Shows
No BS Sales SchoolI Have a Podcast ad How You Can TooWHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/
2025-04-1712 min
Creative PotentialSTOP Losing Money To Free Consulting And Try This InsteadIn this episode of the Creative Potential Podcast, host Chris Decker speaks with sales expert Walker McKay. They discuss the importance of developing a healthy business relationship with clients rather than seeking friendships. Walker outlines a four-step process commonly experienced in consultative sales, emphasizing the need to set boundaries and manage expectations to avoid free consulting and failed deals. They share personal stories, highlighting the importance of recognizing when a prospect is not the right fit and how to regain control by professionally closing files. Walker also introduces his book, which conveys his sales philosophy of 'Some will, some...2025-02-2425 min
Summit Chasers PodcastWhat it REALLY Takes To Succeed In Sales W/ Walker McKay | Summit Chasers PodcastWhat it Really Takes To Succeed In Sales with Walker McKay, Founder and Principal of McKay Consulting Group LLC.He is a lifelong salesperson, coach, and the creator of the No B.S. Sales School, where he teaches and shares his proven secrets to success for hitting targets, growing revenue, and gaining the respect you deserve. A candid, fun, and extremely valuable conversation of what it takes to be successful in sales, and some of it, may surprise you!Find out more about how you can work with us at SUMMIT Chasers Here: scngetstarted.com2024-03-151h 04
No BS Sales SchoolWhat You Don't Know That You Don't Know Will Hurt You The WorstIn this episode of No BS Sales School, host Walker McKay shares his personal journey of self-improvement, drawing parallels between his fitness goals and sales performance. He highlights the importance of recognizing what we don't know and offers insights into the psychology and processes of successful sales. The podcast targets individuals who are eager to improve their sales results, build trust quickly, and achieve better outcomes in their sales efforts.HIGHLIGHTS QUOTESThe Importance of Self-Improvement - "It's the stuff we don't know that we don't know that'll kill you."Sales: An Athletic...2023-08-3009 min
No BS Sales SchoolYou've Already Got Enough FriendsIn this episode of No BS Sales School, host Walker McKay emphasizes the significance of mastering the art of sales in a world saturated with outdated and ineffective advice. He introduces the core concept of "some will, some won't, so what, who's next?" as a critical mindset for success. Walker explains that emotional detachment is key to overcoming the heartbreak of rejection and highlights the fact that not every prospect is the right fit. He addresses the two main reasons people struggle with this concept: scarcity mentality and the need for approval. Walker encourages listeners to focus on their...2023-08-2510 min
No BS Sales SchoolOnly offer advice after doing thisIn this episode of No BS Sales School, Walker McKay emphasizes the importance of understanding prospects' opinions and past experiences before offering any advice or solutions. Sharing a personal anecdote about a friend's house fire, the podcast illustrates the need for salespeople to slow down, ask relevant questions, and fully comprehend the prospect's needs, fears, and expectations. By putting themselves in the prospect's shoes and tailoring solutions accordingly, sales professionals can build trust and credibility.HIGHLIGHTS QUOTES"Sales is the most lucrative skill in the world. Period.""Most sales advice out there today is outdated, cheesy...2023-07-2608 min
Productivity MasteryThe No-BS approach to grow your SALES with Walker McKay | Productivity Mastery #158In episode #158 we welcomed Walker McKay, Founder of No BS Sales SchoolListen to this episode and learn:💡How to approach sales in 2023💡The 4 Mindsets of No BS Sales School💡How to empower your team to deliver real resultsand a lot of practical advice on how to grow your sales.About our guest:Walker McKay is the Founder and Principal of McKay Consulting Group LLC. Walker believes in the power of intentional transformation.After 35 years of calling, networking, and continually being referred to hundreds of clients, and over 18+ years assisting corporati...2023-07-211h 02
No BS Sales School5 Reasons To Hold Salespeople Accountable For BehaviorSales teams are accountable for their controllable behavior.Behavior is a leading indicator of results, and increasing positive behaviors can lead to better outcomes. Measuring behavior allows for identifying the level of effort put in by salespeople. Developing good habits, such as effective prospecting, is essential for sales success. Measuring behavior helps identify problems and areas for improvement in the sales process.In this episode of the No BS Sales School podcast, Walker McKay discusses the importance of holding sales teams accountable for their behavior rather than just focusing on results. He emphasizes that behavior...2023-06-3008 min
No BS Sales SchoolSpecial Message to High School and College StudentsIntroductionWalker McKay is the host of the NO BS Sales School Podcast, a podcast for entrepreneurs and salespeople who want to master the skill of selling without all the BS. In this episode, he shares his experience of mentoring a rising junior at The Citadel named Ryan Lester, who got a summer job in sales by cold calling B2B companies in Columbia, South Carolina.OverviewIn this episode, Walker McKay talks about the importance of sales and how young people can develop the skills to become successful salespeople. He shares his...2023-06-2808 min
No BS Sales SchoolWALKER’S DYNAMICS: Methods, Markets, Empathy, and Guidance with Guest Host Jonathan Peeples, Part 2DON’T BE A HERO, BE THE GUIDE INSTEADWe are back to the conversation between Walker and Jonathan Peeples. The two discuss topics such as maintaining a positive mindset, the importance of empathy and lifting others up, sales methodologies, and the changing market. Walker emphasizes the importance of treating buyers with empathy and respect and being a guide instead of a hero in sales. Learn more of this in detail in this latest episode of No BS Sales School. NON-BS WORDS TO THE WISEWALKER: FORGIVE YOURSELF BECAUSE YOU ARE IMPERFECT2023-04-0627 min
No BS Sales School3R: Responsibility, Relationships, and Redemption with Guest Host Jonathan Peeples, Part 1STOP BLAMING PEOPLE FOR YOUR FAULTSIn this episode, we welcome Jonathan Peeples, a Business Growth Consultant and host of Success in South Carolina, as he joins Walker as today’s guest host. Walker shares his insights on sales and the importance of building healthy business relationships. He discusses his journey in sales, highlighting the critical role a sales coach played in his success. Walker also emphasizes the distinction between fault and responsibility and how taking responsibility for one's actions is essential in sales. Jump in and learn more in this latest episode of No BS...2023-04-0427 min
Success in South CarolinaSiSC#38: Walker McKay helps us overcome approval addiction and the need to make excusesWalker McKay is the Founder and Principal of the No BS Sales School and Podcast. He has trained over 200 sales teams, has coached businesses in nearly 100 different industries. He teaches teams how to establish a repeatable sales process, fix bad sales behaviors, disqualify bad deals quicker, and build a team of true sales professionals. He is the real deal sales trainer and coach and his no BS approach to sales is exactly what you need to get you to the next level.-----He is also an "A+ Professional League Excuse Maker"...or at least...2023-03-3052 min
THRIVE: Turning Uncertainty into Competitive AdvantageThrive No BS Sales with Walker McKayToday, Meridith talks with the No BS Sales guru Walker McKay. Walker has trained over 200 sales teams and Coached businesses in nearly 100 industries. As a result, companies see a minimum 5x return on their investment working with Walker. He has also worked with sales teams from one to several hundred people and is the founder and principal of the No BS Sales School and Podcast. They discuss asking prospective clients the right questions and digging deeper than the data to determine if they would be a good fit. Walker tells Meridith how his...2023-03-2322 min
No BS Sales SchoolSHAPE OF YOU: Perform at the Highest Level Consistently with Vaughn GrangerBE AT YOUR HIGHEST LEVEL ALWAYSIn today's episode of the No BS Sales School podcast, Vaughn Granger and Walker discuss how to perform at the highest level consistently. Vaughn is an entrepreneur and sales guy who lives what he talks about, and in this conversation, he and Walker discuss how he turns 40 this year and his goal to be in the best shape of his life, find out more about Vaughn in this latest episode of No BS Sales School. NON-BS WORDS TO THE WISEWALKER: Staying in peak physical c...2022-12-0832 minNo BS Sales SchoolWhy I Told Them "No" And Why You Should TooMOST SALES ADVICE OUT THERE TODAY IS OUTDATED, CHEESY, AND CAN EVEN KEEP YOU FROM GETTING THE DEALSWalker goes solo in today’s show, as he talks about some sales advice causing sellers trouble instead of success because of its outdated and cheesy nature. We will also be tapping into the problems with some clients and why there are times that we also have to decline them. Tune in and learn more about how to spot these problems and stop them in this latest episode of the No BS Sales School podcast. HIG...2022-11-2212 minNo BS Sales SchoolWhat We Do Around HereWalker didn’t have the luxury of an actual sales education when he was starting out, so he went on to start the sales program that he wished he had. In this episode of the No BS Sales School podcast, your host Walker McKay talks about his humble beginnings as a seller, the horrible advice that passed as sales training during those days, and why he eventually started his own sales coaching program. HIGHLIGHTSLooking back at Walker's first days in real estate sales What Walker's sales training (or lack thereof) looked likeWalker's life-changing meeti...2022-11-1517 minNo BS Sales SchoolDon't Let Other People Decide Who You AreMost sellers are people pleasers. While this can help you be perceptive about the needs of your prospects, this can also translate into having a high need of approval, often to the detriment of the sales process. In this episode of the No BS Sales School podcast, Walker talks about separating your identity from your sales job, and why nobody wins if you can’t be honest with your prospect. HIGHLIGHTSBeing a 'Yes-Man' doesn't serve anybodyHaving a high need for approval makes selling harder You can't skip real conversations with your prospectYou need to se...2022-11-1011 minNo BS Sales SchoolHow To Regain Control When You've Been GhostedAs sellers, we've often heard of the saying, “Never take no for an answer.” Unfortunately, this is actually bad advice. A lot of the time, getting a no makes perfect sense because not everyone will buy from you. In this episode of the No BS Sales School podcast, your host Walker McKay talks about the harm of misplaced persistence, when to take no for an answer, and how to regain control as a seller. HIGHLIGHTSNo is a really good answer some of the timeTake The Hint: Being persistent doesn't always help Stop leaving more un...2022-11-0909 minNo BS Sales SchoolA Simple Secret To 10x Your SalesMost people, but sellers in particular, are afraid of silence because it makes us uncomfortable. This discomfort often leads us to try and talk more to ‘take control’ of a conversation. If you’re a seller, try not to give in to this temptation. Because the moment you start talking more than your client, you will have already lost the deal. In this episode of the No BS Sales School podcast, Walker McKay shares a deceptively simple and almost contrarian take on selling that if applied correctly, should help you 10x your goals and become a better seller...2022-11-0810 minNo BS Sales SchoolYour Sales Cycle Is Long Because Of YouMost people will not be ready to buy from you, so don’t pressure them to say yes. However, that doesn’t mean you should be sheepish about asking them to make a decision. In this episode of the No BS Sales School podcast, Walker McKay talks about shortening a needlessly long sales cycle for the good of both you the seller and the customer as well. HIGHLIGHTSTime kills deals Your sales cycle is long because you make it Most people will not be ready to buy from youDon't put pressure on people...2022-11-0109 minNo BS Sales SchoolOne Easy Way to Differentiate Yourself on a Sales CallThe cold, hard truth is that what you’re selling is not unique. In fact, there’s probably dozens of other products and services in the market that do the same exact thing. Therefore, the only way to differentiate yourself as a seller is the way you engage with your customers. In this episode of the No BS Sales School podcast, your host Walker McKay gives some tips on how to differentiate yourself on a sales call, and why you should never ever compete on price. HIGHLIGHTSYour product won't make you stand o...2022-10-2611 minNo BS Sales SchoolSell Like You’re HuntingSales is a lot like hunting for food; you don’t want to depend on squirrels that take too much work but yield little meat, nor should you always aspire for elephants because you might not have the capacity to handle them alone. In this episode of the No BS Sales School podcast, Walker argues that you should go for deer: they are easier to hunt than elephants, and they yield a lot more meat than squirrels. HIGHLIGHTSThink of your clients as squirrels, deer, and elephantsRaise prices with squirrels, don't let elephants own you...2022-10-2013 minNo BS Sales SchoolThe Second of Three Keys to Sales SuccessBelieve that you can, and you’re already halfway there. In this episode of the No BS Sales School podcast, Walker McKay talks about working on the one thing that holds most people back: their attitude. While most people complain about external factors for their own predicament, Walker insists that we look inward and find confidence within. Tune in to listen to Walker’s tips on changing your mindset and business outlook for the better. HIGHLIGHTSMaybe it's you, not the companyDon't ask for things to get easier, get better instead The problem is most l...2022-10-1317 minNo BS Sales SchoolAction: 1 Of 3 Keys To Sales SuccessSuccess in sales does not fall from the sky nor does it grow on trees; you need to work hard and work right. But first, you need to know why you want to succeed. In this episode of the No BS Sales School podcast, our host Walker McKay invites us to refine our vision and goals for the future by going beyond the numbers and using that to propel us forward into doing the hard work and perfecting the necessary skills. HIGHLIGHTSDon't watch the speedometer, just push the gas pedalNow is not the ti...2022-10-1118 minNo BS Sales SchoolHow Your Prospect is Taking Advantage of YouThe unfortunate truth is that your prospects, even those that reached out to you first and seemed to be very enthusiastic, are taking advantage of you. It doesn’t mean that they’re bad people, it’s just the way they were taught to buy by countless generations of bad sellers and their slimy tactics. It’s time we sellers correct this situation. In this episode of the No BS Sales School podcast, Walker talks about the buyer’s process, how it was designed to overly favor the customer, and why nobody wins in the end — not even the buye...2022-10-0715 minNo BS Sales SchoolWhat's Your Ideal Outcome For Your Sales Call?Many sellers feel squeamish at the prospect of getting rejected, so much so that they’re willing to waste precious time and effort delaying the inevitable. For Walker, it’s always better to get the rejection sooner than later, saving both the seller and the prospect time and effort.In this episode of the No BS Sales School podcast, Walker talks about making your intentions known, not being afraid to ask for a decision, and shortening your sales cycle. After all, some will, some won’t. Who cares, who’s next? HIGHLIGHTSIt should...2022-09-2313 minNo BS Sales SchoolHow to Handle "Your Price is Too High."As inflation drives prices up, sellers are hearing the objection “your price is too high” more and more. Given this reality, sellers might find it difficult to meet their quota. Thankfully, this isn’t Walker’s first rodeo. In this episode of the No BS Sales School podcast, our host Walker McKay offers several ways to overcome this objection, and why it’s almost always never just about the price. HIGHLIGHTSYour price is NOT too highUse guts and humor to take control of the conversationQuick ways to counteract the most common objectionsCheap customers are not good...2022-09-2008 minNo BS Sales SchoolWhat You Can Learn From Dead and Dying Entrepreneurs with David Senra, Part 3In this episode of the No BS Sales School, our host Walker McKay and David Senra continue talking about the life of successful founders, specifically Sam Zemurray of the United Fruit Company. He also talks about the virtue of putting the work in, and being conscious of the bad and good about the founders who’ve also committed mistakes in the name of growing their business. HIGHLIGHTSHow Sam Zemurray reinvented then dominated the banana tradeLearn from, but do not idolize successful founders Does intelligence matter in business? Keep narrowing your focus until you know b...2022-09-1520 minNo BS Sales SchoolWhat You Can Learn From Dead and Dying Entrepreneurs with David Senra, Part 2In this episode of the No BS Sales School, our host Walker McKay and David Senra continue their conversation about biographies. David zeroes in on the rapper and businessman Jay-Z, who believed he could make it in the music business before anybody else did. David also talks about how biographics are actually treasure troves of knowledge accumulated across lifetimes, all yours for the taking. HIGHLIGHTSJay-Z is a business geniusA calculation based on arroganceReading is theftEntrepreneurs love passing down their knowledge How Sam Walton inspired Jeff BezosRead biographies, your success may depend on it ...2022-09-1312 minNo BS Sales SchoolWhat You Can Learn From Dead and Dying Entrepreneurs with David Senra, Part 1Combining his love for learning new things and uncovering the secrets of successful people, David started the Founders podcast where he reads and analyzes the biographies of several successful entrepreneurs such as Steve Jobs, Bill Gates, and more. In this episode of the No BS Sales School, our host Walker McKay talks to David about his fascination with biographies, and how it has allowed him to uncover frameworks and strategies that everyone can apply to become successful. HIGHLIGHTSDavid's gateway drug to entrepreneurship How David got the idea for his own podcastStudy the personality to...2022-09-0820 minNo BS Sales SchoolWhat To Do After You've Lost A Sale, A Personal StoryEven the best sellers have their own horror stories about the time they lost a deal that they were counting on, or that they thought were already good as closed. Even the best fall down sometimes. But what matters is how we get up and what we do so that it doesn’t happen again. In this episode of the No BS Sales School podcast, our host Walker McKay shares a personal story about a sales deal that blew up, and the lessons that everyone should learn from it. HIGHLIGHTSBusiness is hard, get over...2022-09-0613 min
The Bear Necessities of EntrepreneurshipEp 71: Making Friends vs Making Sales as a Founder with Walker McKayThis episode of #TBNE brings back a real one in Walker McKay, Host of The No BS Sales Podcast as we get into the topic of Making Friends vs. Making Sales and how you should focus on your relationship building and selling as an early founder or anyone at any stage of your entrepreneurial or sales journey. And if you haven’t, check out Walker’s episode about his entrepreneurial journey here: Ep 40: Jumping In Your Canoe and Owning Your Journey with Walker McKay, Founder of No BS SalesDon't forget to subscribe and leave a rev...2022-09-0227 minNo BS Sales School6 (Of Many) Things I've Learned in the Past 8 Years of EntrepreneurshipWhen he quit his job in the real estate business to strike out on his own, Walker recalls that he knew nothing of what lay ahead of him as an aspiring entrepreneur. Thankfully, after a period of uncertainty he eventually figured things out, but not on his own. In this episode of the No BS Sales School podcast, Walker shares the six most important lessons that he has learned in the past eight years as an entrepreneur. Experience will always be the best teacher, but perhaps you won’t need to learn the hard way, as Walker did...2022-09-0116 minNo BS Sales SchoolHow And Why To Play The Long GameWe all have a vision of where we want to be in the future, but not everybody has the willingness and tenacity to do whatever it takes to reach that destination. Unfortunately, while some decisions might make sense in the short-term might end up hurting us in the long term. In this episode of the No BS Sales School podcast, our host Walker McKay talks about the 47-year old problem, envisioning yourself in the next five years, and doing whatever it takes to achieve that vision. Tune in to know more about Walker’s new sales training pro...2022-08-3013 minNo BS Sales SchoolWhy Mindfulness and Healing Matter In Sales And Business with Livi ReddenSHOW SUMMARYWorking in sales or running a business (or both) is incredibly stressful. In this kind of work, having a sound mind and body is important to achieve your goals and enjoy the fruits of your labor. The question is, how do you begin healing?In this episode of the No BS Sales School podcast, Livi Redden joins our host Walker McKay about mindfulness, healing, and why living in alignment is essential to work your best in sales and in business. HIGHLIGHTSHave the initiative to take the seatGet he...2022-08-2528 minNo BS Sales SchoolGo And Get Help with Walker McKaySHOW SUMMARYThe step to addressing a problem is to admit that there is one. If you had a physical ailment, you would have no qualms seeking medical attention. Unfortunately, this is not always the case with mental health issues. In this episode of the No BS Sales School podcast, Walker talks about seeking professional help to address your mental health problems. Despite the good progress that has been made recently, there’s still a lot of work to be done in getting the stigma out of mental health. But as someone who has experienced men...2022-08-1818 minNo BS Sales SchoolBe a Guide, Not a Hero with Rob Napoli, Part 2To do sales is to help people, but you don’t necessarily need to be the hero who saves everyone. Instead, you need to be the guide that helps people find the appropriate solution for their problems. In this episode of the No BS Sales School podcast, our host Walker McKay continues his conversation with Rob Napoli about listening to the customer carefully, whether you’re selling a product to solve a customer’s pain or as a founder trying to grow their business. HIGHLIGHTSNever stop listening to your customers You have to know when to stop...2022-08-1613 minNo BS Sales SchoolIn Sales, It's Never About You with Rob Napoli, Part 1If there was only one sales advice that you could take with you, let it be this: don’t make it about you. In this episode of the No BS Sales Podcast, Walker talks to entrepreneur, podcaster, and author Rob Napoli about forming healthy business relationships, practicing the giver mindset, and putting your client first. Whether you’re a seller trying to meet quota or a new entrepreneur learning the ropes, it’s best to let the other person do most of the talking. Just remember: in sales, it’s never about you. HIGHLIGHTSFriendship...2022-08-1115 minNo BS Sales SchoolThe Secret To Sales Success NowIt’s the cold, hard truth: most people aren’t qualified to buy your product or service. Maybe they’re just not in enough pain, or they may not have the buying power yet. So why treat every single prospect with equal effort and time? In this episode of the No BS Sales School podcast, Walker talks about the need for sellers to be better at disqualifying prospects and what to do to keep your pipeline filled. HIGHLIGHTSSellers need to get better at disqualifying prospects tooMost people are not qualified to buy from youLook for prospec...2022-08-0911 minNo BS Sales SchoolHere's What You Need To Be Doing Right Now To Thrive In This Next Economic Cycle.Recent supply chain issues have made salespeople complacent. Just because demand is higher than current inventory doesn’t mean you should stop prospecting! In this episode of the No BS Sales School podcast, Walker talks about having the urgency to prepare for the next economic cycle. Because nobody knows what’s next, but it probably won’t be for the better. HIGHLIGHTSYou should definitely be preparing for the next economic cycle Salespeople have become lazy order takers Inflation is making things more difficult, but sellers can always work harder The time to build healthy relationships with peopl...2022-08-0411 minNo BS Sales SchoolHow To Get Business From A Networking EventNetworking events are often a waste of time. Usually, it’s just an excuse for salespeople to hang out, drink free beer and pretend that they’re working. That being said, if you have a plan, it is possible to get business from these events. In this episode of the No BS Sales podcast, Walker McKay talks about the kinds of people you should meet, the right state of mind to have, and what you should look forward to doing in a networking event. HIGHLIGHTSNetworking events are often a waste of timeAlways set a goal befor...2022-08-0211 minNo BS Sales SchoolYour Customer Is The Hero, But They Can’t Be Right About EverythingIn this episode of the No BS Sales School podcast, Walker shares two lessons in sales which if applied correctly, are game changing advice. Stop relying on old cliches that don’t work or may even negatively impact your bottom line. This is the correct way to sell: the No BS way. HIGHLIGHTSThe customer is not always right Always ask for something returnBe the guide, not the heroAlways listen to your customerQUOTESWalker on the golden rule of selling: "I was taught early in my sales career about the golden rule, whic...2022-07-2110 min
No BS Sales SchoolIt's All About The Prospect, Not The ProductIn any sales situation it’s always good to come prepared. And there’s no better way to do that than to arm yourself with everything there is to know about your product. However, try not to overdo it. In this episode of the No BS Sales Podcast, Walker warns sellers about bombarding their customers with too much information about the product or service that they’re selling instead of letting them tell you what they need to know. HIGHLIGHTSSometimes, not knowing is better Be sincerely curiousIt's about the client, not the productThe virtue of having a...2022-07-2009 minNo BS Sales SchoolHow Committed Are You To Succeed?In case you’re wondering, it’s not the economy: it’s you. You and your lack of commitment to success is the only thing standing between you and success. In this episode of the No BS Sales School podcast, Walker talks about pursuing your dreams by committing yourself to it with everything you’ve got. There’s no sugarcoating it: there will be a lot of setbacks, it’s going to take longer than you’ve ever imagined, and you will have to sacrifice a lot of things. But if you understand why you’re doing something and you’re committed...2022-07-1410 minNo BS Sales SchoolBeing Nice Is Costing You Big MoneyAs you try to rack up your sales numbers, it can be tempting to say yes to everything to seem nice and accommodating as a seller. However, as Walker demonstrates, this can do more harm than good in some situations and should be avoided. In this episode of the No BS Sales School podcast, Walker talks about the pitfalls of being nice, and advises us sellers to be kind instead. HIGHLIGHTSBeing nice is overrated, be kind insteadBeing kind is respecting somebody else's time Nice people accept what their prospect says at face valueBeing willing to wa...2022-07-0709 minNo BS Sales SchoolHow To Deal With Your Sales AnxietyThe best way to deal with any form of anxiety is to understand your triggers in a way that allows you to address them fully. In this episode of the No BS Sales School podcast, Walker breaks down the three main triggers of sales anxiety, and what you can do to deal with them. HIGHLIGHTSSales demands constant personal improvement What triggers anxiety in sales, and what you can do about itDon't go into sales to make friends Come up with responses for the most basic rejectionsStart asking questions to maintain controlQUOTESWal...2022-07-0515 minNo BS Sales SchoolThe Endless Pursuit of LearningThe way you are now can drastically improve if you just work on getting one percent better each day. In this episode of the No BS Sales School podcast, Walker shares about the lessons he gained from his dad on developing a growth mindset and having an endless curiosity and desire for learning. HIGHLIGHTSThe growth mindset vs fixed mindsetReflections on what Walker's dad taught himIt's not too late to do something you've never learnedWhat are you working hard on right now to get better QUOTESWalker: "A growth min...2022-06-3008 minNo BS Sales SchoolWhy Your Pretty Proposals Aren't Getting You BusinessOne of the most important ways to preserve your value is to not give them away. Creating a proposal is hard work, so don’t hand them out for free. In this episode of the No BS Sales School podcast, Walker talks about being skeptical of your customers to avoid getting tricked into doing free work. HIGHLIGHTSNever give out a free proposal Be aware of your buyer's decision making processYou can't differentiate with your product or service 5 questions to ask before handing out your informationQUOTESWalker: "It's not the questions that matte...2022-06-2813 minNo BS Sales SchoolDon't Be The Aggressor With Your ProspectIf you ever find yourself getting aggressive in a sales deal, you’re probably already losing control. This is your cue to reel it in. In this episode of the No BS Sales School podcast, Walker McKay talks about having the cojones to walk away from any sales deal, especially if it looks like the customer is just looking for free consultation. Don’t fall into the trap of the buyer’s process. Keep calm, and don’t participate in the chase. HIGHLIGHTSDon't be available all the time Stop participating in the chaseLook for a problem big...2022-06-2110 minNo BS Sales SchoolDon't Let The News Get Into Your HeadIn this episode of the No BS Sales School podcast, Walker talks about shutting off the news to focus on something more productive. If you can’t do something about it, you might as well tune it out because you’re just wasting your precious time. Even worse, subscribing to the endless cycle of negativity can distract you from running your business. Go pick up a book, listen to a podcast, or actively try to find a solution to whatever it is that’s holding you back. Do anything, just stop watching the damn news. HIGHLIGHTSYou can...2022-06-1614 minNo BS Sales SchoolWhy You Need A VacationYou worked hard all year, and you’ve earned enough to cover the bills. You’ve even saved some for a rainy day, and then some. What do you do with the extra money that’s now burning a hole in your pocket? Here’s something you should do: take some time off. Everybody needs a vacation, and if you’ve earned it, then you should take it. In this episode of the No BS Sales School podcast, Walker McKay talks about his ideal vacation, why you need it, and how you should enjoy it. Even if you haven’t...2022-06-1507 min
No BS Sales SchoolOne Excuse That's Costing You Big $ And What You Can Do About ItThe first thing that a salesperson needs to do is to believe in their product and their company. But what happens when you end up working with one that is going through some rough patches? It might be tempting to not go all out in selling your product for fear of disappointing your prospects. However, Walker argues the opposite of that. In this episode of the No BS Sales School podcast, Walker McKay talks about identifying whether you’re in this situation making this specific excuse, and what you can do to snap out of it. HI...2022-06-1008 minNo BS Sales SchoolA Quick, Simple Way To Build Trust With Your Prospects (and other people too!)In this episode of the No BS Sales School podcast, Walker McKay talks about a few surefire ways to gain trust from prospects. Gaining trust can be a long and arduous process, but Walker boils it down to one thing: just listen. Ask, don’t tell. They’re the hero of their story, not you. HIGHLIGHTSIt's easier to lose trust than it is to gain itYou need to earn the right to provide a solution Condense back to them what they just told youQUOTESWalker: "Trust is a funny thing. It's someth...2022-06-0807 minNo BS Sales SchoolNo One Cares What You ThinkIn this episode of the No BS Sales School podcast, Walker McKay talks about keeping your opinion and emotions out of the sales pitch. Sure, you need to believe in your product first, but the customer doesn’t care about the seller’s opinion. To get around this fact, Walker proposes an alternative solution to help avoid unnecessary confrontation and improve how a customer receives information from you. HIGHLIGHTSCustomers don't care about a salesperson's opinionEverybody says they're the best Don't go to sales call to convince peopleKeep your emotions out of the saleQUOTESW...2022-06-0210 minNo BS Sales SchoolSome Will, Some Won't, So What, Whose Next?In this episode of the No BS Sales School podcast, Walker McKay talks about speeding past rejections and not turning back. As a seller, you can only control 50% at best of any sales outcome, and getting a string of NOs doesn’t always mean that you’re a bad seller. However, getting several YESs doesn’t always mean that you’re excellent either. Walker also talks about keeping your emotions in check, as well as facing rejection head on by always having an excellent pipeline at the ready. HIGHLIGHTSDon't include your emotions in any sales situationY...2022-06-0110 minNo BS Sales SchoolRecessions Are Personal - Don't Participate.In this episode of the No BS Sales School, Walker McKay talks about why you shouldn’t be worried about recessions and depressions too much. Walker argues that they are just business cycles but they don’t necessarily spell doom for you as long as you keep working. It’s just change: just figure it out, stop complaining and you’ll be okay. HIGHLIGHTSThe news is junk food: stop consuming itPlenty of people make their fortune during lower economic cyclesDon't be afraid of change; just figure it out Stop complaining and just put in the work Hire...2022-05-2511 minNo BS Sales SchoolWhat You Need To Break If You're Gonna GrowIn this episode of the No BS Sales School podcast, Walker talks about the seven things that need to break if you want to grow out of your complexity ceiling and get to the next stage of development. At some point, everybody hits their complexity ceiling. This means that as you experience growth in your business or career, you’ll eventually hit a point where sheer will and hard work will no longer be enough to get to the next level. Instead, you’ll need to assess and tweak a few things to see how you can escap...2022-05-0510 min
No BS Sales SchoolThe Best LinkedIn Strategy Is To Be HumanIn this episode of the No BS Sales School podcast, Walker talks to the founder and Principal at McMillion Consulting, Lindsey McMillion Stemann. Lindsey shares her deep insight on the use of LinkedIn in your sales activities. While many other consultants might focus on understanding the algorithm that drives engagement, Lindsey says it’s best to err on the side of intentionality and human to human relationships. When posting your content, ensure that you’re doing it to reach out and help other people. Be intentional, sincere, and most importantly, human. HIGHLIGHTSLinkedIn is just a tool...2022-05-0431 minNo BS Sales SchoolMaking Friends vs Making SalesIn this episode of the No BS Sales School podcast, Walker talks about why there’s no need to be friends with everybody you do business with. While it’s true that relationships are a big part of sales, Walker argues that it’s much better to create healthy business relationships where you both help each other move forward in business. You want to build trust and good rapport, but there’s no need to hang out and have dinner with them. HIGHLIGHTSThere's no need to be friends with everybody Creating a healthy business relationship Somebody yo...2022-04-2907 minNo BS Sales SchoolFree Consulting - Why It's Bad And What You Can Do About ItIn this episode of the No BS Sales School podcast, Walker gives excellent points on why you shouldn't be doing free consultations anymore. While it can be an effective marketing tool, giving away free information hurts your business because it devalues your products and/or services. As an alternative, Walker talks about a way to gauge your customer's commitment that also allows you to get something in return.HIGHLIGHTSHow free consulting can hurt your business It's okay to get something in return A free proposal does not make up for a weak pipelineLearn to sell yo...2022-04-2612 min
No BS Sales School173: What The Hell Is Selling with Love And Why You Should CareIn this episode of the No BS Sales School podcast, Walker talks to Jason Marc Campbell. Jason talks about selling from a place of love, what it means, and why doing so helps create a more efficient and fair marketplace for all. For him, sales is an exchange of energy, and if nothing else, that energy should come from a place of caring about its impact to the buyer, to you, and the world at large. Jason is the author of the book Selling with Love: Earn with Integrity and Expand Your Impact and is the host o...2022-04-2230 min
No BS Sales School172: Why Outbound Sales Is Not Dead! - Brad SeamanDespite what some self-styled sales experts say, outbound sales is not dead, it is very much alive and should be a part of any good sales strategy. In this episode of the No BS Sales School podcast, Walker McKay talks to MonsterConnect founder and CEO Brad Seaman. Brad talks about the importance of doing research before doing cold-calls and finding out what your prospect really cares about. The more you know about your prospect prior to the call, the better your chances are at closing a deal afterwards. HIGHLIGHTSThe founding of MonsterConnect and how it w...2022-04-2037 min
Selling with LoveUse Empathy To Convert Your Prospects - Walker McKaySelling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ====== How can you become more confident while presenting yourself from the first interaction? Be prepared for a No-BS Sales conversation. In this episode, Walker talks ruthlessly about why salespeople MUST respect themselves as much as they respect prospects. You will also learn how to develop empathy, take the pressure off prospects, and get rid of the outdated mindset of your parents. ======= Guest’s Bi...2022-04-1928 min
No BS Sales School170: Why We Make Excuses And What You Can Do About It with Dr. Robyn OdegaardIn this episode of the No BS Sales School with Walker McKay, Walker talks to performance psychologist Dr Robyn Odegaard. Robyn is an expert on performance psychology, and offers us insight into why we make excuses. For Robyn, making an excuse is part of the human condition. However, he also contends that this instinct can be controlled via intensive therapy from an expert coach. HIGHLIGHTSA traumatic experience that led to performance psychologyYour body is designed to be antifragileWhat's the difference between real and excuse?Making excuses is part of the human conditionGrowth mindset vs Fixed m...2022-04-1335 minNo BS Sales School150: Video Storytelling Creates Relevance And Context with Doug LehmanHIGHLIGHTSAcceptance of video has gone up and production costs have gone downTo create great videos, emulate great content creatorsIdeal video length is variable, it's context versus content Social watching customizes your videos for your audienceRelatable videos for and by clientsQUOTESDoug: "Competition-wise, it comes down to the story of the content. What works for you in video may not work for another client."Doug: "Keep it authentic to a certain extent. It has to be done right with a right message. It's context more than content, I think in a way...2022-01-2729 minNo BS Sales School146: Forging Your Own Path To Success with Jeff BajorekHIGHLIGHTSAlways come prepared in your conversationsFrom sports medicine to salesSelling surgery: a masterclass in modern sellingIt can be difficult but worth it to start anewFinding a good mentor can change your lifeAlways think about what you want to accomplishTake charge of your own success To be fundamentally curious is to face the possibility of being wrongQUOTESJeff: “It's really important that you are prepared for your conversations in sales, networking, all that stuff. I like to say that your prospect will only allow you to waste their time once.”Jeff: “I challen...2021-12-3035 minNo BS Sales School144: Achieve Sales Success Without Compromising Your Values with Andy PaulHIGHLIGHTSAndy's early career: from tech to salesThere's not just one way to sell productsDeveloping your own sales strategiesWhat is the role of a sales manager?Selling in vs Selling outConnect with someone on a human levelThink about the buyer's experience of youUsing engineers as sellersQUOTESAndy: "You have to be deliberate and intentional in saying, 'yeah how do I become the best version of myself as a seller'? I don't think...2021-12-1632 min
Outside Sales TalkWhy You Need a Sales System - Outside Sales Talk with Walker McKay
Walker is the Principal and Founder of McKay Consulting Group. He’s also the President of No BS Sales School, which has its own podcast.
In this episode, Walker tells us what a sales system is and why a sales team would need one.
Here are some topics covered in this episode:
What kinds of processes are included in a sales system
How to onboard salespeople onto a sales system
The biggest mistakes sales leaders make when creating a sales system
How salespeople can get rid of ba...2021-12-1548 minNo BS Sales School139: Living In Alignment By Rewiring Your Brain with Livi ReddenHIGHLIGHTS01:52 Deep conversations as a child caused Livi to grow up at an early age03:06 Chicken Noodle Soup fan and taking initiative at 1306:41 Living in alignment: Heal from your past, rewiring your brain, know your non-negotiables09:23 How to know if you're in or out of alignment 15:48 Livi's body telling her to take time for herself: A breakthrough, anxiety problems just before sleeping, taking a moment to pause28:04 Final thoughts and how to reach LiviQUOTES07:54 "You need to know where your non-negotiables are. A...2021-11-0530 min
Today is the FutureDon't Let Anyone Try to Tell You Who You Are or Who You Should Be, That's Up to YOU to Decide with Walker McKayWalker McKay is coming to us in the episode from South Carolina. His business helps sales leaders transform the way their company sells. Walker is in the business of intentional transformation, not just of businesses, but of people. Walker is also a husband and dad of two boys. He also enjoys hosting his podcast, the No BS Sales Podcast, which I recently recorded an episode on that should be out soon! Today is the Future episode with Rob Napoli hereIn this episode we chat about:-Walker's experience growing up with ADHD-The...2021-10-251h 01
No BS Sales School136: Shifting from job to businessThis week on the podcast, Walker talks through some ideas he has for scaling his business. Where to find find Walker: LinkedIn Twitter Instagram www.walkermckay.com
2021-10-0608 min
Sales Transformation#141 S2 Episode 10 - Selling His Dream House to Buying it Back with Walker McKayGet your FREE Vidyard account and bonus Video Sales Process Playbook here!HIGHLIGHTS00:24 Introduction to Walker McKay and what he has to offer16:10 Walker built and sold the house of his dreams and how he was able to bounce back from it17:39 Defining your own definition of success while continuing to move forward23:22 Surrounding yourself with negativity and how to overcome it with commitment28:36 Connect more with Walker QUOTES11:52 "Admit where you're wrong is huge. So many people don't even have the ability t...2021-09-0131 min
No BS Sales School107: Walker Rant: Keep Moving!Rant! Walker shares his fears, insecurities, and feelings of doubt about where he is right now as he works to grow his business. What can you learn about where you are in your journey? If you like this podcast and can relate, please share it! Find Walker on social at: Twitter: https://twitter.com/walkermckay LinkedIn: https://www.linkedin.com/in/walkermckay/ Check out the 7 Expensive Sales Mistakes Mini-Course www.walkermckay.com
2021-03-1018 min
No BS Sales School96: Rant-10 Things to Stay Strong Right NowWalker shares a list of 10 things that you need to listen to that will help you stay strong during the holidays and into the 1st quarter. Don’t miss it! Walker’s podcast is sponsored by Worxbee, the top Virtual Executive Assistant service in the country. Want to learn more about Worxbee? Schedule a call today! https://calendly.com/worxbee/learn Subscribe to the No BS Sales newsletter www.walkermckay.com
2020-12-0221 min
No BS Sales School88: Kenzie Biggins - Helping Executives ThriveListen to this podcast to learn about the number one thing I've done in my business in the last 5 years that has made all the difference. Kenzie Biggins is the CEO and Founder of Worxbee, a SC-based Virtual Executive Assistant service. Kenzie is a bad ass entrepreneur and visionary with a deep commitment to helping others. I hired Kenzie’s firm in February because I was completely overwhelmed. I was having to do so many things that I was not only not good at (paperwork, scheduling, detail crap) but also hated doing. Kenzie partnered me with Cheryl wh...2020-10-0727 min
No BS Sales School87: Rant - You Shouldn't Hire MeA sales call inspired me to record this podcast. Listen to see if you recognize yourself in it. The guy was miserable at his job and didn’t even know it. He was miserable because he wasn’t committed to the corporate career path he is on. He had other dreams and aspirations, but was afraid to go after them. I busted his ass. You're already good. Let me help you get better. www.walkermckay.com Get the No BS Sales Newsletter No BS Sales System Course Check out the...2020-09-3016 min
No BS Sales School85: Rant: Play the Long GameListen to this podcast to learn why playing the long game in sales is so important and how to do it well. Walker talks about long-term strategies for Prospecting, getting referral partners, and building healthy business relationships. www.walkermckay.com Subscribe to the No BS Mailing List No BS Sales System Course No BS Sales School Accelerated Coaching Program
2020-09-1725 min
No BS Sales School84: Great Selling Starts with Being SelflessListen to this quick podcast to learn how great selling and great communications begin by being selfless. www.walkermckay.com Subscribe to the Mailing List Get the FREE Video Series: 7 Common Mistakes Salespeople Make
2020-09-0909 min
No BS Sales School72: Keep Your Opinions to Yourselfou need to listen to this podcast to understand the power of opinions. By sharing what you think the correct solution is to your prospect’s problem before they know you truly get them and their situation, at best you will be doing free consulting. At worst, someone may think you are an idiot. Your job is to gather your prospect’s opinions before you share your own. In this episode, Walker shares a series of questions that will help you understand your prospect, and helps your prospect know you understand them. Subscribe to the No BS...2020-06-1022 min
No BS Sales School65: The 8 Purposes of Asking Questions with One of the Most Influential Women in Business, Deb Calvert Deb Calvert is the President of People First Productivity Solutions, has written several books on sales, and was named as one of the “65 most influential women in business.” Listen to this episode to learn the 8 purposes of asking questions. Deb has done a ton of research with buyers and sellers and shares great insight. Deb is great and NO BS “Stop Selling & Start Leading” – Order your copy today “Discover Questions” – download the first chapter here Let me know what you thought of the episode -- leave a review on your podcast or reach out on social. Let's talk...2020-04-2230 min
No BS Sales School64: What is the Next Best Deal? with Michael RothMy guest is Michael Roth, Commercial Real Estate Broker with NAI Earle Furman in Greenville SC. You may also know him as Michael Roth, Pitcher for the Gamecocks when they won the College World Series. You need to listen because Michael’s attitude is awesome, and he shares actionable advice on what he does to face his fears and how that works. Michael is remarkably humble for a guy with his background and is definitely NO BS. Let me know what you thought of the episode -- leave a review on your podcast or reach out on social. Le...2020-04-1533 min
No BS Sales School63: The Power of Being Vulnerable and Resilient with Merit KahnMy guest this week is Merit Kahn, Principal and Founder of Merit Based Business. You need to listen b/c Merit shares some great insight into selling during COVID 19. In the second half of the show, she talks about how creating a One-Woman Comedy show in advance of her 50th birthday changed everything for her. Great lessons on the power of being vulnerable. Great lessons on resiliency. Merit is charming, funny as hell, and real. Absolutely No BS. Watch Merit’s comedy show for free. It’s called “The Comedy Suite with Merit Kahn”. You can find it at: htt...2020-04-0830 min
No BS Sales School62: Winning Mindsets and Behaviors for COVID19My guest this week is Jim Hills, Founder and CEO of Hills Machinery. You need to listen b/c Jim shares a message with all of us about a winning mindsets and behaviors for business during COVID 19. Jim tells his story of starting his business in 2007, just before everything fell apart. With little notice, Jim had to completely rethink his strategy and execution to save his fledgling company and help the 16 families he was supporting. His business not only survived, but thrived. He is now rethinking his execution and strategy for this crazy time and shares his ideas. Let me know...2020-04-0123 min
No BS Sales School53: Merit Based Business with Merit KahnMy guest is Merit Kahn, Principal and Founder of Merit Based Business and, as a side hustle, Merit is a stand up comedian. Merit is certified in Emotional Intelligence works with a ton of salespeople to help them up their game. Listen to this show today to learn how to get rid of some of the stumbling blocks between your ears. Let me know what you thought of the episode -- leave a review on your podcast or reach out on social. Let's talk about it! @walkermckay on IG & Twitter https://www.facebook.com/coachwalkermckay https://w...2020-01-2228 min
No BS Sales School39: Slay Your DragonsYou need to listen to this episode because there are some things in your business or your life that are holding you back but you won’t address them because you are scared. We all have those things. Walker talks about two dragons that he has slayed and what it was like to face his fears to do so. He also discusses something called a F%ck It List. You’ll have to listen to learn about that. Give me a shout at walker@walkermckay.com -- I'd love to talk to you and have a No BS conver...2019-10-0920 min
No BS Sales School38: The Key to Management Skills with John CondryJohn Condry is an advisor and training content creator for the C Suite. He has been in the business of executive coaching and sales management coaching for many years, and is the author of the best seller Inch Principle. Today we’re talking about a topic of critical importance—management skills. Managing a sales team is difficult no matter what, and John’s insights will help you whether you are a manager yourself, or if you a part of any sales team. Give me a shout at walker@walkermckay.com -- I'd love to talk to you and have a No...2019-10-0239 min