FAQ For Inbound Marketing Expert & Sales Trainer Wes Schaeffer

I help humans sell to humans, thus, the name of my sales training programs include “Sell More of Everything," "Make Every Sale," and the "IDSS Training."

The world of sales, marketing, and business has changed dramatically since our parents were learning to…

"Always Be Closing" and
"Coffee is for closers!" and
"Never take no for an answer!" and
"The sale begins when the prospect says no!" and
"You have to get five no's before you get to yes!"

The internet has changed the role of buyer-seller forever.

Social media has changed the role of buyer-seller-forever.

It's no longer enough to be great at sales.

Sure, sales is at the heart of every human interaction from dating to ordering at your favorite restaurant to getting hired to getting a raise, but you can no longer "throw a bunch of sh*t against the wall and see what sticks." You'll just end up with a sore shoulder and a messy wall.

(Do you know how you can tell sales is in charge of marketing? They have huge "BUY NOW!" buttons in red and neon green and flashing GIFs all over the site.)

However, it's not enough to be good at just marketing.

Yes, with the evolution of the internet and social media more prospects are spending more time educating and pre-qualifying themselves—and you—with your marketing content, which means marketing is as important as ever.

But if you focus all of your energy on "brand awareness" and "social shares" and getting your social media profiles verified with no clear, compelling call to action, you'll end up liked, maybe even known, but out of money.

(Do you know how you can tell marketing is in charge of sales? You call and the phone rings and rings, voicemails aren't returned, and requests for information go unanswered for days.)

Finally, better / more technology alone is not the answer, either.

Leveraging technology to efficiently and quickly disseminate a weak message or a message you cannot fulfill will only accelerate your demise.

Which is why I focus on the proper blending and utilization of all three.

But I start with sales, which is my specialty, because nothing happens until a sale is made.

However, I am one of the best in the world in uncovering your true message, your USP—Unique Selling Proposition—and crafting that message in a way that resonates in the marketplace and makes your ideal customers contact you and beg you to take their money.

Then, like adding seasoning to a fine meal, we add just enough technology—and the right mix of technology—to enhance your abilities, not overwhelm and drown them out.

The short answer is no.

The longer answer is

Sales is the straw that stirs the drink.”

Nothing happens until a sale is made.

So while I spend time with my clients addressing three main areas of sales and revenue growth:

Sales, i.e., pipeline creation, prospecting, reaching decision makers, overcoming objections, negotiation, etc.
Marketing, i.e., messaging, tag-lines, slogans, USPs, ads, campaigns, etc.
Technology, i.e., CRMs, chat-bots, AI, SMS, hosting, etc.

I don’t prefer or emphasize or stress one area over the other.

I meet you where you are to determine your needs and opportunities and apply the best solution to help you create the best results.

That being said, what makes me unique among the sales trainers, CRM experts, marketing consultants, copywriters, funnel-builders, Facebook advertisers, SEO gurus, etc., is that I am well-versed in all the above, with an understanding of and appreciation for sales excellence.

I approach all of the above with the mentality of a salesman, not a graphic designer, not a videographer, not a programming Geek—not to disparage any of them—but a great salesman can sell with no video, logo, CRM, or even a website.

So start with determining what is needed to make more sales, then add the best solution to get you there.

Makes sense?

Wes Clate PCON16 Front