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Showing episodes and shows of
Distribution@knucklehead.agency (Knucklehead Media Group, Rusty Jensen, Ron Halbert)
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The Sales Prescription Podcast
The Value of Relationships
In sales, as in life, relationships are everything. It's more than just about acquiring customers. It's establishing trust and developing relationships. While many people think of sales as a numbers game, the best salespeople know that success comes from building relationships. But what makes a relationship great?In today's episode, Rusty Jensen, Ron Halbert, and Tony Glick are joined by Chad Rawlings. With 24 years of experience in sales and networking, Chad has many things to teach and share, particularly building relationships. Today, Chad talks about the foundations of building a great relationship, how he protects and nurtures...
2022-07-11
31 min
The Sales Prescription Podcast
The Discovery Call
The discovery call is among the most crucial steps in any sales process. It is the call where the salesperson gathers information about the prospect's needs and pain points. It is also an opportunity for the sales rep to build rapport with the customer and establish trust. Since sales professionals are always looking for ways to boost their pipelines and fill them with quality prospects, how can they prepare to be effective during a discovery call?In this episode, Ron Halbert and Rusty Jensen talk about the discovery call. They will discuss how to prepare for a...
2022-07-04
36 min
The Sales Prescription Podcast
The Psychology of the Complex Sale
The best salespeople have a deep understanding of what makes their customers tick, and they use this understanding to shape their selling approach and establish long-term relationships with them. In a complex sale, it isn't enough to know what your product can do or how to position it. You must also understand the buyer's motivations, fears, and concerns. It is only then that you can create an effective sales strategy that takes all of these factors into account.In this episode, Rusty and Ron talk about the psychology of the complex sale. They will discuss the three...
2022-06-20
33 min
The Sales Prescription Podcast
The Six Decisions of a Complex Sale
Salespeople need to be proactive in their efforts. These involve understanding the different stages or points of progression a sale goes through. As these stages present unique challenges and opportunities, salespeople must gain a detailed understanding of them in order to anticipate and resolve potential objections and concerns. Knowing how the buyer's journey progresses not only helps sales reps map their own selling process, but also increases their chances of closing the deal.In this episode, Rusty and Ron talk about the six decisions of a complex sale. They will explore the stages or points of progression...
2022-06-13
47 min
The Sales Prescription Podcast
Mastering the Complex Sale
In today's market, the ability to sell effectively requires more than just charm and a silver tongue. The modern salesperson needs to be able to navigate a complex sale. This is because potential customers are no longer interested in just buying a product or service. They want to buy into a solution that meets their specific needs.A complex sale is one that takes time, relationship building, and a deep understanding of the customer’s business. It is not a transaction, but rather a journey in which all members of the buying team are brought on board. Th...
2022-06-06
43 min
The Sales Prescription Podcast
Overcoming Objections
Sales professionals are no strangers to objections. They know very well that these are a natural part of the sales process. However, handling them effectively is what separates the top producers from everyone else. The ability to handle objections can mean the difference between a closed deal and a missed opportunity. What are some of the best practices that sales reps can use to overcome objections and stay in control of the sale?In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about how to overcome objections. They will discuss in detail what ob...
2022-05-23
32 min
The Sales Prescription Podcast
Social Selling with Tony Glick
Social media has created a new era of marketing. Today, customers can interact with brands through platforms such as LinkedIn. Having become everyone's favorite professional networking site, LinkedIn is a powerful tool for prospecting. It’s a great platform for finding and connecting with potential customers and building relationships with them. But how can professionals use it effectively? What are the best practices? In today's episode, Rusty and Ron are joined for the second time by Tony Glick, Director of Channel Sales at NICE CXone. They will talk about how LinkedIn can be a powerful tool for pros...
2022-05-09
38 min
The Sales Prescription Podcast
Email Tips and Tricks
Email writing can be a powerful tool in a salesperson's arsenal. It’s a great way to nurture leads, establish trust, and build relationships with potential customers. But, like any tool, it’s only useful if you know how to use it properly. It can be tricky to know what to say in an email and even more difficult to make sure your emails get read and responded to. What are some tips and tricks for writing emails that get read and get results?In today’s episode, Rusty and Ron talk about email writing as one of the...
2022-05-02
37 min
The Sales Prescription Podcast
Effective Cadence and Sequencing
There are a lot of moving parts when it comes to prospecting and marketing, and cadence and sequence are two of them. While there are differing opinions about what the right cadence and sequence for outreach should be, there are some strategies salespeople can utilize to make their outreach more effective.In today’s episode, Rusty and Ron talk about sequence and cadence design. They will walk you through what makes a good sequence, the different tactics employed to make effective cadences and sequencing, as well as the common mistakes salespeople make with their cadences.En...
2022-04-25
31 min
The Sales Prescription Podcast
Managing Remote Sales Teams Effectively with Brooke Bachesta
Traditional workplaces have evolved, and the rise of remote workers is one of the most noticeable changes. While advances in technology have made it easier for workers to stay connected with colleagues and clients, working with a remote team has its challenges. In what ways can leaders manage a remote team effectively?In today’s episode, Ron and Rusty talk with Brooke Bachesta, Revenue Enablement Manager at Outreach, about how she helps and enables sales developers to be successful, what leaders can do to help their reps adapt to remote work, and what advice Brooke has for sa...
2022-04-18
33 min
The Sales Prescription Podcast
From Sales to Marketing with Zoe Hartsfield
Making a career change or advancement can be challenging at times. It isn't just about making a career decision, but it is about making a life decision. While there are a variety of career paths to choose from, doing something that matters, especially when it comes to your work, pays off in dividends.In today’s episode, Ron and Rusty are joined by Zoe Hartsfield, Community Manager at Spekit. They will talk about how Zoe applied the concept of 'enabling' to salespeople and sales developers, the tools she finds useful for her marketing team, and her...
2022-04-12
39 min
The Sales Prescription Podcast
The Keys to Building a Successful Business: Guest Jill Blankenship
There are many things that go into building a successful business. But one of the most important ones is a well-developed business plan. This is a working document that lays the groundwork for success. Building a successful business is not an overnight process. It takes hard work, dedication, and a lot of time and effort. However, if you are passionate about what you do and you have the right people on your team, anything is possible.In today’s episode, Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it...
2022-04-04
34 min
The Sales Prescription Podcast
Partnering, Sales and Marketing: Guest Randy Littleson, Chief Marketing Officer of Conga
Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market?In today’s episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and wh...
2022-03-28
31 min
The Sales Prescription Podcast
Cold Calling and the Perfect Pitch
hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It’s the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged?In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk...
2022-03-21
33 min
The Sales Prescription Podcast
Authenticity - The Secret to Successful Selling: Guest Jairus Oliver, Director of Sales Enablement at Replicant
Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation.In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk ab...
2022-03-14
43 min
The Sales Prescription Podcast
What To Do With All That Money?
It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep...
2022-03-07
38 min
The Sales Prescription Podcast
How To Stay Motivated In Challenging Times
It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward. But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, an...
2022-02-28
37 min
The Sales Prescription Podcast
Outbound Calling Is Dead - What's The Best Way To Reach Customers Now?
Is outbound calling dead? This is a question that has been asked a lot lately. With the rise of new technologies and generational changes, many people are turning to other methods of communication, such as email and social media. Outbound calling used to be one of the most popular ways to reach customers, but is it still a viable option? What steps can be taken to maximize success with outbound prospecting? In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Derek Keller. They will dispel the myth that outbound is d...
2022-02-21
35 min
The Sales Prescription Podcast
The Six Essential Elements of Communication - Part 2
It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport. Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more th...
2022-02-14
42 min
The Sales Prescription Podcast
Communication: How to Build Rapport and Trust in Sales - Part 1
Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust. Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization. In today’s episo...
2022-02-07
33 min
The Sales Prescription Podcast
What is Highly Effective Sales Culture? With Craig Wendler, Director of Business Development and Lead Generation at LiveVox
When it comes to the success of a company, many factors are at play. One of the most important is the positive culture of the organization. It’s a culture where everybody strives for the same goal, wants everybody to succeed, and celebrates each other’s successes. While creating a positive culture can be a challenge, how can leaders foster this culture at work? In today’s episode of The Sales Prescription Podcast, our guest, Craig Wendler talks about the impact of positive culture in the organization, how to create it, and why it is importan...
2022-01-31
34 min
The Sales Prescription Podcast
How To Master the Art of Presentation with Tony Glick, Channel Sales Director at NICE CXOne
Most people believe that they need to be born a natural salesperson in order to excel in the world of selling. This is not true at all. The art of selling is not something that is natural, it's something that people have to learn. Anyone can become a salesperson, but becoming a great salesperson is not something that just happens. What does it take for anyone to master the art of selling? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Tony Glick, Channel Sales Director at NICE CXone, about what it...
2022-01-24
33 min
The Sales Prescription Podcast
Storytelling: Inside A Highly Effective Sales Strategy
Welcome to the premier episode of the Sales Prescription Podcast.The Sales Prescription is a podcast series hosted by Rusty Jensen and Ron Halbert. It is a cutting-edge educational series around complex sales processes, sales development, sales leadership, and demand marketing strategies. Both the art and the science of selling are explored and discussed in this educational and entertaining series of podcasts.At the Sales Prescription, Rusty and Ron realize that much of the sales coaching out there is not specific, it's not easily applicable, and it doesn't really help you to build successful teams or...
2022-01-17
40 min
The Sales Prescription Podcast
Improving Conversion Rate With Organization
Salespeople are often faced with the dilemma of making as many calls as possible. They are so focused on their sales numbers that they lose sight of the bigger picture. This approach usually leads to a lot of wasted time and resources. While the number and quality of sales calls are equally important in a sales process, there are steps that sales reps can take to improve their conversion rate and increase their bottom line. In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the numbers game fallacy, why sales reps...
2022-01-17
27 min
The Sales Prescription Podcast
Pardon The Interruption: Mastering Cold Calling with Matthew Lampros, CEO of Sellemental, Inc
Prospecting is one of the most important tasks for any salesperson, but it can also be the most challenging. Effective prospecting not only gets you in touch with potential clients, but it helps you develop a relationship with them and understand their needs before they know they need something from you. Today, it seems that dialing is a thing of the past. However, there's still no substitute for a human connection despite the advances in technology. The effectiveness of a live conversation with someone on the other end of the line is unparalleled. How can c...
2022-01-17
35 min
The Sales Prescription Podcast
Tips for Effective Prospecting: Customer Profiles
Every business needs to know who their ideal customer is in order to grow. When you have an ideal customer profile, it becomes much easier to make decisions about your marketing strategy and product development. It is a powerful tool that can help guide your business in the right direction. It can be challenging to figure out who your ideal customer is. But luckily, Rusty Jensen and Ron Halbert have prepared a prescription to help individuals and organizations create their ideal profile of a customer. In today’s episode of The Sales P...
2022-01-17
30 min
The Sales Prescription Podcast
Sales Leadership: How To Get Promoted
Promotion is a topic that comes up often in the workplace. It's seen as the holy grail of professional advancement, and it can be something that people spend their whole careers striving for. Promotions are sometimes considered to be an end-goal or even a goal in itself. However, getting promoted isn't something that happens overnight. How can employees know that they are going in the right direction to get promoted? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what it takes to get promoted, how leaders play a vital role...
2022-01-17
34 min