The Business Fixer Blog by Wes Schaeffer, The Sales Whisperer®

How a Selling Professional Builds Trust: Bill Rice

Written by Wes Schaeffer | May 27, 2025

"Cold calling is just the first touch."

[ LISTEN NOW ON ITUNES ]

 

Listen to The Sales Podcast by Wes Schaeffer, The Sales Whisperer®

 

Listen to The Sales Podcast on Spotify

 

Sales Tips you'll learn today on The Sales Podcast...

USAFA Graduation Wes Schaeffer Bill Rice is a fellow graduate of the greatest class from the United States Air Force Academy! TRUE BLUE 92!

Bill is in the same line of work as me, namely, sales and marketing, with an emphasis on choosing and leveraging the best tools, such as CRMs, email marketing, etc.

As such, we discuss many aspects of sales, focusing on lead generation strategies, the impact of technology, and the evolving landscape of sales techniques.

We dig into the importance of cold calling, email outreach, and the role of AI in enhancing sales processes.

Being old dogs, we also highlight the significance of content marketing, surveys for lead capture, and leveraging platforms like LinkedIn for effective outreach.

And of course, we focus and emphasize being human in everything you do to grow your sales and to stand out in a crowded space because he and I both are all about Sales Training! 

00:00 Introduction and Background
01:03 Lead Generation Strategies
03:22 Navigating the Noise in Sales
05:21 The Evolution of Sales Techniques
09:10 Cold Calling and Email Strategies
11:52 Leveraging Technology in Sales
15:16 Content and Engagement Strategies
19:00 Surveys and Lead Capture Techniques
23:29 Using LinkedIn for Outreach
26:42 AI in Sales Follow-ups
29:15 Nostalgia and Technology: A Generational Shift
31:59 The Impact of AI on Human Interaction
35:01 Creativity in the Age of Automation
37:56 Navigating Advertising in a Digital World
41:00 Building Connections in a Changing Landscape



  • Bill Rice runs multiple agencies focused on lead generation.
  • They generate leads for both B2B and B2C markets.
  • AI is reshaping content generation and lead nurturing.
  • Cold calling is still relevant, but needs to be part of a broader strategy as you review various sales training programs
  • Frequency in outreach builds trust with potential clients.
  • Gated content remains effective for capturing leads.
  • Surveys can be a powerful tool for understanding customer needs.
  • LinkedIn is a key platform for B2B outreach and engagement.
Frequency builds trust.”
  • AI can significantly improve follow-up efficiency and conversion rates.
  • Sales success often hinges on responsiveness and urgency. Kids today can't imagine life without microwaves.
  • AI is changing the way we interact and communicate.
  • Creativity will be the key to success in an automated world.
  • It's important to engage with humans to leverage digital tools effectively.
  • Boredom can foster creativity and allow the mind to wander.
  • Using AI tools can free up time for more personal interactions.
  • Physical mail can cut through the digital noise in marketing.
  • B2C advertising remains effective for quick revenue generation.
  • Building a LinkedIn presence is crucial for modern networking.
  • Regularly reminding your network of what you do can lead to new opportunities.
"Surveys are really effective as lead generation tools."
"Skynet can't read a fax."

 

GUEST INFO:

Sales Growth Tools Mentioned In The Sales Podcast
View full post