#65 How to Make Selling ‘Bulletproof'

Driving B2B Sales Revenue

ABOUT THE GUEST: Shawn Rhodes, Chief Sales Sergeant at Bulletproof Selling
Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams continuously improve pipelines and performance. He's a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries - some of the most dangerous places on the planet - has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal, and INC. His clients have included Deloitte, ConAgra, John Deere, and dozens of similar businesses. Shawn is also a nationally syndicated columnist with the Business Journals and author of the books Pivot Point: Turn On A Dime Without Sacrificing Results, Universal Export: A Guide For Overachievers in Working Less And Enjoying More, and newest book, Bulletproof Selling: Systemizing Sales For The Battlefield Of Business.
You can find Shawn on Linkedin here: https://www.linkedin.com/in/shawnrhodes/
ABOUT THE EPISODE:
Here’s a riddle for you - what’s the connection between a Marine in Fallujah, Iraq who is not very good at following directions, and a B2B sales consultant?
Well, in this case, the connection is that it’s the same person - episode guest Shawn Rhodes.
While in the Marines, Shawn was embedded in different units who were working in very challenging urban environments to observe, document, and help codify what was working, what was not, and how to improve.
And sure enough, the process of observing, documenting, and working to improve is a perfect approach to sales team improvement as well - especially over time as the knowledge base of documented observations keeps growing.
In both the military and in business environments, Shawn learned and now teaches how systems and processes built on the successes and failures of past ventures is an incredibly effective platform for sustained improvement and ongoing excellence in execution.
In this episode, Shawn peels back a lot of what all of that means, how it works, and how it can work for sales organizations - you definitely don’t want to miss this!