Close More

It doesn't matter whether you're a seasoned sales rep or just a beginner - you will make mistakes. There are many skills that sales reps develop only with time and experience, but it's important to know there are also actions you may be doing that are costing you deals. 

But don't panic just yet! After all, the sales process can be tricky to master. Most leads do not convert into a sale right away, which may tempt you to turn and burn with new leads but at the expense of neglecting your prospect pipeline. 

Or suppose you've gone through the prospecting process, you've qualified your clients, and you've provided some solutions for them.

But at the same time, you need to be able to serve them by qualifying and dealing with one need at a time. This is why failing to set up a follow-up system can drastically affect your ability to multitask and work with several leads at once.

So, how can you avoid making these mistakes?

In this episode of Close More, we're going to go over five common mistakes that may be ruining your sales career and why dealing with them properly can be the difference between you getting a nice commission check or going on weeks without getting paid.

Key Takeaways:

• Introduction (00:00)
• You fail to research your prospect (00:24)
• You're allowing the prospect to lead the sales process (01:32)
• You're talking way too much (03:07)
• You share too much information (04:48)
• You neglect your sales pipeline (06:08)
• Episode recap (09:28)

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Additional Resources:

• Sign up with the iSalesCRM software and use the promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

Over the past few months, there’s been a lot of talk about A2P 10DLC. However, not a lot of people know what A2P 10DLC is, what it stands for, or what it means for their business. 

A2P 10DLC refers to a system that allows US businesses to send Application-to-Person messages to their customers via standard, 10-digit-long phone numbers. 

Starting this year, all of the major service carriers in the country will require businesses that send texts to their customers to be registered in a national registry. Businesses that fail to comply - no matter their size - will see their messages end up in spam folders of their customers. 

As you might expect, it comes at a cost.

You might be wondering, why do you need to pay additionally for text messages when you’re already paying for a communication platform?  Well, that's what we're going to discuss today. 

If you’re using a communication platform, you definitely need to know about A2P10DLC, and you need to listen to this week’s episode. 

Key Takeaways:

• Introduction (00:00)
• What’s  A2P 10DLC and why do you need to pay for it (01:16)
• Do you need to register for A2P 10DLC (04:40)
• What’s the A2P 10DLC Trust Score and Campaign (08:51)
• Should you business be worried about A2P 10DLC (10:39)
• Closing thoughts (12:18)

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Additional Resources:

• Sign up with the iSalesCRM software and use the promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

James D. Feldman is a now-ist. He spends his days helping entrepreneurs and C-Suite executives identify what can be done now, help them discover new opportunities using existing resources, and close more sales. It’s all about getting on the path of what he calls the recession revenue rescue. 

The pandemic has hit many of us hard, and now we are in a time of rebuilding. We have to go back to the foundation and start working from the ground up and a lot of the work starts with our mindset. 

James shares why it’s more important than ever for sales professionals to do the listening instead of the talking. He has a lot of great wisdom to share in this episode, starting with 3D thinking and highlighting the mistakes a lot of us are guilty of making. 

If you want this year to be the year that you close more deals than ever before, start by listening to this week’s episode!

Key Takeaways:

• What salespeople need to know (03:00)
• 3D thinking (05:41)
• Something salespeople are guilty of (08:30)
• Swoop method (12:55)
• Box car story (20:30)
• How reps can close more deals (27:00)

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Additional Resources:

• Find James here
• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

This week, Jerome Maldonado is on the show to discuss how he’s used real estate to build his wealth and protect himself from failure. He started his career in direct sales and quickly pivoted into operating his own businesses. 

Jerome was first introduced to real estate through his construction business, and he hasn’t looked back since. We discuss the rollercoaster of working in business and how he’s made so many transitions over the years. 

Jerome shares what it was first like living off rental income and what he loves most about commercial real estate. He reveals what he believes will be the biggest sales opportunities coming up and how sales reps can stay motivated along the journey.

He shares so much insight you don’t want to miss! Be sure to tune in to this week’s episode.

Key Takeaways:

• Realizing he’s an entrepreneur (02:20)
• Riding the rollercoaster of business (04:40)
• The transition from construction into real estate (07:20)
• Making a living off rental income (11:50)
• What he loves most about commercial real estate (18:50)
• How to stay motivated along the journey (20:22)
• The biggest opportunity in sales going forward over the next five years (25:16)
• The importance of planting seeds (33:00)

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Additional Resources:

• Connect with Jerome here
• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

This week, I talked to Scott Leese about the importance of self-confidence regarding being a sales professional. 

If you're looking to make the leap from rep to a leadership role, you have to get ready to take on the challenge. Scott works with sales professionals on their strategy and process. 

We talked about his books' philosophy and what mindset we need to carry throughout our professional careers. Scott shares what changes he sees coming up in the next five years in the sales industry and what lessons can be learned from scaling a unicorn startup.

Finally, we discuss how reps can close more deals and level up their sales game!

Key Takeaways:

• The philosophy behind his books (02:15)
• The role of mindset in sales (06:30)
• What changes he sees in the next 5 years (08:30)
• Lessons of scaling a unicorn startup (11:05)
• How reps can close more deals (15:40)

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Additional Resources:

• Check out all of Scott’s books here 
• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

Welcome back to another episode of the Close More podcast! Today, I’m talking to serial entrepreneur Robins Dorvil about his career success and what he’s learned along the way. He stresses the importance of failing and learning from it. 

We discuss what it was like coming from humble beginnings and the mindset that fortified his entrepreneurial path. Robins shares how he approaches sales and his dedication to building multiple streams of income. 

We talk about some upcoming booms we might see in the next few years, and he offers some great advice to young entrepreneurs.

It all starts with getting out there and taking chances.

Tune in!

Key Takeaways:

• His mindset when just starting out (04:10)
• How he approaches his sales (07:00)
• Where he adopted his mindset (09:10)
• Building streams of income (12:40)
• Advice for young entrepreneurs (14:30)
• Booms coming up in the next few years (19:00)
• How we know Robins (24:00)

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Additional Resources:
 

• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

Welcome back to another episode of the Close More podcast! Today, we’re talking to business consultant, Glenn Ladd about how the changing tides in education will affect the sales industry.

Glenn is owner and founder of Rose & Dagger LLC where he coaches and trains sales professionals to enhance their strategies. We discussed the philosophy behind the strategies he offers and Glenn shares how to transition from a sales rep to a leader. 

We also talked about some of the challenges that come with working virtually and how we can overcome them and build even stronger relationships in a virtual workspace. Glen strongly believes that the future of sales is dependent upon the strive we’re making in education and access to it. 

He reveals how to enhance leadership and mentorship through education and emphasizes the importance of learning how to consume information. And finally, we end with how reps can close more deals!

Be sure to tune in!

Key Takeaways:

• The philosophy behind the GTN strategy (01:54)
• How to transition from a sales rep to a leader (06:15)
• Some challenges that come with the current sales climate (10:15)
• Building strong relationships in a virtual workspace (13:02)
• Upcoming opportunities in the sales world (16:15)
• How to enhance leadership and mentorship through education (20:01)
• The importance of learning how to learn (22:30)
• How reps can close more deals (27:30)

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Additional Resources:

• Connect with Glenn Ladd here
• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

As a sales professional, do you often end your days feeling defeated and disappointed when you don’t hit your sales goals?

We can guess your answer to that question, which is exactly why we brought Josh Letsis to the podcast. Josh is the managing partner at Medved Autoplex and CEO of Closing Big, and he shared why we might not be giving ourselves the credit we deserve. 

Working in sales is more of a long game than anything. That’s why it’s important to place value into the small victories. We talk about Josh’s background in the industry and what he believes led to his business success. 

He reveals how he guides his team, what he thinks will be some upcoming opportunities in the sales industry, and how to close more deals so that you can hit your goals.

Tune in!

Key Takeaways:

• Josh’s background in the automotive industry (02:00)
• What he thinks has led to his business success (04:30)
• How he guides his team (11:25)
• Upcoming opportunities in sales (15:30)
• How to overcome people not wanting to come into the dealership (20:55)
• Motivation for those who might be taking a different path (22:30)
• How to close more deals (25:40)
• Redefine your goals (27:30)
• Where to find Josh (29:50)

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Additional Resources:

• Connect with Josh here and here
• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

This week, I talked to Steve Piorro, the Director of Marketing at Naked Media, about the future of sales. 

The pandemic has changed the industry's landscape, and we discussed some upcoming changes sales professionals should prepare for. We chatted about the significant shifts that have happened, why a strong CRM is essential to business, and the value of analyzing your metrics.

Steve has a lot of expertise and experience in the sales world, and he offered some great insights on how sales reps can make sure they stay on top of their game and consistently get higher close rates.

If you've been wondering how to navigate all of the recent changes and prepare for upcoming opportunities, be sure to tune into it. We're giving an insider's look to help guide your next steps!              

Key Takeaways:

• The biggest shift in 2020 (01:25)
• A software he can’t live without (04:00)
• The value of looking at your reporting (10:10)
• How to get a higher close rate (15:00)
• What opportunities in sales he sees coming up (17:40)
• How sales reps can stay on top of their game (20:44)

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Additional Resources:

• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.
• Connect with Steve here 

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

Today, I talked to Hamon Burkhardt about the importance of looking at sales as a career rather than a job. He is a top producer in the insurance industry and credits his success to following his passions.

Many people enter the sales industry with a  defeatist mindset. The minute things get difficult (and that happens quickly), they are ready to hang up the towel and move on to the next thing. Hamon and I discuss why this attitude can keep you from the career you’ve always dreamed of.

Because at the end of the day, to be successful in sales, you have to hold tight to your long-term vision. The best salespeople focus on making strong connections and creating new opportunities for themselves and those around them.

Hamon shares how you can implement this mindset shift and offers his advice for setting yourself apart from the rest of the crowd. He also touches on pivoting into a leadership role and why we should be looking at sales as an art form. 

If you’ve been feeling stuck and craving a jolt of momentum, then be sure to listen to today’s episode. It won’t disappoint!

Key Takeaways:

• Introduction to Hamon (01:30)
• The difference between working a job and a career (03:30)
• What a mindset shift did for Hamon (08:05)
• One of the easiest industries to get into right now (13:20)
• Advice to set yourself apart (16:00)
• What it’s like being a leader (20:55)
• Sales is an art (25:00)
• How to connect with Hamon (27:40)

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Additional Resources:

• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.
• Connect with Hamon at enroll@ushealthadvisory.net or 561-699-9453

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

Today, I talked to El Patronn of El Patronn Social on all things social media. He is an entrepreneur, coach, and partner of Sunrise Chevrolet.

If you’ve been nervous about getting your feet wet in the world of social media, then this episode was made for you. El Patronn is considered one of the kings of social media in his sphere of influence, and I knew he would have some great advice to share. 

We talked about the kind of content you should be making. I think this is what gets people stuck. They don’t know what their audience wants to see, so they avoid making anything at all. But the truth is actually pretty simple…

Your audience wants to RELATE to you. All you have to do is give them that opportunity by expressing your authentic self. We discuss how to do that as well as El Patronn’s personal goals for the new year, his vision for the future, and his advice to upcoming sales professionals.

Tune in!

Key Takeaways:

• What kind of content you should be making (02:00)
• Hamon is looking forward to this in 2021 (04:10)
• Advice to new salespeople (05:45)
• Goals going into the new year (09:10)
• Vision for the next five years (11:00)
• Where to connect with Hamon (13:12)

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Additional Resources:

• Sign up with the iSalesCRM software and use code promo code “CloseMore” for a free month of use and $50 starting credit balance.
• Find out more about Al Patronn here
• Connect with Al Patronn on Facebook and Instagram

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!

For our first interview of the Close More Podcast, I have my good friend Luke Jeraci joining me to discuss the influential role of energy in sales. 

Luke is a satellite leader with the US Health Advisors in GA and a total powerhouse salesperson. We spoke about the culture within the office and how energy translates to sales. 

If you’ve been wondering what the number one factor that plays into being on your “A” game, then be sure to tune into this week’s episode. 

Luke shares a bit of his background and how he’s gotten to where he is now. His training is top-notch, and he’s helped countless others improve their own sales methods. 

We discuss how to get through the rough patches of sales and make a powerful comeback and the value of surrounding yourself with a strong support network.

Key Takeaways:

• How he grew into where he is now (02:00)
• A wake-up call (04:00)
• How he organizes his training (05:30)
• Staying active in the community (9:00)
• Where to reach Luke (11:15)
• How to get through the hard times and recover (13:20)
• Surround yourself with a strong support network (16:50)
• It’s all energy (19:00)

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Additional Resources:

• Give Luke a call at (315)- 382-4492
• Email him: Luke@jeraci@ushadvisors.com

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Subscribe to the show on your favorite Podcast App, so you never miss an episode!

If you enjoy listening to the Close More Podcast, leave us a rating and a review on Apple Podcast!