The Sales Machine

Discover the Secrets of Sales Success with Joe Ingram!Get ready to dive deep into the world of sales innovation with our esteemed guest, Joe Ingram. With over 30 years of experience and an impressive $1.7 billion in sales under his belt, Joe is a true master of his craft.Join us as Joe shares his wealth of knowledge on human psychology, communication strategies, and the art of closing deals. From understanding buying triggers to maximizing e-commerce conversions, Joe's insights are sure to transform your approach to sales.But Joe is more than just a sales expert—he's a master of "edutainment," blending education with entertainment to make learning both engaging and effective. So, if you're ready to take your sales game to the next level, buckle up and prepare to be inspired by Joe Ingram!Episode Highlights“You will be replaced with AI if you don't know how to use it. The people that know how to use it and the people that know how to drive results from it and improve themselves.” - Joe Ingram“If you want to retain people, you have to get rid of Hitler or the terrorists. And number one for retention is the environment. If people are jazzed and challenged, you have a supportive yet challenging environment, they're going to stay with you. But then you have to have great relationships between not just the salespeople, the sales leader in the salespeople, but also the organization showing that you care about them.” - John Rankins“I'd rather you just spent a little bit more now than give up so much more opportunity, time and money down the road.” - Joe Ingram“I need somebody who focuses more on accountability and holding people accountable to what we need.” - John RankinsEpisode Timestamps(09:39) - Building a Multi-Million Dollar Sales Force(26:25) - The Key Skill for a Sales Manager: Accountability(32:28) - Navigating the Dip in Sales and the Importance of Ongoing Accountability(38:38) - The Power of Teamwork and a Purposeful Organization(45:28) - Future Plans: Speaking Engagements and Improving Sales PerformanceConnect with Joe IngramWebsite: https://thejoeingram.com/ Facebook: https://www.facebook.com/josephingram/ X: https://twitter.com/JoeIngramSales LinkedIn: https://www.linkedin.com/in/joeingram/ Instagram: https://www.instagram.com/joe_ingram_sales/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Go from $0 to $100 Million with Mark Roberge!Meet Mark Roberge, the man who skyrocketed HubSpot's sales division to new heights and authored the best-selling "The Sales Acceleration Formula."In this episode, Mark shares his incredible journey from Technology Consultant at Accenture to the driving force behind HubSpot's explosive growth. With a track record that speaks for itself, Mark uncovers his insights into the psychology of sales and the game-changing strategies that propelled HubSpot to success.We'll delve into the disruptive methodology behind HubSpot's rise, the power of inbound marketing, and the pivotal decision—making moments that shaped Mark's career. Plus, we'll uncover the secrets of startup growth and sales strategies straight from the master himself.So, buckle up and prepare to be inspired as Mark Roberge takes us on a journey through the tech landscape, sharing invaluable wisdom and actionable advice along the way. Trust me, you won't want to miss this one!Episode Highlights"The biggest mistake is scaling revenue too early and too fast. Because they're confused on what product market fit is." - Mark Roberge"Your ultimate value is what you say is your value proposition to the customer. Is it worth more to them than the amount of money they have to pay you for it. That's the ultimate value proposition." - John Rankins"I think the big winners in AI are at the seed stage right now, if not even having started, and so you have to be careful. What's really gonna come is right now, AI companies today are just streamlining the existing workflow and that's the hype companies are gonna go under. The real winners in AI are gonna recreate the workflow." - Mark Roberge👉 Get a copy Mark Roberge’s “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” book here: https://rb.gy/4wsh76 Connect Mark RobergeWebsite: https://www.linkedin.com/in/markroberge X: https://twitter.com/markroberge?lang=en LinkedIn: https://www.linkedin.com/in/markroberge Instagram: https://www.instagram.com/roberge_mark/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Curious about how to build a business valued over $100M, even in times of crisis? Join Stephen Petasky, Founder & President of The Luxus Group, as he reveals his journey of scaling a global portfolio of luxury properties.In this episode, Stephen shares his strategies for seizing opportunities during economic downturns, fostering a culture of passion and purpose, and retaining top talent. Get ready for valuable insights and inspiring stories that will guide you towards achieving remarkable business growth, no matter the challenges you face!Episode Highlights"Continue to make these memorable experiences for people." - Stephen Petasky"If they're not actually passionate about whatever service or experience they're selling or product line, you, the buyer can read through that and the buyer sees through it very quickly." - Stephen Petasky"It's really a culture-driven approach to make sure that there's someone that believes in it to the depth of it. I do." - Stephen Petasky"The truth is you don't want to be one and done. You don't want to kill your customer and eat. You want to be able to serve them and share in their growth and share in their riches and get paid from them growing." - John Rankins"If it's the experience, people will keep coming back, because it's not just about getting a customer. It's about getting that customer for life and having them come back." - John RankinsConnect Stephen PetaskyWebsite: https://luxusgroup.com/ Facebook: https://www.facebook.com/stephen.petasky/ X: https://twitter.com/stephenpetasky?lang=en LinkedIn: https://ca.linkedin.com/in/stephen-petasky-86437711 Instagram: https://www.instagram.com/stephenpetasky/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Join us as Keenan, author of 'Gap Selling', challenges sales norms with insights on problem diagnosis, customer-centric approaches, and recruiting top talent. Discover real-world case studies, tech trends, and the pivotal role of empathy in sales. Don't miss Keenan's key lesson: sales is about helping. Tune in now!Episode Highlights“I built The Sales Machine software to empower salespeople and companies, all for the salesperson with rewards, recognition, competition, compensation levels of development so they know what to do, when to do it, and how to do it. And to solve my own problem, because there was a gap in my training and my products and services early on and I needed to close that gap. We were bleeding. We were losing people and I went everywhere.” - John Rankins"When you pitch something, the general premise of pitching is you're telling somebody what you're going to do for them. Pitching is telling.” - Keenan“I have four pillars for retaining people. Number one is the environment. Is it a challenging environment? Is it a supportive environment? Number two is relationships. What kind of relationships are there on the teams, within the teams, and between the company and the culture and the people, what relationship? Number three is growth. People grow or die. So if there's no levels of development, then people are gonna hit a wall and sales just become transactional and they're gonna go somewhere else for another paycheck. And beyond that is purposeful. Can they achieve their purpose? Or is your company providing a purpose greater than themselves? Now you got them. And you know what? I've had them for life.” - John Rankins“I would say there's two things that great salespeople have, average people don't. One, extremely high business acumen or critical thinking skills. Another one is an extremely high level of fearless curiosity. So those are the two.” - KeenanConnect with KeenanWebsite: https://salesgrowth.com/gap-selling-method/ Facebook: https://www.facebook.com/heykeenan/ X: https://twitter.com/keenan?lang=en LinkedIn: https://www.linkedin.com/in/jimkeenan/ Instagram: https://www.instagram.com/keenan_redplaid/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

From decoding the intricacies of sales strategy to navigating the evolving landscape of AI in sales, Dan shares his wealth of knowledge and experience. Gain exclusive insights into the characteristics of successful salespeople and the keys to building a world-class sales team.Join us as we uncover the secrets to sales success and explore the future of sales recruiting. Don't miss this opportunity to learn from one of the industry's most respected voices.Episode Highlights"At the beginning when we started building our core values, it seemed like such a simple thing, but it took us months. It took us six months to figure out what they really were. And then once we understood what they were, we started interviewing around core values because what we realized is that individuals that share our same core values tend to do very well in our industry or very well in our corporation." - Dan Fantasia"A salesperson can identify the problems that the client has the deepest problem and allow them to understand by digging in, what's the gap, what's the pain, and aligning with them, and then being able to show them what it's costing them ultimately if they don't make a change, right? To where the client is like, okay, when can we start?" - John Rankins"In sales, as you know, there can be highs and lows, but we want consistency. And so the reason why core values really help us is because if one of our recruiters or consultants is going through some highs and lows, what we need to identify is, do they have personality characteristics? Do they share the core values that our company does to make it through this? Or are they off track and not a good fit for our company? So when we do our talent assessments on a quarterly basis, what we're looking at is productivity and how they align with our core values." - Dan Fantasia"Salespeople, the greatest ones, are the ones that have the biggest hearts, that they care about helping other people. And for me, I coined the term, when in service, you are never nervous. So as long as you have a big heart and you're motivated and your core value is play to win. What was it exactly? Compete to win." - John Rankins"If they're not driving the activity that's required to just compete in our environment, and we have a very competitive environment, they will not survive. And so for us, it's all about transparency. There's no place to hide at Treeline. If you can't keep up with your activity metrics, which are seen on a weekly basis, you're just not going to make it." - Dan FantasiaConnect with Dan FantasiaLinkedIn: https://www.linkedin.com/in/danfantasia/ Instagram: https://www.instagram.com/dsfanta/ Twitter: https://twitter.com/danfantasia?lang=en Facebook: https://www.facebook.com/dan.fantasia Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/YouTube: https://www.youtube.com/@JohnRankinsOfficial

Join us for an exclusive conversation with Bob Phibbs, The Retail Doctor, as he shares invaluable insights into the world of retail sales. From transforming brick-and-mortar businesses worldwide to advising industry giants like Google and LEGO, Bob's expertise is unmatched.Get ready to uncover the secrets to sales mastery and propel your retail business to new heights with actionable strategies from one of the industry's most respected voices.Episode Highlights"How is AI gonna replace what we do? Well, the last time I checked, AI doesn't understand empathy or people. And people don't trust it. So, as long as the mantra of "Know, Like, and Trust is out there, guess what? People don't trust it. But they do trust people who put them in an experience and make it about them. So that's priceless." - John Rankins"We have a lot more choices than when you and I grew up. I mean, with social media, with Amazon, eBay, in Asia, it's Lazada, it's Shopee. We just have so many different choices. And not only is the choice, it's the convenience. Like we can get stuff delivered tomorrow. We don't even have to wait for it." - John Rankins"At some level it's how do I entertain? How do I get them to do what I want to do and how do I have fun at it? And I think as long as you do that, you can have a great career, but it's not always going to be wonderful. And if you're a salesperson out there and we all know we have our ups and downs and those moments when you're just like, "Oh, this is crap" and we go down that road." - Bob Phibbs"I always think of, and if you're a salesperson that's struggling out there, it always helps to just think of a time when you're really surprised by how great a sales went, a sale went. Think of a time when you laughed your head off and stuff came out of your nose, think of a time when you got that commission check and you were so appreciative, think of a time when somebody applauded your initiative or they said something to a boy or that girl. And just get those pictures in your head and say, "This is what my life is. It's not my doubt. This is what I am." And eventually it comes around." - Bob PhibbsConnect with Bob PhibbsWebsite: https://www.retaildoc.com/ LinkedIn: https://www.linkedin.com/in/bobphibbs/ Instagram: https://www.instagram.com/bobphibbs/?hl=en YouTube: https://www.youtube.com/c/theretaildoctor Twitter: https://twitter.com/TheRetailDoctor Facebook: https://www.facebook.com/theretaildoctor/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/YouTube: https://www.youtube.com/@JohnRankinsOfficial

Join us for an insightful conversation with Mark Joyner, recognized as “The Father of Digital Marketing”, as he shares his groundbreaking journey from pioneering online marketing strategies to founding over 30 startups. Mark's expertise spans from inventing tracking pixels to being a bestselling author in 25 languages. As a former US Army Officer, Mark brings a unique blend of military strategy and digital marketing prowess to the table. Don't miss this episode packed with invaluable insights from a true industry visionary!Episode Highlights"If you want it to be sustainable and scalable, it has to have systems and the right culture." - John Rankins"I have a tremendous amount of respect for people who pay credit where credit is due. Don't try to steal credit." - Mark Joyner"As long as you stay informed and you're constantly looking at it and at the marketplace, then you can always adjust, right? I literally take a timeout every week and I identify what's working, what's not working, what can I do differently." - John Rankins"If you have only traffic coming from Facebook, for example, you've got a table with one leg. And if somebody cuts that one leg off, you're just done. You don't have a table anymore, right? So what we teach is to build a table with 1,000 legs. If you got a table with 1,000 legs, you'd cut off 100, and it's still standing." - Mark Joyner"The ultimate bankruptcy is not the man who lost all of his money but the man who's lost his enthusiasm for life." - John RankinsConnect with Mark JoynerWebsite: https://officialmarkjoyner.com/ LinkedIn: https://www.linkedin.com/in/officialmarkjoyner Instagram: https://www.instagram.com/authormarkjoyner/?hl=en YouTube: https://www.youtube.com/markjoyner Twitter: https://twitter.com/markjoyner?lang=en Facebook: https://www.facebook.com/officialmarkjoyner/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/YouTube: https://www.youtube.com/@JohnRankinsOfficial

Dive into an enlightening conversation with Jake Dunlap, CEO of Skaled Consulting and a leading authority on modern sales and revenue trends. With a track record of transforming sales organizations globally, Jake brings a wealth of expertise to the table.Whether you're a seasoned sales leader or an aspiring entrepreneur, this episode offers practical advice and actionable strategies to drive success in today's competitive market.Tune in now!Episode Highlights"I love where sales is going. I love the art and the science and the process behind sales. I love sales technology.,, it keeps me motivated to keep staying on the forefront of what's going on, what's happening." - Jake Dunlap"A lot of people ask me how do you recruit and train and retain great people? And I said, it all starts even before you recruit them, right? You've got to be the nectar. You gotta show them in the public eye, what do you offer the best talent?" - John Rankins"I will give you everything, but you still have to out execute me. And we'll see how well that goes. So I like to give it all away for free because I know 99% of people will not do anything with it, but I look forward to the people that do. So I will give you all the secrets." - Jake Dunlap"The very first question that my leaders ask and I ask is, how does the company make money? If you don't know how the company makes money, how can you help them? If you don't understand their industry, whatever it is, and even just at a high level, you're not gonna be able to put together a plan or a proposal that's actually gonna help them to solve problems." - Jake DunlapConnect with Jake DunlapWebsite: https://www.jakedunlap.com/ LinkedIn: https://www.linkedin.com/in/jakedunlap/ Instagram: https://www.instagram.com/jake_dunlap_/ YouTube: https://www.youtube.com/channel/UC3iZTOnj-KC1qOBdUmpOagw Twitter: https://twitter.com/JakeTDunlap Facebook: https://www.facebook.com/jakedunlapsales/ Join the Innovative Seller Community Summit: https://www.jakedunlap.com/the-innovative-seller-community-summitConnect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram: https://www.instagram.com/thesalesmachine_official/LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/YouTube: https://www.youtube.com/@JohnRankinsOfficial

Dive into an insightful conversation with Kyle Vamvouris, B2B growth expert and founder of Vouris. From personal anecdotes to scaling sales teams, Kyle shares invaluable advice on navigating the sales landscape.Don't miss out on this episode packed with actionable strategies for entrepreneurs! Episode Highlights"I see a lot of like sales influencers on Instagram who talk about like, this is how you close and these are the words you need to say in order to close a deal or if they give you this objection, here's how you overcome it. And for the vast majority of them, I can tell that their primary experience is selling very transactional products directly to consumers. And that might be a high ticket of five, 10 grand, maybe 30K for some coaching program but it's very different when you go to B2B and you start moving up market and you have more complex sales cycles." - Kyle Vamvouris"I rewrite the script when I train salespeople. And the first thing I say is you love it if it doesn't go well whenever we're working together.. And because we role play, there's no better way to practice except for role playing. That's where you sharpen your sword. You don't want to role play on a customer. You want to go in prepared, " - John Rankins"It was just insane. I had no time for myself. On the weekends, I would travel to another city and do a leaders meeting. And then another one on Sunday, one city on Saturday, one city on. So anyway, I just couldn't keep up anymore. And, I was drowning. Full disclosure. I couldn't keep up, you know? So that's why I created the sales machine. I wanted to automate the entire system because I felt like I was failing my people." - John Rankins"I tell folks that their manager should have no more than nine direct reports as a mid-level manager. Once you start getting into double digits is when you should start considering hiring another manager. And if you time things, if you're trying to figure out the right timing, you would ideally do the split at 12, depending on budget and stuff. There are nine direct reports, you should start thinking about the next manager if you have the budget to start to bring them on." - Kyle Vamvouris"If there's no repeatability, there's no scalability. It is total chaos. And a lot of people just don't understand that, , you've got to have that structure. You got to have a system regardless of your strategy if you want to have scalability." - John RankinsConnect with Kyle VamvourisWebsite: https://www.vouris.com/team/kyle-vamvouris TikTok: https://www.tiktok.com/@kylevamvouris LinkedIn: https://www.linkedin.com/in/kylevamvouris/ Instagram: https://www.instagram.com/kylevamvouris/ YouTube: https://www.youtube.com/channel/UC3rbScTq_4JtQOSZMThFjVQ Twitter: https://twitter.com/kylevamvouris Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Join John Rankins as he dives into a captivating conversation with Marcus Chan, a distinguished sales expert and author of the best-selling book 'Six-Figure Sales Secrets.' Marcus takes us on a journey from his humble beginnings in sales to becoming a leading influencer in the industry. Discover the secrets behind Marcus's proven method for doubling sales results in less than 90 days and gain invaluable insights into the world of sales.Don't miss this exciting episode!Episode Highlights"That's why we built The Sales Machine. I wanted the system, not a tool, not a CRM, that's an address book. I want a total system, and this is what you're talking about. And we took that psychology that you're talking about, and a methodology, because what I found is when people know what to do, when to do it, and how to do it, and you break down the barriers of their internal fears, then they'll do it." - John Rankins"And you don't want to practice on a customer, right? You practice with each other. It's already too late. You're an amateur. If you're winging it and practicing on a customer, then you're not a professional and you're never going to have consistent results." - John Rankins"So as a saying goes, right, it's like, amateurs play more than they practice, pros practice more than they play. That's just reality. Every athlete's the same way, every top salesperson's the same way." - Marcus Chan"Everybody has blind spots. And if you can't see what you don't see and everybody's in the same box, the same cup of soup, the same bowl of soup, no one's going to break out. Most of the time you need somebody like Marcus from the outside who can come in because he can see those blind spots. And that's and that's the beginning of winning." - John Rankins"The hardest territory to manage is the one between your ears. And I always have found the greatest leaders can see, they can see the visible in the invisible, right? It's not visible to everyone else, but they can see the potential. And those are the ones who can break through." - Marcus ChanConnect with Marcus ChanWebsite: https://www.venliconsulting.com/linktree-mc-instagram-s1 TikTok: https://www.tiktok.com/@marcuschanofficial LinkedIn: https://www.linkedin.com/in/marcuschanmba/ Instagram: https://www.instagram.com/therealmarcuschan/ YouTube: https://www.youtube.com/c/MarcusChanimal Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial