-known as a marketing consultant to companies such as Microsoft, Oracle and others, Fred has led the IES to become a leading source of sales excellence, content development, and premiere sales training solutions. Through the IES Fred works with such well-known sales thought lea...2017-07-121h 01

Sales Integrity53: "Ask-the-Coach" Q&A: Alignable - Do We Really Need Another Social Network?On today's Sales Integrity Podcast episode we continue with our new "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format so I will answer another question today. Today's question comes from Les Ehrsam of www.lesehrsam.com and the North Texas Crime Commission. Les aks: "I have received a request from long time contacts in my network to join 'Alignable: The Small Business Network', which seems to be an alternative to LinkedIn. The site description seems to be very similar to LinkedIn. Do we really need another Social Selling network since there alread...2017-07-0510 min

Sales Integrity52: "Ask-the-Coach" Q&A - Does the Use of an Engagement Plan Improve Your Closing Ratio?On today's Sales Integrity Podcast episode we continue with our new "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format last episode so I will answer another question today. Today's question comes from Jimmy Curtin, Vice President of Sales and Marketing at CK Telephone and Data Services. Jimmy asks: "Sean, do you believe that the use of an engagement plan at the beginning of the sales process improves your closing percentage?" If you are wondering the same thing then you will want to listen to this episode to find out my answer!2017-06-2216 min

Sales Integrity51: "Ask-the-Coach" Q&A - Does Social Selling Compete with or Complement Referral Selling?"A referred customer spends 13.2% more than a non-referred customer." [Source: Journal of Marketing] On today's Sales Integrity Podcast episode we try out a new format - "Ask-the-Coach" Q&A. I receive questions from time-to-time from my listeners and will start answering them on the podcast so all listeners can benefit from the coaching advice. Today's question comes from Brian Childers, President of Comport Consulting Group. Brian asks: "Sean, can you discuss the changing landscape of leveraging social media selling as it relates to referral selling? Specifically, it has been proven that more people will buy from a personal referral, eit...2017-06-1517 min

Sales Integrity50: The 4 Cornerstones of Lead Generation Success"Only 25% of leads are legitimate and should advance to sales." [Source: Gleanster Research] We have reached a milestone - this is our 50th episode of the Sales Integrity Podcast! On this episode we focus on The 4 Cornerstones of Lead Generation Success and more importantly, how you can apply each one. During this episode we pull together the previous lessons learned throughout our Prospecting On Purpose podcast series into one comprehensive approach to generating more leads. If you want to create and execute a well-balanced consistent weekly lead generation strategy to help you achieve your sales and income goals then...2017-06-0712 min

Sales Integrity49: Bryan Flanagan Interview - Grow Get Em!From playing on the same college basketball team at LSU as "Pistol" Pete Marovich, to a successful 14-year sales career at IBM, to working alongside Zig Ziglar for 32 years, Bryan Flanagan has some great stories to share. This is definitely one of the more entertaining interviews conducted on the Sales Integrity Podcast. After 3,628,807 miles, 4,670 engagements, and training over 745,144 professionals, Bryan still believes that, armed with the right skills and attitude, anyone can learn to sell. And he imparts such wisdom during this interview as "Comfort kills careers" and "Think in silence, talk in complete sentences" as well as "The i...2017-05-2451 min

Sales Integrity48: Social Selling Strategy #1 - It All Starts with the ConnectionWhat is Social Selling? According to LinkedIn, Social Selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. In terms of measuring Social Selling success LinkedIn conducted some research and found that sales reps with the highest Social Selling Index (SSI) scores create 45% more sales opportunities, are 51% more likely to hit quota, are 3X more likely to go to club, and 78% of social sellers outsell their peers who don't use social media. On today's episode we focus on where it all begins as it relates to social selling...2017-05-1722 min

Sales Integrity47: Sales & Marketing Integration: Social Selling vs. Lead Nurturing“Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads." [Source: DemandGen Report] Today we start a new podcast theme - Sales & Marketing Integration. Moving forward we will look at the ins and outs, as well as benefits associated to the sales department and marketing department working together as it relates to Lead Generation. Today’s niche focus will be: Social Selling vs. Lead Nurturing. If Social Selling is really just the sales professional's way of getting attention and then nurturing leads how does that affect the Marketing department’s formal Lead Nurturing campaigns? What are the pitf...2017-05-1012 min

Sales Integrity46: Sending Videos within LinkedIn InMails to New Prospects“Viewers retain 95% of a message when they watch it in a video compared to 10% when reading it in text." [Source: Insivia Reports] We continue with our theme of “Creating Content” as a sales professional. Today we focus on sending videos within LinkedIn InMails to New Prospects. It’s not as easy as it may sound. People who don’t know you typically won’t click a link for fear it could be a virus or something less desirable. Within InMails LinkedIn doesn’t convert a link to a preview of the video like it does on its activity feed wall when you p...2017-05-0309 min

Sales IntegritySales Integrity Podcast - Special AnnouncementThe Sales Integrity Podcast just completed it’s 3rd month in existence and has received some excellent feedback from our audience of loyal listeners. This quick episode will provide a special announcement for some changes we are making to the podcast moving forward effective May 2017 based on audience suggestions.2017-05-0305 min

Sales Integrity45: Creating Content (Part 5) - Creating Videos for Senior Executives“59% of senior executives prefer video over text." [Source: Brainshark] We continue with our theme of “Creating Content” as a sales professional. Today we focus on how to create videos to send to senior executives within the sales process. Video equals higher viewer attention. We all know senior executives don’t like longwinded emails or conversations. They tend to be brief in their communications because of how much demand is on them and their daily schedule. Given that, Brainshark also found that the information contained in one minute of online video is equal to about 1.8 million written words. You can take advant...2017-04-2614 min

Sales Integrity44: Creating Content (Part 4) - Creating Your Own InfoGraphic"90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text." [Sources: 3M Corporation and Zabisco] We continue with our theme of “Creating Content” as a sales professional. Today we focus on how to create an InfoGraphic. Visual content drives engagement. In fact, according to research conducted by Simply Measured, just one month after the introduction of Facebook timeline for brands, visual content — photos and videos — saw a 65% increase in engagement. You can take advantage of this same approach as a sales professional by creating your very own InfoGraphic to illustrate your knowle...2017-04-2421 min

Sales Integrity43: Creating Content (Part 3) - Sharing Content on LinkedIn"The top salespeople use LinkedIn at least 6 hours per week." [Source: The Sales Management Association] We continue with our new theme of “Creating Content” as a sales professional. Today we focus on how to create and share content on LinkedIn. We have discussed previously how buyers feel more positive about a brand after consuming content from it. Well the same thing is true for sales professionals - the more timely, relevant content you share that adds value to the buyer’s evaluation journey then the more likely they will reach out to you at the right time in the buying...2017-04-2119 min

Sales Integrity42: Creating Content (Part 2) - Leveraging The Pain & Pleasure Principle“70% of people make purchasing decisions to solve problems. 30% make decisions to gain something.” [Source: Impact Communications] We continue with our new theme of “Creating Content” as a sales professional. Today we focus on the Pain & Pleasure Principle and how you can put it to work for you to improve the way you influence and persuade. We discuss how to leverage the Pain & Pleasure Principle as you create content knowing you will want to map that content directly to the more pressing concept of the two (pain and pleasure). We provide three steps and tips on how to create compelling content th...2017-04-1910 min

Sales Integrity41: Creating Content (Part 1) - The Case Study“95% of buyers chose a solution provider that provided them with ample content to help navigate through each stage of the buying process.” [Source: DemandGen Report] We shift our attention to a new theme we will focus on moving forward on the Sales Integrity Podcast, which is “Creating Content”. Given that all of the research points to buyers needing to consume multiple pieces of content from a vendor before buying from them, we will focus on creating one piece per episode moving forward. This renewed focus will build upon our previous “Prospecting by the Numbers” discussion and provide our listeners with plenty of ide...2017-04-1719 min

Sales Integrity40: Sales Prospecting by the Numbers (Part 8) - Referral Selling Uncovered“73% of executives prefer to work with sales professionals referred by someone they know.” [Source: Sales Benchmark Index] On today’s “Sales Prospecting by the Numbers” discussion we focus on “Referral Selling Uncovered” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to improve your overall approach as it relates to success with referral selling. In a previous episode we discussed how only 11% of salespeople are actually asking for referrals. Today we focus on some positive statistics that highlight the benefits of using referral selling as a primary prospecting strategy. We also provide specific tactics...2017-04-1417 min

Sales Integrity39: Sales Prospecting by the Numbers (Part 7) - The Unfair Advantage of Being First"The first viable vendor to reach a decision maker & set the buying vision has an average close ratio of 74%” [Source: Forrester] On today’s “Sales Prospecting by the Numbers” discussion we focus on “The Unfair Advantage of Being First” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to put yourself in the best position to be the first sales professional to reach your target market prospects before they reach out to other sales professionals. If you are struggling to come up with creative ideas on how to connect with prospects to reach them just befo...2017-04-1216 min

Sales Integrity38: Sales Prospecting by the Numbers (Part 6) - The Power of Video“The average user spends 88% more time on a website with video.” [Source: Mist Media] On today’s “Sales Prospecting by the Numbers” discussion we focus on “The Power of Visuals and Using Video” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to use video extensively in your prospecting and selling activities. Additionally, we recommend 3 specific technology tools you can use to quickly create video content and make it available for prospects to connect with you through it. Finally, we even recommend a tool that allows you to use video within emails, for both introductory e...2017-04-1015 min

Sales Integrity37: Sales Prospecting by the Numbers (Part 5) - Nurturing Your Prospects“82% of buyers viewed at least 5 pieces of content from the winning vendor.” [Source: Forrester] On today’s “Sales Prospecting by the Numbers” discussion we focus on “Nurturing Your Prospects” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to become systematic in the way your prospect. Additionally, we discuss the various methods of how people learn and how you should structure the unique content that you create to include in your nurture marketing process. If you are seeking a better way to become more systematic in the way you prospect, especially as it relates to c...2017-04-0714 min

Sales Integrity36: Rob Rash Interview: Launch Your Sales!Rob Rash is the President & CEO of Olympia Consulting, a sales management consulting services provider. Rob has previously built a very successful consulting business which employed over 100 consultants. He ran that business as President/CEO and eventually sold the enterprise to a publicly traded competitor. His background includes deep expertise in executive leadership, sales and marketing leadership and technology consulting. Rob also spent eight years in sales leadership at KPMG Consulting, as well as sales leadership roles with entrepreneurial growth firms. Rob joins the show to discuss his newly published book that is hot off the presses, Launch Your Sales, w...2017-04-0555 min

Sales Integrity35: Sales Prospecting by the Numbers (Part 4) - Social Selling“73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often.” [Source: Aberdeen] On today’s “Sales Prospecting by the Numbers” discussion we focus on Social Selling as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to best approach the topic of social selling and weave it into your lead generation strategy. Additionally, we discuss the Four Cornerstones of Prospecting and how Social Selling fits into that structure. If you are not factoring in social selling to your lead generation strategy, or if you want to im...2017-04-0317 min

Sales Integrity34: Sales Prospecting by the Numbers (Part 3) - Referrals"91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.” [Source: Dale Carnegie] On today’s “Sales Prospecting by the Numbers” discussion we focus on referral selling as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to ask for and consistently generate a steady flow of customer referrals. Additionally, we walk through a process to make it easy for your customers to give you referrals. If you are part of the 89% of salespeople who don’t ask for referrals then you will definitely want to listen to today’s episode to tak...2017-03-3115 min

Sales Integrity33: Josh Silverstone Interview: What the Game of Poker and Selling Have in CommonJosh Silverstone is the CEO & Pokerpreneur® at Aces Raise, where he trains businesses and salespeople on Poker game theory to help them understand the commonalities between Poker strategy and Sales strategy. As Josh states "“Pokerpreneurship is a way of thinking to evaluate opportunities, assess risks, and make calculated decisions. Sometimes we make the right choice and lose; stay focused on the process, continue to play your A-game, and you’ll be a winner.” Josh joins the show to talk about how the process of mirroring and looking for “tells” maps directly to building relationships and understanding your audience in sales, how yo...2017-03-2939 min

Sales Integrity32: Prospecting by the Numbers (Part 2)78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call [Source: DiscoverOrg]. If that is the case then why is there all of this chatter about "Is Cold Calling Dead?" or "Cold Calling vs. Social Selling". Based on this statistic, it should be "Cold Calling AND Social Selling", along with a few other strategies to incorporate a well-balanced approach with a mix of prospecting strategies that all work together in unison to generate more leads. Today we focus on a proactive approach for outbound calling. We will share some b...2017-03-2713 min

Sales Integrity31: Sales Prospecting by the Numbers (Part 1)Previously we introduced our Prospecting On Purpose podcast series discussion and reviewed some key research from Hubspot. We discuss why 50% of sales prospecting time is unproductive and review some more mind blowing sales statistics of what average reps are struggling with as it relates to prospecting. We will then look at what to do about the statistics in terms of putting a plan in place to prospect on purpose so you can achieve your sales and income goals. If you are the type of person who wants to consistently and systematically prospect on purpose to always have a full sales pi...2017-03-2414 min

Sales Integrity30: Ascending Up The Credibility Ladder (Prospecting on Purpose Series)As we continue to focus on our Prospecting On Purpose podcast series topic, today we introduce the "Credibility Ladder". We discuss how you can leverage it as a sales professional to ultimately generate more leads. We will discuss the four steps on the Credibility Ladder in detail to help you begin thinking about where you are currently positioned on that ladder. This episode will help kickstart your process to putting together a plan to ascend up the Credibility Ladder. If you are serious about Prospecting On Purpose to help you ultimately master the game of complex technical selling then yo...2017-03-2021 min

Sales Integrity29: Prospecting On Purpose Series - Establishing CredibilityProspecting on Purpose includes three parts - 1) Establishing Credibility; 2) Systemizing Sales Campaigns; and 3) Generating More Leads. Today we discuss what it means to Establish Credibility specifically as it relates to conducting research as part of the prospecting process. We discuss the concept of CIGs to put you in a position to understand your target audience's unique Challenges, Issues and Goals. We discuss how you can map your products, services and solutions to your prospective customer's unique CIGs. Finally, we illustrate all of this by listening in on a short clip of one of Sean's coaching sessions with one of...2017-03-1721 min

Sales Integrity28: Stu Schlackman Interview: Four People You Should KnowStu Schlackman is a relationship selling expert, a popular speaker, President of the Dallas Chapter of the National Speakers Association (NSA), and author of the book “Four People You Should Know: How to Connect for Exceptional Sales, Customer Service and Unified Teams”. Stu joined the show to discuss the ins and outs of the four people you should know, which are really four personality types of your buyers. Stu dissects how each of the personality types make decisions and commit, which is very helpful for sales professionals trying to navigate the political waters when dealing with teams of buyers made...2017-03-1543 min

Sales Integrity27: Prospecting on Purpose Series Intro50% of sales time is wasted on unproductive prospecting according to The B2B Lead. Recently, Hubspot conducted research into sales prospecting and discovered these two shocking facts: 1) 44% of salespeople give up after one follow-up; and 2) 80% of sales require five follow-ups. This means that 44% of salespeople have an 80% probability they won't close the sale. It's quite obvious that sales prospecting is the #1 challenge for B2B tech sales professionals and organizations. Given that, we will focus on the concept of "Prospecting on Purpose" as a new podcast series topic moving forward on the Sales Integrity Podcast. This episode will introduce...2017-03-1325 min

Sales Integrity26: The Power of Positive Affirmations - Focus, Desire and IntentionsPreviously we discussed why you want to establish a powerful morning routine (episode #21) and why you always want to make it a great day (episode #24). In continuing with the “positive mental attitude” theme on today’s episode we will discuss the power of positive affirmations and how the concept of “mindfulness” can help position you for sales success on a daily basis. We will hone in on the concepts of “focus”, “desire” and “intentions” and specifically walk through some sample positive affirmations using Deepak Chopra’s “Success Cards” as the example. If you are feeling overwhelmed and would like to become more mindful and f...2017-03-1018 min

Sales Integrity25: Dean Lindsay Interview: All Progress is Change; But Not All Change is ProgressDean Lindsay is a popular author, speaker, coach and Chief Marketing Officer at Synclab Media. Dean is author of the book “The Progress Challenge: Working and Winning in a World of Change” and the book “Cracking the Networking CODE: Four Steps to Priceless Business Relationships”. Dean is also the host of the new “Dean’s List” web tv show on Youtube, which provides a blend of humor, common sense and fresh ideas all wrapped up into one fun approach to provoking positive thoughts and inspiring action. Dean stops by the show to discuss an interesting point of view on the contrast betwee...2017-03-0844 min

Sales Integrity24: Why You Always Want to MAKE It a GREAT DayOccasionally I get some who stops me and asks why I always say "Make it a Great Day" instead of "Have a Nice Day" or "Have a Good Day". I even had a client end a call with me yesterday by saying "Make it a Great Day" and then he proceeded to ask me if he owed me a royalty for using that phrase. That is EXACTLY what I like to hear. Not that I am owed a royalty. Rather, that my personal brand exudes optimism and having fun. That is the way it should be, both in your...2017-03-0613 min

Sales Integrity23: The 3 Primary Business Outcomes Your Customers Seek from YouIf you are selling your products, services and solutions without mapping them to the 3 primary business outcomes your customers are really seeking through them then you are doing both yourself and your customers a big disservice. Listen to today’s episode of the Sales Integrity Podcast to learn about these 3 primary business outcomes and how you can improve your prospecting conversations by weaving them into your discussions. We will discuss various tech industry niches and take a closer look at the Big Data niche of the tech industry to illustrate one example of how you can put this concept to...2017-03-0314 min

Sales Integrity22: Debbie Mrazek and The Field Guide to SalesDebbie Mrazek stops by the show to share some sales wisdom with our audience. Debbie is the author of the book "The Field Guide to Sales" and President of The Sales Company, a firm that is helping hundreds of entrepreneurs, individuals and large corporations better assess, understand and engage in practical, purposeful selling. Debbie shares why “time is lost in minutes, not in hours” as it relates to improving productivity. She also talks about what it takes to be successful with Social Selling and why you should pump the breaks a bit on the “Cold Calling is Dead!” mantra as she high...2017-03-0139 min

Sales Integrity21: Establish a Powerful Morning RoutineIt is well known that the most successful people in the world, including the top sales professionals, are early risers and have established a very powerful morning routine to get themselves off to a great start to each day. Establishing a powerful morning routine is the focus of today’s podcast as Sean walks you through his morning routine to provide a framework to help you establish your own. If you already are an early riser this will provide you a framework to provide more of a structured ritual to your morning routine. If you aren’t getting up earl...2017-02-2716 min

Sales IntegritySPECIAL ANNOUNCEMENT: Lessons Learned & Improvements for the Sales Integrity PodcastThis is a special announcement from Sean Piket, host of the Sales Integrity Podcast, about feedback he has received from the podcast audience, lessons learned after 20 episodes and one month of podcasting, and improvements that will be made to the Sales Integrity Podcast.2017-02-2713 min

Sales Integrity20: Put the “Power of 3” to Work for You as a Sales ProfessionalToday we will talk about the “Power of 3” and how you can put that concept to work for you as it relates to sales messaging. More specifically, we will discuss the psychological advantage the "Power of 3" provides to improve your communication with prospects, customers, partners and anyone (even in your personal life) who you are trying to positively influence and persuade. We will peel back the onion a few layers to discuss where the “Power of 3” originated from and why we are pre-conditioned to learn in this manner, starting back in our early childhood learning stage of life. After listening...2017-02-2412 min

Sales Integrity19: What Napoleon Hill Can Teach Us About Handling AdversityToday we throw it back to an American self-help author inspired by the New Thought movement, Napoleon Hill. Hill is best known for his book "Think and Grow Rich”, which has sold over 20 million copies and is among the top 10 best selling self-help books of all time. Instead of doing a book review to learn valuable lessons from Hill’s iconic book, we will actually look at the man himself. We will walk through his epic life journey of ups and downs and learn the most valuable lesson of all from Hill - how to handle and overcome adversity in life d...2017-02-2314 min

Sales Integrity18: Leadership & Values - Key Elements of a Winning Sales Culture with Barry SaltzmanBarry Saltzman is the founder of Saltzman Management Group and a top Sales, Sales Leadership and Culture Coach and Consultant. Barry joins this Wisdom Wednesday episode of the Sales Integrity Podcast to discuss the profile of a perfect sales professional, what true leadership likes look, how to create a winning sales culture, what percentage of an average salesperson’s time is spent on productive tasks, and what the top 3 traits are of the ideal sales professional. Learn about all this and more on this powerful podcast episode when Sean Piket interviews Barry Saltzman!2017-02-2243 min

Sales Integrity17: Top 5 Aspects of Selling You Should ALWAYS Prepare ForToday we review a Top 5 list to review the top 5 aspects of selling you should always prepare for in order to position yourself for success every time. Preparation is a skill. You either do it or you don’t. You are either good at it or you are not. You either take it seriously or you don’t. The good thing is that preparation is also a choice and you can choose to improve the way you prepare starting today. Listen to this podcast episode to find out where you should direct your preparation efforts the most.2017-02-2124 min

Sales Integrity16: What Does it Mean to Truly Have “Sales Integrity”?Today we answer the question of “What does it mean to truly have ’Sales Integrity’?”. We discuss the importance of your inner dialogue and how you should first start with yourself and your view of your sales career as a first step towards truly having “Sales Integrity”. Furthermore, we clearly define what it means to have “Sales Integrity” as a B2B tech sales professional. And finally, we direct you to the key aspects of your sales game for where you can start to examine whether or not you are truly demonstrating “Sales Integrity” as a sales professional. 2017-02-2012 min

Sales Integrity15: One Simple Idea for Shortening Your Sales CyclesToday we keep it short and sweet. We will discuss one simple idea to help you shorten your sales cycles. We walk through a very specific storyboard of an example most all complex technical B2B salespeople have experienced at one time or another, if not currently experiencing. We dissect the process associated to moving sales cycles forward faster with busy senior executives. If you have sales cycles that are taking longer than you anticipated and want to rethink your process to sell more in less time, then you will want to listen to this episode to learn (or r...2017-02-1710 min

Sales Integrity14: How Brian Tracy's "Eat That Frog!" Book Applies to Social SellingToday we focus on personal productivity and procrastination - two very pertinent topics for sales professionals. We will take a look at these topics by throwing it back to Brian Tracy’s famous book with a catchy title, named “Eat That Frog!”. We will discuss how social technology platforms such as LinkedIn, Facebook, YouTube, Twitter and others impact your prime selling time as it relates personal productivity. We will take two lessons from the “Eat That Frog!” book and determine how they apply in today’s modern social selling world. Finally, we will end with some questions for you to ask yourself as...2017-02-1614 min

Sales Integrity13: NeuroPersuasion® - The Science and Psychology of Top 1% Sales PerformanceIf you are the type of sales professional who would like to learn new, different and unique ideas to improve the way you sell, then you will definitely want to listen to this value-packed Sales Integrity Podcast episode! Sales Psychology Academy Founder Jim Fortin is an international subconscious selling and high performance expert with over two decades of expertise in brain based selling and performance. Using NeuroLinguistics and behavioral science Jim has created a powerful new selling technology called NeuroPersuasion®. These persuasive techniques can help you shorten your selling cycles and significantly improve your sales performance – fast. Jim joins the sho...2017-02-1557 min

Sales Integrity12: Apply Professional Persistence with Systematic Sales MessagingToday we discuss how to tactically apply the power of professional persistence as a B2B tech sales professional. Since the average sale occurs between the 7th and 12th touch point, we walk through a step-by-step approach to creating a customized systematic sales messaging strategy. This strategy involves a mix of phone calls, emails, InMails and other communication methods that will include the use of value-based messaging and Tangible Value Assets to continue to reach out to prospects well beyond that magic 7th touch point. If you are wanting to increase your sales pipeline with more qualified opportunities, and add v...2017-02-1414 min

Sales Integrity11: The Power of Professional PersistenceToday we review the Power of Professional Persistence and how it affects your sales game. We discuss 3 very specific phrases, or reasons, you should not tell your prospects and customers is the reason for your call or email (and most sales professionals are guilty of using all three reasons). We will review two quick examples of talk tracks that demonstrate value-added touch points. Overall, you will want to listen to this episode to help you get in the right mindset for this week to help you master the game of complex technical selling. 2017-02-1315 min

Sales Integrity10: Follow Up & Follow Through - 2 Crucial Skills of Top Sales AchieversToday we finish up the week by taking a look at 2 crucial skills that top Sales Achievers apply to master the game of complex technical selling - Follow Up and Follow Through. If you think these two concepts are the same thing then think again. Although they are related, you will want to listen to this episode to see how they are cut from the same clothe and how they work together to form a dynamic duo of sales greatness. We finish this episode with four specific recommendations for taking your Follow Up and Follow Through game to the next...2017-02-1014 min

Sales Integrity9: Trust and Selling: A Lesson from Zig ZiglarToday we throw it back to a legend - Zig Ziglar - and learn how trust was the most important element of selling back in the 1990’s and how that compares with what is important in today’s selling world in 2017. We take lessons from two of Zig’s books: “See You at the Top”, published in 1975, and “Ziglar on Selling”, published in 1991. We look at how trust can be demonstrated using modern technology combined with social selling techniques to establish credibility, which leads to trust. You will want to listen to today's episode to find out how you can apply the le...2017-02-0916 min

Sales Integrity8: Former IBMer Jeff Bishop Shares His Sales WisdomJeff Bishop is an Executive Sales Coach and the Founder of Effective Directions, an executive sales coaching and consulting firm. Jeff first got his start in tech industry sales at IBM after graduating at the top of his class at the University of Kentucky with a Bachelor in Business Administration. Jeff held numerous positions including Direct Sales, Sales Trainer, Sales Management, Sales & Marketing Director, and Strategic Planner during a nearly 14 year career at IBM. Jeff then worked at Entex Information Services as Sales Director and from there joined Winstar to run a $12 million professional services organization. Jeff achieved his Sale...2017-02-0828 min

Sales Integrity7: The 6 Core Competencies of Top Sales AchieversToday we will uncover how top Sales Achievers prepare differently, and more importantly, how they operate differently than their underperforming peers. We will specifically focus on 6 core competencies, or 6 things top Sales Achievers do differently in an organized manner as it relates to strategically creating and tactically executing their sales plan to achieve their goals. Finally, using the 6 core competencies we will walk through a systematic approach you can use to setup, execute and track your customized sales pipeline development campaigns. 2017-02-0711 min

Sales Integrity6: Make Your Sales P.O.P. to Achieve Your Goals!Today we take a look at the mindset of two completely different types of salespeople: Common Salespeople who struggle and top-performing Sales Achievers who dominate. You will hear about a study conducted on both types of sales professionals to determine what sets them apart. Furthermore, you will learn about the top 3 habits of quota-crushing Sales Achievers, with one of the habits identified as the Keystone Habit that will most affect your success (or failure) as a sales professional. Finally, you will learn about the Mindset Mantra that will help keep these three habits top of mind on a daily b...2017-02-0612 min

Sales Integrity5: The Trial Close: Old School or Still Effective?We close this week out in strong fashion by sharing one tip to improve your closing skills by focusing on the trusty ole “Trial Close” technique. Is this technique old school and past its prime or is it still effective in today’s modern selling world? Do you understand the psychology behind the “Trial Close”? Do you know how the “Trial Close” can fit into your sales process? You will want to listen to this episode to find out all of this and more as we investigate use of the "Trial Close" in more detail.2017-02-0318 min

Sales Integrity4: Is the Sales Profession Dying?Today we look back to a 2016 Harvard Business Review article titled “Despite Dire Predictions, Salespeople Aren’t Going Away”. That HBR article throws it back to a 1962 book titled “The Vanishing Salesman” as well as a New York Times article dating back 100 years that asked a provocative question: “Are salesman needless?” We roll all of this together to compare it to today’s complex technical B2B sales role to answer one question for today’s modern selling world: “Is the Sales Profession Dying?”. You will want to listen to today's episode to find out the answer to this controversial question.2017-02-0223 min

Sales Integrity3: How to Thrive in B2B Tech Sales with Bob MinshallBob Minshall is the GM/COO of MyCoachSite, a coaching enablement software provider. With 30+ years experience in the tech industry, Bob has a proven track record selling technology-related products and services such as storage, server, networking, software, professional services and cloud applications. Bob imparts his wisdom to the B2B tech sales world by answering questions related to lead generation, social selling, cold calling, sales process management, closing skills and furthermore Bob sets the benchmark time for the show’s signature “sales cycle” round of rapid fire questions. Take a listen to learn some value nuggets Bob provides during this compelling...2017-02-0131 min

Sales Integrity2: Getting a Prospect Who Disappeared to Suddenly RespondToday we address a challenge that all sales professionals in the B2B complex technical sales industry have faced at one point in their career, if not on a consistent regular basis. Have you ever engaged with a new prospect and started a sales cycle with them once an opportunity was identified and had everything moving along just fine then all of a sudden one day they stopped replying to you? The good news for you is this - I have a surefire way to get these “stuck” prospects “unstuck” with one simple technique. Listen to this episode to find out how!2017-01-3120 min

Sales Integrity1: Salesperson or Funded Entrepreneur?Today we discuss how the top Sales Achievers view themselves in terms of their role and how to manage your "sales business". We will discuss the contrast between viewing yourself as just a salesperson employed by a company to sell their products, services and solutions and viewing yourself as a "Funded Entrepreneur" running your own sales enterprise yet funded by the company who employs you to run your business as your Venture Capitalist. This episode will get you in the right mindset to help you take personal accountability for 100% of your own selling success. After listening to this episode you...2017-01-3116 min

Success Hackers | Empowering Entrepreneurs to Play Bigger in Business and Life092. Sales specialist, Sean Piket, teaches how to "simplify sales complexity" to get more clients.Sean Piket is the founder of two companies: 1) Sales Integrity – a sales coaching services provider where Sean is the Chief Sales Coach; and 2) MyCoachSite – a coaching delivery software platform where Sean is the Chief Visionary Officer. Sales Integrity has helped sales professionals, leaders and organizations with a complex technical sale to increase sales up to 25% annually. Sean is also in the process of launching the Sales Integrity Podcast and Sales Integrity University in the Fall of 2016, with both initiatives tailored for sales professionals with a complex technical sale. 2016-09-2933 min